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RYAN BR

Ryan Briggs license in 200 His father had for 35 years 19 and the main GABRIEL J. PEREZ RYAN BRIGGS THE HOEMEKE GROUP GINA KEILEN MARAY BORREGO Ryan chose t JULIE FERRARO KRISTIN FRANCIS path. Followi THE HOEMEKE GROUP footsteps tur Armed with a wealth of industry knowledge construction and rehab management Honest, dedicated, and charitable, Kristin Whentoit revive comes to great decision Francis’ commitment to improvingdistressed her Kristin and he and true entrepreneurial spirit, Top Agent properties which help to improve JONATHAN ENG 31 28 35 38 32 community through her work has built marketing campa $ and consistent multi-million-dollar producer the way of life in many completing communities. her a fantastic reputation as one of the call the “ten-day n being featured for the State of Julie Ferraro – of EXP Realty in Fort Hill, transactions She has a dedicated team of contractors, Allie Carr’s journey into realand estate a past client, I won’t out by phone or Jonathan Eng’s background isto inreach advertising on social media, wji go-to real estate agents inhesitate her a commutime they run a com Honest dedicated, Mark Daniel’s during transaction, Mark makes sure he stays shington in Top Agent Magazine!South Carolina average sales – is a dedicated, incredibly attorneys, lenders and just about anything nity.

Kristin’s first foray into the business online advertising architecture and designI’ve which peak- oftargeting larger for ap started out inprofessional banking.commitment “Basically, to I providing text to letinclients them know thought them,” sheheaudiences says. his after settlement. year delivers anni came 2004 when even she purchased a need forEvery demographics Realtor who consistently puts you your construction needs inof ed his interest in real estate, leading condominium ata the age of 24.

Whenher she rolodex. also knocking premier service has built and Christmas cards andsources regularly sends out ona ended up getting theof feeling it center And this him organic approach works: Allie about the needs her clientsthat front and during Ryan has been successfu him ittoaattend open asover well asAlthough “It’s always different and intere year later, shehouses had made neighborhood, wi stellar reputation as onesold of the top report to both former and current clients to provid everyshe transaction.

Excellent wasn’t for me,” says.

“So I leftcommunication 60% of her business from repeat clients or referrals profession, it’sperson, the client ofo $100,000 in profit.

Havinghome-improveenjoyed such up toIaspect adon’t series of inspiring his own a people and lik skills, incredible and an with Julie,onwho holds a perfect five-star overall residential experts in his updates local market trends.

Mark also success her first with transaction, many team has also passionate about what he doespda that MARK job without a plan inmarketing place.realprowess I allestate from past clients. ment projects.

Jonathan began hishim says,FRANCIS “and that’s the best thing JULIE FERRARO KRISTIN ENG DANIEL ALLIE CARR of her friends began comingtotokeep herrating forin touch timefrom cultivating indefatigablecommunity. workJONATHAN ethic haveLike contributed on Zillow.com, is an expert marketer numerous other best with a phone call time high refer career in Real Estate on ashe part-time and87% aboutrate all of therepeat time.

Iand meet so advice, and she quickly realized hadher his cater to the had saved some money soreputation I decided to Julie’s stellar in her market. of listings, and frequently that draws upon agents, Mark didn’t startbasis. his career in. a knack for the industry.

Acheck few years later ofclients” different types some agents call “past are When his to mother fell ill, he I’m very extroverted.

It all goes CALIBER HOME LOANS INC. her design backgroundherself whenallowing staging is I would take some time to industry, figure but When Allie started in real estate, she described as she decided to gettime her license.

Kristin in the rather worked decided that pursuing real estate full would be She the best fact, Ihelp don’t refer to them as past clie NMLS ID #885651 The former owner of multiple businesses that include necessary. also spares noyou?’” expense, andmarketing she utilizes Elwood Hollinger | Loan Consultant efforts. being “dedicated to Cleveland,” and her dedication isn’t out | what I really wanted to do.”

A many a school teacher &doing During those infrequent times w CONTENTS way toyears spend time with her while something that he them forwhen life,”Mark he says.

It’s a hair salon,for a theatrical set as design company and and an hundreds every possible toclients, show her properties inisn’t their Eleven years of means transactions later, Kristin 206-931-3208 cousin, herself successful in Eventually realloved just work.

“My charity for the past couple ofvideos absolutely - helping “Iprimary love helping people And Jonathan doesn’t just he isdecided nowpeople head of the ten-person Kristin Francis Team at clients Kristin’s contact with her clients principal. heJulie heto he to play golf, go fishing with his son, and why his keep coming bac interior design and staging enterprise, istheable bestloves light, including professional photography, – Keller Williams.

Based in Arlington, Virginia, Kristin’s close of the transaction, and he 601 Union Street, 3000, Seattle, WA 98101 purchase dream homes,” he adds. participate intours. ainvo num 4)Suite THERE GOES THE COACHING 9-1-1 CARE: draw a25) wide range oftheir client-oriented experiences both47) standard and dronecolleagues –supports and Matter Port wasinready for aupon change, and after speaking with a been friend time with CONCIERGE his family.

In addition, he isatvirtual actively Ryan is so successful what he do years has Project Preemie, which families estate Boston, encouraged Allie team runs a thriving business that serves the entire DC providing them with ongoing valu donating to Children’s Hospita when working with many grateful buyers and sellers.

Signage onrunning every home has number canguide texted, about the that his r who worked ashere an agent, heher decided to take the plunge andits the asschools inaprinciples his community.

For man NEIGHBORHOOD: SERVICES LURE Metro area and farTHAT south as example this week, given everyth to join her. “I decided to give it a shot in Cleveland,” that have been inVirginia orsupporting aresuburbs currently in the NICU, asthat well asbe That ago, andinJonathan has been selling realalways Tots, orright collecting gently used From the very start ofwas her 17 realyears estate career 2007 – business immediately directing any potential buyer tocoronavirus, theI say home’s 29) TURNING YOUR Stafford.

Kristin’s is a one-stop real estate shop, now with weua aspire to do what I’m get his license. he and his wife have sponsored numerous fund TO LIST HIGH CLIENTS AND TRANSFORM sheHOW says. “And, thank goodness, Iwhich ended loving it!”relocating the andthe nurses there.”

Allie’s own was offering clients custom build and design services, well daughter liston forbehalf our clients ofnonprofit homeschoo she up launched upon todoctors South Carolina individual website andaswith tour. estate ever since,INTO working solo for most part, though helife women of PROFESSION A integrity.

My goal is what’s alwa events, school fairs and scholarships and WHEN NEIGHBORS ARE from A New York YOUR REPUTATION as access to their partnerships with property managers and adults can do to dealare withsuppo –and Julie has been setting theNICU, standard for in the and she wants to help others through such his colleagues always support one another.

He serves Jonathan is also adamant about and overdeliver, and I try to stay PASSION contractors. you Literacy can do online,” Kristin says.

Nine years and hundreds of transactions later, Mark is now the Whitsunday Voices Youth Festival, NUISANCE excellence in customer service the Greater Charlotte, Julie is also passionate about giving back, does soan the District ofinColumbia and surrounding Maryland counfriendly actions intoand the home an a stressful time.

She donates $100 of each closing a Today, Allie describes one her ofworking situation in the with my clients, almost to a fault theNCtop producing agents in the that Mackay region, Literacy festival brings established Australian area. through a number ofthat ways, of newer Although many real estate agents fundamentally viewincluding Outsidementoring of work, Kristin and co he 51) MAKE SOCIAL ties.

He estimates more than half of his business is from not working and helping his 33)I consider THINKING OF theirof make myself as available as pos charity her clients’ choosing or toworks Project Preemie ifa organizatio greater Cleveland area as “kind of a hybrid.

11) WHY DELEGATING job“My aswife sales, Kristin approaches every deal she in develop several charitable where heIS heads a three-person team,and including into the area to help students their love of agents at her company.

She is also active with number repeat clients referrals.his clients often say that “I doing projects around his own h MEDIA MARKETING on as an opportunity to better her clients’ Rather than the underprivileged women stressful processshe’s can be, and andchis LISTING? NINE WAYS Despite aofrough start the during the legendary market of community philanthropic organizations, including myself soloTO agent,” she says.

“I’m they don’t have a dedicated onelives. they support.

When Natika.

Based outvery thepersonally Explore Property Mackay office, and writing.

THE aKEY LONG-LASTING make buying and selling process effortless,” I’m imenting the kitchen and “e talking about her company’s annualand transaction volume, side in we support a numberat of chari YOUR CALLING CARD want answers at 10 o’clock nig downturn of the last decade, Julie toughed it out and River Keepers and Samaritan’s Purse.

Additionally, she is TO GET READY Mark and his team operate throughout the a islikes involved with every single transaction andglad client I their notregion, working, Allie to hang outserved. with that that’s reaction.

My goal to always reduce things her to dodaughter, in the she likeswith to reference, “the number of families Clothesline for DMV.” Kids, an organi SUCCESS worked her way up to a formidable career. “I initially took very active with her church, through which sheinsupports that you can sleep.”

His cli Dollars are dollars—ultimately we are onso how clothing to his children need,” Kris amount stress in 15 the months, process byand trying to make funbed particular focus onand the lower Pioneer At the end ofitfocused the day, Mark loves job because now socialize with her local friends. have. That said, I do have an assistant I the help leadof Valley. all the listings nobody wanted,” she recalls.

“Ifamilies built my crisis 4 assistance centers food banks as well as many we can local help.”55) Kristin andQUALITIES her his teamtireless marry and also involved in such global charitable OF work ethic, as expl 6 HABITS OF HIGHLY and interesting.

I’m told I approach alwayswith make to [the process] very “I’m hoping that my business 39)$30,000 4 EASY TO help people, andleads he is excited to incontinue grow that inevitably to build wells different parts of selling is - $50,000 mobilethis homes, doing a perseverance international missions. our16) brokerage’s Cleveland office.business Our office sort of a WAYS toyoumarket his listings via profess EXCEPTIONAL EMPLOYEES simple for them.” plans for the future.

“I am in positive results.

“No is a trigger word for us, if tell us clean water for women and their PRODUCTIVE AGENTS REDECORATE YOUR OFFICE No stranger to accolades, in the annual ‘Rate My Agent’ business while providing the premiere service histh foreclosures which led me to bebeen a preferred team in itself. We help each othershort out sales withand showings and Allie’s lucky in that her business has grown organstaging, virtual tours, drone footag can’t be done that just inspires us to get it done,” Kristin Virginia license so thatwith can se Awards Mark recognized the Noand 1 itexplains. agent in the and neighbors deserve.

“I love working peo shorthas salebeen agent for Bank ofas America several other Julie’s plans thefrom future toI grow THAT WILL BOOST MORALE “For example we just saved a for house fore- include With ancontinuing eye to the future, Kristin available avenue. ically, but she’s still proactive in generating growth. we21) brainstorm andYOU have suburbs happy together often, but “I’m a very hands-on people-first agent.

I also do what it most important is having fun w THINGS CAN hours 58) DAILY HABITS THAT lending&institutions. worked really hard and to build her already-thriving to keep providing theto oflarge Walkerston & Marian Ifor the last 5 closure, consecutive helping them achieve their and goals.

I look forward managed to secure it for our client 30business, minutes her business while continuing t IMPRESS CLIENTS takes to get the job done, within reason of course.

I’ve “I’m a fun Realtor!” he says.

“I before the auction was going to start.”

This approach clearly community.

“I love waking up ev we’re all our own agents at the same time.”

“Every year I try something different to try and grow my business.”

Today, she prides herself on her egalitarian unparalleled level of service that has become her calling DO TO ANTICIPATE YOUR WILL YOUR years and in 2019 Mark was the only Mackayresonates agent with to be allmore the waysINCREASE our teambusican continue to grow while Outside for helping people, as than 90% of Kristin’s Ihis am passion helping opportuni cleaned entire “Regardless house by myself,” Jonathan says.

“When this of business for to socreate long, I’ve le approach to working withanclients. of price card.MENTAL CLIENT’S NEEDS named in the my business and see what works for me,” she says.

STRENGTH ‘RMA’43) Top you’re 100 agents (ranked 47), Australia our clients move on to the next stage of their lives fromthan repeatjust and one referral clients. life touches.”

TIPS BEING Acomes about helping out c the transaction process for my cl in ON real estate, youness wear more hat.

Today,also passionate point, I treat all of my clients equally.” wide. Mark overGOOD 40% more positive reviews on the “This year I dabbled in cold-calling and I actually got When it comes to marketing her has listings, Allie takes need both andin abroad.

He u I’m theTEAM psychologist, tomorrow, I’m the dog-walker, another LEADER Anyone looking to in purchase or listhere a home the Charlotte more information about Kristin Francis, please visit dcnovar ‘RMA’ website any other agent the Mackay region, a similarly hybrid approach.

“IOne do needs athan combination of inthan athe listing!

IFor do envision for myself maybe doing aservices little to look noI’m further that almost area could do no better than to engage thetrips of Julie day, shopping forfact staging.

Anything tocall get something work mission throughout 571-348-4604 or and email kristin@kfteams.com and his has been included on theismore coveted ‘A-List’ the entirety of Julie’s considerable business is making based Ferraro.

“I am passionate compassionate, and panels I truly sold.”

Jonathan dedicated to sure his feelrecently helped install solar farming in terms ofclients postcards andand mailing.”

She’s things,” she says, “starting off name with a custom website. returning andrecognizes positive word of mouth see love whatprocess.

I do for Fiji, a living.

My life statement is "tohad treatel numerousupon times – a listclients which the top 2%to of as though he’s covered every single aspect of the where residents never Copyrig also planning on hiring on a weekend assistant assays well.

ThePhone year I started in real estate, one of the first succeeding things I spectacularly 310-734-1440 | Fax 310-734-1440 that she is clearly at helping others as you would wish to be treated,” Julie.

“Many Queensland agents. also coached lacrosse for 17 years did was start a website for myself,herand I have since clients achieve theirbuilt real estate goals.

Julie of my clients newsremain friends long past the transaction as I Jonathan maintains contact withworks clients via monthly mag@topagentmagazine.com | www.topagentmagazine.com extensively with letters investors whoofutilize herhomeowners, expertise in asconsider part of my extended family.” upon that. I make a website forask every filled tips for well as them postcards If you Marklisting. heAnd has then managed towithout build out consent his No portion of this issue may be reproduced inhow any manner whatsoever prior of the publisher. Top Agent Magazine is and theheregular emails or honesty text messages. He also celefrom there I do really everything!”

That includes creating book ofGA, business so quickly, will published

by Feature Publications Inc. Although precautions are credit taken tohis ensure the accuracy of published materials, Top Agent brates homeowners’ milestones with803-487-5133 personalized gifts for Julie.Ferraro@eXprealty.com For more information about Julie Ferraro, call or email Google ads via Adwerks, 3Dfocus virtual drone photos, on providing top-notch service as being Magazine cannot be heldand responsible fortours, opinions expressed or facts supplied by its the authors. To subscribe or change address, send their homes. “It’s not always about real estate,” he says of primaryand drivers of his success.

“A big part of providing inquiry to mag@topagentmagazine.com. virtual stating, actual staging, more depending onwith catching up clients. “I get more repeat clients because high-quality service means that you have to be open with Copyright Top Agent Magazine the Published property.in “Every approach the U.S. house requires a unique they consider me more than a real estate agent, they consider your clients, and be comfortable talking about the good, To learn more about me a friend.” to marketing,” Allie says. the bad, and the ugly so that they have an accurate picture visit yourrealtorjonath 2 Agent of every situation,” Mark explains.

“Ultimately think outMagazine on Facebook, Zillo To market listings, Jonathan Ihas branched into video walk- Tophim And clients appreciate this attention.

“I you think tours, virtual reality open houses, email jonathan@c21 that ifkind they of trust you andthrough see working hard, theytours, will catered For more information about Mark Dan clients keep coming back to be because of the as quality well asof brochures and magazine ads. He also uses paid or call (202) 506-3674 BRITANI HOEMEKE, DAN HOEMEKE & KAREN HOEMEKE

ALLIE CARR MARK DANIEL

www.

http://

NICK MAGLIS

KRISTINA & KIKI SALCIDO

ALISA GALOOZIS

Maglis was working as a District Sales app.Salcido Second, jumped if I see ainto property that meets their Kiki & Kristina Mesa del Sol. “It’s a 13,000 49 42 46 45 er for a Fortune 500 company41 when he criteria I’ll call/text them real estate with both feet. In 2017about it. I don’t want development that mixes comm d to take real estate classes. “I have always my clients to feel overwhelmed,” he says. “I they moved from Los Angeles to New isKaren residential and multifami hadtheworked in the cial, physical property, they’re buyi finish. probably of most important transAlisa Rebekah Sch terested in real estate but because of Prior the to becoming a broker,want them to know“This that I am therePurcell forone them Mexico and, after a bad experience Kristina says.

“Netflix just mop sales industry for about 20 years, whether it be an investment n I held at my previous employment I when in they are ready tothey movewill forward a prop- she notes. “I love seeing actions everonmake,” Galoozis was a project manager in real estate with an agent, decided they could in last year.

We have a strat but had a lot of personal experience a big backyard for children.

I had the time to devote to real estate like erty and they know I always have their best clients’ dreams of home ownership become a reality.” the construction field, including the riordeveloper, design. offer better service.

“We decided we partnership with the d have wanted to. After the company I interest in mind.”

Nick also uses social media with buying and selling real estate. happen for people.

Generally, i modernization of O’Hare Interna® as creative as I can interest in oA orking for decided to do a mass layoff of forthe marketing.

“I try to be would become best REALTORS that’s going to just blow up.”

She found that she liked real estate house.

A good agent can find To stay in touch, she reaches out constantly, sending tional Airport. “All along, I on hadInstagram an District Sales Managers, I was one of the and Facebook,” says. “I to post remembers, out there,” Kiki says. blowing up it isfulfill - asthat.” this wen andhe wanted switch careers, REBEKAH butshe help [clients] cards, mailers, and even stopping can.SCHAAF interest in real MAGLIS estate and decided to KAREN PURCELL ALISA GALOOZIS NICK KRISTINA & KIKIby when who was affected.

After being laid off, I my listings, open houses, and reviews I receive with remode press Kiki and Kristina secure decided toSALCIDO wait untilinher son new was homes, clients living their completely re-direct my career uated what career path I wanted to take from to clients“Ias enjoy well asseeing real estate memes to MAUREEN ZEMRAK “We didn’t have any other source of 100+ unit townhome developm finished with Once“They he really As she mentioned, and tion,Karen as well askingSocial howmedia things going,” she says. t’s when I decided now was the timepursue to lighten is aare good wayschool. my passion full time,” shethe mood. income,” Kristina says.your “We had to as well as an Orange Leaf/Hum graduated, she made the change. tively small community, where prep homes for market through ins al estate my full attention and dedication,” of showing personality for the people that Maureen Zemrak and her husband were heavily on appreciate that.”Chris She also drops off seasonal giftsoff, andand at says. “It’s perfect fit.”from Chris Vail was exposed toareal estate loves to fish on his time on the flyin-hopes we were forced to Donuts to 59Mesa del Sol, 57 local sports clubs, including thw 50 Greek-American learn 54 s. Today, Nick, a first-generation don’tit53 know you you connect with someone and they looking to relocate and buy a house in E-media optio remodels.

“It seemed like a natura materials. a very early age, asTop his Agent grandfather was ayou ifit.” some point he even considered aa fishing full-time Rain Silverhawk –helpful Rain, who sells the area referred to as the Idaho Panor break construction beginning in 60 da oungstown, Ohio, serves Mahoning, Trumbull, and make reachitout to they are looking to buy or sell home.”

Today, Karen works with a small team consisting of group that provides e Maine, in 2009, a year before Maureen special I thi Alisa, a full-service real estate professional for 30 the past 5 license and play a lot fuller part in or the in broker for over career in fishing.

And although that didn’t biana Counties. successful real estate Crystal Tran began her real HuntChicago.com.

“Our site brings in a of viewers, an assistant, a marketing specialist, and a receptionist. well as activities for those wi doi Jesse Wig started in real estate became a real Although she are past cli of Keller Williams Realty inAlisa handle - isestate alsoagent. a consummate marketer of Rebekah her list-ticular admits her marketing techniques out oflater, theto years, specializes in the Western Suburbs with a focus on career years has “I love people, meeting new families, and finding years in Atlanta, Georgia.

After graduating quite work out inestate, the long run, fishing is support estate in she’s California so weinare toFive micro-market buyers who arecarved Even though relatively new realable Karen her team also local sc And theyhelping made it.

Kiki and always Kristina When not working the duo six years ago while hereach was found real estate intriguing, itabout out tosay thl Sandpoint, Idaho – has been ings, which almost always sell quickly and for top box they from start to finish.

“Everyone willan know that their Bolingbrook, Naperville, itsSouth surrounding communigh he’s relatively new in the Nickand isof already my clients the home are searching for,” Nick agent in own known fo in perfect 2012, working with a she top specifically looking for clients’ product.

We’re from thebusiness, University Alabama, still his hobby, and also aour great way of right, is already seeing 80% referral business.

She credits her tition where students can ente esta wasn’t until underwent the home buyworking aher juvenile detention have experienced exceptional growth toin give back to their commun isreal on theNo market, as“I’ve I promote extensive mail and possible “Though I am not onbusiness a team, Isays do have afavorite group referrals, but,ties. he says, the majority of his of hisand partshome of the estate business. her buyers sellers dollar. expense and every broker Hills diverse experience, and personal touc optimized tospared, reach out to “I buyers areout looking for it come ing experience herself that heris passion for When personal transactions for this success.

“I’ve personally weekly magazine. doe center.

“It waswho a have pretty negative Chris tried his handhelping at professional fishing meeting potential clients. don’t in their three years in in theBeverly industry, and home inand August they “There’s a horse rescue ranch here called Wal from his own personal and professional in sales my entire life, closing on a marketing,” and knowing social media she says. of professionals who I achieve go tosphere. and their relybeen upon, including running his short sale division. these products, whether it’s a loft in the South Loop or the industry was truly ignited.

That’s when real estate goals method of reaching potential buyers is exploited. biggest draw actively purchased and sold many properties before atmosphere and I wanted out of co-founded their own brokerage, Simply Real Estate, N Circles, and the last time we sponsored one of t as well as managing restaurants, but he to fish for a living.

I fish, and it creates a I received mylenders, license Iattorneys, reached out to inspectors” every one of shethat you got your clients the best possible deal is highly and asserts.

Now, after returning to has her any other type of property.” she decided to shift gears, moving away Maureen is th going into real estate,” she says.

“I have picked up on all “Future plans would be to grow Jes that job,” he says, “so I connected JESSE WIG SILVERHAWK CRYSTAL TRAN CHRIS VAIL MAUREEN ZEMRAK with their business partner, which now almost 40 events we came home with two horses!”

Kris Today, Rebekah spearheads her wo tacts and let RAIN themended know the new journey I was about satisfying and never gets old.”

And although Nick is still for well over three decades.

“I syndicate my listings out to more than 9,000 up choosing real estate in the end. living,” he jokes.

In her free time, Alisa enjoys spending timeanwith herwe already native Chicago area, Crystal from career in the education and child devel-with daysinare neve a ss theK2 things that Ia felt I got could have done better.” than have,” Karen individual down here th social media brokers. ke in real estate,”He he says.

He also used buildingTheir upinhis client base, he’s already dedication team, Realty Team (now called K2 laughs. ofvideos Rebekah &each Co., serving clients year in the business started his 6 With a wealth of industry websites,” she says.

“I create for prophusband and three children, doing various activities Alisa has made it her mission to help both buyers and heads up The Crystal Tran Community involvement is also important to Crystal. opment, to becoming a real estate agent. learning some dcast his services, sharing professional photos and at and diligence part of the has job down.

“I tryexpanding, to make my clients Pittsburgh who was flipping houses a couple of awards back-to-bac Simply Real Estate) also been and Cityalso Metro Area.

There, a ano ma April of this year, and objectives. has soldfeel 8under Outside of work, Chris is involved at his that include camping and football games. achieve their desired Inmillion addition, she experience her belt, erty, and I savvy, use social media.”

Additionally, unlike Team, working with She volunteers at anKansas after-school at Leopold a commucurrently owns Locations Real theabusiness It of properties.sellers comfortable with me.

I Maureen encourage them to million reach out this and asked for work.”

Jesse took ason2019 And it’s not justBerkshire business either, but empathy: “ISherecently theprogram Year welcomed for for in 2019 Kristina and Kiki did under $17 Kristina and Kiki to ness is driven by repeat and referral in volume just last year, and a total of 30 local church.

He is a husband and a father loves to travel in their motor home, especially to the Estate Group with her business partner, Edie Fontaine, is committed to continuing hercoupled education, allowing for ings, butwith Ithose don’t, by any mc with with questions orChicago. concerns throughout theand entire process,” Hathaway HomeServices Crystal’s clients nity center where she cooks food for kids and helps “W and a highly many of her competitors, Rain also networks $10-per-hour job flipping houses, never judge anybody, I try and figure out what’s in it continue with goals.

And in volume. family, and their spare time is spent together work th during negot comes to staying in touch clients his heskills says.

“While are looking for her astute and proven track re year in the business. and is onhomes, herso11 know itsales all.

Learning every million towith date.

As an agent who has lived on the ofwhat two, the rest ofthem histhen freeI try time is eating. spent with his keep returning to her and herwe team for their outstanding teach about healthy She also does volunlake in Michigan. constant improvement of outside her real estate and current bee driving twocounsel hours Erie each for them and the goal isother for them, to find expand on moving forwa on their ranch.

“We have thefrom two horses, llamas, g ethical business ethos that places her clients’ wellnearly 1,500 local Realtors.

Nick uses hisknowledge own app that he shares with his clients tiations and even after an offer has been accepted.

I want and it keeps the job exciting work ethic and the unparalleled service they provide. teer marketing work for a nonprofit organization called of coast the ever-changing estate market. all about experience, honesty, and in Alabama for over 20 real years, his knowledge and family, and fixing stuff around hisKiki home.

And with me way for After six says. months, he wanted more. them that exact property.

There’s asix lotmonths. of judging that Their secret is know a earned willingness toMaureen, work hard. are and more,” “Because we’re doing the b nload on their smartphone.

Oncecenter, downloaded theyhas my clients to that someone is there for “We them all being frontofand Rain more than For being on a at strong team is crucial for sucYhim, which raises money for cancer research.

Other A resident in the same home for the past 18 years, Alisa says.

“I have a lot of background his depth relationships give him an edge over most his experience working at a restaurant, he also enjoys and He bought and renovated a home in Erie.

Even after a goes on in the industry and I don’t think you can really “I understand this industry Kiki says.

“We’re ness together it doesn’t feel like we’re working rch and view listings while having the option to notify really timesbig and on thatcustomer person is service,” me.cess.

I had someone reach out to “Real estatenot has gotten faster.

Webusy live in a beloved veryinclude Outside of work Maureen and her trustworthy team serve alljudge ofand thebelieves Chicagoland area, organizations she works with Sunshine Kids her stellar reputation asCrystal an honest, When working, or supporting multiple it’s she’s important to give back to they her Clients choose to work with Alisa because her dediinato rocky start (“Ifeels lost $43,000 on first house,” he If says), people on what they look like, how myself completely available realtors in the market.

His listings a price range cooking for his family. sellers atmy various stages. they’re they like a particular listing through the app. me have yesterday on Facebook, and Ibased called them back within there forofour clients 24/7, and we’ve built this solid good!” competitive, very quick market.

The team dynamic board member of Woodfords and a significant portion of their business comes from and the Ronald McDonald House.

When she is not community.

Each year, she organizes seasonal activities cation and expertise.

By leveraging insight from past Rig Jesse still wanted to pursue real estate, and so moved to present, or how much money they may have.”

She’s also very honest, and I think my c hardworking real estate advocate. charities or helping other agents through financial seconds of receiving the message.

[That person] said, ‘Wow of anywhere from 20 referral thousand torepeat 2of million. them creative anddedicated imagine ahelpin hom team vendors that allows us toto give better service works well for us because it’s impossible to be inget three nization and clients.

Clients are drawn Crystal working or givingEgg back, Crystal loves to relax at theto like Breakfast with Santa and an Easter Hunt.

She is successful entrepreneurship so gives the project option ofmanagement being set up inand the Multiple that was quick, another agent hadn’t gotten back to me in cur Pittsburgh to continue. careful to educate clients, especially first-time buyers operate with integrity, and that to our of clients.”

AsWilliams’ partnership with Mesa del Sol contin difficulties Keller Cares Local When talking about plans forthe the future, Chris states opportunities for remodeling.

From different places atvia once, which in real estate, is aKW comhave disabilities.

And incriteria part because the service, trust she inspires.

“My clients beach or spend quality time with herwho Service (MLS).

“I’ll ask two weeks!’

I prideabout myself onreal customer service treating also passionate aboutand donating her tosays: her local food lov positions, shemyis clients knownwhat for outstanding client the estate process to put them attime ease. rals.

I family. go the extra mile.”more Kristina “Kiki is going to dive mon scenario that you learn to navigate.

You need to unteering, she enjoys going Real estate agents rely on different business models that he’s hoping for slow and steady growth.

“I point, I stay up-to-date on design tre Rain began her real estate career in 1985, following initiative, Rain is a creative who enjoys making thathigh-tech I won’t just tell them they want to hear,with e looking for in a home such as location, size,know number all of my clients like what family.” wo Today, much of Jesse’s business comes from Pittsburgh’s pantry, something which she hopes to become more superior communications skills, marketing “We take athe very strong approach toneed the to educational commercial real estate, and then we’re openin surround yourself with people who aretoanand extension of breweries, and spending quu to succeed.

Chris’ winning formula has been focused would like to add a few agents my team, if I can find but I will tell them reality of what they In the future, Crystal, plans to expand her online platooms, etc. aand I will input that information into the cansurrounding help themareas. figure out what bad experience piece of land says. from lapidary stained and woodworking projalso East End, asglass well from the He says Her methods ofover staying in touch with pastasclients are involved theart, next year. campaigns, personalpurchasing touches, andaaspect,” expert negotiation Kristina “There’s a whole campaign property management company as well, Sim yourself in terms of business, ideology, professionalily.

When asked about futu Once a home meets their criteria they receive a notiNick is also looking towards the future of his business.

“I’m consider when making a major decision,” she says.

“I form and continue to build HuntChicago.

“Buyers are on building solid relationships with hisidea clients, which the right people.

I’m approaching this process slowly, so that they canloves get the biggest 70-80% ofcommunicahis sary, business is repeat and referral.

“Itbe ever-b as in-depth, too.

Besides follow-up methods while always keeping herthat clients’ best interfraudulent seller.

Appalled at the ofjust this ects.

She hasabout also built several homes, and she ism and care.”

Maureen says, “To teaches clients about whole process so they Managed NM.” via email aimmediately showing them the property.” trying grow business as much as possible,” he says. treat my clients theto way I my would treatthe my friends, and sounds looking online, andI’m that’s where they start their search. has allowed him to him to run a business that’s heavily because I’m not in a hurry to make a large amount when it comes to resale.”

Rebekah al cheesy, but extremely passionate about all with“I’m tions after purchases via phone call and email, Karen’s ® ests at heart.to “I like to sayRain it’s about communication we’re able to evolve the in “That’s the goal.and I based want the best feelto like they’re areal partto ofbe it,to and notREALTOR just being told happening others, decided pursue avail herself ofthethe many recreational outdoor wereferral build acan strong connection on trust.”

Soare being ableestate. toout capture the buyer or the renter before made up of repeat and clients.

“When I first of money.

There agents there who grind for rea aspects of real I think that my excitement and the company, Hayden Leopold, runs a podcast that clients working with new construction prope consistency,” she states. clients need to know I am Tri-County 2019 was myWith firstafull year as an agent and I talk to potential clients I always keep in “My the back of by high percentage ofgo repeat and referral business, responsibility and an honor us what toarea. do.”

But that growth is going bereally tempered with a com they out and meet another agentto crucial,” estate as that a out career. basically got into$2.2 this busiopportunities scenic Idaho has to offer. diligence Iproperties, have in every transaction isiswhat makes my andamp can tune into and learn about new market started in real“I estate, I they would invest in leads.

But new all the time and never stop working, but I did over million in volume, theleads goal isattentive to double that d any types ofthere properties may pique their interest,” it’s Maureen’s approach that keeps her clients for them, available when need me, and relihomeowners as they design ment to treating their clients right, Kristina says.

“A Educating clients is alwaysSince a priority for Crystal’s she says. Crystal loves that passion for real estate ness toIIthelp the public,” recalls. inshe 2020.” . “First, I offer them the of relationships downloading eve clients want tomodel. refer me,” he says of his success. trends, andentire more.

And then there’s simply saying hello coming back.

“I always say I’m in customer service, as developed with my clients, my busiI don’t like that business I like the long-term able.” is option thisprotect mindset thatteam. alsomy sets her apart from her dream homes.

Above all, Rebekah r Kiki and Kristina serve the Albuquerque area, we treat them like we would treat a family membe When preparing to market a listing, “The most allows her to meet new people and help them achieve For inbeing public. “Being a small local community, you see agetlot not The customer/client relationships pretty then, Rain has built a thriving, multi-million dollar Rain’s future plans are maintain theprocess.” flourishing peers.

“For me,transitioned this business is almost about people, not the ness fully into exclusively relationship model, where Ito can still enjoy but recently they’ve focused on athe development called they go through this connection at theforward-thinking heart of every transa important thing to establish with clients issales. importheir goals.

“My clients like that Ispending am out Jesse has a lotthrough going on;extremely in addition to being an agent, ofNickMaglis.com, faces once they’ve purchased,” she adds. dynamic.

You’re guiding people an To learn more about Nick please visit transaction,” she says. and “This isisMaglis, why many ofshe mysays. clients based on repeat referral business.

And it’s all around time my kids.” producing business that almost entirely business she has established, while continuing to never tance ofbased pricing,” “We educate themwith on how and can come up with creative solutions. a with resource for her There’s clients long after inv he’s also a landlord Atlas Estates, a brokerage stressful life event.

I focus on listening to client concerns friends.”

To find out about Kikiof & Kristina, pricing works in or today’s real market, with so more a problem we can’t solve together.” thanks to the relationships that I have formed withestate my519-4000 email nickmaglis@tprsold.com, callword (330) onbecome returning clients, referrals and positive offer the unparalleled andReal communihas been reached.

“My clients manager andlevel owner ofhonest Lifespace Estate, and ancome t theirlike priorities.

If they what don’t feel served, feel heard, Whatofdoesand Karen most about she does?

“Lots many searching online.”

For example, visit K2Simply.com, call 505-227-8742 or 505-369-2053, clients, the trust havepeople in me, and the customer To four learn abou trust the advice that they’re given, in in a staging company.

“I’m wearing ormore five orcative they says. have unanswered questions, it negatively affects mouth.

“I think thethey reason my buyers and sellers customer service that has become synonymous of things!” she “Forinvestor women the workplace, Alisa believes strongly that it is not only her duty to represhe explains, “if a buyer overprices their home or email them at kristina@k2realtyteam.com or kiki@K2RealtyTeam.com ® service that I provide,” he says. And he maintains his their outcome and ultimately our relationship.”

Maureen real estate hats every day, so my REALTOR business is please visit hayden.com.a that trusted them,” Rebek it’s them a great industry because there’s no glass ceiling in andadvisor return to metoand refer others because always with her name.

“I love what I do, I havetothe by ability justis$50,000, that can hurt because sentrelationships clients the best her alsoI’ve educate Top Agent Magazine withofprior clientsbutbytostaying in touchof Copyright works diligently to that relationship going evenrelationships notkeep the only thing I do,” he my says.

Because he’skarenp@hayden so busy, terms what you can do.

One of the other things is that, email value with clients a of potential buyer who is setting a price range them throughout everythe stepsale,” the she process, arming them placed them above says, when asked greatest clients thestays world,” she says.

Copyright Top Agent Maga once the transaction isin over, by texting, calling, and To learn more about Alisa Galoozis, he they’re mainly in buying contact with clients via social media. through calls, texts, and emails. when people buy a property, not just the or call +61-448 become long-term friends.” for their search online might not see the home withshe top-notch information and such marketimpressive insight so they how manages to inspire levels sending handwritten Whennotes. it comes to marketing, he uses the customary third- Photo b emailout alisagaloozis@atproperties.com,

REBEKA

KAREN PURCELL

CHRIS VAIL

RAIN SILVERHAWK

CRYSTAL TRAN

JESSE WIG

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

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally! www.

www.

in their results.” Crystal uses her deep knowl-

make the best decisions possible. Ultimately, for party sites but, he says, “We’re younger ofcan loyalty trust. always put myself in their To alearn more abou When itand comes to “I marketing, Chris concentrates on visit her here, orlike callZillow, (630) 936-1059 edge of real estate and current trends to website Alisa, it’s about staying with her clients from start tomarket When listing properties Rebekah Maureen utilizes varied marketing strategies, somemedia tra- very crew and we push our social heavily. try Copy email We maureen@loca shoes.

This all is one of their biggest events, and putting his listings inher as clients manylife places online as ditional and others more contemporary. design Please contact mag@topagentmagazine.com help thrive. experience to get appropriately to do a lot of videos She and employs open houses, so we a lot visit locationsinmaine.com His strategy includes they possible. are trusting me with it.” a heavy focus on social print media for some ofCopyright her listings, but alsoMagazine leans market.

From more there,soproperties of [business] through social media, than other are di Top Agent https://www.atproperties.com/agents/7847/alisa-galoozis

or call 310-734-1440 for ad rates and information.

www.

The Crystal Tran Team takes aHe comprehenmedia, high-quality videos, as well as his website. brokerages in the area.” the leading online listing platforms sive approach to online marketing. worksfactor hard for listings to be seen nottosoremaining that he canIn addition Cop To find out more about Crystal Tran, Another is his Rain’s to commitment advertising on Instagram, Facebook, and profit from them, butGoogle so thatAdWords, he can help his clients.

“As an investor with my rental company, I’m more call 312-404-5994, visit her website here https://huntchicago.com/crystal-tran-chicago-real-estate-agent the centerpiece in constant contact with her clients during the trans-of Crystal’s involved with where I live than where I sell,” Jesse “I really enjoy helping people.strategy Moneyis is secondary or email crystal@crystaltranteam.com marketing her company’s website, To says learnofmore about Chris action “I can’twith tell people. you how many times his community.

HeVail makes donations to local to process. myMagazine relationships I treat them like II Top Agent 3 email chrisvailrealestate@gmail.com, hear would from my clients about other agents not returning hockey teams and to other organizations and causes mom or my dad, and that’s why they trust in his area. Whenorhe’s working,TopJesse still enjoys Copyright Agent Magazine callnot (251-550-5052 visit chrisvailrealestate.com, theirme,” phone calls,” she explains. “I am really big he says. www.

There Goes the Neighborhood:

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

4

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

Top Agent Magazine ®

Top Agent Magazine

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

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

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

Do your homework.

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

Top Agent Magazine ®

5

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

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

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

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

Top Agent Magazine ®

Top Agent Magazine

MARAY BORREGO

Top Agent Magazine

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MARAY BORREGO

As a bilingual agent, Maray Borrego is able to relate to and help the Latino community. She is currently licensed in both Washington and Florida, and does business in both states.

Maray Borrego started in real estate in 2006, but if you ask her, it’s been longer than that. “I feel that I’ve been in real estate without knowing it since the age of 19,” she says. “I just had a passion for it. I started in remodeling homes, and opened my own business doing kitchen remodels in Miami. I spent a good 15 to 20 years there, and then I got licensed in 2006 in the state of Florida.”

Even as a new agent, Maray survived the 2007 recession, falling back on her remodeling business for stability until things picked up again in 2011.

“At the end of 2018, it was okay in Florida, but I heard the market in Seattle was awesome,” she says.

After visiting a few times, she finally moved out to Washington and has been working there ever since.

“I just received the President’s Award for my top performance with John L. Scott,” she says. “It’s good!”

Maray is currently licensed in both Washington and 8

Florida, and does business in both states with her transaction coordinator and personal assistant. “Barb is great support for my production and I am grateful for having her by my side,” Maray says. She focuses more on the Seattle area. Maray says that more than half of her business of repeat and referral, with all her leads being personally generated.

“I have a little niche [market], which is Latino clients,” Maray says. As a bilingual agent, she’s able to relate to and help the Latino community. “My customers feel a sense of trust with me. I do a lot of Facebook Live videos, and they get around, so when people call me, they say ‘I feel like I know you!’ [My clients] feel it’s better to do business, and I agree, with someone you can totally understand versus a translator or someone who doesn’t speak their language.” Her success with clients is summed up by Andres Lopez, now a homeowner, who says, Copyright Top Agent Magazine

“[Maray] motivated me to try and supported me until the end.”

Maray has a database with more than 600 contacts in Washington alone, which allows her to stay in touch with her clients. Clients get about four email updates a month detailing new listings and real estate news, as well as phone calls and texts to check in. “A lot of [clients] become my friends on Facebook, so it turns out to be a nice relationship,” she says. Maray is primarily a buyers’ agent, but for sellers, she prepares a booklet of information about the property and neighborhood, including photos.

She works with clients to declutter, repair, and stage their homes, as well, and uses social media, particularly Facebook, to spread the word of the properties.

“I definitely like working with buyers. I know a lot of agents don’t like that, and would rather have listings. I get it, but I like the rewarding feeling,” Maray says. “A lot of [buyers] don’t even know that they qualify to buy a home, they just want to buy a home. So I take them by the hand and go with them through the process. I put a lot on [myself], but it’s a very great feeling to see people who had no idea they could buy a house being in their home thirty-five days later.”

Maray has also taken on volunteer work lately, since the pandemic has left her with more time at home. She started cooking meals for Solid Ground, an organization providing food and supplies for families in need. “I want to do it every Tuesday,” she says. When she’s not working and cooking for those in need, Maray likes traveling and spending time in nature. “I like getting my girls in the car and just driving and seeing new places,” she says.

Maray has also set goals for the year ahead. “Last year, I closed 21 transactions, and I said to myself, if I can do this in a state where I was new and had no idea how things go, I’m going to triple that each year,” Maray says. “So for 2020, I have a goal of 63, and we’re already at 19 right now. I think I’ll be either close or meet the goal this year.”

Top Agent Magazine

To learn more about Maray Borrego, please email marayb@johnlscott.com, visit marayb.johnlscott.com, or call (425) 528-4478.

Find her on Facebook and Instagram, too. https://

Copyright Top Agent Magazine 9

Caliber Home Loans INC is proud to congratulate

MARAY BORREGO

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

CALIBER HOME LOANS INC. Elwood Hollinger | Loan Consultant | NMLS ID #885651 206-931-3208 601 Union Street, Suite 3000, Seattle, WA 98101

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Top Agent Magazine

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

Top Agent Magazine®

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 12

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

Top Agent Magazine®

Top Agent Magazine

GINA KEILEN Top Agent Magazine

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GINA KEILEN

Top Agent Gina Keilen works solo under the umbrella of North & Co brokerage, and serves the Phoenix Valley Metro area.

Gina Keilen started out in real estate shortly after graduating from Arizona State University— where she studied Business Marketing—in 2004.

She currently works solo under the umbrella of North & Co brokerage, and serves the Phoenix Valley Metro area. Gina brings 15 years of experience—in new homes and resale—to her clients, and has also sold homes for a national home builder.

With a large percent of repeat and referral clients, it’s Gina’s excellent customer service that seems to always bring people back to her. “My business model is to provide white glove service.

My response time is almost instantaneous, I send 14

video tutorials of the next steps in the transaction, and I provide little gifts to my clients along the way. I think they see the value in the high level of service I provide and appreciate my knowledge and experience in the industry,” she says.

Gina’s marketing strategy involves having a big social media presence, using professional video for every listing, targeted marketing ads, as well as having an open house the first weekend of every new listing. And her tactics definitely work, as she’s on track to finish off this year with 10 million in sales volume. And in order to thank her clients and stay in touch with them, she sends out mailers, personal thank you cards, and makes Copyright Top Agent Magazine

phone calls. Her prospecting activities are systematic and tracked with weekly goals for each client outreach activity.

For Gina, her work is more than just completing a transaction. What she truly enjoys about it is the ability to help her clients. “Helping people is at the heart of what I love about my job. Helping them navigate a complicated real estate market, and joining them in their vision of life at this home. Being there while they figure out where they’re going to put the Christmas tree, or which room is going to be for their kids. I recognize that this is going to be a place they will live in for 10, 20, 30 years, and I take that very seriously.”

Outside of work, Gina is on the board for a grassroots organization called Lily’s Pad, whose mission is to create a hyper clean space for immunocompromised kids. And when she’s not working, she’s usually at a baseball game for one of her two boys, or spending quality time with her family.

In the future, Gina hopes to continue growing her business. Her current focus is making the customer experience even better, which is why she’s in the process of developing a custom app that will allow clients to search MLS in real time and offer other useful resources. Her goal is to stay on top of market trends and always be ahead of the curve, so that she can continue to offer the best service for clients. And when it comes to advice for young agents she says, “When your number one focus is connecting the dots to help other people, your business grows organically, and you’ll see the benefits of that. I think in the beginning I reached out to potential referral partners to figure out how I could get business from them.

But when I changed my perspective and began to think of how I could help their business, without any expectations for reciprocity, I started seeing the benefits and my job became more fun.”

Top Agent Magazine

To learn more about Gina Keilen email gina.c.keilen@gmail.com, visit ginakeilen.com, or call 480-282–2858 www.

Copyright Top Agent Magazine 15

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 16

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

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

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

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

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

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

2. Remove distractions

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

We all do it!

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

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

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

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova17

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

5. Be deliberate

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

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

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 18

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

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

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THE HOEMEKE GROUP BRITANI HOEMEKE, DAN HOEMEKE & KAREN HOEMEKE

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THE HOEMEKE GROUP Top Agents Karen Hoemeke & Britani Hoemeke – Lead Realtors of the Hoemeke Group in St. Louis, Missouri – are dedicated professionals with two decades of experience working with buyers and sellers. Highly ethical, and truly committed to obtaining the very best outcomes for their many grateful clients, Karen and Britani earned their sterling reputation as trusted real estate advocates who consistently places their customer’s needs front and center during every transaction.

Currently working alongside Dan Hoemeke, a Broker with over 25 years of experience, the team runs like a welloiled machine that provides unparalleled customer service to everyone lucky enough to work with them. Karen, who hails from a background in advertising, marketing and public relations, brings these skills to the table when working with clients, ensuring top-of-the-line customer service, negotiating and marketing skills. Britani, a dedicated top producer, provides exceptional value to both her team and her ever growing network of clients. Group Transaction Coordinator Armina Blagajcevic provides solid, behind-the-scenes support to all three other team members Anyone looking for proof of the exceptional service The Hoemeke Group provides need look no further than the fact that nearly the entirety of their business is based upon positive word of mouth, which is perhaps the most accurate barometer of a job well done in the highly competitive St. Louis market. In fact, Karen, Dan and Britani all currently hold perfect, five-star overall ratings on Zillow.com, an impressive feat by any measure.

There are many factors behind Karen, Dan and Britani’s stellar success story – a success story that includes consistent multi-million-dollar production, year after year – and

chief among them would be the team’s marketing prowess. Open houses are utilized to great advantage, as are highly professional photography and Karen’s local pioneering use of email blasts to make buyers and other agents aware of properties soon to hit the market. Karen is also an expert negotiator, having earned the prestigious CNE (Certified Negotiation Expert) designation. All of this combined with deft use of social media, friendly working relationships with other local agents, colorful home-specific brochures and other methods, combine to result in fast sales for top dollar, not to mention happy clients who continue to refer friends and family.

“I went into this business to help other people,” says Karen, when asked what she enjoys most about what she does for a living. “It’s part of my DNA. I love helping people find solutions for any problems they might encounter during the transaction process. I’m also very good at staying calm when things get a little difficult, like during inspections. Trying to find a solution that works for both parties is something I’m very good at.”

When asked what advice Karen might have for those considering a career in real estate, she grows thoughtful for a moment before replying. “You’ve got to get your face in front of people and develop relationships,” she says. “You have to develop relationships that last long past the closing table. If you look at it as just a transaction, you’ll be out of business soon.

Anyone looking for the best possible representation when selling or buying a home in the St. Louis area could do no better than to engage the services of The Hoemeke Group. Talented, hard-working and truly committed to their clients, Karen, Dan, Britani and Armina are ready to help you achieve your real estate dreams.

For more information about Karen Hoemeke and The Hoemeke Group, please call 314-973-1218 or email Karen@TheHoemekeGroupc.com 20

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 22

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

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

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

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

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

Top Agent Magazine

GABRIEL J. PEREZ

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GABRIEL J. PEREZ After a successful career in banking, in 2004, Gabriel J. Perez decided begin a career in the real estate industry. He soon found he had a knack for supporting Hispanics in achieving their dream of homeownership. He now has a thriving business serving Utah and Salt Lake counties and is the #1 Hispanic Realtor® in Utah County.

Gabriel focuses on serving the Hispanic community, and is bilingual in English and Spanish. His background in the banking industry has given him financial expertise he uses to advise his clients on the best mortgage for their situation and how to improve their credit. He’s been a coach for the “Rich Dad, Poor Dad” worldwide program, and he loves to use his skills as a teacher to educate his clients about every aspect of the process. “I enjoy teaching Hispanics all around the world how they can invest in real estate,” he says. “I see the potential that they have and I help them to achieve it.”

His motto is: “Haciéndolo Fácil” or “Easy Does It.” He pairs a relaxed attitude with a drive to make his clients’s dreams come true. As a result of the excellent, caring service he provides, an impressive 86% of his business comes from repeat and referral clients. To stay in touch with past clients, Gabriel stops by to give holiday gifts, sends postcards and mailers, or simply picks up the phone to reach out and ask how they are doing.

When it comes time to market listings, Gabriel’s creativity and professionalism really shine. First he meets with the

homeowner to discuss any minor needed repairs or decluttering that would allow the listing to sell for the best possible price. He understands that in today’s market, most homeowners begin their search for a home online, so he hires professional photographers to take 3D and regular photos. He posts the listing on the MLS and all the major real estate websites, and he conducts a thorough campaign via social media which reaches his wide sphere of influence and beyond. The result is often a quick sale at a competitive price. Gabriel closes over 25 transactions a year with an average price of $350K. “My favorite part of my job is empowering my clients,” Gabriel says. “I do everything possible to make the dream of home ownership come true for them. Many of them are from the Hispanic community, and some have financial challenges and don’t believe they will ever be able to buy a house. It’s incredibly rewarding to show them they can do it!” Gabriel was the founder and Chairman of the Utah County Hispanic Chamber of Commerce for three years. He’s the co-founder of the Salt Lake chapter of the National Association of Hispanic Real Estate Professionals. He served also as the Vice President of the Hispanic Business Association and a member of the Council of the Mexican Consulate. In his free time, he enjoys spending time with his wife and his eight children.

For the future, he plans to obtain his broker’s license.

With his commitment to excellence and to serving the community, he’s sure to make that dream a reality!

To find out more about Gabriel J. Perez, please call 801-735-9402 or email gabriel.perez.business@gmail.com 24

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Coaching 9-1-1

By Walter Sanford

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

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

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

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

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

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

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

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

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

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

Copyright©, Walter Sanford. All rights reserved.

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Top Agent Magazine

RYAN BRIGGS Ryan Briggs got his real estate license in 2001, at the age of 21.

His father had been a REALTOR® for 35 years before he retired, and the main inspiration for why Ryan chose to pursue that same path. Following in his father’s footsteps turned out to be a great decision, with Ryan now completing $13.5 million on 39 transactions just last year, at an average sales price of $525k.

Although Ryan has been successful in the real estate profession, it’s the client aspect of his work that keeps him passionate about what he does, and that explains his high 87% rate of repeat and referral business. “What some agents call “past clients” are my top priority. In fact, I don’t refer to them as past clients at all, I consider them clients, for life,” he says. It’s also most apparent why his clients keep coming back to him, and why Ryan is so successful at what he does, when he speaks about the principles that guide his real estate carreer. “I always aspire to do what I say I’m going to do, live a life with integrity. My goal is always to underpromise and overdeliver, and I try to stay in constant contact with my clients, almost to a fault sometimes. I try to make myself as available as possible. I know how stressful the process can be, and sometimes you just want answers at 10 o’clock at night before you go to bed so that you can sleep.” His clients also appreciate his tireless work ethic, such as exploring every channel to market his listings via professional photography, staging, virtual tours, drone footage, and every other available avenue.

Outside of his passion for helping out clients, Ryan is also passionate about helping out communities that are in need both here and abroad. He undertakes volunteer work and mission trips throughout the world, and has recently helped install solar panels on a small island in Fiji, where residents never had electricity before. He also coached lacrosse for 17 years at his high school Top Agent Magazine

almamater DeMATHA Catholic High School, and loves to spend time with his wife Kirstie, and two children, son Garret and daughter Presley.

Ryan looks towards the future with enthusiasm, and his plans include hiring an assistant, consistently growing his business for the next ten years and beyond, and helping as many people as he can on the way. He also looks forward to continuing to collaborate with other agents. “I’ve seen a really unique shift in our profession, where it feels like we’re doing a lot of collaborating with each other, and I think that’s important. With the constant changes in technology and the continued “shift” in real estate, we need to work together to help and protect our clients, because at the end of the day they are our most important assets, and we are helping protect their’s.” With this being his motto, there’s no doubt that the future of his business will continue to be supported by longtime clients and referral partners, as well as new clients looking for an agent that has their best interest in

To learn more about Ryan Briggs email Ryan@BriggsTeam.com, visit BriggsTeam.com, or call 301-318–0022 www.

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ALLIE CARR Allie Carr’s journey into real estate started out in banking. “Basically, I ended up getting the feeling that it wasn’t for me,” she says. “So I left that job without a plan in place. I had saved some money so I decided I would take some time to figure out what I really wanted to do.” A cousin, herself successful in real estate in Boston, encouraged Allie to join her. “I decided to give it a shot here in Cleveland,” she says. “And, thank goodness, I ended up loving it!”

Today, Allie describes her working situation in the greater Cleveland area as “kind of a hybrid. I consider myself a solo agent,” she says. “I’m very personally involved with every single transaction and client I have. That said, I do have an assistant and I help lead our brokerage’s Cleveland office. Our office is sort of a team in itself. We help each other out with showings and we brainstorm and have happy hours together often, but we’re all our own agents at the same time.”

When it comes to marketing her listings, Allie takes a similarly hybrid approach. “I do a combination of things,” she says, “starting off with a custom website.

The year I started in real estate, one of the first things I did was start a website for myself, and I have since built upon that. I make a website for every listing. And then from there I do really everything!” That includes creating Google ads via Adwerks, 3D virtual tours, drone photos, virtual stating, actual staging, and more depending on the property. “Every house requires a unique approach to marketing,” Allie says.

And clients appreciate this kind of attention. “I think clients keep coming back to be because of the quality of service,” Allie says, “because of the hand-holding they felt during the transaction. I think I’m good at communicating with them every step of the way, and I’m very knowledgeable. Generally speaking, they have great experiences from start to finish.” Allie keeps in touch with her past clients through social media mainly, she says. “That said, whenever something reminds me of 28

a past client, I won’t hesitate to reach out by phone or text to let them know I’ve thought of them,” she says.

And this organic approach works: Allie sources about 60% of her business from repeat clients or referrals from past clients.

When Allie started in real estate, she described herself as being “dedicated to Cleveland,” and her dedication isn’t just work. “My primary charity for the past couple of years has been Project Preemie, which supports families that have been in or are currently in the NICU, as well as the doctors and nurses there.” Allie’s own daughter was in the NICU, and she wants to help others through such a stressful time. She donates $100 of each closing to a charity of her clients’ choosing or to Project Preemie if they don’t have a dedicated one they support. When she’s not working, Allie likes to hang out with her daughter, now 15 months, and socialize with her local friends.

Allie’s been lucky in that her business has grown organically, but she’s still proactive in generating growth.

“Every year I try something different to try and grow my business and see what works for me,” she says.

“This year I dabbled in cold-calling and I actually got a listing! I do envision for myself maybe doing a little more farming in terms of postcards and mailing.” She’s also planning on hiring on a weekend assistant as well.

To learn more about Allie Carr, please visit alliecarr.com, check out her listings on Zillow and Realtor.com, email acarr@bhhspro.com, or call 216-952-8884 www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

Top Agent Magazine

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MARK DANIEL Honest and dedicated, Mark Daniel’s commitment to providing his clients premier service has built him a stellar reputation as one of the top residential real estate experts in his community. Like numerous other agents, Mark didn’t start his career in the industry, but rather worked for many years as a school teacher & principal. Eventually he decided he was ready for a change, and after speaking with a friend who worked as an agent, he decided to take the plunge and get his license.

Nine years and hundreds of transactions later, Mark is now one of the top producing agents in the Mackay region, where he heads a three-person team, including his wife Natika. Based out of the Explore Property Mackay office, Mark and his team operate throughout the region, with a particular focus on the lower Pioneer Valley.

No stranger to accolades, in the annual ‘Rate My Agent’ Awards Mark has been recognized as the No 1 agent in the suburbs of Walkerston & Marian for the last 5 consecutive years and in 2019 Mark was the only Mackay agent to be named in the ‘RMA’ Top 100 agents (ranked 47), Australia wide. Mark has over 40% more positive reviews on the ‘RMA’ website than any other agent in the Mackay region, and his name has been included on the coveted ‘A-List’ numerous times – a list which recognizes the top 2% of Queensland agents.

If you ask Mark how he has managed to build out his book of business so quickly, he will credit his honesty and focus on providing top-notch service as being the primary drivers of his success. “A big part of providing high-quality service means that you have to be open with your clients, and be comfortable talking about the good, the bad, and the ugly so that they have an accurate picture of every situation,” Mark explains. “Ultimately I think that if they trust you and see you working hard, they will want to come back and use you again in the future.” This approach clearly resonates with people, as over 70% of Mark’s business comes from repeat clients or referrals.

After cultivating a meaningful relationship with his clients Top Agent Magazine

during a transaction, Mark makes sure he stays in touch even after settlement. Every year he delivers anniversary and Christmas cards and regularly sends out a market report to both former and current clients to provide them with updates on local market trends. Mark also does his best to keep in touch with a phone call from time to time to check in.

During those infrequent times when Mark isn’t working, he loves to play golf, go fishing with his son, and spend time with his family. In addition, he is actively involved in supporting the schools in his community. For many years he and his wife have sponsored numerous fundraising events, school fairs and scholarships and are supporters of the Whitsunday Voices Youth Literacy Festival, an annual Literacy festival that brings established Australian authors into the area to help students develop their love of reading and writing.

At the end of the day, Mark loves his job because he gets to help people, and he is excited to continue growing his business while providing the premiere service his friends and neighbors deserve. “I love working with people and helping them achieve their goals. I look forward to seeing all the ways our team can continue to grow while helping our clients move on to the next stage of their lives.”

For more information about Mark Daniel, call 0400 257 229, email mdaniel@exploreproperty.com.au or visit www.explorepropertymackay.com.au 31 Copyright Top Agent Magazine

JONATHAN ENG Jonathan Eng’s background is in architecture and design which peaked his interest in real estate, leading him to attend open houses as well as inspiring his own home-improvement projects. Jonathan began his career in Real Estate on a part-time basis. When his mother fell ill, he decided that pursuing real estate full time would be the best way to spend time with her while doing something that he absolutely loved - helping people “I love helping people purchase their dream homes,” he adds.

That was 17 years ago, and Jonathan has been selling real estate ever since, working solo for the most part, though he and his colleagues always support one another. He serves the District of Columbia and surrounding Maryland counties. He estimates that more than half of his business is from repeat clients and referrals. “My clients often say that “I make the buying and selling process effortless,” and I’m glad that that’s their reaction. My goal is to always reduce the amount of stress in the process by trying to make it fun and interesting. I’m told I always make [the process] very simple for them.”

“I’m a very hands-on people-first agent. I also do what it takes to get the job done, within reason of course. I’ve cleaned an entire house by myself,” Jonathan says. “When you’re in real estate, you wear more than just one hat. Today, I’m the psychologist, tomorrow, I’m the dog-walker, another day, I’m shopping for staging. Anything to get something sold.” Jonathan is dedicated to making sure his clients feel as though he’s covered every single aspect of the process.

Jonathan maintains contact with clients via monthly newsletters filled of tips for homeowners, as well as postcards and the regular emails or text messages. He also celebrates homeowners’ milestones with personalized gifts for their homes. “It’s not always about real estate,” he says of catching up with clients. “I get more repeat clients because they consider me more than a real estate agent, they consider me a friend.”

advertising on social media, which he says is helpful for targeting larger audiences for a property.

“It’s always different and interesting, it’s never boring. I’m a people person, and I don’t like to sit at a desk,” Jonathan says, “and that’s the best thing about real estate; you’re out and about all the time. I meet some very interesting people.

I’m very extroverted. It all goes back to ‘What can I do to help you?’”

And Jonathan doesn’t just help his clients. He and his colleagues participate in a number of charities such as: donating to Children’s Hospitals, collecting for Toys for Tots, or collecting gently used undergarments for homeless women on behalf of nonprofit group, I Support the Girls.

Jonathan is also adamant about promoting environmentally friendly actions in the home and at the office. When he’s not working and helping his community, Jonathan enjoys doing projects around his own home with his partner, experimenting in the kitchen and “enjoying all the wonderful things to do in the DMV.” “I’m hoping that my business will grow,” he says of his plans for the future. “I am in the process of renewing my Virginia license so that I can serve my clients better.” But most important is having fun while doing what he loves.

“I’m a fun Realtor!” he says. “I’m very laid back. Being in this business for so long, I’ve learned ways to help to ease the transaction process for my clients.”

To learn more about Jonathan Eng, visit yourrealtorjonathan.com; check him out on Facebook, Zillow, and Realtor.com; email jonathan@c21redwood.com; or call (202) 506-3674 or (202) 327-0781 http://

To market listings, Jonathan has branched into video walkthrough tours, virtual reality tours, catered open houses, as well as brochures and magazine ads. He also uses paid 32

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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JULIE FERRARO Armed with a wealth of industry knowledge and true entrepreneurial spirit, Top Agent and consistent multi-million-dollar producer Julie Ferraro – of EXP Realty in Fort Hill, South Carolina – is a dedicated, incredibly professional Realtor who consistently puts the needs of her clients front and center during every transaction. Excellent communication skills, incredible marketing prowess and an indefatigable work ethic have all contributed to Julie’s stellar reputation in her market.

The former owner of multiple businesses that include a hair salon, a theatrical set design company and an interior design and staging enterprise, Julie is able to draw upon a wide range of client-oriented experiences when working with her many grateful buyers and sellers.

From the very start of her real estate career in 2007 – which she launched upon relocating to South Carolina from New York – Julie has been setting the standard for excellence in customer service in the Greater Charlotte, NC area.

Despite a rough start during the legendary market downturn of the last decade, Julie toughed it out and worked her way up to a formidable career. “I initially took all the listings nobody wanted,” she recalls. “I built my business selling $30,000 - $50,000 mobile homes, doing short sales and foreclosures which led me to be a preferred short sale agent for Bank of America and several other large lending institutions. I worked really hard to build my business.” Today, she prides herself on her egalitarian approach to working with clients. “Regardless of price point, I treat all of my clients equally.”

One needs to look no further than the fact that almost the entirety of Julie’s considerable business is based upon returning clients and positive word of mouth to see that she is clearly succeeding spectacularly at helping her clients achieve their real estate goals. Julie works extensively with investors who utilize her expertise in

construction and rehab management to revive distressed properties which help to improve the way of life in many communities.

She has a dedicated team of contractors, attorneys, lenders and just about anything you need for your construction needs in her rolodex.

Julie, who holds a perfect five-star overall rating on Zillow.com, is an expert marketer of her listings, and frequently draws upon her design background when staging is necessary. She also spares no expense, and she utilizes every means possible to show her properties in their best light, including professional photography, videos – both standard and drone – and Matter Port virtual tours.

Signage on every home has a number that can be texted, immediately directing any potential buyer to the home’s individual website and tour.

Julie is also passionate about giving back, and does so through a number of ways, including mentoring of newer agents at her company. She is also active with a number of community philanthropic organizations, including River Keepers and Samaritan’s Purse. Additionally, she is very active with her church, through which she supports local crisis assistance centers and food banks as well as international missions.

Julie’s plans for the future include continuing to grow her already-thriving business, and to keep providing the unparalleled level of service that has become her calling card.

Anyone looking to purchase or list a home in the Charlotte area could do no better than to engage the services of Julie Ferraro. “I am passionate and compassionate, and I truly love what I do for a living. My life statement is "to treat others as you would wish to be treated,” says Julie. “Many of my clients remain friends long past the transaction as I consider them part of my extended family.”

For more information about Julie Ferraro, call 803-487-5133 or email Julie.Ferraro@eXprealty.com Top Agent Magazine

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Laughs!

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

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KRISTIN FRANCIS Honest, dedicated, and charitable, Kristin Francis’ commitment to improving her community through her work has built her a fantastic reputation as one of the go-to real estate agents in her community. Kristin’s first foray into the business came in 2004 when she purchased a condominium at the age of 24. When she sold it a year later, she had made over $100,000 in profit. Having enjoyed such success with her first transaction, many of her friends began coming to her for advice, and she quickly realized she had a knack for the industry. A few years later she decided to get her license.

Eleven years and hundreds of transactions later, Kristin is now the head of the ten-person Kristin Francis Team at Keller Williams. Based in Arlington, Virginia, Kristin’s team runs a thriving business that serves the entire DC Metro area and its Virginia suburbs running as far south as Stafford. Kristin’s business is a one-stop real estate shop, offering clients custom build and design services, as well as access to their partnerships with property managers and contractors.

Although many real estate agents fundamentally view their job as sales, Kristin approaches every deal she works on as an opportunity to better her clients’ lives. Rather than talking about her company’s annual transaction volume, she likes to reference, “the number of families served.

Dollars are dollars—ultimately we are focused on how many families we can help.” Kristin and her team marry this approach with a perseverance that inevitably leads to positive results. “No is a trigger word for us, if you tell us it can’t be done that just inspires us to get it done,” Kristin explains. “For example we just saved a house from foreclosure, and managed to secure it for our client 30 minutes before the auction was going to start.” This approach clearly resonates with people, as more than 90% of Kristin’s business comes from repeat and referral clients.

When it comes to marketing a listing, Kristin and her team execute a marketing campaign that they like to call the “ten-day frenzy.” During this time they run a comprehensive print and online advertising campaign targeting demographics of likely buyers, while also knocking on doors throughout the neighborhood, with all of this leading up to a series of open houses. Kristin’s team has also spent a great deal of time cultivating online communities that cater to the unique preferences of different types of buyers, thereby allowing Kristin to further refine her marketing efforts.

Kristin’s contact with her clients doesn’t end with the close of the transaction, and her team is constantly providing them with ongoing value and resources. “For example this week, given everything that’s happening right now with coronavirus, we are putting together a list for our clients of homeschooling resources, things adults can do to deal with what’s going on, and things you can do online,” Kristin says.

Outside of work, Kristin and her team are involved in several charitable organizations that seek to help underprivileged women and children. “On the local side we support a number of charities such as Arlington Clothesline for Kids, an organization that provides clothing to children in need,” Kristin explains. “We are also involved in global charitable work, having helped build wells in different parts of Africa that provide clean water for women and their children.”

With an eye to the future, Kristin is excited to expand her business while continuing to help people in her community. “I love waking up every day knowing that I am helping to create opportunities for everyone my life touches.”

For more information about Kristin Francis, please visit dcnovarealty.com, call 571-348-4604 or email kristin@kfteams.com www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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ALISA GALOOZIS Prior to becoming a broker, Alisa Galoozis was a project manager in the construction field, including the modernization of O’Hare International Airport. “All along, I had an interest in real estate and decided to completely re-direct my career to pursue my passion full time,” she says. “It’s a perfect fit.”

Alisa, a full-service real estate professional for the past 5 years, specializes in the Western Suburbs with a focus on Bolingbrook, Naperville, and its surrounding communities. “Though I am not on a team, I do have a group of professionals who I go to and rely upon, including lenders, attorneys, and inspectors” she asserts.

Alisa has made it her mission to help both buyers and sellers achieve their desired objectives. In addition, she is committed to continuing her education, allowing for constant improvement of her real estate skills and current knowledge of the ever-changing real estate market.

Clients choose to work with Alisa because of her dedication and expertise. By leveraging insight from past project management and successful entrepreneurship positions, she is known for outstanding client service, superior communications skills, high-tech marketing campaigns, personal touches, and expert negotiation methods while always keeping her clients’ best interests at heart. “I like to say it’s about communication and consistency,” she states. “My clients need to know I am there for them, available when they need me, and reliable.” It is this mindset that also sets her apart from her peers. “For me, this business is about people, not the transaction,” she says. “This is why many of my clients become friends.”

Alisa believes strongly that it is not only her duty to represent clients to the best of her ability but to also educate them throughout every step of the process, arming them with top-notch information and market insight so they can make the best decisions possible. Ultimately, for Alisa, it’s about staying with her clients from start to Top Agent Magazine

finish. “This is probably one of the most important transactions they will ever make,” she notes. “I love seeing clients’ dreams of home ownership become a reality.”

To stay in touch, she reaches out constantly, sending cards, mailers, and even stopping by when she can.

“I enjoy seeing clients living in their new homes, asking how things are going,” she says. “They really appreciate that.” She also drops off seasonal gifts and helpful materials.

Alisa admits her marketing techniques are out of the box from start to finish. “Everyone will know that their home is on the market, as I promote extensive mail and social media marketing,” she says.

In her free time, Alisa enjoys spending time with her husband and three children, doing various activities that include camping and football games. She also loves to travel in their motor home, especially to the lake in Michigan.

A resident in the same home for the past 18 years, Alisa believes it’s important to give back to her beloved community. Each year, she organizes seasonal activities like Breakfast with Santa and an Easter Egg Hunt. She is also passionate about donating her time to her local food pantry, something with which she hopes to become more involved over the next year.

To learn more about Alisa Galoozis, email alisagaloozis@atproperties.com, https://www.atproperties.com/agents/7847/alisa-galoozis visit her website here, or call (630) 936-1059 41 Copyright Top Agent Magazine

NICK MAGLIS Nick Maglis was working as a District Sales Manager for a Fortune 500 company when he decided to take real estate classes. “I have always been interested in real estate but because of the position I held at my previous employment I never had the time to devote to real estate like I would have wanted to. After the company I was working for decided to do a mass layoff of many District Sales Managers, I was one of the DSM’s who was affected. After being laid off, I re-evaluated what career path I wanted to take and that’s when I decided now was the time to give real estate my full attention and dedication,” he says. Today, Nick, a first-generation Greek-American from Youngstown, Ohio, serves Mahoning, Trumbull, and Columbiana Counties.

Although he’s relatively new in the business, Nick is already seeing referrals, but, he says, the majority of his business comes from his own personal and professional sphere.

“Once I received my license I reached out to every one of my contacts and let them know the new journey I was about to partake in real estate,” he says. He also used social media to broadcast his services, sharing professional photos and videos of properties.

When it comes to staying in touch with clients outside his sphere, Nick uses his own app that he shares with his clients to download on their smartphone. Once downloaded they can search and view listings while having the option to notify Nick if they like a particular listing through the app.

Nick also gives the option of being set up in the Multiple Listing Service (MLS). “I’ll ask my clients what criteria they are looking for in a home such as location, size, number of bedrooms, etc. and I will input that information into the MLS. Once a home meets their criteria they receive a notification via email immediately showing them the property.”

“When I talk to potential clients I always keep in the back of my mind any types of properties that may pique their interest,” he says. “First, I offer them the option of downloading my

app. Second, if I see a property that meets their criteria I’ll call/text them about it. I don’t want my clients to feel overwhelmed,” he says. “I want them to know that I am there for them when they are ready to move forward on a property and they know I always have their best interest in mind.” Nick also uses social media for marketing. “I try to be as creative as I can on Instagram and Facebook,” he says. “I post my listings, open houses, and reviews I receive from clients as well as real estate memes to lighten the mood. Social media is a good way of showing your personality for the people that don’t know you in hopes you connect with someone and they reach out to you if they are looking to buy or sell a home.”

“I love helping people, meeting new families, and finding my clients the perfect home they are searching for,” Nick says of his favorite parts of the real estate business. “I’ve been in sales my entire life, closing on a home and knowing that you got your clients the best possible deal is highly satisfying and never gets old.” And although Nick is still building up his client base, he’s already got the dedication and diligence part of the job down. “I try to make my clients feel comfortable with me. I encourage them to reach out with questions or concerns throughout the entire process,” he says. “While we are looking for homes, during negotiations and even after an offer has been accepted. I want my clients to know that someone is there for them at all times and that person is me. I had someone reach out to me yesterday on Facebook, and I called them back within seconds of receiving the message. [That person] said, ‘Wow that was quick, another agent hadn’t gotten back to me in two weeks!’ I pride myself on customer service and treating all of my clients like family.”

Nick is also looking towards the future of his business. “I’m trying to grow my business as much as possible,” he says.

“That’s the goal. I want to be the best REALTOR® in the Tri-County area. 2019 was my first full year as an agent and I did over $2.2 million in volume, the goal is to double that in 2020.”

To learn more about Nick Maglis, please visit NickMaglis.com, email nickmaglis@tprsold.com, or call (330) 519-4000 www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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KAREN PURCELL Karen Purcell had worked in the sales industry for about 20 years, but had a lot of personal experience with buying and selling real estate.

She found that she liked real estate and wanted to switch careers, but decided to wait until her son was finished with school. Once he graduated, she made the change.

Today, Karen works with a small team consisting of an assistant, a marketing specialist, and a receptionist.

Even though she’s relatively new in real estate, Karen is already seeing 80% referral business. She credits her personal transactions for this success. “I’ve personally actively purchased and sold many properties before going into real estate,” she says. “I have picked up on all the things that I felt I could have done better.”

And it’s not just business savvy, either, but empathy: “I never judge anybody, and I try and figure out what’s in it for them and what the goal is for them, then I try to find them that exact property. There’s a lot of judging that goes on in the industry and I don’t think you can really judge people based on what they look like, how they present, or how much money they may have.” She’s also careful to educate clients, especially first-time buyers about the real estate process to put them at ease.

physical property, they’re buying a dream of some sort, whether it be an investment property...or a house with a big backyard for children. I love seeing those dreams happen for people. Generally, it’s about more than just a house. A good agent can find out what that dream is and help [clients] fulfill that.”

As she mentioned, Karen and her team support a relatively small community, where they support a number of local sports clubs, including the Leopold Angling Club, a fishing group that provides education about fishing as well as activities for those with disabilities. Karen and her team also support local schools, and host a competition where students can enter cover designs for their weekly magazine.

“Future plans would be to grow the business even more than we already have,” Karen says. “We’ve recently won a couple of awards back-to-back, and I’ve won Agent of the Year for Leopold for 2019 and 2020...so I’d like to continue with those goals. And obviously, I’d just like to expand on sales moving forward.”

“I understand this industry is not 9 to 5, so I make myself completely available to people,” she says. “I’m very honest, and I think my clients know that I always operate with integrity, and that’s why I get a lot of referrals. I go the extra mile.”

Her methods of staying in touch with past clients are just as in-depth, too. Besides follow-up communications after purchases via phone call and email, Karen’s company, Hayden Leopold, runs a podcast that clients can tune into and learn about new properties, market trends, and more. And then there’s simply saying hello in public. “Being a small local community, you see a lot of faces around once they’ve purchased,” she adds.

What does Karen like most about what she does? “Lots of things!” she says. “For women in the workplace, it’s a great industry because there’s no glass ceiling in terms of what you can do. One of the other things is that, when people buy a property, they’re not just buying the Top Agent Magazine

To learn more about Karen Purcell, please visit hayden.com.au/team/karen-purcell, email karenp@haydenleopold.com.au, or call +61-448-510-143 www.

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KRISTINA & KIKI SALCIDO Kiki & Kristina Salcido jumped into real estate with both feet. In 2017 they moved from Los Angeles to New Mexico and, after a bad experience with an agent, decided they could offer better service. “We decided we would become the best REALTORS® out there,” Kiki says.

“We didn’t have any other source of income,” Kristina says. “We had to learn it on the fly - we were forced to make it or break it.”

And they made it. Kiki and Kristina have experienced exceptional growth in their three years in the industry, and in August they co-founded their own brokerage, Simply Real Estate, with their business partner, which now has almost 40 brokers. Their team, K2 Realty Team (now called K2 at Simply Real Estate) has also been expanding, and in 2019 Kristina and Kiki did just under $17 million in volume.

Their secret is a willingness to work hard. “We are really big on customer service,” Kiki says. “We’re there for our clients 24/7, and we’ve built this solid team of vendors that allows us to give better service to our clients.”

“We take a very strong approach to the educational aspect,” Kristina says. “There’s a whole campaign that teaches clients about the whole process so they can feel like they’re a part of it, and not just being told by us what to do.”

Kiki and Kristina serve the entire Albuquerque area, but recently they’ve focused on a development called

Mesa del Sol. “It’s a 13,000 acre development that mixes commercial, residential and multifamily,” Kristina says. “Netflix just moved in last year. We have a strategic partnership with the developer, and that’s going to just blow up.” And blowing up it is - as this went to press Kiki and Kristina secured a 100+ unit townhome development as well as an Orange Leaf/Humble Donuts to Mesa del Sol, with construction beginning in 60 days.

When not working the duo love to give back to their community.

“There’s a horse rescue ranch out here called Walkin’ N Circles, and the last time we sponsored one of their events we came home with two horses!” Kristina laughs.

Kristina and Kiki recently welcomed a son to their family, and their spare time is spent together working on their ranch. “We have the two horses, llamas, goats and more,” Kiki says. “Because we’re doing the business together it doesn’t feel like we’re working - it feels good!”

As the partnership with Mesa del Sol continues, Kristina says: “Kiki is going to dive more into commercial real estate, and then we’re opening a property management company as well, Simply Managed NM.” But that growth is going to be tempered with a commitment to treating their clients right, Kristina says. “And we treat them like we would treat a family member as they go through this process.”

To find out more about Kiki & Kristina, visit K2Simply.com, call 505-227-8742 or 505-369-2053, or email them at kristina@k2realtyteam.com or kiki@K2RealtyTeam.com www.

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 48

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

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

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

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

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

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REBEKAH SCHAAF Rebekah Schaaf got her start in real estate by way of interior design. “I always had an interest in real estate,” she remembers, and cut her teeth with remodeling and construction, as well as helping agents prep homes for market through interior design and remodels. “It seemed like a natural fit to earn my license and play a fuller part in the industry,” she says.

Five years later, Rebekah has carved out a reputation as an agent in her own right, known for her creative eye, diverse experience, and personal touch.

Today, Rebekah spearheads her work as the owner of Rebekah & Co., serving clients across the greater Kansas City Metro Area. There, a majority of her business is driven by repeat and referral clientele who trust her astute counsel and proven track record. “To me, it’s all about experience, honesty, and integrity,” Rebekah says. “I have a lot of background helping buyers and sellers at various stages. If they’re a buyer, I can help them get creative and imagine a home’s potential and opportunities for remodeling. From a seller’s standpoint, I stay up-to-date on design trends in the market and can help them figure out what updates are necessary, so that they can get the biggest bang for their buck when it comes to resale.” Rebekah also has experience working with new construction properties and assisting homeowners as they design and plan their custom dream homes. Above all, Rebekah relishes the human connection at the heart of every transaction and remains a resource for her clients long after the closing table has been reached. “My clients come to me because they trust the advice that they’re given, and I enjoy being that trusted advisor to them,” Rebekah says. “I really value my relationships with clients and a lot of them become long-term friends.”

When listing properties Rebekah first applies her design experience to appropriately prep homes for market. From there, properties are disseminated across the leading online listing platforms and social media Top Agent Magazine

outlets, where targeted ads and exposure create an immersive first impression. Last year, Rebekah closed roughly $17-million in volume, a glowing testament to her staying power and market knowledge. “One of the biggest lessons I’ve learned is to find something that you enjoy doing, because then it never feels like a job,” she says. “Helping people through real estate comes naturally because I found my niche and enjoy every day of it.”

Beyond the office, Rebekah gives back by contributing to breast cancer research and awareness, Big Brothers & Big Sisters, and local businesses and charitable organizations. In her free hours, she most enjoys time spent with family and loved ones, cheering on her two sons at their various sporting events, exercising, gardening, cooking, and enjoying her lake community.

As for the future, Rebekah intends to keep business growing steadily as she maintains the superlative client care buyers and sellers have come to expect. Now, with five years of experience and insight behind her, Rebekah Schaaf considers what she enjoys most about her chosen field. “Every day is different,” she says. “I enjoy the personal satisfaction of helping others, and I love seeing the excitement on their faces when I’m able to find them what they’re looking for.”

To learn more about Rekebah Schaaf email rschaaf@reecenichols.com, visit rschaaf.reecenichols.com or call (913) 707–7957 https://

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RAIN SILVERHAWK Top Agent Rain Silverhawk – of Keller Williams Realty in Sandpoint, Idaho – has been helping her buyers and sellers achieve their real estate goals for well over three decades.

With a wealth of industry experience under her belt, and coupled with a highly ethical business ethos that places her clients’ wellbeing front and center, Rain has more than earned her stellar reputation as an honest, trustworthy and hardworking real estate advocate.

Rain began her real estate career in 1985, following a bad experience purchasing a piece of land from a fraudulent seller. Appalled at the idea of this happening to others, Rain decided to pursue real estate as a career. “I basically got into this business to help protect the public,” she recalls. Since then, Rain has built a thriving, multi-million dollar producing business that is based almost entirely on returning clients, referrals and positive word of mouth. “I think the reason my buyers and sellers return to me and refer others is because I’ve always placed them above the sale,” she says, when asked how she manages to inspire such impressive levels of loyalty and trust. “I always put myself in their shoes. This is one of their biggest life events, and they are trusting me with it.”

Another factor is Rain’s commitment to remaining in constant contact with her clients during the transaction process. “I can’t tell you how many times I hear from clients about other agents not returning their phone calls,” she explains. “I am really big on staying in touch with phone calls, with texts, and with email. I keep them apprised every step of the way. Even if I don’t have anything to say and nothing has happened, I let them know that, too. It’s about good, old-fashioned customer service.”

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Rain, who sells the area referred to as the Idaho Panhandle - is also a consummate marketer of her listings, which almost always sell quickly and for top dollar. No expense is spared, and every possible method of reaching potential buyers is exploited.

“I syndicate my listings out to more than 9,000 websites,” she says. “I create videos for each property, and I use social media.” Additionally, unlike many of her competitors, Rain also networks with nearly 1,500 other local Realtors.

When she’s not working, or busy supporting multiple charities or helping other agents through financial difficulties via Keller Williams’ KW Cares Local initiative, Rain is a creative who enjoys making lapidary art, stained glass and woodworking projects. She has also built several homes, and she loves to avail herself of the many recreational outdoor opportunities scenic Idaho has to offer.

Rain’s future plans are to maintain the flourishing business she has established, while continuing to offer the unparalleled level of honest and communicative customer service that has become synonymous with her name. “I love what I do, and I have the greatest clients in the world,” she says.

For more about Rain Silverhawk, please call 208-610-0011 or email Rain@LakeAndHomes.com Copyright Top Agent Magazine

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 52

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

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

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

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

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

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

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CRYSTAL TRAN Crystal Tran began her real estate career in California in 2012, working with a top broker in Beverly Hills and running his short sale division.

Now, after returning to her native Chicago area, Crystal heads up The Crystal Tran Team, working with Berkshire Hathaway HomeServices Chicago. Crystal’s clients keep returning to her and her team for their outstanding work ethic and the unparalleled service they provide.

Crystal and her team serve all of the Chicagoland area, and a significant portion of their business comes from referral and repeat clients. Clients are drawn to Crystal in part because of the trust she inspires. “My clients know that I won’t just tell them what they want to hear, but I will tell them the reality of what they need to consider when making a major decision,” she says. “I treat my clients the way I would treat my friends, and we build a strong connection based on trust.”

Educating clients is always a priority for Crystal’s team. When preparing to market a listing, “The most important thing to establish with clients is the importance of pricing,” she says. “We educate them on how pricing works in today’s real estate market, with so many people searching online.” For example, she explains, “if a buyer overprices their home by just $50,000, that can hurt them because a potential buyer who is setting a price range for their search online might not see the home in their results.” Crystal uses her deep knowledge of real estate and current market trends to help her clients thrive.

The Crystal Tran Team takes a comprehensive approach to online marketing. In addition to advertising on Instagram, Facebook, and Google AdWords, the centerpiece of Crystal’s marketing strategy is her company’s website, Top Agent Magazine

HuntChicago.com. “Our site brings in a lot of viewers, so we are able to micro-market to buyers who are specifically looking for our clients’ product. We’re optimized to reach out to buyers who are looking for these products, whether it’s a loft in the South Loop or any other type of property.”

Community involvement is also important to Crystal.

She volunteers at an after-school program at a community center where she cooks food for kids and helps teach them about healthy eating. She also does volunteer marketing work for a nonprofit organization called Yhim, which raises money for cancer research. Other organizations she works with include Sunshine Kids and the Ronald McDonald House. When she is not working or giving back, Crystal loves to relax at the beach or spend quality time with her family.

In the future, Crystal, plans to expand her online platform and continue to build HuntChicago. “Buyers are looking online, and that’s where they start their search.

So being able to capture the buyer or the renter before they go out and meet another agent is really crucial,” she says. Crystal loves that passion for real estate allows her to meet new people and help them achieve their goals. “My clients like that I am forward-thinking and can come up with creative solutions. There’s never a problem we can’t solve together.”

To find out more about Crystal Tran, call 312-404-5994, visit her website here https://huntchicago.com/crystal-tran-chicago-real-estate-agent or email crystal@crystaltranteam.com 53 Copyright Top Agent Magazine

CHRIS VAIL Chris Vail was exposed to real estate from a very early age, as his grandfather was a successful real estate broker for over 30 years in Atlanta, Georgia. After graduating from the University of South Alabama, Chris tried his hand at professional fishing as well as managing restaurants, but he ended up choosing real estate in the end.

He started his 6th year in the business in April of this year, and has sold 8 million in volume just last year, and a total of 30 million to date. As an agent who has lived on the Alabama coast for over 20 years, his knowledge and depth of relationships give him an edge over most realtors in the market. His listings have a price range of anywhere from 20 thousand to 2 million.

Real estate agents rely on different business models to succeed. Chris’ winning formula has been focused on building solid relationships with his clients, which has allowed him to him to run a business that’s heavily made up of repeat and referral clients. “When I first started out in real estate, I would invest in leads. But as I developed relationships with my clients, my business fully transitioned into almost exclusively being based on repeat and referral business. And it’s all thanks to the relationships that I have formed with my clients, the trust they have in me, and the customer service that I provide,” he says. And he maintains his relationships with prior clients by staying in touch through calls, texts, and emails.

When it comes to marketing, Chris concentrates on putting all his listings in as many places online as possible. His strategy includes a heavy focus on social media, high-quality videos, as well as his website. He works hard for his listings to be seen not so that he can profit from them, but so that he can help his clients.

“I really enjoy helping people. Money is secondary to my relationships with people. I treat them like I would my mom or my dad, and that’s why they trust me,” he says.

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Chris loves to fish on his time off, and at some point he even considered a full-time career in fishing. And although that didn’t quite work out in the long run, fishing is still his hobby, and also a great way of meeting potential clients. “I don’t have to fish for a living. I fish, and it creates a living,” he jokes.

Outside of work, Chris is involved at his local church. He is a husband and a father of two, so the rest of his free time is spent with his family, and fixing stuff around his home. And with his experience working at a restaurant, he also enjoys cooking for his family.

When talking about plans for the future, Chris states that he’s hoping for a slow and steady growth. “I would like to add a few agents to my team, if I can find the right people. I’m approaching this process slowly, because I’m not in a hurry to make a large amount of money. There are agents out there who grind for new leads all the time and never stop working, but I don’t like that business model. I like the long-term relationship model, where I can still enjoy spending time with my kids.”

To learn more about Chris Vail email chrisvailrealestate@gmail.com, visit chrisvailrealestate.com, or call (251-550-5052 www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 56

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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JESSE WIG Jesse Wig started in real estate about six years ago while he was working in a juvenile detention center. “It was a pretty negative atmosphere and I wanted out of that job,” he says, “so I connected with an individual down here in Pittsburgh who was flipping houses and asked for work.” Jesse took a $10-per-hour job flipping houses, driving two hours from Erie each way for six months. After six months, he wanted more.

He bought and renovated a home in Erie. Even after a rocky start (“I lost $43,000 on my first house,” he says), Jesse still wanted to pursue real estate, and so moved to Pittsburgh to continue.

Today, much of Jesse’s business comes from Pittsburgh’s East End, as well as from the surrounding areas. He says about 70-80% of his business is repeat and referral. “It sounds cheesy, but I’m extremely passionate about all aspects of real estate. I think that my excitement and the diligence I have in every transaction is what makes my clients want to refer me,” he says of his success.

Jesse has a lot going on; in addition to being an agent, he’s also a landlord with Atlas Estates, a brokerage manager and owner of Lifespace Real Estate, and an investor in a staging company. “I’m wearing four or five real estate hats every day, so my REALTOR® business is not the only thing I do,” he says. Because he’s so busy, he mainly stays in contact with clients via social media.

When it comes to marketing, he uses the customary thirdparty sites like Zillow, but, he says, “We’re a younger crew and we push our social media very heavily. We try to do a lot of videos and open houses, so we get a lot of [business] through social media, more so than other brokerages in the area.”

“As an investor with my rental company, I’m more involved with where I live than where I sell,” Jesse says of his community. He makes donations to local hockey teams and to other organizations and causes in his area. When he’s not working, Jesse still enjoys Top Agent Magazine

doing something real estate-related. “I almost feel guilty saying it, but in my free time, I do something with real estate, as well. I just fell in love with real estate.” But he does love to work out.

Jesse is excited for the future of Lifespace. “We’re still a small brokerage, but I’m in the works of renovating another space so we’re going to open up another office this year in an area just outside of Pittsburgh,” he says.

“Within the past year, I bought out my partner and I’ve been working on making some changes and improvements. We’ve been focusing on establishing our brand and overall structure of the company. There is a lot in the works and I’m excited to see Lifespace grow.”

Right now, he says that branding and SEO packages are currently in the works. “As soon as that’s all together, I’d love to open two more offices this year, the one we’re working on now, and another one farther north.” He’d also like to bring on several more agents.

“I’m a very optimistic person,” Jesse says. “And I love real estate. I believe there is huge growth and an insane amount of opportunities. But it’s definitely not for everyone. You have to be self-driven and self-motivated.

For me, the pros of working for yourself significantly outweigh the cons. It’s a great industry, and I love being involved.”

To learn more about Jesse Wig, please visit lifespacepittsburgh.com, email jesse@lifespacepgh.com, follow him on Instagram @jessewig or call (412) 361-0194 https://

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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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MAUREEN ZEMRAK Maureen Zemrak and her husband were looking to relocate and buy a house in Maine, in 2009, a year before Maureen became a real estate agent. Although she always found real estate intriguing, it wasn’t until she underwent the home buying experience herself that her passion for the industry was truly ignited. That’s when she decided to shift gears, moving away from a career in education and child development, to becoming a real estate agent.

Maureen currently owns Locations Real Estate Group with her business partner, Edie Fontaine, and is on her 11th year in the business.

For Maureen, being on a strong team is crucial for success. “Real estate has gotten faster. We live in a very competitive, very quick market. The team dynamic works well for us because it’s impossible to be in three different places at once, which in real estate, is a common scenario that you learn to navigate. You need to surround yourself with people who are an extension of yourself in terms of business, ideology, professionalism and care.”

With a high percentage of repeat and referral business, it’s Maureen’s attentive approach that keeps her clients coming back. “I always say I’m in customer service, not sales. The customer/client relationships get pretty dynamic. You’re guiding people through an extremely stressful life event. I focus on listening to client concerns and their priorities. If they don’t feel served, feel heard, or they have unanswered questions, it negatively affects their outcome and ultimately our relationship.” Maureen works diligently to keep that relationship going even once the transaction is over, by texting, calling, and sending out handwritten notes.

Maureen utilizes varied marketing strategies, some traditional and others more contemporary. She employs print media for some of her listings, but also leans Top Agent Magazine

heavily on social media and other E-media options. “If something is really special or I think it might speak to a particular past client or a friend, I will also reach out to them personally,” she says.

When it comes to job satisfaction, the biggest draw of being in real estate for Maureen is the constant change. “My days are never the same. I’m always learning something. After 11 years in the business I feel like I have my bearings, but I don’t, by any means, ever pretend that I know it all. Learning every day keeps me on my toes and it keeps the job exciting.”

Outside of work Maureen volunteers her time as a board member of Woodfords Family Services, an organization dedicated to helping the families of children who have disabilities. And when she’s not busy volunteering, she enjoys going to concerts, restaurants, breweries, and spending quality time with her family. When asked about future plans for her business Maureen says, “To be ever-changing and flexible so we’re able to evolve with the real estate industry. It’s a responsibility and an honor to work in this business.”

Photo by Chad Latham, Listing Tunnel

To learn more about Maureen Zemrak email maureen@locationsinmaine.com, visit locationsinmaine.com, or call (207) 272–2202 www.

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