NATIONWIDE & INTERNATIONAL 7-15-19

NATIONWIDE & INTERNATIONAL EDITION

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

Every Player is Valuable:

How to Boost Your Team’s Morale

Tips on Breaking into the

LUXURY MARKET

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

NATIONWIDE & INTERNATIONAL EDITION

BOBSTEVE BOYCE HOUCK 7

LARRY DOYLE

13

16

KARLA DIVINE

CHERYL COOPER

BOB BOYCE

PAUL RATHA YEM

20

STEVE HOUCK

Top Agent Steve Ho of Real Estate Partn Mississippi – has be and sellers in Madis surrounds with exce for more than two d

ent Karla Divine 24– Principal 27 “I love being able to find a pr GREG DYBAS &33ZACH BELLIZZI F LAUREN RICHARD28BARTHOLOMEW Steve o Dedicated, hardworking and truly passionate nd Owner of Divine NW Realty in suits my client as buyer, Greg Dybas and Zach receive a the star treatment. What’s professio about what he does for a living, Top Agent At Richard the start of and h are known as are entrenched in new media Richard Bartholomew’s entry into the When it Bellizzi comes to listing properties, draws other aga Steve Houck – Broker/Owner of Real Estate thethat youngest agents in video presence across social medi Oregon – has nearly two decades buyer suits my client as real estate, Laur real estate industry arrived earlier than extensive experience and taps a variety of digital and office—a distinctheir behind-the-scenes look at th Partners,their LLC in Ridgeland, Mississippi – business out to follow this duo embraces followers daily.

Whether most. Growing up in a family of Austramarketing practices.

He buyers begins by set discussing aprovi cliein has beentionproviding his and sellers toworking ence helping her many buyers making a contract between to the fullest.

“We love Greg and Zach understand the footsteps and eartin lian real estate developers, Richard was and needs, then comes up with strategies to declutter in 31 Madison County and with the challenge,” Gregits surrounds in a transaction of this brokerag magnitud er’stwo license.

Whe exposed to all facets of the business Karla, the homesays. aswhen needed.

From professional photo actually excellent customer service forthere, more throughout than With an expansive liaison theshe purchase, rs achieve PAUL their real estate goals. asked what beforeKARLA developing a passion background in his own to make immersive and striking first im LAUREN FREEDMAN her coursework, DIVINE in DYBAS sales, incorporated Greg made the leap to real estate absorber,” Greg says. “We under RATHA YEM RICHARD GREG weeks b decades.

Steve’s vastan industry knowledge last& year.

Zach had setincluding shop withof Williams and and manage it forsays ourtour. client right. “I caught the bug from anZACH early aKeller day shoot, she dusk shoot, and ainstantly drone BARTHOLOMEW BELLIZZI was att Ste –up much it gleaned fromstress his extensive focus on providing excellent, about what does for a welcomed Greg to the imprint. Defined by determinaage,” he remembers. “There were always the word, heunflagging taps networks, the leading online li their ma experience thesocial new construction sales tion, out-of-the-box strategies, and an in energy,home Beyond the office,aspect Greg andof Za constant conversations about what was forms, and his sizable database of fellow agents in of a lost arena – provides his many clients with a level customer service has resulted in they’re both happy and they they’ve now established themselves as agents swiftly pairing with community organizat and every shifted gear listt Bob Boyce always wanted to run his own busithe rise,the bringing His aoftwenty-first tofor the pet rescue reaches organizations, promote value fewcentury otheredge agents can offer. on in of thethemarket, and on joining subscription list send-outs 270,000 an agent.

In the named as one top individual producHow did Paul Ratha Yem become one of the most Paul wasgoing CONTENTS Illinois marketplace. hostthe block parties that draw neigh ing land ness.

Twenty-four yearslike ago,they’ve heand was making ssive reputation an agent reached their goa This fo businesswho was a natural progression.”

After apprenticing for two members exposure.

While h ers in 2018 by the Northeast Association of Realtors; trusted agents inas his community? hergarners industrywidespread debut, has establishe freeLauren hours, they both enjoy expl Steve began his real estate career in 1997, a busin years, Richard ultimately transitioned to sales before buying at delivering results, Richard also prizes the interpers was recognized in Boston Agent Magazine’s 2018 Primarily serving Chicago’s northwest suburbs, Greg and dining and sights, in addition to and indu transition outwasofnamed a managerial role when he finally leader, earning top ranks as theaq her client’s sense ofGET urgency and aponent willing buyer and a willing Who in Residential Real METHODS Estate”; his clients to achieve their real estate “Who’s clients following aregional lengthy career in the apparel 4)Paul5empowers TIPS TO NEW 22) 3 SUREFIRE 39) TIPS ON Zach areown. regional natives.

Already, they’ve managed to home and friends. into the business and running a Sydney-based office of his at the core of BREAKING every bought or sold.

Ofte Coldwell Newcareer, Haven and W Broker Yearchallenge, by the National Association of for goals through unparalleled accessOnce to thehehousing drive roughly 50% of their business through referral Banker clientory, and spotted the perfect opportunity to casting break into business.

When about forinathe new market was ready for ofhistheMAKE next Richard took off strikes upTHE friendships with his clients and they stay k CLIENTS THAT FOR A INTO LUXURY MARKET tele—a promising testament to theirto longevity.

“Into real Looking ahead, Greg andaccou Zach market and individualized customer service.

As the Real Estate Brokers in 2014; and was recognized well as the #1 Agent for Condo Sales in goals in mind as she works with the expertise help them with to he wanted find a job that valued customer California and rebuilt a whole new legacy steeped instate theevery same is different long after table beensteadily, reached.

“My clidh youthe haveclosing to work it,” has business develop their Bob says real wasand drawn toformany sales and one of the top real estateestate agents in business. the estate, by dayHe principal broker with Global Realty Network, Paul asPRODUCTIVE MEETING of Branford.

What’s more, she has bui service.

“There aren’t of those types of team inse principles of integrity, strategy, and follow-through. that I’mevery really allthat’s in for them,” explains.

“I really 110% day, and sometheirhe vlog, and ultimately expand Top Agent Magazine in 2017. Paul is notGreg onlysays. an “We’ve given worksto with clients first-time homebuyresources getranging thefromjob done. of buying and selling” Karla is new careers out there,” he explains, “but the real reputation for her professionalism, roc that we’re proud of.”

Likewise, Zach cites their dual solid year of success behind them this busin offered chance to learn the ropes under a 10) providing individual attention to my clients and I foc leader with 27 years the ofthing experiers toRECONSIDER investors and business owners in the greater acclaimed industry was 43) EVERY PLAYER IS determination as an integral asset to service, their approach.

“We ahead, Greg Dybas Zach Bell estate business is one them.

Socommunication. with the and sites ev andof steadfast ence, but a devoted community member. Palm Lowell area.

Today, Richard heads three offices of The Agency: Springs, the relationship.” really thrive within a VALUABLE: goal-oriented Zach says. older enjoy most about their chosen fie communi top-producing agent.

“Itmeeting was a mindset,” leap of faith,” he he sellsREFERRAL-ONLY homes on landWHEN as well, the challenges that sell 26) DAILY HABITS THAT HOW TO BOOST knowled encouragement of several brokers, I Palm Desert, and an international office in Mexico’s “We Puerto Valreceived amazing training under Keller Williams and new people every single day. I lo leads aINCREASE diverseremembers. team of agents hails from Paul began purchasing investment rental properties Paul decided totwo get mydecades license.” know ifs PLANNING THE days aZachLau we Now, more than later, we use those tools every day.” Communication, perseverour passion with them,” WILL YOUR YOUR TEAM’S MORALE larta.

While his industry legacy spans close tothatthree decades, Beyond the office, Richard gives back to his communi Under the banner ofdiffer Coldwell Banker, iche market is inandFOR the floating homes can create, which can substan at least fourarena, countries, and speaks Cambodian, Chiin Massachusetts Rhode Island in the ‘80s. Afterhome ance, and adaptability are some of the defining attributes “Every day is a challenge,” he add spentnese, the French, last few bolstering the profile of his reputation various partnerships andindustry events.

He is alargely contributor to her broker’s license and focuse FUTURE andyears English.

“Each team has purchasing twenty properties with Richard the help ofhas a real MENTAL STRENGTH involved he’s built amember steadfast for his of Greg and Zach’s philosophy. “People feel comfortable what we can do.” of offices. with who leads of the up busiparticipates actively in his son’s school, and is a freque s one of only a inhandful agents the area those that arise homes on land. ain drive to his helppartner, others improve theirmuch livesopening through estate agent, 1991 he decided of totrio obtain a licenseAlong to can us, and we build trust inselling the process. in the New Haven County region.

The 47) 9forTHINGS THE BEST knowledge, communication and to her wait Our clients know thatevents we’re going to to bat skills, ownership,” he says. Anhas impressive 70% ofPalm himself. He then began to work for a localmarketing bank in home ness’s and advertising, Richard lived strong in the the Palm Desert’s and lesbian commun a go tightknit team gay that includes full-a for them,” says.free “We’re relentless, and our enjoys time spent with his family their business comes from repeat and referral cli- Greg Lowell, MA where he focused on Springs serving the Asian 15) ARE YOU DOING sess significant expertise and experience in area for almost ten years, making him a veritable trove of hours, he most 29) THE DAILY SCHEDULE LEADERS NEVER SAY and a buyer’s agent. A vast majority clientsoforh storied track record of every success. energy is ecstatic day. Communication is ents. Paul’s clients rave he givesmarket. them the community and helping people to knowledge buy new homes. and insight whenpast it comes to thethat regional ones. the chance to cheer on his son at h BUSINESS AS YOU also key Thus to what we do.

ZachHe evenrelishes writes handdriven by repeat and referral clientele, education and guidance they need to make He became the Executive DirectorON of a nonprofit specific OF A SUCCESSFUL REAL g and selling these uniquefar,properties.

When she’s not working, Karla enjoys noae stay roughly 90% good, of hisinformed businessdecisions. is generated byworks repeatwritten and refer-and imparts sporting events,touch, from basketball to golf, and hecom also notes that personal He also with cliin Lowell that promoted community and economic 140 transactions closed last year alone FACEBOOK? and it’s so genuine.

When you make an authentic ESTATE AGENT 50) 3to Puerto MENTAL ral clientele—a to his remarkable power and the setting Vallarta TRICKS for equal parts business and pl ents to ensure they will be ablestaying to afford the home development and provided support to first-time testament Today, Bob works in tandem with marketing connection, clients will remember you forever.”a sellers flock tosailboat Lauren for her proven he tra than spending time on her with impression imparts. accomplish Richard for yearsheand years to To come.

Past clientsthis, return for homebuyers. In 2004, he decidedmemorable to start his own THAT WILL TAKE YOUR describing her working style, Lauren em on investment properties, orand even advice on company and began to work full-time as a broker. support When li assistant a transaction coordinator, serving clicites transparency and consistency as some of the key tenets of his Now, with nearly thirty years of industry experien When listing properties, Greg and Zach 18) WHAT THE FIRSTcounseling e unfamiliar withabout floating homes, these are children, grandchildren and her Standa starting a new business.

To stay in touch with past He’s passionate advising and his importance of communication, respons 35) HOW TO SEND BUSINESS TO THE NEXT wed tech-forward and marketing working style. “I’m very open about the process,” Richard says. him,traditional along with a burgeoning international career in experienc ents across state of Minnesota, with on clients eachYOU step of theDO way soAFTER that they can achieve clients, Paul uses social media, which the hasapproaches. resulted From leveraging the leading a focus THING a dedicated approach to the detailsmost of “From pricing to negotiating, I’m proactive, friendly, and make Richard Bartholomew considers what he enjoys SMARTER EMAILS LEVEL in potential clients reaching out from as faronline away as the American Dream of home ownership. listing platforms and also social media, to proud 25-year me hat – unlike houseboats are permanently Wesley.

She is a “Strong communication is the most consis propertie the northern suburbs of St. Paul and Minneapolis. myself available as a help and resource.

I don’t just tell clients chosen field.

“I really love the people I work with,” h WORK SAYS ABOUT YOU canvassing neighborhoods and building buzz around high-end open houses—all listings I receive,” she says.

“I’m quick to re what they want to hear.

I keep expectations in check, tell them love finding the perfect house for someone to begin n a floating foundation inhow communities called women’s clubcovered that meets up home for trips tocanarm For several years, Bob fivea neighboring photogra it is, and guide them along the way. My clients really respond phase of growth, listing aand so that on a client days or week, I focus providin to the level of transparency I bringstates to the table.

Ihe believe that’s the franchises, their next chapter.

There’s nothing rewarding leading asbook recruited affording him amore happy communication thatand clients crave intha s’ that line the310-734-1440 local riverways.

“If someone readings, concerts, hiking htho Phone key| Fax reason 310-734-1440 people come back, time and time again.” in service ofbig others, to make them happy.” life decision.more, I’m also hardworking a outlets. A deep well of regionaltake knowledge.

What’s live inmag@topagentmagazine.com a single-family, detached | home on girlfriends an annual getaway motivationvacation to all my transactions.” www.topagentmagazine.com almost the entirety of his business is built upon tral role i No portion of this issue may Karla be reproduced in any manner whatsoeverstrengthens without prior consent of the publisher.

Top Agent Magazine is t property in Portland,” explains, “they their friendships.

“No children Apart her again reliability, repeat andtoreferral clientele who turn from to him “Eachalsosi published by Feature Publications GA, Inc. Although precautions are taken ensure the accuracy of published materials, Top Agent Lauren ventional value to her clients through ably end upcannot purchasing a floating home, allowed,” saysTo subscribe Karla orwith aaddress, laugh.

Magazine be held responsible for opinions expressed or facts supplied its authors. change to and again forbyhis down-to-earth demeanor andsend to get knowledge of investment properties. inquiry to mag@topagentmagazine.com. Published in the U.S. future apla keen understanding of the local market.

“I lookand at encounter waterfront detached homes on land are almost are house-hunting h helps prospective buyers envision the p ent.” Karla herself lives on a floating home Karla is actively engaged with herearning comm property and its long-term pot 2 Top Agent Magazine deally positions her to sell them - and is an is an active member of the Oregon Wome Copyright Top Agent Magazine

To learn more about Greg Dybas Agents of Keller Williams Succ email GregoryDybas@kw.com or Zac call 630 – 880 – 4007 for Greg, 224 – 6 or visit facebook.com/bellizzidyba www.

Copyrig

34

CHRISTINE MASTIS 41 ALISON McNA RAYMOND37 GIAMPORCARO MEGHAN38GROFF

Christine Mastis launched herAlison Beyond the office, Christ McNair started Top Agent Ray Giamporcaro result is a fast career sale for dollar, not to mention in top real estate more than stayssatisfied actively involved When Meghan Groff decided She answered allindustry questions and kept meyears up almost nine – of Sunspot Estates of Keller clients. ago.

At the time,wasand schooling.

In her to enter the real estate eighteen world, years how everything going andwas where wefre w the time, she searchin Williams in Central Florida – is she was shifting career paths a passion for rehabbing h she knew she was making process. I couldn’t imagine working with a opportunity that would she sought greater workinforms her practice as a R a talented, energetic go-getter Those satisfiedas clients havea rewarded Ray with a multithe right choice. “I always was simplytoamazing.”

Another wrote hands-on role lifereviews, balanceShe and a self-driven spent aZillow, with her family anda who has based his successful tude of five-star including this one take from wanted to do it, so I jumped made the process a literal BREEZE! Ther found a home with One role with no ceiling.

Soon her kids at all their sportin CHRISTINE MASTIS realMEGHAN estate career on a foundaon which site he is Premier “Ray was wonderful ALISONAgent: McNAIR RAYMOND GROFF in and never looked enough, back,” shesingle time Meghan disappointed.

I trusted identified realRealty East Inc. There, Ali GIAMPORCARO tion of honesty and integrity. from the very beginning, and he has the skills necessary ALEXANDRA ROSS JESSICA YOUNG-STEWART transitionprocess, As for the future, Christin Meghan explains. Nowestate in theas theinnatural the offering never questioned her reputation on professi With remarkable enthusiasm, toprior get the job done.

I hiredResources. him because he showed me hehopes to inc from her for experience Humanher Now,experience, course, with business two years, inshe work, loved every recommendation sh knowledge, f Top Jessica Young-Stewart – of aChristine - and I really bringsAgent her specifichas demographics, income Ray isAlexandra truly Ross committed tobackwas two driven and oftook being Realtor seriously.

He more was with nearly decades experience, projects fully intow works solo with a transaction every step of the way she continued to impr 51 46 STACY PFANNKUCH & KARIN STOCKNOFF 42 45 49 service, and a proven track in hospitality management levels, geographical areas, all to that g RE/MAX Executive Millersville, Maryland achieve helpingground his many buyers and greatinto us, andthewent the up, extra mile even after thenearly sale of built a reputation from ground known for her with two decades coordinator, Oklahoma andinsurrounding hersay willingness availability.”

- she earned a degree in the fieldCity maximizeand my ROI.” – was destined work real estate, growing buying a hou sellers in nearly fifteen counties in theserving Sunshine State house…I honestly can’t enough what a wonderful detailedtothe eye, steady communication, and proven track Christine Mastis considers Honest, forthright, and incredThere are many other factors that must be taken into in to working with clients in the regions. Although up she with just recently started, she already While of shefellow primarily serves clientsfield. in Halifax parents that were both successful ever make record of success. her chosen “One of t achieve their real estate goals. job he did for us.”

Katie Miller hadn’tworld anticipated platforms, and taps her network agents and ofreferral realknowledgeable, estate.base, “Do you knowmakes While Josh handles mostshe’s of ibly consideration when assessing The Kasey Group’s has a strong which up the majority When isn’t working, dual community career realpowerestate agents.

JessicaAlison initially to sup goesMeghan wherever clients may Agood su Realtor wasJessica tolead. find astayin a career in the industry, but contacts.

Closing an average of 29 transthe motto of The Ritz-Carlton?” the work with developers, house “My duo Stacy Pfannkuch success story: solid business acumen, excellent negoof her business. referral business is 83 percent, the community.

She was raised in a competi went to work for the Department of Defense believe home Today, Christine serves clients solo, working across career path, and I’ve be portion of her business today is driven by re Agent. of “It’s “We are focuses her talents A veteran of the Navy grew and ashe former resident New Ray’s all success in 90 the industry prompted Keller Williams to on herU.S. husband upasks in aTop real actions aearning year, under days, and inAlexandra the highly-effective $385,000 and Karin Stocknoff – ofFacebook,” tiation skills, and of course, marketing the southwest St.Bachelor Louis County corridor and northern professionally and person (DOD) after a of Science goal for every and I also get a small percentage from she so loves playing sports.

One of Meghan’s Ladies and Gentlemen serving the marketing and the personal referral business, drawn to her talents for com York State who simultaneously owned and operated an range, inviteKatie’s him to join their Agent Leadership Council, someestate familysays. that Ladies underscored average track record runs the gamut.

William Raveis Real Estate “There’s we don’t do,”while says Karin.

Jefferson County areas, aWhile particular focus in that career, being there Degree from Morgan Statestrategies.

University. communi andpassion Gentlemen,’ and I live relationships with clients.

“Ithe have It’s her people and dedication towith her start anothing nonprofit helps young athletes tion and understanding.

In addition, Alison offe IT company and pool and spa business, Ray wasfor casting thing he is rather proud of.

“Teaching new agents how the opportunities that property Fenton.

With nearly half Jessica of herROSS business driven repeat “I also loveam the fact –that bythat that.” abymore approach,” she inhas Stratford, Connecticut –country, Professional photography ispersonal utilized exclusively she loved serving herALEXANDRA wasn’t 100% ded JESSICA LINA PORRETTA KATIE MILLER STACY PFANNKUCH clients resulted in her massive growth. play their favorite sport. to isa one unique flat fee structure that save about for a new line of work when a friend suggested real to beclientele, great atChristine whataccess they do of“Ithe most exciting says. getfamily totogether know myto clients, andsatisfied referral has grown her sphere meet their go YOUNG-STEWART provide. As Beyond the office, shestandard stays occupied with herstaging completely the 9AM sellers throug &investments KARIN STOCKNOFF havethey nearly sixty years ofwith along with drone footage and when appropriate and sets expectations upfront.

“We save estate might be a good fit. “I decided take thetoreal estate parts of my job.”and Ray ishigh alsoclear a committed For toAlexandra that means and I keep inphilanthropist touch with them on through personal attention a results-oriented finish. hard work put in.

I alway 5PM job.

In 2015, Jess decided it was understand combined real estate expe– both ofthe which ensure that each listing is presented in an looked toward their future, her client andwith loved ones, toenjoying Madera County’s scenic will bend over backwards for have As Meghan looks towards s social I’ll run into athe client treating every the lot of money with our fee structure, butincr the courses,” he recalls, and as“Iwith almost every endeavor andthem supports numerous charities that support veterans, “By nature, I’m extremely self-motivated and wantmedia. to flat team effort, andfuture, it’s time she stopped beating around the bush rience between them.

Stacy and Karin’s legendarily its very best light.

Their properties are then propagated husband suggested she earn outdoors.

“We live in this amazing place, full of lakes same experience as I would want if I was purchasing sights set on getting her broker’s license a and be able to say, ‘I already same high-end attention and achieve the best resultan I can, in of, everything Iare do,” she Jessica achieve that outcome.

Rea line is,a successful they pleased with the service we Ray has attempted, he succeeded with flying colors.

The and isalways also active Rotary Club member.

When he’s and become what she real takes her job asp fierce work ethics, combined with their solid committo adreamed wide variety ofopening online portals.

“WeThe use Adwerx, respect.

“Itsays. doesn’t matter if it’s a and know what’s happening insky your her license as a way of beginand rivers streams,” she says, “and our family lives a home,” she “I love getting to know people.

It’s ally up her own brokerage.

But says.

“To some degree, I’m a perfectionist, so I stay on career. is the limi rest, as they say, is history. notherworking, Ray enjoys playing heavy metal music she “I take a lot of pride in on whatthe I do.

Is estate agent.

Like parents, Jessica is asays. dual career agent, ously, planning listin $50,000 property or $20 million,” life, and I’m here toof,” help!’” ment providing exemplary customer service, has and every internet site you can think saysonStacy. top ofacres details and get things done proactively—those ningtotheir own rental portfolio. on forty with a creek on it.

We love to do anything more than just selling or buying a house.”

Meghan is a want her growth to ever impede her abil hissame guitar (“I look the pretty straight-laced,” hethe says with a service and experience.

My eight-and-a-h for The the finest “The lis she says.

“We still give working everyoneaspart-time the high endDOD. translated into longtime, stellar trusted is in almost always a She quick sale fordetails. top dollar, are in some ofon mythe fortes.

Iresult believe top-notch service, people-person, andreputation finds building relationships me, it’shelp Little sheaof know, Katie fell on joy the water, mountains, orher in the also Currently, more thandid half Ray’s real estate business smile, “so that raises eyebrows.”) andthere learning golf. ofsome experience certainly brings aall wealth ofthe know marketing book, created by me, that’s customized Alexandra andclients.

Joshdirt.” are“For also to inabout theirthat crucial activity I pe do real advocates, not to mention a thriving businot to mention happy clients. honesty, andhas greatacommunication.” with everyone she helps.

Everyone story, and I love most about my work is being able t in estate love clients with the business for participates in high 4H,quality an organization whose lasting impact the property. gets the same community.

Josh sits on the board of So What is based on returning andto referrals, a Everyone significant Four years later, Jessica’s business has expanded to the point also takes a very empathe the process, which benefits my clients.” ness that frequently sees them selling up to 140the homes photography, 3DKatie tour and same energy isher first Else Inc.,clients anplans organization works with listing children sheconnections loves to hear about it.

“There’s genuine interest inRay’s and be fairly athat part of their lives.”their hom where she recently had to hire assistant, her brother through the growth, achievement creativity, and it cites today. thatcommunity clearly illustrates that he the is providing As for the future, are straightforWhen approaching thewill listing process, Christine in a single year.what poured “We go above and beyond ourme clients; into marketing.” in always underserved communities in the for BaltimoreIado and I applies meet.”

Todd andward: is all-encompassing now the process of to building her own tour and tell the story exceptional told the thatpeople I’m aYoung, very toingrow hisWashington business and to build a work team.

Above offered. Now, ten years client later, service. she has“I’ve builtbeen reputation Alison is also dedicated to educating thr her style be sure no stone region.

They alsofor with Nourish there’s impressive nothing wesuccess wouldn’t do them,” saysclients Karin, team.

When it comes to Jessica’s story, house is their life, not a caring person,” he says, when asked how he manages all, however, is one overarching objective: to continue is left unturned.

“I take a diversified approach, which as an agent in the know, defined by generosity, regional In the future, Katie intends to use her real estate the course of a transaction, understanding is a huge of the success Alexandra Now, what whichtheir workscustomers to end foodmost wasteoften by bringing Stacy began her realMarketing estate career in part 1987, upon the when asked remember many factors come into play; her genial, authentic and warm – they have probably rai When it comes to marketing, Meghan also goes above ishave always the with best way to her cover your bases think to inspire such impressive trustand andher loyalty.

“I’m also providing the customer service that has become husband Josh found theiramazing excess food from and restaurants and hotels to thoseinherent high emotional and financial knowledge, and an unceasing ethic. prowess to further build community.

She hopes to urgingwork of her parents, both team of whom worked the about withshopping Kasey Group.

“Istakes would add to personality that in puts her clients atworking ease, asneed. well asThe her fierce house they came home and beyond, offering professional photography for critically about how consumers are for RE/MAX serving the larger D.C. Metro area. most in generally very attentive; I listen to my clients carefully. synonymous with his name. estate.

“Buying or selling a home can be on serve as a central hub for community members—particindustry. Karin’s home-selling journey began in 1994. that we’ve been doing this for so long we can see around work ethic sincere willingness to go above call of “The presence of the brand isand important,” she says. homes,” sheinexplains.

All properties arethe leveraged all properties.

“I’m also interested walk through I’ve had a few of them comment to me that they were most stressful times in my clients’ lives,” Today, Katie works in tandem with assistant, serving ularly mothers—seeking information and resources.

“Andforces, I’m veryand detail-oriented in it’s presented, The future is bright forknow the ROSS | RESIDENTIAL In 1997, the an pair joined The Kasey Group corners,” says Stacy.

“We where dealspeople can go off s duty when necessary.

Helping motivate through high-quality photography and compelling videos, because we have aone lot ofhow out of state clients.” amazed that the very first home Imaking showed them is the “I do everything I can to prepare them and m sure everything matches from our social team, and for Alexandra personally.

“I’m expanding clients across the Madera County Mariposa County “From recommending babysitters and dogwalkers, toexplains, copy, while presence across she “I done got into was born. and Since then, they have earned notsocial only thean expansive the rails, where things can MLS get messed up. We’ve takes advantage of media marketing, they ended up buying. If I Meghan truly media listen toour what they need to flyers to the way the listing looks.” my clientele to Florida” she says.

“And for the positive process.

I give feedback; I’m transp platforms, digital listing services, and social media else,pizza Jessica believes that theto relationships shethosehelp the community.” regions. Under the banner Properties, sheAbove theallbest inmailers town—I want be there inenough trust of andLondon admiration of their buyers and sellers, this long and enough andfor frequently to make S advertises on many Zillow, sends three whenand want, I can find it for them, and it doesn’t takeand long.” team we’re goingwell-timed to the focusprocess. not on expanding our outlets broad exposure.

From there, don’t sugarcoat Along the way, ab I hi To more forms with her secures clients seeking is the most important partsays. ofhappen. being ties andlearn organizations, slewever of industry awards and designations, sure those things don’t Our clients hire goes where clients leadbut andalso hasa developed a business our community guidance,” she “I want to Her attention to detail goes all the way down to team but on expanding our portfolio.

We’re on aus to she lists a new property. open houses, direct mail, and understand custom brochures round all the different steps, what to exp a superior agent.

“It’s the relationship aspect,” she says, Arundel County Food & email Christine@C including their frequent recognition ascreate the number do the job, we’re there for from the beginning almost entirely driven be repeat referral clientele. aherspace where people can find that espeanalyzing social media algorithms.

“Ione work hard to greatand growth trend andhelp, wethem want to continue that, There are many other and factors that come into continuing play when outwith, comprehensive All work told, Christine “Anybody cancampaigns. sell awe house.

In fact, I tell in those with phases. youth cheerleading how we through I’m there understand who my audience is and how to reach but don’t have a number mind… we just love Christin visit selling team in their company. until the very end.”

In fact, Katie’s involvement her community is central cially focusing on properties moms and helping planoffor their Afteramong working withhis Meghan, buyers andwith sellers closes forty year, with‘Ithem andoaverage assessing Ray’s in success story, them expert thatboth Iover am working front, nottosell the Severna Park Green H them,” she says.everyone “I focus my marketing dollars on toaup help people. from beginning end.” as call (314 to her business practice, and she began her sphere by futures and everyday lives.

I want to use real estate a is not or twenty-one days on the market. remember her determination and perseverance.

“I negotiating skills and stellar marketing houses strategies. because there’s nothing I can say to make you buy If she out serving h Currently, thelistings lion’s oftoThe Kasey Group’sand busibringing in cookies tothat the local school where mother resource, share my knowledge with others.” wouldshare have say,something probably leave remembering Ensuring each of his isher presented inthey the best you do not want to buy,When and there’s actually be found spending tim it comes to listingcan properties, Alison ma isofbased upon repeat referred clientele, which To find outexplains. more about Alexandra Ross, taught kindergarten andness herischildren now attend.

“I was my ‘neverand give up’ she They light possible utmost importance.

“I always use veryattitude,’” little I can say to talk you out of buying something...’” preferably both at the sam every home makes a striking debut.

From thereC isphotography, perhaps the most accurate ofabout agoes job done visit her website at hermore atpiece 240-404-7733 For information about Megh will stage the property if well leavestarted glowing reviews their together.

Jessica on totime say,rossrem.com, “I think forOne me, call the biggest is the youngestprofessional on the mountain when I and got inmeasure this are leveraged across online pl in the highly-competitive realhome estate industry.

“I think a herup email at Alex@rossrem.com pleasethe callleading 405-371-9323 o establishing a to relationship front and Jessica brings both a wid says.

Additionally, isonly blasted said, “The wordor describe Meghan is building from there. business, andnecessary,” the way I he built it was byrecently gettingeach involved Whether she’s working with buyers or sellers lot of it has to do with the fact that we bring a calming One of my tagbeyond lines isFor ‘your realtorme. and friend.’

Very few ofmegsellsmetro@gmail.c an energetic, youthful e out to directly,” over one hundred websites, both domestically and more about Ray Giamporcaro, amazing.

She went above and in helping email in the community Katie says.

“I try my best to focuses first on the relationship at people hand and presence to each transaction,” says Stacy, when my clients do notasked become please friends afterwards.”

“Very few get cth internationally, making certain that they are seen by as Copyright Top Agent Magazine call 321-362-2380 or treat others the way I would want to be treated.” strategy to meet the goals what of herthey clients. one me to account exceptional level of trust and loyalty love.InHome is many potential buyersfor as the possible.

The most common email sunspotestates@kw.com instance, Alison helped a Nigerian family purch they inspire. “Real estate can be Jessica very volatile, so we relates to her first time buyers, as a previous renter aboutCopyright helping people fin Top Agen Katie keeps in touch with clients through hand-calm workpast really hard to keep things our clients, herself.forWhen she finally became a homeowner Jessica the sky is the limit! “I a Copyright Magazine written notes and a yearly party recalls, I did buy that house, I recognized that ifTop partAgentwant to have a team. My and one waythat we draws do that new is by and being very,“When very responfelt like I could not - other people have that too believe she will be my fi familiar faces together. sive, Through her involvement withof me and providing quick follow-up forthat them.”

Karin For more information about The Kasey Group, thinkatit’s also because we the Women’s Council of concurs, Realtors,but heralso role adds: on the“Iboard please call Stacy at 203-378-8200 or love what we do. Weinstruchave a lot of empathy and an Yosemite Gateway, and really her community archery For more information on Jessica Young-Stewart, please Karin at 203-209-2468. You can also reach understanding of region’s what they’re going through during the tion, Katie has the inside track on the events, email jess@jessyoungrealestate.com, or visit jessyoun them via email at Stacy.Pfannkuch@raveis.com thinkthis our first-hand clients can sense our sincerity, citizens, and inventory. transaction.

She passes Ialong or Karin.Stocknoff@raveis.com and can tell we really enjoy working with them.” knowledge to the buyers and sellers she serves. When

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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1

Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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LARRY DOYLE

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LARRY DOYLE How did Larry Doyle become one of the most successful and respected agents on the Eastern Shore?

Soon after graduating college in 1993, Larry joined the mortgage side of the business.

He opened his own mortgage company in 2004. During his mortgage career, he was in the top 1% of loan officers for a national company on the East Coast. He then decided to use his industry expertise to become an agent. He now works as a solo agent for Long and Foster, and he’s so committed to his clients he’s unwilling to have an assistant. “I firmly believe in handling the transaction from start to finish,” he says. A native of College Park who attended the University of Maryland, Larry serves the Eastern Shore with a focus on Kent Island, Queen Anne’s County, Talbot County, and College Park, as well as Prince George’s, Anne Arundel, and Montgomery Counties.

An impressive 90% of his business comes from repeat and referral clients. “I closed over $150 million in transactions in the mortgage industry, so a lot of my referrals are coming from my clients in the mortgage business,” he explains. Larry’s experience in the mortgage industry sets him apart from other agents in the area. “It’s not only about getting the best house for the price, I also believe in getting the best mortgage for the buyer. That can save them up to $50,000 over the years.” Larry also has personal experience buying and flipping over 50 homes, so he can offer investor clients expert advice. He always goes the extra mile for his clients—recently he mowed a lawn in his suit to ensure the house made it to closing.

When it comes to marketing listings, Larry takes a thorough approach. He posts all listings on Long and Foster’s extensive network of over 80 high-traffic 8

websites, hosts well attended open houses and brokers’ opens, and posts ads in local magazines and newspapers. The result is often a quick sale at a competitive price. The average price of his listings is $400,000, with his lowest priced listing at $79,000 and his highest priced listing at $1,725,000. “I deal with all kind of people and I get along with everybody,” he says. On average his listings sell in 45 days or less.

In 2017, he was nominated for Rookie of the Year by the Bay Area Association of Realtors, and in 2018 he closed over $17 million in transactions and was ranked #2 Regionally and in the top 3% of all Long and Foster agents across the nation.

What’s Larry’s favorite part of his job? “I love helping my clients find the home of their dreams,” he says.

To give back to the community, he coaches his kids’ Little League baseball and soccer teams, takes his children and other kids’ he coaches fishing, spends time in the outdoors, and sponsors a local child suffering from bone cancer. For the future, he wants to stay committed to providing excellent, personalized service to his clients!

To find out more about Larry Doyle, email Larry.Doyle@longandfoster.com, call (301)332-7935, or visit longandfoster.com/LarryDoyle www.

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Ron Steele is proud to congratulate

LARRY DOYLE Ron Steele is proud to congratulate Ron Steele is proud to congratulate

LARRY DOYLE LARRY DOYLE

on being featured in Top Agent Magazine on being featured for in Top Agent Magazine on beingfor featured for in Topof Agent Magazine the State Maryland! for the State of Maryland! for the State of Maryland!

RON STEELE STEELE RON RON STEELE NMLS #186413 NMLS #186413

NMLS #186413| M: 410.320.4781 O: 410.643.8828 O: 410.643.8828 | M: 410.320.4781 O: 410.643.8828 | M: 410.320.4781 rsteele@directmortgageloans.com rsteele@directmortgageloans.com rsteele@directmortgageloans.com

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9

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 10

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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CHERYL COOPER

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CHERYL COOPER process of buying that home, but to understand the home itself. It’s a very expensive purchase and it needs to be approached very carefully.”

Dedicated, passionate, and honest to a fault, Top Agent Cheryl Cooper – of Coldwell Banker Residential Brokerage in Hillsdale, New Jersey – has spent more than twenty-five years representing both buyers and sellers in the Garden State. Cheryl’s reputation as a Realtor who can be trusted to place her clients’ best interests front and center during each and every transaction has been truly earned.

Cheryl began her journey in the world of real estate in 1994, when she was a single mother employed in the corporate world. “I was running three locations for this company,” she recalls, “and I realized I simply needed to find a job where I could be more hands-on with my son. Somebody suggested I take a real estate course, so I did. I got my license, and I’ve never looked back.”

Selling primarily in New Jersey’s Bergen and Passaic Counties, Cheryl’s deep reservoir of industry knowledge, coupled with her tenacious desire to achieve solid results for her clients has translated into a business that is based significantly upon referrals from satisfied customers, as well as repeat business.

“I think that because I’ve been doing this for such a long time, I have a really good understanding of where people are in their lives, and what they actually need, whether they’re part of the over-55 community, clients who are moving up to a larger home, or first-time home buyers,” says Cheryl, when asked to account for the impressive level of loyalty she inspires. “When I work with those first-time home-buyers, I find that they’re generally very excited and want to pounce on the first house they like. What I do is to try to slow them down a bit; to help them understand not just the

Another factor that comes into play when assessing Cheryl’s long term success story would be her exceptional marketing strategies that almost always result in quick sales for top dollar, not to mention happy and grateful clients. Professional photography is utilized exclusively, as are high-quality brochures, both of which ensure that each listing is presented in its best light. “Whether it’s a small rental or a multi-million dollar property,” she says, “everyone gets the same treatment.” A robust internet presence, as well as deft use of social media platforms - particularly Facebook, Instagram and Snapchat - provides maximum exposure. “Working with Coldwell Banker is wonderful because they actually put the listing out on over 900 websites,” says Cheryl.

When she’s not working, Cheryl enjoys nothing more than spending time with her husband Joseph and her two grown children. Travel, gardening, and hiking are some of her other passions. Additionally, Cheryl is a philanthropist who supports multiple animal rescue efforts, both personally and through Coldwell Banker Cares.

Cheryl’s plans for the future are fairly straightforward: to continue growing her business and to build a team to support her efforts. Above all, however, is one primary objective: to continue providing the amazing customer service that has become her calling card. “I really love what I do for a living,” says Cheryl. “Knowing I was there for a significant part of their lives, that’s just incredible.”

For more information about Cheryl Cooper, please call 201-745-9190 or email Cheryl.Cooper@ColdwellBankerMoves.com 14

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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BOB BOYCE

Bob Boyce always wanted to run his own business. Twenty-four years ago, he was making the transition out of a managerial role when he finally spotted the perfect opportunity to break into the real estate business. He was drawn to sales and was offered the chance to learn the ropes under a top-producing agent. “It was a leap of faith,” he remembers. Now, more than two decades later, he’s built a steadfast reputation for his industry knowledge, strong communication skills, and storied track record of success.

Today, Bob works in tandem with a marketing assistant and a transaction coordinator, serving clients across the state of Minnesota, with a focus on the northern suburbs of St. Paul and Minneapolis.

For several years, Bob covered five neighboring states as he recruited franchises, affording him a deep well of regional knowledge. What’s more, almost the entirety of his business is built upon repeat and referral clientele who turn to him again and again for his down-to-earth demeanor and keen understanding of the local market. “I look at 16

every listing in our area every single day, including land, commercial, residential, investment, and industrial offerings. I know pricings, inventory, and research is really central to what I do,” Bob says. “Communication is also a key part of this business. I’m very responsive and customize communication to my clients’ preferences, seven days a week. There’s a lot of emotion and money involved in this process, and people don’t want to wait and wonder. Whether I’m working with clients or fellow agents, I keep that in mind and stay communicative and attentive.”

When listing, Bob draws upon his years of experience and in-depth knowledge to position properties wisely. Beginning with high-quality photography, homes are then leveraged across the leading online listing platforms and social media outlets. As always, communication plays a central role in Bob’s approach to the listing process.

“Each situation is different, and it’s important to get to know people, their budgets, goals, and future plans,” he explains. “Clients’ motivations Copyright Top Agent Magazine

for selling and buying can vary, so I listen, do my best to understand my clients’ aims, and make the process as painless as I can. I treat every transaction like it’s my own.”

Beyond the office, Bob gives back to his community through supporting local businesses, as well as through volunteering with the city to help coordinate community events and working with the city planners to develop the future of local communities. For twenty years, he has been active officer and board member in various charitable conservation organizations that have donated significant resources to worthy organizations and hosted an array of high-profile events that highlight and raise funds for their cause. In his free hours, Bob most enjoys time spent with family and friends, and exploring the area’s ever-evolving food and beverage scene and escapes to the outdoors as often as possible.

Finally, with twenty-four years of experience and insight behind him, Bob Boyce considers what he enjoys most about his career thus far. “I like helping people and playing all the roles required in this business—advisor, counselor, banker, tour guide, expert, and friend,” he says. “You really have to be authentic in wanting to help people. I want to achieve that positive outcome, and it always stays exciting along the way. You learn by doing in this business, the more you do, the more you learn.”

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To learn more about Bob Boyce email FaxBob@gmail.com, visit HomeASAP.com/RobertBoyce, or call (651) 248 – 3498 www.

Copyright Top Agent Magazine 17

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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STEVE HOUCK Top Agent Steve Houck – Broker/Owner of Real Estate Partners, LLC in Ridgeland, Mississippi – has been providing his buyers and sellers in Madison County and its surrounds with excellent customer service for more than two decades.

Dedicated, hardworking and truly passionate about what he does for a living, Top Agent Steve Houck – Broker/Owner of Real Estate Partners, LLC in Ridgeland, Mississippi – has been providing his buyers and sellers in Madison County and its surrounds with excellent customer service for more than two decades. Steve’s vast industry knowledge – much of it gleaned from his extensive experience in the new home construction arena – provides his many clients with a level of value few other agents can offer.

Steve began his real estate career in 1997, following a lengthy career in the apparel business. When casting about for a new career, he wanted to find a job that valued customer service. “There aren’t many of those types of careers out there,” he explains, “but the real estate business is one of them. So with the encouragement of several older brokers, I decided to get my license.”

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Steve currently oversees an equallyprofessional and dedicated team of seven other agents, all of whom share his client-first business ethos, and are meticulously trained to provide the amazing customer service his brokerage has become known for. “My agents actually ride along with me for a couple of weeks before they ever even speak to a client,” says Steve. “They are required to maintain their market knowledge, which is somewhat of a lost art in this business.”

This focus on excellence has resulted in a business that relies heavily upon repeat clients and referrals. “A lot of it has to do with market knowledge,” says Steve, when asked to account for the trust and loyalty he and his team inspire. “Also, about half of my business is new construction, so I’m on construction sites every day. That has increased my knowledge, and it helps my clients in that I know if a home isn’t going to inspect well, Copyright Top Agent Magazine

allowing me to keep them from wasting time and money.”

Steve truly cherishes the longterm relationships he forges with his clients, and works hard to nourish and maintain them. “I use a drip campaign,” he explains, “but the personal touch is also very important, and I like to send emails and make phone calls to them. So many of my clients have become close friends over the years. Getting to know so many different people is one of my favorite things about my job.”

When he’s not working, Steve enjoys nothing more than spending time on his deck, grilling and relaxing with his dog.

Additionally, he is committed to giving back to his community, and does so through a variety of methods, including his support of Toys for Tots and the local children’s hospital.

As for the future, Steve’s plans for growth are atypical of the industry in general. “A lot of other brokers goal is to accumulate agents so they themselves don’t have to work so hard,” he says.

“I’m the opposite of that: I’m working harder now than I was a few years ago. My goal is to get my agent’s production up so I can expand my advertising, and grow my business that way.”

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For more information about Steve Houck, call 601-942-2683 or email Steve@SteveHouck.com Copyright Top Agent Magazine 21

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

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

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

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

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

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

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

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

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PAUL RATHA YEM

Paul empowers his clients to achieve their real estate goals through unparalleled access to the housing market and individualized customer service. As the principal broker with Global Realty Network, Paul works with clients ranging from first-time homebuyers to investors and business owners in the greater Lowell area.

Paul was named as one of the top individual producers in 2018 by the Northeast Association of Realtors; was recognized in Boston Agent Magazine’s 2018 “Who’s Who in Residential Real Estate”; was named Broker of the Year by the National Association of Real Estate Brokers in 2014; and was recognized as one of the top real estate agents in the state by Top Agent Magazine in 2017. Paul is not only an acclaimed industry leader with 27 years of experience, but a devoted community member.

Paul began purchasing investment rental properties in Massachusetts and Rhode Island in the ‘80s. After purchasing twenty properties with the help of a real estate agent, in 1991 he decided to obtain a license himself. He then began to work for a local bank in Lowell, MA where he focused on serving the Asian community and helping people to buy new homes.

He became the Executive Director of a nonprofit in Lowell that promoted community and economic development and provided support to first-time homebuyers. In 2004, he decided to start his own company and began to work full-time as a broker.

He’s passionate about advising and counseling his clients each step of the way so that they can achieve the American Dream of home ownership.

Paul leads a diverse team of agents that hails from at least four countries, and speaks Cambodian, Chinese, French, and English. “Each team member has a drive to help others improve their lives through home ownership,” he says. An impressive 70% of their business comes from repeat and referral clients. Paul’s past clients rave that he gives them the specific education and guidance they need to make good, informed decisions. He also works with clients to ensure they will be able to afford the home for years and years to come. Past clients return for support on investment properties, or even advice on starting a new business. To stay in touch with past clients, Paul uses social media, which has resulted in potential clients reaching out from as far away as

How did Paul Ratha Yem become one of the most trusted agents in his community?

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Cambodia. To market listings, he conducts a thorough online campaign that results in quick sales at competitive prices. His listings have an average sales price of $300K and usually sell within two weeks.

What does Paul like most about his work? “It’s satisfying. I came to America as a young man, I could speak English while a lot of my fellow countrymen could not. It made me feel like a spokesperson on their behalf. In real estate, I bring the same passion and drive to help others as I had in my work at the nonprofit and at the bank. It’s a value I learned from my family. With every client I do my best.” Paul is heavily involved in his community. He ran unsuccessfully twice for Lowell City Council and even ran for state representative. “I grew up in a family that believes in giving back to the community we live in and making the world a better place for those who are less fortunate than ourselves,” Paul says. In his cherished free time, Paul loves to take short trips with his wife and

their two sons. For the future, he wants to continue counseling and advising his clients, as well as purchasing “fix and flip” properties. This will allow him to keep up-to-date so he can best advise his investor clients and help them to be successful as well!

Paul is a HUD-approved selling broker, RES.NET & EQUATOR REO certified, a Certified Distressed Property Expert, and a Certified Buyer’s Representative, while his firm is a certified Minority Business Enterprise and a Disadvantaged Business Enterprise.

He is an active member of Asian Real Estate Association of America, the National Association of Real Estate Brokers, National Association of Realtors, Massachusetts Association of Realtors, and National Association of Broker Price Opinion Professionals.

“Our goal is to be customer-centric. We don’t want to be the biggest company, we want to be the one that provides the best service!” he says.

To find out more about Paul Ratha Yem, visit his website here, or email paulryem@gmail.com or call (800) 494-2400 Top Agent Magazine

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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RICHARD BARTHOLOMEW Richard Bartholomew’s entry into the real estate industry arrived earlier than most. Growing up in a family of Australian real estate developers, Richard was exposed to all facets of the business before developing a passion in his own right. “I caught the bug from an early age,” he remembers. “There were always constant conversations about what was going on in the market, and joining the business was a natural progression.” After apprenticing for two years, Richard ultimately transitioned to sales before buying into the business and running a Sydney-based office of his own.

Once he was ready for his next challenge, Richard took off for California and rebuilt a whole new legacy steeped in the same principles of integrity, strategy, and follow-through.

Today, Richard heads three offices of The Agency: Palm Springs, Palm Desert, and an international office in Mexico’s Puerto Vallarta. While his industry legacy spans close to three decades, Richard has spent the last few years bolstering the profile of his trio of offices. Along with his partner, who leads much of the business’s marketing and advertising, Richard has lived in the Palm Springs area for almost ten years, making him a veritable trove of knowledge and insight when it comes to the regional market. Thus far, roughly 90% of his business is generated by repeat and referral clientele—a testament to his remarkable staying power and the memorable impression he imparts. To accomplish this, Richard cites transparency and consistency as some of the key tenets of his working style. “I’m very open about the process,” Richard says.

“From pricing to negotiating, I’m proactive, friendly, and make myself available as a help and resource. I don’t just tell clients what they want to hear. I keep expectations in check, tell them how it is, and guide them along the way. My clients really respond to the level of transparency I bring to the table. I believe that’s the key reason people come back, time and time again.”

When it comes to listing properties, Richard draws upon his extensive experience and taps a variety of digital and traditional marketing practices. He begins by discussing a client’s goals and needs, then comes up with strategies to declutter and stage the home as needed. From there, professional photography is incorporated to make an immersive and striking first impression, including a day shoot, dusk shoot, and a drone tour. To spread the word, he taps social networks, the leading online listing platforms, and his sizable database of fellow agents in the region.

His subscription list for send-outs reaches 270,000 audience members and garners widespread exposure. While he is adept at delivering results, Richard also prizes the interpersonal component at the core of every home bought or sold. Oftentimes, he strikes up friendships with his clients and they stay connected long after the closing table has been reached. “My clients know that I’m really all in for them,” he explains. “I really emphasize providing individual attention to my clients and I focus first on the relationship.”

Beyond the office, Richard gives back to his community through various partnerships and events. He is a contributor to the HRC, participates actively in his son’s school, and is a frequent host of events for the Palm Desert’s gay and lesbian community. In his free hours, he most enjoys time spent with his family and loved ones. He relishes the chance to cheer on his son at his various sporting events, from basketball to golf, and he also enjoys jetsetting to Puerto Vallarta for equal parts business and pleasure.

Now, with nearly thirty years of industry experience behind him, along with a burgeoning international career in his sights, Richard Bartholomew considers what he enjoys most about his chosen field. “I really love the people I work with,” he says. “I love finding the perfect house for someone to begin their next phase of growth, or listing a home so that a client can move on to their next chapter. There’s nothing more rewarding than working in service of others, to make them happy.”

To learn more about Richard Bartholomew, call (760) 895 – 7104, email RichardB@TheAgencyRE.com, or visit TheAgencyRE.com www.

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KARLA DIVINE Top Agent Karla Divine – Principal Broker and Owner of Divine NW Realty in Portland, Oregon – has nearly two decades of experience helping her many buyers and sellers achieve their real estate goals.

Karla’s focus on providing excellent, authentic customer service has resulted in an impressive reputation as an agent who will keep her client’s sense of urgency and financial goals in mind as she works with the river resources to get the job done.

Though she sells homes on land as well, Karla’s niche market is in the floating home arena, and she is one of only a handful of agents in the area who possess significant expertise and experience in marketing and selling these unique properties.

For those unfamiliar with floating homes, these are houses that – unlike houseboats - are permanently moored on a floating foundation in communities called ‘moorages’ that line the local riverways. “If someone wants to live in a single-family, detached home on waterfront property in Portland,” Karla explains, “they will probably end up purchasing a floating home, because waterfront detached homes on land are almost non-existent.” Karla herself lives on a floating home – which ideally positions her to sell them - and is an enthusiastic proponent of that lifestyle.

An impressive portion of Karla’s business is based on referrals, perhaps the most accurate measure of excellent service in the highly-competitive real estate industry. “I’m very knowledgeable, and I’m very experienced, plus I conduct my business with authenticity and transparency” Karla replies, when asked how she manages to inspire such impressive trust and loyalty amongst her clientele. Other factors would also include her honesty, integrity and impressive business acumen.

“I love being able to find a property that suits my client as a buyer, or finding a buyer that suits my client as a seller and making a contract between them,” says Karla, when asked what she enjoys most about what she does for a living, “so they’re both happy and they both feel like they’ve reached their goals. It takes a willing buyer and a willing seller, and the expertise to help them with the process of buying and selling” Karla also enjoys meeting the challenges that selling floating homes can create, which can differ substantially from those that can arise selling homes on land.

When she’s not working, Karla enjoys nothing more than spending time on her sailboat with her husband, children, grandchildren and her Standard Poodle, Wesley. She is also a proud 25-year member of a women’s club that meets up for trips to art museums, book readings, concerts, hiking and happy hours. These girlfriends take an annual vacation getaway that further strengthens their friendships. “No children or spouses allowed,” says Karla with a laugh.

Karla is actively engaged with her community, and is an active member of the Oregon Women’s Sailing Association, through which she loans the use of her boat to teach sailing. She also donates use of the family Hunter 33 sailboat for charitable activities. Additionally, she sits on the board of her moorage as treasurer and has taken on the responsibility of checking in on and taking care of the elderly in her moorage.

As for the future, Karla’s plans are fairly simple: to continue offering the excellent, dedicated customer service that has become synonymous with her name and reputation as “The Face of Floating Homes in Portland”.

For more information about Karla Divine, call 503-819-6923 or email Karla@KarlaDivine.com 28

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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GREG DYBAS & ZACH BELLIZZI Greg Dybas and Zach Bellizzi are known as the youngest agents in their office—a distinction this duo embraces to the fullest. “We love the challenge,” Greg says. With an expansive background in sales, Greg made the leap to real estate last year. Zach had set up shop with Keller Williams and welcomed Greg to the imprint. Defined by determination, out-of-the-box strategies, and an unflagging energy, they’ve now established themselves as agents swiftly on the rise, bringing a twenty-first century edge to the Illinois marketplace.

Primarily serving Chicago’s northwest suburbs, Greg and Zach are regional natives. Already, they’ve managed to drive roughly 50% of their business through referral clientele—a promising testament to their longevity. “In real estate, every day is different and you have to work for it,” Greg says. “We’ve given 110% every day, and that’s something that we’re proud of.” Likewise, Zach cites their dual determination as an integral asset to their approach. “We really thrive within a goal-oriented mindset,” Zach says.

“We received amazing training under Keller Williams and we use those tools every day.” Communication, perseverance, and adaptability are some of the defining attributes of Greg and Zach’s philosophy. “People feel comfortable opening up to us, and we build trust in the process.

Our clients know that we’re going to go to bat for them,” Greg says. “We’re relentless, and our energy is ecstatic every day. Communication is also key to what we do. Zach even writes handwritten notes and imparts that personal touch, and it’s so genuine. When you make an authentic connection, clients will remember you forever.”

When listing properties, Greg and Zach wed tech-forward and traditional marketing approaches. From leveraging the leading online listing platforms and social media, to canvassing neighborhoods and building buzz around high-end open houses—all listings Top Agent Magazine

receive the star treatment. What’s more, Greg and Zach are entrenched in new media and have built their own video presence across social media and YouTube, where their behind-the-scenes look at the business draws new followers daily. Whether working with buyers or sellers, Greg and Zach understand the inherent stress involved in a transaction of this magnitude. “We’re not only the liaison throughout the purchase, we’re also the shock absorber,” Greg says. “We undertake that pressure and stress and manage it for our clients.”

Beyond the office, Greg and Zach give back through pairing with community organizations. They support area pet rescue organizations, promote local businesses, and host block parties that draw neighbors together. In their free hours, they both enjoy exploring the regions fine dining and sights, in addition to quality time with family and friends.

Looking ahead, Greg and Zach intend to grow their business steadily, develop their digital presence through their vlog, and ultimately expand to other states. With a solid year of success behind them and limitless potential ahead, Greg Dybas and Zach Bellizzi consider what they enjoy most about their chosen field. “We meet so many new people every single day. I love being able to share our passion with them,” Zach says, and Greg agrees.

“Every day is a challenge,” he adds. “There’s no limit to what we can do.”

To learn more about Greg Dybas & Zach Bellizzi, Agents of Keller Williams Success Realty, email GregoryDybas@kw.com or ZachBellizzi@kw.com, call 630 – 880 – 4007 for Greg, 224 – 600 – 0030 for Zach, or visit facebook.com/bellizzidybasrealtypartners www.

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

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LAUREN FREEDMAN At the start of her journey in real estate, Lauren Freedman set out to follow in her mother’s footsteps and earn her appraiser’s license. When she began her coursework, however, she was instantly attracted to the sales aspect of the business and shifted gears to become an agent. In the decade since her industry debut, Lauren has established herself as a regional leader, earning top ranks as the #1 Agent for Coldwell Banker in New Haven and Westchester, as well as the #1 Agent for Condo Sales in her hometown of Branford. What’s more, she has built a dynamic reputation for her professionalism, round-the-clock service, and steadfast communication.

Under the banner of Coldwell Banker, Lauren possesses her broker’s license and largely focuses her service in the New Haven County region. There, she heads a tightknit team that includes her full-time assistant and a buyer’s agent. A vast majority of her business is driven by repeat and referral clientele, and with over 140 transactions closed last year alone, buyers and sellers flock to Lauren for her proven track record. In describing her working style, Lauren emphasizes the importance of communication, responsiveness, and a dedicated approach to the details of a transaction.

“Strong communication is the most consistent feedback I receive,” she says. “I’m quick to respond, seven days a week, and I focus on providing that instant communication that clients crave in the midst of a big life decision. I’m also hardworking and apply that motivation to all my transactions.”

Apart from her reliability, Lauren also offers unconventional value to her clients through her personal knowledge of investment properties. When clients are house-hunting and encounter a home, Lauren helps prospective buyers envision the possibilities of property and its long-term earning potential. When Top Agent Magazine

approaching listings, Lauren leverages the far-reaching power of social media and the leading online listing platforms, curating a large audience in the process. She also utilizes professional photography and virtual tours across all listings, and has experience with a range of properties—from $80,000 condos to $4 million estates.

Beyond the office, Lauren gives back to her community by supporting Branford’s animal shelter, local foundations supporting children’s health, and her local library. She also takes part in her professional community through her regional real estate boards. In her free hours, she most enjoys time spent with family and loved ones, staying active, hanging out with her dogs, and reading a good book.

As for the future of her business, Lauren intends to keep momentum strong. In the meantime, she considers her last ten years in the business and what she enjoys most about her career thus far. “Every day is different,” she says. “Some days I’m on the road, some days in the office, sometimes at inspections, closings, or on listing appointments. The variety keeps it exciting and I’m always learning new things. More than anything, I really enjoy building relationships with people along the way.”

To learn more about Lauren Freedman, email Lauren.Freedman@ColdwellBankerMoves.com, visit LaurenFreedmanRealEstate.com, or call (203) 889 – 8336 www.

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RAYMOND GIAMPORCARO Top Agent Ray Giamporcaro – of Sunspot Estates of Keller Williams in Central Florida – is a talented, energetic go-getter who has based his successful real estate career on a foundation of honesty and integrity.

With remarkable enthusiasm, Ray is truly committed to helping his many buyers and sellers in nearly fifteen counties in the Sunshine State achieve their real estate goals.

result is a fast sale for top dollar, not to mention satisfied clients.

A veteran of the U.S. Navy and a former resident of New York State who simultaneously owned and operated an IT company and pool and spa business, Ray was casting about for a new line of work when a friend suggested real estate might be a good fit. “I decided to take the real estate courses,” he recalls, and as with almost every endeavor Ray has attempted, he succeeded with flying colors. The rest, as they say, is history.

Ray’s success in the industry prompted Keller Williams to invite him to join their Agent Leadership Council, something he is rather proud of. “Teaching new agents how to be great at what they do is one of the most exciting parts of my job.” Ray is also a committed philanthropist and supports numerous charities that support veterans, and is also an active Rotary Club member. When he’s not working, Ray enjoys playing heavy metal music on his guitar (“I look pretty straight-laced,” he says with a smile, “so that raises some eyebrows.”) and learning golf.

Currently, more than half of Ray’s real estate business is based on returning clients and referrals, a significant achievement that clearly illustrates that he is providing exceptional client service. “I’ve been told that I’m a very caring person,” he says, when asked how he manages to inspire such impressive trust and loyalty. “I’m also generally very attentive; I listen to my clients carefully.

I’ve had a few of them comment to me that they were amazed that the very first home I showed them is the one they ended up buying. If I truly listen to what they need and want, I can find it for them, and it doesn’t take long.”

There are many other factors that come into play when assessing Ray’s success story, among them his expert negotiating skills and stellar marketing strategies.

Ensuring that each of his listings is presented in the best light possible is of utmost importance. “I always use professional photography, and will stage the property if necessary,” he says. Additionally, each home is blasted out to over one hundred websites, both domestically and internationally, making certain that they are seen by as many potential buyers as possible. The most common 34

Those satisfied clients have rewarded Ray with a multitude of five-star reviews, including this one from Zillow, on which site he is Premier Agent: “Ray was wonderful from the very beginning, and he has the skills necessary to get the job done. I hired him because he showed me he was driven and took being a Realtor seriously. He was great to us, and went the extra mile even after the sale of the house…I honestly can’t say enough what a wonderful job he did for us.”

As for the future, Ray’s plans are fairly straightforward: to grow his business and to build a team. Above all, however, is one overarching objective: to continue providing the amazing customer service that has become synonymous with his name.

For more about Ray Giamporcaro, please call 321-362-2380 or email sunspotestates@kw.com Copyright Top Top Agent Agent Magazine Magazine

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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MEGHAN GROFF When Meghan Groff decided to enter the real estate world, she knew she was making the right choice. “I always wanted to do it, so I jumped in and never looked back,” Meghan explains. Now in the business for two years, she works solo with a transaction coordinator, serving Oklahoma City and surrounding regions. Although she just recently started, she already has a strong referral base, which makes up the majority of her business. “My referral business is 83 percent, and I also get a small percentage from Facebook,” she says. It’s her passion for people and dedication to her clients that has resulted in her massive growth.

She answered all questions and kept me up to date with how everything was going and where we were at in the process. I couldn’t imagine working with anyone else.

She was simply amazing.” Another wrote, “Meghan made the process a literal BREEZE! There was not a single time Meghan disappointed. I trusted her opinion in the offering process, never questioned or doubted her work, loved every recommendation she had, and every step of the way she continued to impress us with her willingness and availability.”

“I will bend over backwards for them to have the same experience as I would want if I was purchasing a home,” she says. “I love getting to know people. It’s more than just selling or buying a house.” Meghan is a people-person, and finds joy in building relationships with everyone she helps. Everyone has a story, and she loves to hear about it. “There’s genuine interest in what I do and the people I meet.”

As Meghan looks towards the future, she has her sights set on getting her broker’s license and eventually opening up her own brokerage. But she doesn’t want her growth to ever impede on her ability to serve her clients. “For me, it’s all about the people. What I love most about my work is being able to meet my clients and be a part of their lives.”

When Meghan isn’t working, she’s staying active in the community. She was raised in a competitive family, so loves playing sports. One of Meghan’s goals is to start a nonprofit that helps young athletes be able to play their favorite sport.

When it comes to marketing, Meghan also goes above and beyond, offering professional photography for all properties. “I’m also interested in walk through videos, because we have a lot of out of state clients.”

Meghan takes advantage of social media marketing, advertises on Zillow, and sends three mailers whenever she lists a new property.

After working with Meghan, both buyers and sellers remember her determination and perseverance. “I would have to say, they probably leave remembering my ‘never give up’ attitude,’” she explains. They leave glowing reviews about their time together. One recently said, “The only word to describe Meghan is amazing. She went above and beyond in helping me.

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For more information about Meghan Groff, please call 405-371-9323 or email megsellsmetro@gmail.com

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CHRISTINE MASTIS Christine Mastis launched her career in real estate more than eighteen years ago. At the time, she was shifting career paths as she sought a greater worklife balance and a self-driven role with no ceiling. Soon enough, she identified real estate as the natural transition from her prior experience in Human Resources. Now, with nearly two decades of experience, Christine has built a reputation from the ground up, known for her detailed eye, steady communication, and proven track record of success.

Today, Christine serves clients solo, working across the southwest St. Louis County corridor and northern Jefferson County areas, with a particular focus in Fenton. With nearly half of her business driven by repeat and referral clientele, Christine has grown her sphere through personal attention and a results-oriented finish.

“By nature, I’m extremely self-motivated and want to achieve the best result I can, in everything I do,” she says. “To some degree, I’m a perfectionist, so I stay on top of details and get things done proactively—those are some of my fortes. I believe in top-notch service, honesty, and great communication.”

When approaching the listing process, Christine applies her all-encompassing style to be sure no stone is left unturned. “I take a diversified approach, which is always the best way to cover your bases and think critically about how consumers are shopping for homes,” she explains. All properties are leveraged through high-quality photography and compelling copy, while an expansive presence across MLS platforms, digital listing services, and social media outlets secures broad exposure. From there, well-timed open houses, direct mail, and custom brochures round out her comprehensive campaigns. All told, Christine closes over forty properties a year, with an average of twenty-one days on the market.

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Beyond the office, Christine is a mother of three and stays actively involved in her children’s activities and schooling. In her free hours, she has developed a passion for rehabbing homes—a hobby that further informs her practice as a Realtor. She most enjoys time spent with her family and loved ones, and cheering on her kids at all their sporting events.

As for the future, Christine intends to stay the steady course, with hopes to incorporate her home-flipping projects more fully into her business model. Now, with nearly two decades of insight and experience, Christine Mastis considers what she enjoys most about her chosen field. “One of the major reasons I became a Realtor was to find a good balance in a family-friendly career path, and I’ve been able to accomplish that professionally and personally. I’ve made a successful career, while being there for my family,” she says.

“I also love the fact that my clients and I can work together to meet their goal and are rewarded for the hard work put in. I always tell my clients that it’s a team effort, and it’s incredibly rewarding when we achieve that outcome. Real estate can be a phenomenal career. The sky is the limit.”

To learn more about Christine Mastis email Christine@ChristineMastis.com, visit ChristineMastis.com, or call (314) 753 – 4360 www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

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involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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ALISON McNAIR Alison McNair started in the industry almost nine years ago. At the time, she was searching for an opportunity that would allow her to take a hands-on role and soon found a home with One Percent Realty East Inc. There, Alison built her reputation on professionalism, experience, knowledge, full-scale service, and a proven track record.

While she primarily serves clients in Halifax County, Alison goes wherever clients may lead. A substantial portion of her business today is driven by repeat and referral business, drawn to her talents for communication and understanding. In addition, Alison offers sellers access to a unique flat fee structure that saves dollars and sets clear expectations upfront. “We save people a lot of money with our flat fee structure, but the bottom line is, they are pleased with the service we provide.” she says. “I take a lot of pride in what I do. It’s about the service and experience. My eight-and-a-half years of experience certainly brings a wealth of knowledge to the process, which benefits my clients.”

Alison is also dedicated to educating clients throughout the course of a transaction, understanding well the high emotional and financial stakes inherent in real estate. “Buying or selling a home can be one of the most stressful times in my clients’ lives,” she says.

“I do everything I can to prepare them and make it a positive process. I give feedback; I’m transparent; I don’t sugarcoat the process. Along the way, I help them understand all the different steps, what to expect, and how we work through those phases. I’m there for them from beginning to end.”

When it comes to listing properties, Alison makes sure every home makes a striking debut. From there, listings are leveraged across the leading online platforms.

Whether she’s working with buyers or sellers, Alison focuses first on the relationship at hand and crafting a strategy to meet the goals of her clients. In one memorable instance, Alison helped a Nigerian family purchase their Top Agent Magazine

first home in Canada. “It’s so amazing to share the opportunities we have here in Canada and unfortunately so often take for granted. Helping a family find their first home here was such a rewarding experience.”

Beyond the office, Alison gives back to her community through her participation with her children’s various activities. Alison is also a volunteer member of the Nova Scotia Real Estate Association and has served on several committees over the years. She believes it is important to play a role in shaping the future of the real estate industry. In her free hours, she most enjoys time spent with family and loved ones, escaping on vacation with her husband, daughter and son, reading a good book, cuddling with her dogs, and entertaining family and friends.

Looking ahead, Alison intends to keep growth steady and continue expansion of her marketing efforts and local presence. Now, with nearly nine years of firsthand insight, she considers what she enjoys most about her career thus far. “I love building relationships,” she says.

“As much as I’m the professional my clients’ hired, we also develop a friendship as we work through this process together. This transaction will be the biggest investment they make. I enjoy building that trust and knowing I’m doing my absolute best for them.”

To learn more about Alison McNair email AlisonMcNair@eastlink.ca, visit AlisonMcNair.ca, or call (902) 830 – 4363 www.

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KATIE MILLER Katie Miller hadn’t anticipated a career in the industry, but her husband grew up in a real estate family that underscored the opportunities that property investments provide. As they looked toward their future, her husband suggested she earn her license as a way of beginning their own rental portfolio.

Little did she know, Katie fell in love with the business for the growth, creativity, and community connections it offered. Now, ten years later, she has built a reputation as an agent in the know, defined by generosity, regional knowledge, and an unceasing work ethic.

Today, Katie works in tandem with an assistant, serving clients across the Madera County and Mariposa County regions. Under the banner of London Properties, she goes where clients lead and has developed a business almost entirely driven be repeat and referral clientele.

In fact, Katie’s involvement in her community is central to her business practice, and she began her sphere by bringing in cookies to the local school where her mother taught kindergarten and her children now attend. “I was the youngest on the mountain when I got started in this business, and the way I built it was by getting involved in the community directly,” Katie says. “I try my best to treat others the way I would want to be treated.”

Katie keeps in touch with past clients through handwritten notes and a yearly party that draws new and familiar faces together. Through her involvement with the Women’s Council of Realtors, her role on the board at Yosemite Gateway, and her community archery instruction, Katie has the inside track on the region’s events, citizens, and inventory. She passes along this first-hand knowledge to the buyers and sellers she serves. When listing a property, she draws upon the talents of a professional photographer, with drone shots capturing the full scale of land and ranch offerings. From there, she leverages each property across the leading online listing 42

platforms, and taps her network of fellow agents and community contacts. Closing an average of 29 transactions a year, all under 90 days, and in the $385,000 average range, Katie’s track record runs the gamut.

Beyond the office, she stays occupied with her family and loved ones, enjoying Madera County’s scenic outdoors. “We live in this amazing place, full of lakes and rivers and streams,” she says, “and our family lives on forty acres with a creek on it. We love to do anything on the water, on the mountains, or in the dirt.” She also participates in 4H, an organization whose lasting impact Katie cites today.

In the future, Katie intends to use her real estate prowess to further build her community. She hopes to serve as a central hub for community members—particularly mothers—seeking information and resources.

“From recommending babysitters and dogwalkers, to the best pizza in town—I want to be there for those in our community seeking guidance,” she says. “I want to create a space where people can find that help, especially focusing on moms and helping them plan for their futures and everyday lives. I want to use real estate as a resource, and share my knowledge with others.”

To learn more about Katie Miller email kmiller@londonproperties.com, visit mountainmadam.com, or call (559) 760 – 8867 www.

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 43

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

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

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

2

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

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

3

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

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

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

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STACY PFANNKUCH & KARIN STOCKNOFF Honest, forthright, and incredibly knowledgeable, powerhouse duo Stacy Pfannkuch and Karin Stocknoff – of William Raveis Real Estate in Stratford, Connecticut – have nearly sixty years of combined real estate experience between them. Stacy and Karin’s legendarily fierce work ethics, combined with their solid commitment to providing exemplary customer service, has translated into a longtime, stellar reputation as trusted real estate advocates, not to mention a thriving business that frequently sees them selling up to 140 homes in a single year.

There are many other factors that must be taken into consideration when assessing The Kasey Group’s success story: solid business acumen, excellent negotiation skills, and of course, highly-effective marketing strategies. “There’s nothing we don’t do,” says Karin.

Professional photography is utilized exclusively – along with drone footage and staging when appropriate – both of which ensure that each listing is presented in its very best light. Their properties are then propagated to a wide variety of online portals. “We use Adwerx, and every internet site you can think of,” says Stacy.

The result is almost always a quick sale for top dollar, not to mention happy clients.

Stacy began her real estate career in 1987, upon the urging of her parents, both of whom worked in the industry. Karin’s home-selling journey began in 1994.

In 1997, the pair joined forces, and The Kasey Group was born. Since then, they have earned not only the trust and admiration of their many buyers and sellers, but also a slew of industry awards and designations, including their frequent recognition as the number one selling team in their company.

“We will always go above and beyond for our clients; there’s nothing we wouldn’t do for them,” says Karin, when asked what their customers most often remember about working with The Kasey Group. “I would add that we’ve been doing this for so long we can see around corners,” says Stacy. “We know where deals can go off the rails, where things can get messed up. We’ve done this long and enough and frequently enough to make sure those things don’t happen. Our clients hire us to do the job, and we’re there for them from the beginning until the very end.”

Currently, the lion’s share of The Kasey Group’s business is based upon repeat and referred clientele, which is perhaps the most accurate measure of a job well done in the highly-competitive real estate industry. “I think a lot of it has to do with the fact that we bring a calming presence to each transaction,” says Stacy, when asked to account for the exceptional level of trust and loyalty they inspire. “Real estate can be very volatile, so we work really hard to keep things calm for our clients, and one way we do that is by being very, very responsive, and providing quick follow-up for them.” Karin concurs, but also adds: “I think it’s also because we really love what we do. We have a lot of empathy and an understanding of what they’re going through during the transaction. I think our clients can sense our sincerity, and can tell we really enjoy working with them.”

For more information about The Kasey Group, please call Stacy at 203-378-8200 or Karin at 203-209-2468. You can also reach them via email at Stacy.Pfannkuch@raveis.com or Karin.Stocknoff@raveis.com

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LINA PORRETTA How did Lina Porretta become one of the most trusted names in Toronto real estate?

Lina grew up in a Toronto real estate family—her grandfather and father were both realtors. “At eight years old I already had a desk and a phone at my dad’s office,” she says with a smile. Her father was a top agent in Toronto and after having his own brokerage for six years, he moved with many of his agents to Forest Hill Real Estate. After graduating from University, Lina obtained her license in 2005 and joined her father at Forest Hill. “He passed away in 2010 and I’ve continued his business,” she explains.

She now partners with her brother, Francesco. Together they lead The Porretta Group, primarily serving downtown Toronto.

An impressive eighty percent of her business comes from repeat and referral clients. What keeps her clients coming back and sets her apart from other agents in the area? “I’m an advisor. I give them straight, honest advice and all the tools they need to make the decision without any pressure. My clients trust me and value my advice. I’m passionate about real estate and my goal is to make every client happy,” she says. Her clients rave about her unparalleled response time to emails and text messages, which allows her to keep up with the fast pace of Toronto real estate. “I work 24/7 and I’m on the ball, and I see listings before my clients do. I add value to my clients and show I am working for them and for their best interest.” To keep in touch with past clients, Lina throws client appreciation parties and sends them tickets to sporting events. Many of her past clients become close friends. “I remember their birthdays and kids’ birthdays. I’m a social person so it’s fun and easy to stay in touch,” she explains.

When it comes time to market listings, Lina’s talents really shine. She and her brother take a holistic approach, hiring stagers and professional photographers, and 46

creating quality brochures with floor plans. They also invest in advertising and marketing to ensure the listing looks its best both online and in-person. “We are there from the start to finish,” she says, “helping to strategize about how to prepare the home and when to put the house on the market to ensure a quick sale at a competitive price.” Lina’s clients say she treats them with professionalism, respect, and great care, and does everything possible to make the transaction as stressfree as possible.

What’s Lina’s favorite part of the job? “I love the challenge,” she says. “And I love that every day is a new adventure. Real estate is something tangible.

Long term, it’s the safest possible investment. All of my clients have done so well in real estate and that is so rewarding.” To give back to the community, she and her team volunteer at community clean-ups, seasonal festivals, and other events. In her cherished free time, she enjoys spending time with her family, traveling, and unwinding at her cottage. For the future, Lina and Francesco want to grow and exceed their team goals, while keeping their business small enough that they can continue to provide their clients excellent, personal service.

To find out more about Lina Porretta, email linaporretta@outlook.com, call 416-459-5223, or visit porrettagroup.com www.

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

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I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

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THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

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I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

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I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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ALEXANDRA ROSS Alexandra Ross brings her background in hospitality management - she earned a degree in the field - to working with clients in the world of real estate. “Do you know the motto of The Ritz-Carlton?” she asks Top Agent. “It’s “We are Ladies and Gentlemen serving Ladies and Gentlemen,’ and I live by that.”

specific demographics, income levels, geographical areas, all to maximize my ROI.”

For Alexandra that means treating every client with the same high-end attention and respect. “It doesn’t matter if it’s a $50,000 property or $20 million,” she says. “We give everyone the same high end marketing book, created by me, that’s customized to the property. Everyone gets the same high quality photography, the 3D tour and the same energy is poured into marketing.”

Marketing is a huge part of the success Alexandra and her husband Josh have found with their RE/MAX team serving the larger D.C. Metro area.

“The presence of the brand is important,” she says.

“And I’m very detail-oriented in how it’s presented, making sure everything matches from our social media to our flyers to the way the listing looks.”

Her attention to detail goes all the way down to analyzing social media algorithms. “I work hard to understand who my audience is and how to reach them,” she says. “I focus my marketing dollars on

While Josh handles most of the work with developers, Alexandra focuses her talents on the marketing and the personal relationships with clients. “I have a more personal approach,” she says. “I get to know my clients, and I keep in touch with them on social media. I’ll run into a client and be able to say, ‘I already know what’s happening in your life, and I’m here to help!’”

Alexandra and Josh are also there to help in their community. Josh sits on the board of So What Else Inc., an organization that works with children in underserved communities in the BaltimoreWashington region. They also work with Nourish Now, which works to end food waste by bringing excess food from restaurants and hotels to those most in need.

The future is bright for the ROSS | RESIDENTIAL team, and for Alexandra personally. “I’m expanding my clientele to Florida” she says. “And for the team we’re going to focus not on expanding our team but on expanding our portfolio. We’re on a great growth trend and we want to continue that, but we don’t have a number in mind… we just love to help people.

To find out more about Alexandra Ross, visit her website at rossrem.com, call her at 240-404-7733 or email her at Alex@rossrem.com www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil50

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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JESSICA YOUNG-STEWART Top Agent Jessica Young-Stewart – of RE/MAX Executive in Millersville, Maryland – was destined to work in real estate, growing up with parents that were both successful dual career real estate agents. Jessica initially went to work for the Department of Defense (DOD) after earning a Bachelor of Science Degree from Morgan State University. While she loved serving her country, Jessica wasn’t completely satisfied with the standard 9AM to 5PM job. In 2015, Jess decided it was high time she stopped beating around the bush and become what she always dreamed of, a successful real estate agent. Like her parents, Jessica is a dual career agent, still working part-time for the DOD. Four years later, Jessica’s business has expanded to the point where she recently had to hire her first assistant, her brother Todd Young, and is now in the process of building her own team. When it comes to Jessica’s impressive success story, many factors come into play; her genial, authentic and warm personality that puts her clients at ease, as well as her fierce work ethic and sincere willingness to go above the call of duty when necessary.

Above all else, Jessica believes that the relationships she forms with her clients is the most important part of being a superior agent. “It’s the relationship aspect,” she says, continuing with, “Anybody can sell a house. In fact, I tell everyone that I am working with up front, ‘I do not sell houses because there’s nothing I can say to make you buy something you do not want to buy, and there’s actually very little I can say to talk you out of buying something...’”

Jessica goes on to say, “I think for me, the biggest piece is establishing a relationship up front and building from there.

One of my tag lines is ‘your realtor and friend.’ Very few of my clients do not become friends afterwards.”

Jessica relates to her first time buyers, as a previous renter herself. When she finally became a homeowner Jessica recalls, “When I did buy that house, I recognized that if part of me that felt like I could not - other people have that too

- and I really wanted to be a part of helping people achieve that goal because for the average person, buying a house is the biggest purchase you will ever make in your life.” That realization pushed Jessica to support others in the same situation. “I believe homeownership should be an achievable goal for everyone. I am committed to educating the community on the home buying process. I am 100% dedicated to guiding home buyers and sellers through the process in a way that is easy to understand and convenient from start to finish.”

Jessica takes her job as a consultant and teacher very seriously, planning the listing and marketing process down to the finest details. “The listing appointment is the single most crucial activity that I do. I take it very seriously.” Jessica also takes a very empathetic approach to walking her clients through listing their home. “I first let them give me their tour and tell me the story behind their house. To a seller, that house is their life, not a commodity they are going to buy – they have probably raised their children there, or it is the house they came home to after their wedding, etc.”

Helping people motivates Jessica beyond the workday. As she explains, “I got into this business because I wanted to help the community.” She is involved in numerous charities and organizations, including Toys for Tots, the Anne Arundel County Food & Resource Bank, as well as working with youth cheerleading programs in her community such as the Severna Park Green Hornets and Old Mill High School.

If she is not out serving her clients or the community, Jessica can be found spending time with her family and at the beach, preferably both at the same time.

Jessica brings both a wide scope of industry knowledge and an energetic, youthful enthusiasm to the real estate game.

“Very few people get the chance to make a living doing what they love. Home is where the heart is. I am passionate about helping people find their home.” As for the future, the sky is the limit! “I am planning to expand; I definitely want to have a team. My mother is getting re-licensed, so I believe she will be my first buyer’s agent.”

For more information on Jessica Young-Stewart, please call 443-623-8271, email jess@jessyoungrealestate.com, or visit jessyoungrealestate.com https://

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