NATIONWIDE & INTERNATIONAL 7-27-20

NATIONWIDE & INTERNATIONAL EDITION

GARY BERGEN & TAMI MEYERS

JOSE

ured for the State of Minnesota op Agent Magazine!

Tips on Breaking into the

LUXURY MARKET

EMBRACING SMART HOMES Does New Technology Really Increase Home Value?

on Daeges | Regional Manager | NMLS# 367835

-913-7283 ry Bergen and Tami Meyers got their start in real ndaeges.supremelendinglo.com

here in town.” From expertise in surrounding rural ate more than a decade ago. At the time, Gary was communities, to catering to Millennial first-time er Street, Suite #106 Excelsior, MN 55331 | Branch NMLS# 379091 king for an opportunity to join the industry, when homebuyers, Gary, Tami, and their team including pieces finally fell into place. Now, thirteen years Troy Syverson, Ashely Fickenwirth and assistant er, Gary and his business partner Tami lead the Jaime Bergen offer clients a range of styles and speJelena speaks Tatyana’s clientd in the Lewis-Clark Valley, complete with a highly rep- of cialties to suit most every need. first approach.

She also credits Tatyana’s tion for incisive service, a tech-forward approach, dedication to education, which includes d a personal touch.

What’s more, when embarking upon the listing proa Graduate, Realtor Institute (GRI), cess, Gary and for Tami take a decidedly tech-driven success. year, she’sBeginning taking with high-end documentation, day, Gary and Tami service her clients from “Every their approach.

Joseph Laney grew up in California and work wiston, Idaho offices, situated across the river including drone footage and Matterport 3D virtual classes and from obtaining designations: ghboring Clarkston, Washington.

There,in a Buyer signiftours, listings are thenfor disseminated acrossbut a range Accredited (ABR), the Representative energy industry 20 years, when nt contingent of their businessCertified is drivenNegotiation by Expert, and in injured his backBroker and was unable to perform h eat and referral clientele who trust their deep 2005 she became a Real Estate THE KUNKEL TEAM ional knowledge and proven totrack put record. her a higher level.” jobservices any onlonger, he decided on a career switc put in contactMeg with Tom and Kelley McGuinness and Katie Hauser both th two additional agents on their team and As a pair, Tatyana and Jelena are also Kunkel. From the first phone call, started in real estate about seven He moved to Arizona with the intention dicated administrative support from Kelleytrainings was veryGary’s interested in what nce from always attending and conferences to stay up-to-years ago.

They had met we wanted and how she could help.in a knitting class in 2004 e, Gary began their industry tenure ® we didn’tand Tami date on trends.

“Real estate is an evolving market.

Things . His choice of a ne becoming a REALTOR When we arrived here, she had an andFrom became friends.

“We had been plotting pushingto intochange, the commercial market. strategies change, the market changes, technology fetime appointment to see our first house. re, the residential business has followed, and wewein got our licenses on how work path life paid off, astohe quickly found his foo wasn’t exactly what wanted, fe.” changes, and Itwe have tosince adapt.” neither was the next house,but or the yers and sellers trust their seasoned expetogether, wouldn’t leave our respecing and became onesoon, of fate the top producing re next house, or the next house.

They nce. “We’re a community of about tive 60,000, agencies,” Jelena also were knows it’s patient. important to Katie standsays. out But in a as its own extremely They were o hours from the next city,” Garyduring says.

“We estate in we the state. stepped in.onagents “We both Joseph has been available the week, the realized competitive market.

“It’s about networking, it’s about rela-were zeal. “It weekend, and were always sending rted working together because we both beinghadrecruited by Compass at the same

Starting aKRILOVA Team A &IsJELENA The Right Solution for Your Business?

5 STEPS TO ACHIEVE

LONG TERM SUCCESS AS A REAL ESTATE AGENT

GOOGLE ADWORDS: How to Make Google Do the Work for You

6 Ways & to KA MEG McGUINNESS GET YOUR CLIENT TO TRUST YOU

NATIONWIDE & INTERNATIONAL EDITION

on Daeges is proud to congratulate

AGGIE TRENARY 6

11

MAGGIE TRENARY

RUSSEL CRARY

27

32

15

WHITNEY DASILVA

19

MICAH SIMS

23

BETH THROCKMORTON

JOSEPH LANEY GARY BERGEN & TAMI MEYERS 36

39

40 MARY B RICK BINKLEY

Mary Briance For Rick Binkley, real estate was his bu real estate afte always an interest. He grew up they h daughter, wh around it and after spending ten they lo husband were s years working for an ad agency, recent At the time, sh he wanted to make the switch to was ab notice the enth becoming anBRIANCESCO agent. The timing area. H RICK BINKLEY MARY JOSEPH LANEY GARY BERGEN TC WU had for their & TAMI MEYERS wasn’t right, however, and Rick the en this experienc decided to continue his career in the se go into the bus the corporate world, becoming what w CONTENTS she has been w Aaron Daeges | Regional Manager | NMLS# 367835 a high-level marketing profeshome.

952-913-7283 sional.

When his kids grew up, it was finally time to lookin 4) 5 STEPS TO ACHIEVE 29) EMBRACING SMART 53) IS FINDING NICHE Today, A Mary is a Realtor for Ber aarondaeges.supremelendinglo.com pursue his dreams.

“I always wanted to be my own boss, LONG TERM SUCCESS AS HOMES: DOES NEW MARKET RIGHT FOR YOU? HomeServices, where she assists c 400 Water Street, Suite #106 Excelsior, MN 55331 | Branch NMLS# 379091 and real estate gave me that freedom while also having Whena Beaver County and the surrounding A REAL ESTATE AGENT TECHNOLOGY REALLY town.” expertise in surrounding rural Gary Bergen and Tami Meyers got their start in real here the in support of From a big WHY brand behind me,”than Rick20says. comm 57) EMPLOYEE her more years“It’s of communi INCREASE HOME VALUE? communities, to catering to Millennial first-time estate more than a decade ago.

At the time, Gary was 8) GOOGLE ADWORDS: really been theAPPRECIATION perfect fit.” Today he’s in his sixth year, has developed an outstandingevents reput MATTERS homebuyers, Gary, Tami, andworkers their team including looking for DO an opportunity toJoseph join theLaney industry, when with a team and of independent helping him with, with which HOW TO MAKE GOOGLE grew up in California worked people he works and lik with the vast majority of her busin 34) LIVING ON COMMISSION & CAN BOOST YOUR Syverson, Ashely work.

Fickenwirth and assistant the pieces finally fell into place. Now, thirteen years Troy contract/administrative Serving metro Kansas time, THE WORK FOR YOU either repeat clients or referrals.

In in the energy industry for 20 years, but when hea range through email, text, and phof BOTTOM LINE Bergen offer clients of styles and spelater, Gary and his business partner Tami lead the Jaime City and surrounding regions, a large portion of his inprojec bute almost 2 million 38)injured HOWhis TO OVERCOME unable to perform hisneed. the transaction is dollars done. referr 13) HOW TO ANSWER THE to suit most every field in the Lewis-Clark Valley, complete back with aand rep- wascialties business derives from repeat clients and referrals. family alone, whom she met at a succ YOUR WORKPLACE FEARSon a career 61)switch.

TIPS ON BEING A any longer, he decided INEVITABLE QUESTION: Looki utation forWHY incisive service, ajob tech-forward approach, “I’m a people’s agent,” she says.

“N GOOD TEAM LEADER SHOULD I CHOOSE moved to Arizona with the intention of While many businesses have “I think what keeps them coming back is they genuinely he wan What’s more, when embarking upon the listing proandYOU? a personal touch. 41)He clients are, I treat their transactions es 9 THINGS THE BEST® sense that I careof about them,” he says. He understands suppo cess, Gary and Tami take a decidedly tech-driven .

His choice a new becoming a REALTOR COVID-19 pandemic, Joseph 17) 6 WAYS TO GET YOUR LEADERS NEVER SAY that few decisions 65) will THINKING OFprofound LISTING? akeep moredocumentation, impact Beginning withhave high-end clients fromoff, their When listing a house, Mary dete first path in life paid as heapproach. quickly found his footgrowing.

Through CLIENT TO TRUSTToday, YOUGary and Tami service NINE WAYS TO GET READY on their drone personal and financial lives, consultation than buying that a provid “The p including footage and Matterport 3D virtual Lewiston, Idaho offices, 45) situated across the river from pre-listing MAKE SOCIAL MEDIA ing and became one of the top producing real assistance of great technical to home,listings and heare willthen do everything possible to amake sureOn top I’veofh 21) TIPS ON BREAKING tours, disseminated across range neighboring Clarkston, Washington.

There,YOUR a signif-CALLING getting their home sold.

MARKETING 69) IS STARTING A TEAM estate agents in the state.they’re Joseph has“Ibeen in atours, he’s already beencampa able happy. also bring lot ofphotography marketing, sales, sional and sending m icant contingent of their business is driven by INTO THE LUXURY MARKET CARD THE RIGHT SOLUTION FOR the business close to four years now, customer service and negotiating skills to the table.” to neighborhood, she also guides the cli repeat and referral clientele who trust their deep 25) HOW TO THROW A his sellers, he aims BUSINESS? to sell their homeoffordigital as much helpinu and currently works GUIDE withFor Realty OneYOUR ins-and-outs advertising, 49) A STEP-BY-STEP regional knowledge and proven track record.

NETWORKING EVENT THAT as possible, while getting them the best terms.

When ‘Amer such as social media and Facebook a in team Scottsdale.

TOGroup CONVERTING With two additional agents on their and INTERNET it comes to marketing, he goes above and beyond, CAN PUT YOUR BUSINESS though, she maintains an upbeat and dedicated administrativeLEADS supportTO fromREAL Gary’sLIFE SALES focusing heavily on preparation aheadknow of listing a talk to m “My clients they can ON THE MAP wife, Gary and Tami began their industry Having beentenure in the industry for a relaproperty. “I spend more timebeen on home preparation andpower is th told that my special by pushing into the commercial From Joseph still manages tivelymarket. short time, pre-marketing than many other I abide by the pateagents, the needs of others.” there, the residential business has followed, to get a greatand amount ofsaying repeat Phone 310-734-1440 | Fax 310-734-1440 ‘theand game is won before it starts.’” He also offers buyers and sellers trust their seasoned expean in-depth analysis of repairs upgrades, priorireferral clients, which he credits to his Maryand grew up in low income hous mag@topagentmagazine.com | www.topagentmagazine.com rience. “We’re a community of about 60,000, tized by return on investment, them options shegiving can remember theonelation sh easy going nature as well as his hard No portion of this issue two may hours be reproduced any city,” manner whatsoever without prior consent of the publisher. Top Agent Magazine is from theinnext Gary says. “We upgrading their homes to getparents the most value.their When bought firstit’s house. Beca work ethic.

“I’m to get with published by Feature Publications GA, Inc.together Althoughbecause precautions taken to ensure thealong accuracy of published materials, Top Agent started working we are both hadeasy ready to be listed, he sends out an email blast to over passionate about giving that opportun Magazine cannot be held opinions expressed or facts supplied by itsclient’s authors. To subscribe or change address, send andestate, I always have my best an responsible interest in for commercial real and now 14,000 agents with a link to to a dedicated web her buyers,property regardless of their bud inquiry to mag@topagentmagazine.com.

Published in the U.S. we’ve become a dominating factor in in themind. marketIt’s not about interest me, it’s page, before it goes live on the MLS. For about them,” he says. And he typically Above all, Mary puts tremendous thou Copyright Top Agent Magazine orations with her clients, conform When it comes heTop helps themall understand ends up becoming friends with the to his buyers, 2 Agent Magazine e the market and truly listens to what they want. Rick gets

ng featured for the State of Minnesota in Top Agent Magazine!

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nd ANDY DADLANI he ngDadlani is one of those agents who dy to properly educate and guide them into ARIEL HARAT MERED 51 BROOKE DEVRIES 48 47 es making the right decisions.” forbeing a REALTOR® and is an43inspi-JUDY CHIN44 on for anybody who wants to be a Ariel Haratthatbegan his real adve media and in front of my clients, Though Judy Chin originally so often on socialFor ob real for. We featureFor genuine st Mered of this profession. His father started Remaining committed to one jobBrooke for so DeVries,estate career in 2007 after being of in

people knowlike where andfeat how find me.” got her real estate license inmany the years is aforto family endeavor. how trend we realraised estate own successful real estate company can seem aestate large inspired byhere the and current theou ai mid 90’s, she decided to pursue Her mom used to own the local clients can see we are the of renovating and remodeling pricer 988. Ten years later, with his father many people, but for Andy, none of it has tous event.

Century 21, andJudy whenisBrooke As forbecause her community a member a career in the restaurant busiproperties as aofway to invest in of m ding help running the business due been mundane he is trulyservice, doing University got started in the business she Brooke loves to give back the National Association of Realtors, the Million ness. “It wasn’t until 2012 what that he loves. real estate.

Ariel’s background are eb health concerns, Andy decided to “I love real estate.

I love with her one of the youngest agents year company donat in carpentry andher construction peop MEREDITH KIEP BROOKE DEVRIES Dollar Club,everyday. and was the The Asian Real Estate Association of I knewANDY it wasDADLANI the right timemeeting for JUDY ARIEL HARAT in and join. Little did CHIN he know that new people main estate agen gave himestate an upper for handchildren when aboua in the area.

Now Brooke has charity who America (AREAA).

Judy is also teaching a real me toTHE try KUNKEL real estate again full would be his life’s calling. Andy thing I get out this is the relationship I MEG McGUINNESS & KATIE HAUSER TEAM TATYANA & JELENA KRILOVA throughout it came to accurately evaluworking in real “I estate as the Linda Massa Youth ckly fell in love with the work and the my clients.

I don’t treat them licensing class tobeen Chinese students. am for bi-lingual, time,” she says. Judy admitsforge that with For Tom and Kelley Kunkel, real put in contact with Tom and Kelley area.they Afte ating the condition andgiving value Ariel ety that real estateestate offered in career, meeting like clients, I phone lookappreciate at them as friends.” almost 20 years, and since her or s a motherJelena speaks highly of Tatyana’s clientMeg McGuinness and Katie Hauser both masks.

Inworking more normal times, back, sen they the opportunity to learn and speak the second time around, she had is a dream combining Kunkel.

From theso first call, 59 52 55 56 60 of properties for sale.

It soon became clear that Ariel’s clien their love of helping others with their Kelley was very interested in what him to ente io, where and agetting first approach.

She also credits Tatyana’s people to view various started in real estate about seven years ago. monthly newsletter, but always try to ma daughter has started working Texas Longhorn cattle on with me,” she says.

“It’s a very rewarding experience.” great mentor, a broker who supported her work as entrepreneurial goals. Kelley was the we wanted and how she could help. enthusiasm real estatetainand tenacityapproach, for business and andofarea. dedication education, which ground runhsk They had met in aincludes knitting class 2004 personal which Katie es properties in first different andto Although work takes most of when he as hasfor to enterparts the industry inChicago, 1993.

When we arrivedup here, sheinhad anhis life, Kristy McCabe is all the oil local schools with her well, theyabout are aathe alsowith enjoys painting, well as one trained her of well. made him a perfect fit forinvolves the industry; andhandwritten every Top yearnotes. rienc “I wanted to do flips, but I ended up appointment to see our first house. e journey a Graduate,and Realtor Institute (GRI), for became friends.

“We had been plotting a lot of WA Agent urbs in all differentbecoming price anranges.

Heexplains. is passionate some free time Andy likes get real out of townJudy and back since third-generation estate family.

It isworking local, art.Ray Brooke loves the out client.

“I go love withoften White office Kris agent,” she It wasn’t exactlyWhen what weto wanted, not working, loves tothis sing and 000, with her success.since “Every year, she’s taking his business grew substantially, even throughout theand weshort got our licenses how to it comes to marketing, Katie Meg This serendipitously led and to her neither was with theon next house, orwork theHe also likes playing ut his work and it is most satisfying rewarding on road trips his wife.

Lead of Ad clients within a 15and radius family-oriented approach that keeps clients coming fly fishing, hunting.

“I people,” she says.

“And I find charities.

“We do as fun in 2005. classes with and obtaining designations: community.

SheHe recently She meeting is now managing broker Crye-Leike her now husband, Tom. Tom nextReal house, or theperforms next house. Theyin the recession of 2008. became astarted Re/Max agent inmile 2015 gi together, but leave ourThey respecboth print and digital media, such To pP him see his clients happy. worksBuyer sports in wouldn’t local park districts and Aside from DeVries Real Managing was working at theHe samecurrently brokerage were (ABR), extremely patient. wereleagues. rvice to and Accredited Representative back to Brooke and her company, community,” she says.

“It’s majority of her business consist thatand ifnow Ireally can put the client first, disadvantaged children currently serves the Greater Pittsburgh area. each which she enjoys.

She’s also always Estate Services–serving Atlanta Katie metrosays. tive agencies,” But soon, fate cards and Facebook and Instagram ads as Kelley, and the two hit it off imme-the northeast available during playing the week, ongolf, the , but his wife Harsha, who’s a Registered Nurse, his hobbies, Andy is deeply involved in the local Certified Negotiation Expert, and in Group in Co Estate, for andout compassionate service. diately. They soon decided team weekend, and were alwaysunparalleled sending also referrals.

Meredith continues t find exactly what they need presents we give th adding toboth her in YouTube channel.

“It offers educational region–overseeing 40totheir agents.

Her office has been the stepped in. “We realized we were well as brokers’ opensand and open hou 2005 she became a Real Estate Broker up and eventually got at married in new homes that cameparticipates on the market. ps him with administrative duties office in Indian community and religious gath- ninety-five Vision Elite Impressively, percent of Ariel’s clients come a Jew In the future, Brooke pla beingThey recruited by $76 Compass atMcCABE the same “We try to bethat creative with each proper MEG McGUINNESS 2004. Together they prioritize their8 and listened to in what was important to usestate and made and is showing no signs of slow TATYANA & JELENA THE KUNKEL TEAM KRISTY ADRIANA MORRELL and want and make the whole serves those disad real information to my clientele and for anyone #1 producing office for years.

They brought toclients’ put needs her services on a higher level.” .elle, BornIllinois. in KRISTI WHITTEN as well festivals.

VAN BIBBER provide guidance throughout the transaction. This has erings sure each house fit our as needs.

Within two months CANDICE we from repeat and referral They his had Group in A Brooke serves all ofinwestern Montana.

She andbusiness. her same great service to ished her time,” Meg says, “so itand was aable really great Meg says.

“Forappreciate example, we a ho & KATIE HAUSER KRILOVA As a pair, and our Jelena ame to the else interested learning,” she says. million inin2018 andconsisting $77 million inTatyana 2019. process easy, I’ll get repeat busiresulted their business largely of repeats had found dream are homealso were to close in extensive knowledge of the real estate market and that readi opportunity.

We wereup-todrawn to and the entrein need of a lot of updates so we inv mate profes and referrals. no time. Their knowledge of the market different always attending trainings and conferences to stay gained independence from husband own a building company in the area.

About simple, but also detail-orie Top Agent Whitten – of Kellerof“Like she many agents, Ireviews started wa Candice Vanhelped Bibber hard for herKristi the work Spring Hill Chamber of Com ness and referrals.”

When she’s not worki dy is proud his business runs “Real entirely on Having been business for 20 years, Andy areas really us in find the a works neighborhood we love.” he genuine as well asreferral easytwo with.

“My clients want and collaborative culture at over Compass.

Itisfrom has a local architect totojoin us at anof open house.

Hehelpin was date on suburbs trends. estate ispreneurial an evolving market.

Things lenging becausethat we didn’t decades experience Williams Realty Metropolitan in Bedford, “Kristi and 70% of her business comes repeat and in that business model.

It 68 Serving the western of Chicago, they work 63 64 67 71 clients.

It comes to her naturally as a single since 2007 and currently serves As for the future of her business, Judy wants to grow Judy boasts a business that’s 95% repeat and referral, quickly grew my business to b to spend time at the eat and referral customers.

He believes it’s the feels pretty established and doesn’t have any drastic change, strategies he chance of a lifetime to change, the market changes, technology know that I am personable,” Ariel says.

“They see that all beenThe a great embark on a partnership.” to share ideas and answer questions and we had the ho hard to develop lasting relationships with each Kunkel place Team justtorecently welcomed their daughNew Hampshire – is a hardworking and incredible to and sellers realize their eso clients, who are drawn to Brooke’s authenticity in say The best you real can sup do mother. things get rough, we single Ambassador.

Part ofthing that involves client.

“We’re down-to-Earth people to to begin with,to plans ter-in-law Elizabeth Goodman to their team, and can’t the office and train new agents.

“Some people I’m and sheability attributes return clientele her“When background omer service and the to relate tohave everyone to change his already successful business changes, and we adapt.” and start a new life.”

Those clients come back and refer their friends especially enjoys spen explains.

“Now, I am starting t I am hard working; and I give 150% of myself toward busin under contract the next day.”

After serving as into the we’re general hosting open houses, knowledgeable real estate for all her di gu so everyone feels very comfortable with us,” they wait to seeknew what the future will bring.incredibly While they home,” When Michele Sullivan was first the luxury price point, there a the way she does “People like that communication as perfect inthat both Connecticut and Arizon Jason Roses from right he explains.

The wide net that he casts moms keep together,” she says.

And while local businesses impacted by recent cl personal levels makes clients more likely to formula.

His focus is remaining dedicated to is his clients producing mybusiness. competition, but Iget don’t see itrental way,” in that theexplain. hospitality industry.

“I believe it’s my Both Katiethat Meg been working together with any real estate venture they are in—whether doing “We do our job very well as far truly as making continue toitand grow, their lovehave for the industry remains friends.

“I their just love sp and family to Kristy because they know she has aninvolved clients buy first h professional who fully committed to way, and for contractor on her home-buildher company’s immersi a local, ‘ma and pa’ shop,” Brooke says.

“I have a customer service.” arning English was its own Jelena also knows it’s important to stand out in a the top of her profession through sure the transaction goes smoothly and that everyone is strong, they can’t imagine doing anything else.

“We starting out in real estate, she amazing features you’d never even think things have been rough lately, Candice “We visit them curbside,” she says.

“A ommend him to others and come back to him for and their needs, and continuing to grow the business.

Compass since 2018, and have recently brought on two What do they like most about the job?

“The people, a young age he wanted a results in a flurry of interest and the ability to negothey are buying or selling a house.”

Ariel is dedicated succe she asserts.

“I see it as producing good and ethical personality that keeps them coming back,” she asserts. honest way of doing business, and that buyers, “I takesellers advantage of ha her many gratefulStephanie buyers and partorofrenter the really our goal.”

Although“It’s they serve allnetworking, love working it’s with about each other and loveand thatproviding we ethical become helping ing project, Sunshine closed roughly $26competitive market. about relaundertook with zeal.happy.

“It That’s luxury I’ve created over the years, and people work, industry knowledge made list of her goals: how newer agents to mentor.

“Ia would consider Meg and amany true Meg’s simple answer.

“I like Meg! I love having aand partn backed down from being there for her these mom andbring popdeals places, anda types of clients, Kelley special place in two herhasn’t heart friends with our clients afterwards.

It’sbrand so rewarding.” r own future transactions.

“I believe there are toIhighest going above and beyond to are successfully agents who will serve their communities.

And, really, have to be has a asapeople person and every sellers with the very best customer service would come career in real estate.

Inspired tiate for the price possible for his clients.

He area.” she loves to go above and beyond for them.

“It’s tionships,” it them seems to cherish be working.

“People k and study,” she“You says,forbut and beyond expectations, and tr decided to earn her license while from $50,000 lots toon first time home buyers, she shesays. loves And teaching know provide excellent customer service and partnership,” Katie says.

“All we of our clients know both of Katie says.

“We were both successful when we approach toknow guiding and educat clients who need her support inavailable these uncerconnected and giving back inwere these to the closing table.

He lets his people clients they can nasthings set me from other For transactions she wanted to make, Michele is also very active inKristi her com about the process andmake.” making itagents. fun.

No matter who in the Granite Rapidly and het that’s why we’re here.

It’s State. all about helping relationship you Judy many of her clients awardedthat Rookie of theapart keep coming back, and Isays think they see the value...and they not just selling or buying homes that I love, it’s the by his mother, who has been typically sells over 70 houses a year ranging in price same great service.

“Buying a ho she general contracted on a spec $2.8-million—a sure Eachforone of us can jump in at any point.

If webrand, have time, own.

When joined forces, we were availconfident andd care, because it’s my not“I a in franchise.” they arewith workingmy with, clients. buyers and sellers expect to times. contact him anytime, forwe any reason.

He’s always tain so important.” the often-convoluted transaction ,Strongsville.

I’m always inhastouch And two, see that we are able tocan make itus. work them.”

Shehave been approaching twomore. decades theipating industry, way into and how much money, and in events for various charities achieve their financial dreams.” turned into life-time friends. receive hands-on attention from the start. whole process,” Kristy tells Top Agent.

“If they’re Looking to the future K CANDICE VAN BIBBER JASON ROSES MICHELLE SULLIVAN STEPHANIE SUNSHINE we’re together with the clients.

We do a lot of calls where to reinvent ourselves as a partnership.”

Katie continu home and several major remodability.

KRISTI WHITTEN a person may mak able to$2 answer their questions, and if needed, refer them agent for overfound twenty from million. in the same office, eat everyone the which same. I don’t look at an the price Kristi has$300K builtyears a to stellar business onincluding a investments just one of ma the list about five ago year, Make A Wish as well we’re all on the phone together.”

Meg and Katie serve “One of the nicest things is having someone to bou When it comes to marketing, the Kunkel Team also moving into a nursing home and they’re downsizing, to make sure the client elstothat ina trusted the area.

From there, she industry professional. network is soI back, . And nowthey’re she has buying. been To competitive edge, can Tatyana andthat Jelena people appreciate that notice It’s this personal touch lets clients know they he house Formaintain me, advertising it’sthat a long-term Candice offer support because she When not “My working or giving foundation of honesty, integrity and a true Adriana began her journey in C th years, he licensed goessurprise above and beyond, on socialgive media, It’s no thathouses. herAfter clients herbecame five stellar and realized I furniture had not only met Alzheimer’s research and environmental Chicago up her to Lake Forest, and are located in Winnetka. things off.

And when there’s success, there’s someone also of beautiful photography, and 3D ub and President’s wide, I can help them with almost anything,” he says.

Beyond the office, Step helping friends and famI’ll put on Gumtree and try to sell it. she says.

“The key ishtc regular mail, and open the transaction, mmitment to eachCircle client,” hemake says.useAnd indeed, are appreciated.

Brooke makes a point to reach out has overcomevideo, adversity.

Shetheir got intofor real loves to dance.

“I’ve had extensive clients throughout and educatin concern thebegan best interests of her clients.

When she’s in 2002, when she was buying Both estimate their repeat and referral business to be 85%, celebrate with.”

Jason loves the jobI’ll is how a past perfect fitAriel for his high soon after he graduated from tours of their properties, as well as mailings and Sales Excellence and they Topstay Daniel invirtual touch through client appreciation parties,wrote: “Judy was reviews.

Hugh recently but surpassed those goals,” she Tothat stay in touch with clients, sends cards nity through supporting ilyto with their real estate Ifregularly they’re somewhere else, help them what’s right for thespe dy remains committed past toclients stays in nothing more than estate while working at a bar,tobuying where she since Imakes was to two,” she says.

“Sometim past check in andown see they she sure they are able tocls gifts at to Christmas the top 50and people who refer or decided make that purchase,” fliers.

“Our marketing plan ispositive very comprehensive.

We are and friends many of whom aremade relatives ofclients past clients. amazing.

Her sense of humor and energy and little treats on birthdays and anniversaries.

For repeat buy, and send regular updates on the market says.

“It’s really cool to see that all When it comes to the future, Michele is con energy levels.

He particularly enjoys the fact that college ten years ago.

He Kristi began her successful journey in the world of real which includes her two ch with them through emails and phone calls. her husband, who hap needs, until her knack for the became friends with the owner of a local do ballroom, sometimes just regular find another property as well as negotiating for it.” place where I’m too bh are doing, whether it’s a phone call, a message on possible.

Understanding theesta im Katie Meg are alsohe involved into their community, sp might begives good take aareal outlook. comfortably using the latest technology to help the sellers Holidays, such asand Thanksgiving, each client this whole process smooth.

For someone that’s a says. firstFor more information about the Kunkel Team, estate in 2005.

“I was really interested in real estate gardener and hiker.

She those things I’d written down had I’m going to make it through whatever cri Together, they support business saw her make the final leap.

“I became busy brokerage.

Impressed by her customer or jazz.”

She loves to be outdoors wt to get the best price for their property.”

Jelena But of their business comes started in property manageevery single day is different and that he’s able to social media, or an invitation to one of the barbecues My biggest priority is “Our customer service is what it’s all about for us,” Meg pie. soring a numberaction, charity “We’re very invol sheevents. never rushes inofcorporate America theanyo time please call 630-803-2570 or pumpkin Clients love spreading the word about their work,and and being picky. time homebuyer,r I was stressed Judy and investing,” she recalls.

“I wanted tofamily learn more, pist who is at involved heI to the quality at the same time, they alsorecently work to“For establish and maintain hattributes an average of about 60 transactions per year for service skills, he steered her in the direction of real kids; her has grown to include five child become reality.” she says.

“No one has a crystal ball, but In her free hours, Stepha helping others, and now it’s become a full-time career,” says. us, the relationship and customer service doesn’t with Family Promise,” Katie says.

This organizat Brooke hosts at her house.

“I make sure I’m top-ofemail tom.kunkel@bairdwarner.com, don’t hesitate to leave five-star reviews.

One For Kristy the timehis spentclients helping her clients their is notdecisions else comes along with ment and quickly worked help achieve goals. great as“It’s they are comforta inonly love with real estate instead.”

I gotknow licensed and just kind of took itbiological from there.” charities, including the relationships other alerting them to new properations residents insaid, theis“Our was extremely patient, ensured that she’s here for relocated towith Naperville andagents, weme were kelley.kunkel@bairdwarner.com last 20ofyears, what itfamily about Andy that seems end at “I the closing table, and ouraso clients that.”

Their provides housing for homeless families.

“It’s estate. was going through divorce and Iyears had two have two children and Iones, adopted thre and loved asperfe wel she remembers.

Sixteen later, Stephanie has built work and the ethics is what keeps your cus mind with all my clients,” Brooke says. a personal joy “I really love helping people move to the repeat business, the When it comes time for marketing listings, Ariel’s to her co-workers, she ultimat “I think [the clients] know erties so that everyone benefits. process along the way. his way to sales.

Five years to be rewarded for the hard work I do to change Kristi found success almost immediately out of the Kristi hosts an annual me, whatever I decide.

Also, her knowledge of being a trike a chord with people? “I do my homework. clients call recalls on them for advocacy and advice, among other suited for real estate agents.”

They’ll also jump inand on ple kids,” she “I went to school and kept says.

“They’re aworks sibling group ofalong three, m kayaking, and many oth atheir reputation as an agent known for her client care, seaMichele has worked fortoday.

Prudential, and then from 2006 back.

I’m always honest; it’s there in all m Copyright Top Agent Magazine expertise really shines.

Ariel closely with each nterests in mind. They see next chapter,” she says it’s also a key to serving all come with it. gate, based in large part on of her excellent work ethic $120,000 in oneanight. her passion and became full-t things — even helping an elderly client empty her dehumidother projects, including those for environmental now the market pretty well and I make sure the ago, he opened his own busimy clients’ lives.”

In his free time, Jason enjoys realtor over a decade came in handy, along with her bartending full time, and I earned that license.” range from 8 to 19.

We’re very outdoorsy – w To learn more about Andy Dadlani soned work ethic, and personal touch.

When she markets a listing, Brooke is able to draw Tatyana says thattoher2013 favorite part of the is them being sale. We’re there [to help totostage prepare their home so that it looks its a stell operated herjobown brokerage.

“It’s important Ior can’t predict what’s going to happen, bu better. you canseller spend time with people and and “If commitment to achieving universally successful Adriana has developed women’s organizations.

When they’re not working, wh ifier week.

“Our communication is really strong,” When it comes to staying in to ntgood understands the present value ofI their property negotiation skills. will useonce her again for it’s riding bikes or sitting by the fire pit, we lov for themness, forwhat many, during anddefinitely helping facilitate aa new chapter in growing his team to ten agents and over 40 dinners with friends and walking around the lake best and works with a professional photographer to take on hertrust impressive online presence to through, reach asHer many AsKristi’s for the future, Stepha visit AndyDadlani.com outcomes for her buyers and sellers. business plan foradapt the futur keep up with the environment of real estate,” she says and we’ll just have to build and a their rapport you go they wrong,” she isitrare, both enjoy pursuits.

Katie writes Katie says.

“We talk to“It’s our property is can’t Connecticut and Arizona, and asto Everyone their house life, is the bestit’s on top of creative itisall through ema two childrenthinks offuture her that own, someone’s whether buying or selling ainhome.

That was back 2006, andclients in has thewhile years since Candice together.” purchases.” high quality photos.

Once the listing ready, hequarterly posts it still potential buyers as possible.

“We invest a lot in our organically, while maint Today, Stephanie spearheads her work solo under the continued to grow exponentially year after year, growth, possibly add staff members.

“I was managing the team and the in Canberra.

Currently he does consulting work for active or while we’re searching with them.

We’re on the performs as a storyteller.

Meg, a former welder, enj or call (708) 912–0601 explains.

“That’s howclosed you find outconducts what they want, ofmy thejob ever-changing market.

2013, she her ronment.

We didwith it back in 2007.”

What Jelena, exactly how very touching,” she says.

“We help the themultimate achieve their In of agent who approaches herand job wi block,know that’s just human nature.

But it’s has been example atoday rags-to-riches story, drink past clients, wr on They the MLS, a design. thorough marketing campaign To find out more ab website, BrookeDeVries.com, so itbuilding shows up at the and shenews. closes between ninety and one hundred growth, andcome to remain clients have to exa banner of not National Realty, serving clients across the phone orwanted texting regularly, even with the Parks bad putting downoffice, roots. “Wewhile dream,” Jelena adds.

“It and is very rewarding to be able to getit’s also listing selling for clients,” other real estate agencies, advising them on how to and always just the best price.

It can be the brokerage.

“I to get back to that I do best and holds, she’s dedicated to providing pers growing moreon and more every year.

She Andtwo she’ll keep going together her onanything multiple social media platforms, uses cutting edgewith Topeople stay in touch with clients, social reach out toment my clients atcall least transactions annually, while the agents onforward of their local com topcan ofsuccessful all search for related toother western always know that they reach us.” results Meg adds, “Our please 4 says.

“My clients are ha greater Whitefish and Flathead Valley, Montana region. is important to the that house forher them.

It’s oneJudy of the relies happiest...and biggest Copyright Top Agent Magazine right conditions, the right buyer, the right situation.”

Adriana, abusiness graduate of Colum what love, and went back to Berkshire.”

And it was, ough service to each client. technology to maximize exposure, buysmaintaining targeted online hemedia. explains.

He’s since soldITwitter that business now grow successful teams of agents while recently joined Music City Experts, Brokered by Laura “We’re treating it like as usual,” sh To learn more about Judy Chin, In addition Facebook, and her team close approximately thirty. remains her commitmen it’s an email or a quick text sayi steps, andto we’re immensely grateful to beIInstagram, part ofand that.”

“We have some pretty hardcore goals and we were hitt clients know that they will be emotionally and physically real the estate,” Brooke makeby relationships with othe ToMontana date, almost entirety of herexplains. business“We is driven email at sold@bro concentration inhappened,” Education, puts Dahl.

With Music City Experts, Candice has cultivated “We’re stilluntil marketing properties, my a she says, the bestby decision she could made. customer service that ha supported us.” our numbers [the pandemic] Meg sa email judychin44@gmail.com, Judy uses Chinese service called WeChat. works as aa popular solo agent serving Gungahlin, asure fastahave strong, positive “Teaching other people tobuilders the has the content people looking experience and insight t repeat andwebsite referral clientele who culture. trust herare experience, or visit brooke a referral-heavy business serving clients in a 70 miles building in Cornerstone.

Even though things are when working with her cliente Kristy has been serving the Lake Macquarie commuCurrently, an impressive 72% of her overall business is “Our plan for our business is to grow our volume, men Michele also has some advice for agen “That’s how we most often reach out,” she says.

“And To learn more about suburb Tatyanaof and Jelena, visit judychin.crye-leike.com, After the transaction, clients leav growing Canberra. succeed in real estate while they give great customer considers what she enjo counsel, and proven track record.

“My clients know I’m radius of Nashville, with 70% of her clients returning toreturning different these days, important forshe myexpl cli That extends to past as well.

During the new agents, and adapt toit’s thewith newtoyour environment.”

K comprised of referred and clients, ainteraction true testavery important me,”clients nity forclients, about three years, but she’s always been on support luxury sales, Michele’s price point is $500K out.

“The is I don’t even really need toFocusing market because I’m il Tatyana: homes@krilova.com or call (216) myself, 225-1509 their time together.

One recently or call (770) 864-4362 “I love that I can meet on their side,” she says.

“I’m a hard worker, I’m honest, service and love what they do isto about the COVID-19 crisis, andand Katie take clients to the grocery “We’d love to continue to greatest be the go-to ment to theestate. excellent level ofadds, customer service Kristi her or coming via Meg friend family referral. know I’m still here support them and agents beof tha Co to know every aspect interested in real In fact, she first took real and 577-5979 up, store, and she serves Las Vegas and the surrounding ever,” she says.

“People want to do busine na: jelena@rethinkcle.com or call (216) she says.

“Every day is and I make myself available because I know it can be cult position ofexpand looking for ah our area.” make to curbside deliveries,and and deliver hermake team and are providing.

“I believe it’s the because I ofto them –future, that’s meaning being part a comm Jason’s clients range areas. from She investors, families, reward,” hewas says.

For the he plans have access to all that the of informati when she when she bought her says shepeople seesaestate about 30% repeat and they know and like.

Having database that makes the rest com hard courses and stressful process.

I 19, keep everyone calm and while living in the NYC area. have the ability toreferral really work closely with my clients What keeps coming is Candice’s attention to Copyright Top Agent Magazine informed decisions.”

Adriana is to multi-billion dollar business, developers.

In his Magazine tenher years his consulting services the just country and first home, but wasn’t thehome right time for her to getsays Copyright Top Agent and much of other business is viaHauser, and actually caring, and bein and toinit find them the they’re looking for,” informed throughout thefound process, and Itouch dothroughout a lot ofwas work 100% available and team com Toshe learn more about Meg McGuinness & Katie email meg.mcguinness@compass.com detail; offers a bundle package a concierge-type rounded, equally dedicated into thethe industry. a few years she her in real estate, he’s developed aand reputation asbehind being the world.

Kristi, when asked howthings she hasago managed toofgenerate scenes toBut make sure run smoothly and networking and localthey events.

To stay inappraisal, touch with clients, been onesold my keys ortocall success.

It take compass.com/agents/mk-home-team, (847) 863 5599 katie.hauser@compass.com, visit setting, where can get a free a security client-first, education-based bus business and realized the opportunity was clear forhastogether, such extensive trust and loyalty amongst those she the idyllic setting Whitefish, professional, straightforward, honest, andto Michele uses aorCRM, aseasily well for as them.” social In media, texts and It allwhere comes but you have system, access preferred lenders.

By taking care of of work. comprised of educators: prof worked with.her “I absolutely never toyears, put is someone her to“The finally pursue realwant estate and help Stephanie lived more than twenty-five she the in-person details, Candice makes her has clients feelfor taken care ofin meetups. majority of mydreams clients an expert on Gungahlincalls, and and the surrounding in a home that isn’t a perfect fit.”

Additionally, Kristi’s others who work hard to educate Magaz othersuses achieve theirs asknowledge well. often her regional and she brings thatoffeeling home with constant commu- and relationships to Copyright Top Agent Top Agent 3 endhis upbusiness becoming part my social circle,” she commitment to says. remaining in constant contact with her area.

AsMagazine a result, 85% of comes nication. “I make lifelong friends withhelps my clients,” she become a resource in her a small find out mor clients keepcommunity. them at ease“In during eventown, the most There are many To other factors tha from repeat or referral clients.says. “They get weekly Helping others doesn’t stop at real estate for Kristy emails during the transaction, it’s all about lifestyle,” she says.

“We work hard, getwww.raywhite.com/kristy-mccabe/real-estate-age convoluted or trying of transactions. visit her website he

KRISTY McCABE

ADRIA

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

4

BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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MAGGIE TRENARY You could say Maggie Trenary grew up in the real estate business.

Her father was a top producing agent for a builder in the Twin Cities, and she learned everything she knows from him. After graduating college, Maggie became a teacher, juggling realty on the side. Over time, she decided to open her own shop and go full-time as an agent.

Today, Maggie supervises an elite team at Trenary Real Estate to service clients throughout the Twin Cities area, with a special focus in lakeshore property. Her brokerage is very much a family-run business, with her husband Rick serving on the team.

a client with the perfect house. You can always tell when their face lights up.”

Outside of her career, Maggie hopes to make a difference in her community. While serving as a member of the Chambers of Commerce, she is also a fourth-generation board member of Excelsior’s morning Rotary Club.

Currently, her club is working with the city of Excelsior to raise money for a better bandshell, boardwalk and park by holding weekly outdoor concerts. “I love being a part of this community,” she says. “Volunteering is a deeply held value. My mom ingrained it in me through her work around the area, and I hope to have ingrained it in my own children.”

Though her teaching days are behind her, Maggie still prioritizes education while working with clients. She takes personal responsibility in the decision making process, fighting for the best deals possible. “I instruct all my clients as if they were my own family,” she says.

Elsewhere, Maggie competes in tennis, water skiing, ski racing and mountain biking. She also loves to wake surf with her family on Lake Minnetonka. “I’m naturally competitive,” she says. “I think that drive fuels me in real estate; I definitely know how to fight for a house.” Still, Maggie puts her family before everything else, including her loved ones in all her activities.

When listing a property, Maggie maintains her personalized approach. As a Zillow Premier Agent, she can ensure that a home gains maximum exposure over social media. Meanwhile, Maggie leans on her extensive network of fellow Realtors to connect listings with prospective buyers in the area.

Since she was a teenager, Maggie has dreamed of going into the real estate industry. Today, she is the proud owner of a thriving business, where she has cemented bonds throughout Excelsior. “I love our team right now,” she says. “Looking ahead, I just need to continue nurturing my agents and clients. Together, we’ve built a family.”

This workflow has won Maggie an outstanding reputation, with the vast majority of her transactions coming from either repeat clients or referrals. For her, these connections are second nature; she maintains friendships with clients well after closing. “Our office is located right in downtown Excelsior on Water Street,” she says. “So we always have former clients popping in to tell us about their new homes. I love it—those relationships are the brightest part of my career.”

But Maggie also appreciates the dynamism of the real estate industry. “You get something different every day,” she says. “There’s no better feeling than matching 6

To learn more about Maggie Trenary please email maggie@trenaryrealty.com, visit TrenaryRealty.com or call 612-554-0902 www.

Copyright Top Top Agent Agent Magazine Magazine

Aaron Daeges is proud to congratulate

MAGGIE TRENARY

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

Aaron Daeges | Regional Manager | NMLS# 367835 952-913-7283 aarondaeges.supremelendinglo.com https://

400 Water Street, Suite #106 Excelsior, MN 55331 | Branch NMLS# 379091

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

2

BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

4

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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5

USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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RUSSEL CRARY Top Agent Magazine

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RUSSEL CRARY Russel Crary grew up in a real estate family—his family owns both a construction company and a brokerage. “In high school I was often framing houses or pouring concrete, and I was always fascinated by the business.” After receiving a degree in Accounting, Russel worked at Deloitte in Minneapolis. “I always had the intent of returning to the family business, but my parents encouraged my siblings and I to go out and do our own thing first,” he says with a smile. He returned home in 2015, obtained his license, and joined the family business. “I hit the ground running,” he says, “and it’s been great ever since.” He’s now on the Crary Real Estate team serving Grand Forks as well as the surrounding areas in northeastern North Dakota and northwestern Minnesota.

throughout his broad sphere of influence. The result is often a quick sale at a competitive price.

Already seventy-five percent of Russel’s clients come from referrals. He always puts his clients first, making their goals and best interests his top priority. “I was taught from a young age that “‘If you take care of people, they will take care of you,’” he explains. “I put myself in my clients’ shoes and understand that they are making decisions on the biggest asset they will ever own.” Russel knows that doing excellent work for the clients in his community means it’ll be a joy to run into them for decades to come, and that they’ll in turn refer their friends and family members. “It’s not just about the business. It’s about creating great relationships with people in my community. It’s mutually beneficial for all of us.” Living in a town of 50,000 makes keeping in touch with past clients easy and enjoyable. Russel does pop bys, sends holiday cards, and sometimes meets past clients for a coffee or a beer.

In his free time, he enjoys spending time with his wife and three sons, who are all under the age of five. “They are a blast!” he says. For the future, he plans to continue growing his business while providing the same personalized, boutique service his clients have come to expect.

“I want to give back as much as I can to the community,” he says. “This community has been great to me and my family and we want to do as much as we can to be of service to the people here.”

When it comes time to market listings, Russel takes a holistic approach, working closely with sellers to determine the price point and the best time of year to list the property. He posts the listing on all the major real estate websites, conducts a social media campaign, and shares information about the listing with other top agents and 12

Russel’s favorite part of the job is getting to know his clients. “I get energy from being around other people. I like to get to know their needs and help them to accomplish their goals. It makes arriving at the closing table really fun.” To give back to the community, Russel is the President Elect of the Local Association, and a State Director of North Dakota Association of Realtors. He also co-chairs and participates on various committees for the local Chamber of Commerce and Economic Development Corp. He’s a corporate member of the local hospital, and volunteers and donates to Northlands Rescue Mission, which offers support for the homeless. As part of the Crary Real Estate team, he helps conduct an annual fundraiser for the Circle of Friends Humane Society.

www.

To find out more about Russel Crary, please email russel@crarydev.com, call 218-230-0032, or visit craryrealestate.com/about-crary/our-staff Copyright Top Top Agent Agent Magazine Magazine

How to Answer the Inevitable Question:

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

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

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

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

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

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

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

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

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

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

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

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 14

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

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

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

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

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

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

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WHITNEY DASILVA Top Agent Magazine

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WHITNEY DASILVA Sometimes the best things in life happen completely by chance.

Although, both of Whitney daSilva’s parents work in the real estate industry, she never expected to follow in their footsteps. When she was in her young 20s, Whitney happened to tell her mother about her roommate taking real estate classes. “She encourage me to give it a try,” Whitney recalls. “I was unsure about it but decided to go for it and quickly found that I loved the job.”

When it comes to marketing her listings, Whitney implements a fully customized online marketing campaign leveraging advertisements across numerous social media platforms and websites to drive attention to her client’s listings. In addition, she will reach out through her extensive network of local agents to target demographics of likely buyers and build further visibility. Whitney’s contact with her clients doesn’t end with the close of a transaction.

“I feel like the closing day is just the beginning. I become apart of my client’s families, and that means more to me than the monetary gain. ”

Seven years and hundreds of transactions later, Whitney is now the vice president of Allure Realty Inc., a full-service residential real estate brokerage where she is responsible for training and mentoring new agents. Whitney joined Allure Realty Inc. just one and a half years ago shortly after her friend founded the company, and has helped the firm quickly build a talented team of agents while maintaining her own extensive book of business. Based out of their office in Jersey City, New Jersey, Whitney runs a thriving book of business across Hudson, Bergen, Union, Essex, Middlesex and Passaic Counties, successfully closing over $12 million in transactions in 2019.

Outside of work, Whitney loves to unwind at the gym, spend time with her friends and family, and enjoys going on vacations 3 to 4 times a year (though even then she’s available to her clients). Looking to the future, she is excited to continue growing Allure Realty, and eventually plans to open additional offices.

“I love my job. I love interacting with people and helping them achieve their real estate goals. Buying or selling a home can be a complicated process but if you have the right agent it can be a breeze. I wake up every day excited to go to work and help my clients navigate the world of real estate.”

If you ask Whitney how she has managed to build out her business so quickly, she will credit her open communication and emphasis on providing stellar customer service as being the largest drivers of her success. “I’m 100% available to my clients and available day or night,” Whitney explains. “On top of this, I always approach every transaction with the clients best interests in mind. My business is centered on customer service rather than sales. That means I’m very straightforward with my clients and hands-on throughout the process.” This approach clearly resonates with people as more than 70% of Whitney’s business comes from repeat clients and referrals.

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For more information about Whitney daSilva, please call 201-885-0858, visit zillow.com/profile/wmdasilva3, or email wmdasilva3@gmail.com www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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MICAH SIMS

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MICAH SIMS Micah Sims got her start in real estate nearly five years ago, though her exposure to the business began much earlier than that. “My uncle bought and sold real estate, through flips and property management, so getting my hands dirty with any type of real estate project was no problem!” she says. When a friend who happened to be a lender encouraged her to try her hand at the sales side of the business, Micah rose to the challenge. “It was a leap of faith,” she remembers, “but once I got into it, it was an adrenaline rush from there.”

Today, Micah has built a reputation for herself as an agent known for superlative client care, a personal touch, and some creative flair to match. Serving the greater Edmond, Oklahoma region, Micah drives almost the entirety of her business through repeat and referral clientele who trust her experience, sincerity, area knowledge, and proven track record. “It’s important for people to know that I go above and beyond for my clients,” she explains. “When I’m working with buyers, I want them to feel secure and be sure they understand their investment, that buying a home is a decision that will be part of their lives for a long time. It’s my job to direct them to the right location and help them find the right fit for them—and that’s something I truly take pride in. I put myself in their position and put their best interests first, and I also enjoy the process. I’m truly excited for my buyers.”

When working alongside sellers, Micah takes advantage of her creative background in art, utilizing this skillset in service of her clients. When listed properties require decluttering, rearranging, and staging ahead of home documentation, Micah applies her creative eye to help each home realize its fullest potential. “I love decorating,” she says. “I work with a lot of investors who are often dealing with vacant properties, I enjoy the creativity of staging, it gives me a lot of pleasure, it›s like therapy.” From there, listings are leveraged across the leading online listing portals and social media outlets, through area-specific farming 20

and events, custom signage and postcards, and target marketing online. Micah’s average price-point enjoys a broad range, from $170,000 to $2-million estates.

Beyond the office, Micah is an active member of her community and gives back through local events, volunteering with local churches and Mobile Meal programs, and she loves to serve at the Wednesday service dinner. In her leisure hours, Micah most enjoys time spent with family and loved ones, settling in with a good book, and watching her son thrive in his Boy Scouts of America troop.

As for the future of her business, Micah intends to keep progressively moving steadily as her venture grows. She also hopes to launch a team in the years to come as she continues to build community with each aspiring buyer and seller she serves. Now, with almost half-a-decade of experience and insight to her name, Micah Sims considers how far she’s come and the field she chose. “Starting your own business is extremely difficult,” she reflects. “I started so quickly and I never imagined my business taking off the way it did. It was a leap of faith, but it paid off, and I love what I do.”

To learn more about Micah Sims email MicahSellsOK@gmail.com, or call (405) 305-7220 Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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BETH THROCKMORTON Top Agent Magazine

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BETH THROCKMORTON If there is one word that sums up Top Agent Beth Throckmorton’s approach to real estate, that word would have to be “integrity.” Working with RE/MAX Achievers in Lewis Center, Ohio, Beth’s reputation as a trusted advocate for her many grateful buyers and sellers has been well-established. A consistent multimillion-dollar producer, Beth has been setting the gold standard for customer service in the Columbus area market since 2013.

Beth began her journey after a lengthy stint in another career that she found less than fulfilling. “I was a single mother, I’d been widowed the year prior, and my daughter was really young,” she recalls. “The commute and the hours meant that I was never seeing my child, and I was just sick and tired of the grind.”

Casting about for a new career, Beth decided to give real estate a chance. “I’d always loved real estate, and I knew I’d be good at it because I’m both a people person and a hard worker.”

“Good at it” turned out to be a bit of an understatement, as Beth quickly built a thriving business that is currently comprised almost entirely of returning clients and positive word of mouth, perhaps the best barometer of a job well done in the highly-competitive world of real estate. “With me,” says Beth, when asked to account for the impressive amount of loyalty and trust she inspires, “what you see is what you get.

Everything I do is from the heart, and I’m very sincere.

That’s my brand.”

There are many factors that come into play when assessing the reasons for Beth’s success in the real estate business. Chief among them would be her marketing skills that result in fast sales for top dollar, and of course, happy clients. Beth – with the weight of industry giant RE/MAX behind her – deftly utilizes the internet and social media platforms to ensure each listing is seen by as many potential buyers as possible, and each property is always shown in its best light.

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“I really love what I do,” says Beth. “It’s incredibly gratifying to help people, and to sit at the closing table with first-time home buyers and see their excitement firsthand. Their excitement is contagious, and their gratitude for my services is incredibly rewarding.”

Beth also appreciates the flexibility her career offers her, which allows her to spend as much time as possible with her teenage daughter.

When she’s not working, Beth – who holds a perfect, five-star overall rating on Zillow.com – enjoys nothing more than spending time with her daughter and supporting her activities, including cheerleading. She is also an ardent animal-lover, with a home menagerie she jokingly refers to as her own “animal Kingdom.”

She is also a member of the Columbus Board of Realtors.

Looking to the future, Beth’s plan is to continue growing her already-thriving business, and she is considering adding a Buyer’s Agent to assist her, but only if that person shares her client-first business ethos.

Above all, however, is Beth’s goal to continue offering the incredible levels of customer service that have been the foundation of her business since day one.

For more about Beth Throckmorton, please call 614-949-4590 or email Beth@BethThrockmorton.com Copyright Top Top Agent Agent Magazine Magazine

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 26

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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TC WU

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TC WU They support causes ranging from animal rescue organizations to funding scholarships at North Seattle College.

TC is also a licensed real estate instructor in Washington, through which he embraces his love of teaching and uplifting others in a professional capacity. In his free hours, he enjoys the active lifestyle particular to the Northwest.

TC Wu comes from a long line of real estate professionals, and at age nineteen he decided to join their ranks.

“Growing up in a real estate family, I had first-hand experience learning the inner-workings of real estate development, brokerage, and property management,” Wu told Top Agent Magazine in a recent interview. “As the invaluable education I received catapulted my career, I also learned the importance of mentorship and passing that knowledge forward.” In the twenty-one years since launching his real estate career, TC has cultivated a reputation as an agent known for his knowledge, leadership, and integrity.

As for the future, TC intends to keep progress going steady as he continues to nurture his business and team.

Now, with more than two decades of experience and a lifelong legacy in the industry, TC considers what he enjoys most about his chosen field: “It’s never boring,” he says.

“There are so many aspects of real estate, so it’s neverending in terms of learning. I also enjoy the entire process of the real estate transaction. It’s like creating a piece of art. There are so many ways to approach it, and you’re solely responsible from beginning to end and everything in between—and results matter.”

Today, TC specializes in working with investors in the greater Seattle area. There, almost the entirety of his business is driven by repeat and referral clientele who trust his proven track record. “We have successfully brokered over $1 billion of real estate, and my property management team currently manages over 2500 units of residential and commercial properties in the Puget Sound area,” he says.

“As a 50-year old organization, we constantly reinvent ourselves. When I took over WPI Real Estate, my team and I led a series of positive changes that resulted in the firm doubling in size.” When working with clients, TC applies the same attention to detail and optimization as he helps buyers and sellers transition their own real estate goals into reality. “I built my business based on mutual trust and long-term relationships. Doing the right thing for the clients always comes first,” he says. “It is my passion to help others with creating wealth through real estate investments. Being a catalyst in another person’s success has been one of the most gratifying things I’ve done in my life.”

Beyond the office, TC and his firm are avid about social justice issues and contributing to their community.

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For more information about TC Wu please call (206) 849–8858 ort email tcwu@wpirealestate.com Copyright Top Top Agent Agent Magazine Magazine

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

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

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

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Smart home amenities range in price and return.

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

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

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

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Smart home amenities capture the attention of buyers

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

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

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

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GARY BERGEN & TAMI MEYERS

Gary Bergen and Tami Meyers got their start in real estate more than a decade ago. At the time, Gary was looking for an opportunity to join the industry, when the pieces finally fell into place. Now, thirteen years later, Gary and his business partner Tami lead the field in the Lewis-Clark Valley, complete with a reputation for incisive service, a tech-forward approach, and a personal touch.

Today, Gary and Tami service clients from their Lewiston, Idaho offices, situated across the river from neighboring Clarkston, Washington. There, a significant contingent of their business is driven by repeat and referral clientele who trust their deep regional knowledge and proven track record.

With two additional agents on their team and dedicated administrative support from Gary’s wife, Gary and Tami began their industry tenure by pushing into the commercial market. From there, the residential business has followed, and buyers and sellers trust their seasoned experience. “We’re a community of about 60,000, two hours from the next city,” Gary says. “We started working together because we both had an interest in commercial real estate, and now we’ve become a dominating factor in the market 32

here in town.” From expertise in surrounding rural communities, to catering to Millennial first-time homebuyers, Gary, Tami, and their team including Troy Syverson, Ashely Fickenwirth and assistant Jaime Bergen offer clients a range of styles and specialties to suit most every need.

What’s more, when embarking upon the listing process, Gary and Tami take a decidedly tech-driven approach. Beginning with high-end documentation, including drone footage and Matterport 3D virtual tours, listings are then disseminated across a range

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of MLS boards, leading online listing platforms, and social media outlets. In fact, Gary and Tami’s extensive social media cultivation sets them apart for their twenty-first century techniques. “Technology really fits into our gameplan,” Gary explains. “We’re always doing and learning everything we can so that we can serve our clients better and better.” Last year, Gary and Tami closed over $26 million in volume, respectively—a particularly valiant feat considering the relative isolation of their key marketplace.

Beyond the office, Gary and Tami are avid givers to their community. Gary serves on the Board of Directors for the local Chamber of Commerce, as well as on the board for Opportunities Unlimited, which supports special needs adults and children both in-home and at a dedicated facility, in addition to employing them in their organization’s thrift store. He also serves on the Public Relations committee for the local chapter of United Way. Tami serves on the Board of Directors for Beautiful Downtown Lewiston, a non-profit to revitalize the city’s center. She also works with Women Who Care, which helps fund and support female-owned small businesses, as well as a member of their local Rotary Club.

Their team also supports area businesses through Win It Wednesday, a featured partnership with local outfits to promote them all month long, host a giveaway on Facebook, and help neighboring entrepreneurs gain a foothold in the Lewiston area.

As for the future, Gary and Tami intend to keep progress steady as they continue to develop their business and support their team.

Now, with thirteen years of experience and insight, Gary considers what he enjoys most about journey in real estate. “I like the freedom to make my own business choices,” he says. “Both Tami and I are very self-motivated and driven. We both have goals and we go out there and get it.”

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For more about Gary Bergen & Tami Meyers please call 208-816-1750, email gbergen@21priceright.com or tmeyers@21priceright.com, or visit garybergenc21.com http://

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Living On Commission

by Linda Brakeall

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

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

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

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

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

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

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her 34

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

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

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

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

Copyright©, Linda Brakeall.

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All rights reserved.

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JOSEPH LANEY

Joseph Laney grew up in California and worked in the energy industry for 20 years, but when he injured his back and was unable to perform his job any longer, he decided on a career switch.

He moved to Arizona with the intention of becoming a REALTOR®. His choice of a new path in life paid off, as he quickly found his footing and became one of the top producing real estate agents in the state. Joseph has been in the business close to four years now, and currently works with Realty One Group in Scottsdale.

people he works with, and likes to keep in touch through email, text, and phone calls long after the transaction is done.

While many businesses have suffered during the COVID-19 pandemic, Joseph has managed to keep growing. Through determination and the assistance of great technical tools such as virtual tours, he’s already been able to close 15 deals

Having been in the industry for a relatively short time, Joseph still manages to get a great amount of repeat and referral clients, which he credits to his easy going nature as well as his hard work ethic. “I’m easy to get along with and I always have my client’s best interest in mind. It’s not about me, it’s about them,” he says. And he typically ends up becoming friends with the 36

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this year, for a total of $5.26 million (as of June/ the time this was written). Besides utilizing virtual tours and other standard marketing sources, he also invests in marketing through Facebook, Google ads, as well as email blasts to area agents.

Despite all of the abundance of late, for Joseph, the most exciting part of the job is simply being able to help his clients. “The feeling I get from being a part of helping someone accomplish a major milestone in their life is the real motivation behind my hard work.”

Outside of work, Joseph is always actively looking for ways to stay involved in the community. He is currently associated with a local organization called “Family Promise”, an organization providing shelter to homeless families, and one of the few charities that accept families with pets.

He is also a recent graduate of Scottsdale Leadership. In his spare time, he enjoys spending time with his family, hiking, going to the various amazing restaurants the Phoenix area offers, exploring the mountains, and visiting various towns in the state.

In the future, Joseph plans on adding an assistant to his team so that he can spend more time growing the business. He also has an important message to young real estate professionals, or those who are just starting out in the real estate world. “If I can come into this business and within a few years become one of the top agents, not only in the valley, but in the entire state, anyone can do it. It just takes grit and a lot of hard work on top of aligning yourself with the top producers to mentor you.

Also, you have to keep pushing through all the obstacles coming your way. Keep learning and growing!”

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For more about Joseph Laney email jlaneyaz@gmail.com, visit phoenixmetrohome.com, or call (602) 345–0670 www.

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

1

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 38

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

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

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

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

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

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RICK BINKLEY For Rick Binkley, real estate was always an interest. He grew up around it and after spending ten years working for an ad agency, he wanted to make the switch to becoming an agent. The timing wasn’t right, however, and Rick decided to continue his career in the corporate world, becoming a high-level marketing professional. When his kids grew up, it was finally time to pursue his dreams. “I always wanted to be my own boss, and real estate gave me that freedom while also having the support of a big brand behind me,” Rick says. “It’s really been the perfect fit.” Today he’s in his sixth year, with a team of independent workers helping him with contract/administrative work. Serving metro Kansas City and surrounding regions, a large portion of his business derives from repeat clients and referrals.

“I think what keeps them coming back is they genuinely sense that I care about them,” he says. He understands that few decisions will have a more profound impact on their personal and financial lives, than buying a home, and he will do everything possible to make sure they’re happy. “I also bring a lot of marketing, sales, customer service and negotiating skills to the table.”

For his sellers, he aims to sell their home for as much as possible, while getting them the best terms. When it comes to marketing, he goes above and beyond, focusing heavily on preparation ahead of listing a property. “I spend more time on home preparation and pre-marketing than many other agents, I abide by the saying ‘the game is won before it starts.’” He also offers an in-depth analysis of repairs and upgrades, prioritized by return on investment, giving them options on upgrading their homes to get the most value. When it’s ready to be listed, he sends out an email blast to over 14,000 agents with a link to a dedicated property web page, before it goes live on the MLS. When it comes to his buyers, he helps them understand the market and truly listens to what they want. Rick gets Top Agent Magazine

his buyers towards their goals and doesn’t stop until they have found their dream home. After the transaction, they love spreading the word about his work. One buyer recently said, “Rick was great! Knows the market and was able to provide guidance as we relocated to the KC area. He is very focused on supporting us throughout the entire process continuing even after the sale. During the search process, he was able to quickly zero in on what we were looking for and helped us find the perfect home. I highly recommend working with Rick if you are looking for a home in the KC area!”

When Rick isn’t working, he’s giving back to the community through his church or sponsoring local events. He recently contributed to an annual car show which raised money for the food bank. During any free time, he’s hanging out with his wife and working on projects around the house.

Looking ahead, Rick is excited to continue growing, but he wants to make sure he can always provide one-on-one support for his clients.

“The people are what make this business so rewarding.

I’ve had experience running many multi-million dollar campaigns in my past career, but nothing compares to the sense of responsibility, and pride I have in helping people sell or buy a home. For me, it’s still the ‘American Dream.’”

For more information about Rick Binkley, please call 913-575-7168 or email RBinkley@ReeceNichols.com 39 Copyright Top Agent Magazine

MARY BRIANCESCO Mary Briancesco first came to real estate after the birth of her daughter, when she and her husband were selling their home.

At the time, she couldn’t help but notice the enthusiasm her agents had for their jobs. Inspired by this experience, she decided to go into the business herself, and she has been working ever since.

Today, Mary is a Realtor for Berkshire Hathaway HomeServices, where she assists clients throughout Beaver County and the surrounding areas. By applying her more than 20 years of community experience, she has developed an outstanding reputation in the area, with the vast majority of her business coming from either repeat clients or referrals. In fact, she can attribute almost 2 million dollars in referral business to one family alone, whom she met at a successful open house.

“I’m a people’s agent,” she says. “No matter who my clients are, I treat their transactions exactly the same.”

When listing a house, Mary first offers clients a pre-listing consultation that provides a roadmap to getting their home sold. On top of arranging professional photography and sending mailers out to the neighborhood, she also guides clients through the ins-and-outs of digital advertising, utilizing resources such as social media and Facebook ads. Through it all, though, she maintains an upbeat and friendly approach.

“My clients know they can talk to me,” she says. “I’ve been told that my special power is the ability to anticipate the needs of others.”

Mary grew up in low income housing. To this day, she can remember the elation she felt when her parents bought their first house. Because of this, she is passionate about giving that opportunity and happiness to her buyers, regardless of their budget.

Above all, Mary puts tremendous thought into her collaborations with all her clients, conforming her workflow 40

to their specific needs. Always seeking to go above and beyond, she has even helped them with landscaping, driving trucks and future relocation. “I befriend my clients,” she says. These friendships last long after the closing, as she keeps in touch with all her clients through phone calls, pop bys and the occasional gift.

Outside of her career, Mary strives to give back to her community. In recent years, she has done great work with the Make a Wish Foundation, and she is a regular contributor to causes for the American Red Cross.

A proud mother of two, she also contributes to local athletics programs and Cheer. When she’s not working, Mary enjoys spending time camping with her family or relaxing with her three dogs. With a laugh, she says, “My dogs are everything to me, second to my children.”

Mary has big plans for the future. To go with pursuing her broker’s license and extending into investment properties, she hopes to hire a new team member in the coming months: her daughter.

Years ago, Mary thought to try her hand at real estate.

In that decision, she found the perfect outlet for her hardworking and approachable personality. “I love the passion in real estate,” she says. “That’s the true joy of working with people.”

To learn more about Mary Briancesco email Marybriancesco@tprsold.com, visit MaryBrealtor.com or call 724-732-4769 www.

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9

Things the Best Leaders Never Say

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

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

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

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

1

I’M THE BOSS

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

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

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

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2

6

I’LL DO IT MYSELF

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

3

THAT WASN’T MY FAULT

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

4

I’M SORRY TO ASK YOU TO DO THIS

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

5

I ALREADY KNOW THAT

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

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

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THAT’S NOT THE WAY WE DO IT HERE

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

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

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

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

8

DON’T BRING ME BAD NEWS

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

9

YOU JUST DON’T GET IT.

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

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

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JUDY CHIN Though Judy Chin originally got her real estate license in the mid 90’s, she decided to pursue a career in the restaurant business. “It wasn’t until 2012 that I knew it was the right time for me to try real estate again full time,” she says. Judy admits that the second time around, she had a great mentor, a broker who supported her work as well as trained her well.

so often on social media and in front of my clients, that people know where and how to find me.”

As for her community service, Judy is a member of the National Association of Realtors, the Million Dollar Club, and the Asian Real Estate Association of America (AREAA). Judy is also teaching a real estate licensing class to Chinese students. “I am bi-lingual, so they appreciate the opportunity to learn and speak with me,” she says. “It’s a very rewarding experience.”

She is now managing broker with Crye-Leike Real Estate Services–serving the northeast Atlanta metro region–overseeing 40 agents. Her office has been the #1 producing office for 8 years. They brought in $76 million in 2018 and $77 million in 2019.

When not working, Judy loves to sing and often performs in the community. She recently started playing golf, which she really enjoys. She’s also always adding to her YouTube channel. “It offers educational real estate information to my clientele and for anyone else interested in learning,” she says.

Judy boasts a business that’s 95% repeat and referral, and she attributes return clientele to her background in the hospitality industry. “I truly believe that it’s my personality that keeps them coming back,” she asserts.

“You have to be a people person and cherish every relationship you make.” Judy says many of her clients have turned into life-time friends.

As for the future of her business, Judy wants to grow the office and train new agents. “Some people say I’m producing my competition, but I don’t see it that way,” she asserts. “I see it as producing good and ethical agents who will serve their communities. And, really, that’s why we’re here. It’s all about helping people achieve their financial dreams.”

It’s no surprise that her clients give her five her stellar reviews. Daniel Hugh recently wrote: “Judy was amazing. Her sense of humor and positive energy made this whole process smooth. For someone that’s a firsttime homebuyer,r I was stressed and being picky. Judy was extremely patient, ensured me that she’s here for me, whatever I decide. Also, her knowledge of being a realtor over a decade came in handy, along with her negotiation skills. I will definitely use her again for future purchases.”

To stay in touch with her clients, Judy relies on social media. In addition to Facebook, Twitter and Instagram, Judy uses a popular Chinese service called WeChat.

“That’s how we most often reach out,” she says. “And I don’t even really need to market myself, because I’m Top Agent Magazine

To learn more about Judy Chin, email judychin44@gmail.com, visit judychin.crye-leike.com, or call (770) 864-4362 https://

43 Copyright Top Agent Magazine

ANDY DADLANI Andy Dadlani is one of those agents who loves being a REALTOR® and is an inspiration for anybody who wants to be a part of this profession. His father started his own successful real estate company in 1988. Ten years later, with his father needing help running the business due to health concerns, Andy decided to step in and join. Little did he know that this would be his life’s calling. Andy quickly fell in love with the work and the variety that real estate offered in meeting new people and getting to view various types of properties in different parts of Chicago, and suburbs in all different price ranges. He is passionate about his work and it is most satisfying and rewarding for him to see his clients happy. He currently works solo, but his wife Harsha, who’s a Registered Nurse, helps him with administrative duties at their office in Roselle, Illinois.

Andy is proud that his business runs entirely on repeat and referral customers. He believes it’s the customer service and the ability to relate to everyone on personal levels that makes clients more likely to recommend him to others and come back to him for their own future transactions. “I believe there are two main things that set me apart from other agents. For one, I’m always in touch with my clients. And two, I treat everyone the same. I don’t look at the price of the house they’re buying. For me, it’s a long-term commitment to each client,” he says. And indeed, Andy remains committed to past clients and stays in touch with them through emails and phone calls.

With an average of about 60 transactions per year for the last 20 years, what is it about Andy that seems to strike a chord with people? “I do my homework.

I know the market pretty well and I make sure the client understands what the value of their property is. Everyone thinks that their house is the best on the block, that’s just human nature. But it’s my job 44

to properly educate and guide them into making the right decisions.”

Remaining committed to one job for so many years can seem like a large feat for many people, but for Andy, none of it has been mundane because he is truly doing what he loves. “I love real estate. I love meeting new people everyday. The main thing I get out this is the relationship I forge with my clients. I don’t treat them like clients, I look at them as friends.”

Although work takes up most of his life, when he has some free time Andy likes to get out of town and go on short road trips with his wife. He also likes playing sports in local park districts and leagues. Aside from his hobbies, Andy is deeply involved in the local Indian community and participates in religious gatherings as well as festivals.

Having been in the business for over 20 years, Andy feels pretty established and doesn’t have any drastic plans to change his already successful business formula. His focus is remaining dedicated to his clients and their needs, and continuing to grow the business.

To learn more about Andy Dadlani visit AndyDadlani.com or call (708) 912–0601 www.

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 46

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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BROOKE DEVRIES For Brooke DeVries, real estate is a family endeavor.

Her mom used to own the local Century 21, and when Brooke got started in the business she was one of the youngest agents in the area. Now Brooke has been working in real estate for almost 20 years, and since her daughter has started working with her as well, they are a third-generation real estate family. It is this local, family-oriented approach that keeps clients coming back to Brooke and her company, DeVries Real Estate, for unparalleled and compassionate service.

Brooke serves all of western Montana. She and her husband own a building company in the area. About 70% of her business comes from repeat and referral clients, who are drawn to Brooke’s authenticity in the way she does business. “People like that we’re a local, ‘ma and pa’ shop,” Brooke says. “I have a luxury brand I’ve created over the years, and people know we provide excellent customer service and care, because it’s my brand, not a franchise.”

for. We feature genuine stories, like how I grew up here and how we raised our family here, so potential clients can see we are the real deal.”

Brooke loves to give back to her community. Every year her company donates to Emma’s House, a charity for children who are in foster care, as well as the Linda Massa Youth Home. When she is not working or giving back, she and her husband breed Texas Longhorn cattle on the ranch they own. She also enjoys oil painting, having gone to school for art. Brooke loves the outdoors and enjoys hiking, fly fishing, and hunting. “I love living in a mountain community,” she says. “It’s a really fun lifestyle.”

In the future, Brooke plans to keep providing the same great service to her clients. “I want to keep it simple, but also detail-oriented,” she says. “I believe in that business model. It never goes out of style.

The best thing you can do for your clients is to keep communication as perfect as you can, and offer great customer service.”

It’s this personal touch that lets clients know they are appreciated. Brooke makes a point to reach out regularly to past clients to check in and see how they are doing, whether it’s a phone call, a message on social media, or an invitation to one of the barbecues Brooke hosts at her house. “I make sure I’m top-ofmind with all my clients,” Brooke says.

When she markets a listing, Brooke is able to draw on her impressive online presence to reach as many potential buyers as possible. “We invest a lot in our website, BrookeDeVries.com, so it shows up at the top of all search results for anything related to western Montana real estate,” Brooke explains. “We make sure the website has the content people are looking Top Agent Magazine

To find out more about Brooke DeVries, please call 406-531-9721, email at sold@brookedevries.com, or visit brookedevries.com www.

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ARIEL HARAT Ariel Harat began his real estate career in 2007 after being inspired by the current trend of renovating and remodeling properties as a way to invest in real estate. Ariel’s background in carpentry and construction gave him an upper hand when it came to accurately evaluating the condition and value of properties for sale. It soon became clear that Ariel’s enthusiasm for real estate and tenacity for business made him a perfect fit for the industry; and every year his business grew substantially, even throughout the recession of 2008. He became a Re/Max agent in 2015 and now currently serves the Greater Pittsburgh area.

Impressively, ninety-five percent of Ariel’s clients come from repeat and referral business. They appreciate his extensive knowledge of the real estate market and that he is genuine as well as easy to work with. “My clients know that I am personable,” Ariel says. “They see that I am hard working; and I give 150% of myself toward any real estate venture they are involved in—whether they are buying or selling a house.” Ariel is dedicated to going above and beyond to successfully bring deals to the closing table. He lets his clients know they can contact him anytime, for any reason. He’s always available to answer their questions, and if needed, refer them to a trusted industry professional. “My network is so wide, I can help them with almost anything,” he says.

To stay in touch with past clients, Ariel sends cards and little treats on birthdays and anniversaries. For Holidays, such as Thanksgiving, he gives each client a pumpkin pie.

When it comes time for marketing listings, Ariel’s expertise really shines. Ariel works closely with each seller to stage or prepare their home so that it looks its best and works with a professional photographer to take high quality photos. Once the listing is ready, he posts it on the MLS, conducts a thorough marketing campaign on multiple social media platforms, uses cutting edge technology to maximize exposure, buys targeted online 48

advertising, and spreads the word throughout his sphere of influence, which includes all the other top agents in the area. The result is often a quick sale at a competitive price. Ariel works with a wide range of clients. “Some of my clients are first time home buyers, while others are empty nesters looking to downsize. I will work with people in any price range—as long as they are serious about their goals, I’ll support them,” he explains.

Ariel’s favorite part of his job is seeing the smiles on his clients’ faces when they achieve their real estate dreams and knowing that he gave them the best real estate experience possible.

To give back to his community, Ariel donates a portion of each transaction to the Children’s Miracle Hospital. He also volunteers with and supports Chabad of Pittsburgh, a Jewish organization. Ariel enjoys spending his cherished free time with his wife and family, working out, reading, and cooking delicious meals. For the future, he wants to continue to help as many people as he can with all of their real estate needs and continue to grow his business so that he can always be there for his clients, doing what he loves to do. With this track record of success, he’s sure to make those dreams a reality.

To find out more about Ariel Harat, please call 412-335-3043, email at arielharat@gmail.com, or visit arielharatrealestate.com www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 50

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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MEREDITH KIEP For Meredith Kiep, entering the real estate industry was a serendipitous event. She was at college at the University of Cincinnati working with her brother who was a real estate agent and also flipping homes throughout the Greater Cincinnati area. After encouragement from him to enter the industry, she hit the ground running and hasn’t looked back since. Today she works with clients within a 15 mile radius of Boston, with the vast majority of her business consisting of repeat clients and referrals. Meredith continues to grow year after year, and is showing no signs of slowing down.

“Like many agents, I started working with renters and quickly grew my business to buyers and sellers,” she explains. “Now, I am starting to help many of my first rental clients buy their first homes!” Whether she’s helping buyers, sellers or renters, Meredith goes above and beyond expectations, and treats each client with the same great service. “Buying a home is one of the biggest investments a person may make in their lifetime, and people appreciate that I notice that.” By guiding her clients throughout and educating them along the way, she makes sure they are able to make the best decisions possible. Understanding the importance of each transaction, she never rushes anyone, helping them make decisions as they are comfortable and explaining the process along the way.

needs and my stresses! She walked me through how the entire process would work from start to finish and was available whenever I needed her via text, phone, email, whatever. Because I was unable to see most places in person, she scheduled appointments and saw the properties while taking tons of pictures for me as well as video.

In a few instances, she even FaceTimed with me. I knew from day one that she had my best interests at heart and that made the process so much less stressful. I will absolutely recommend her to anyone looking for a property!”

When Meredith isn’t working, she’s giving back to the community through Women’s Lunch Place, the American Cancer Society and ASPCA. During her free time, she’s playing volleyball, enjoying the Boston restaurant scene, or traveling.

As Meredith looks ahead, she is eager to continue growing and focusing on learning. “I want to be the best agent I can be by keeping up on what’s going on. I think it is important to stay tuned in to the market and also trends in design and what people are looking for in a home.”

No matter how much she grows, there’s no doubt her love for this industry will remain. “My favorite thing about what I do is helping make people’s dreams a reality. It’s so exciting to be a part of that process and help people through it.”

When it comes to staying in touch, Meredith keeps on top of it through quarterly emails, grabbing coffee or a drink with past clients, and writing personal notes. “I reach out to my clients at least once a month, whether it’s an email or a quick text saying hello,” she explains.

After the transaction, clients leave glowing reviews about their time together. One recently said, “I was in the difficult position of looking for a home in the Boston area while living in the NYC area. Stressful! But Meredith was 100% available and completely understood my Top Agent Magazine

For more about Meredith Kiep, please call 513-638-8223 or email mkiep@warrenre.com 51 Copyright Top Agent Magazine

TATYANA & JELENA KRILOVA Tatyana and Jelena Krilova are a motherdaughter real estate team in Ohio, where they serve the greater Cleveland area.

Tatyana started her real estate journey when she became licensed in 2000, with daughter Jelena joining her in 2005.

They’re all about customer service and putting the clients’ needs first.

It wasn’t always an easy road. Born in Latvia, Tatyana and her family came to the US shortly before the country gained independence from the USSR. “The move was challenging because we didn’t know the language, but it was the chance of a lifetime to move to the land of opportunity and start a new life.”

Becoming a realtor while still learning English was its own challenge, but one that Tatyana undertook with zeal. “It took many months of hard work and study,” she says, but it paid off. In April 2000, she was awarded Rookie of the Year at the Realty One office in Strongsville. She has been successfully working since then in the same office, which is a Howard Hanna office now. And now she has been recognized as a Champions Club and President’s Circle member and received a National Sales Excellence and Top Producer Award.

Tatyana says that about 90% of their business comes from referrals, which Tatyana attributes to the quality service they’ve provided to generations of residents in the Cleveland suburbs. Jelena adds, “I think [the clients] know and feel that we have their best interests in mind. They see that we’re not there to make a sale. We’re there [to help them] buy a home that will be good for them for many, many years.” Today, Jelena has two children of her own, and so now, both Tatyana and Jelena, know exactly how important the right home is for putting down roots. “We try to find a house based on what is important to the people and works for them.”

Jelena speaks highly of Tatyana’s clientfirst approach. She also credits Tatyana’s dedication to education, which includes a Graduate, Realtor Institute (GRI), for her success. “Every year, she’s taking classes and obtaining designations: Accredited Buyer Representative (ABR), Certified Negotiation Expert, and in 2005 she became a Real Estate Broker to put her services on a higher level.”

As a pair, Tatyana and Jelena are also always attending trainings and conferences to stay up-todate on trends. “Real estate is an evolving market. Things change, strategies change, the market changes, technology changes, and we have to adapt.”

Jelena also knows it’s important to stand out in a competitive market. “It’s about networking, it’s about relationships,” she says. And it seems to be working. “People keep coming back, and I think they see the value...and they see that we are able to make it work for them.”

To maintain that competitive edge, Tatyana and Jelena also make use of beautiful photography, video, and 3D virtual tours of their properties, as well as mailings and fliers. “Our marketing plan is very comprehensive. We are comfortably using the latest technology to help the sellers to get the best price for their property.” Jelena says. But at the same time, they also work to establish and maintain relationships with other agents, alerting them to new properties so that everyone benefits.

Tatyana says that her favorite part of the job is being present during and helping facilitate a new chapter in someone’s life, whether it’s buying or selling a home. “It’s very touching,” she says. “We help them achieve their dream,” Jelena adds. “It is very rewarding to be able to get that house for them. It’s one of the happiest...and biggest steps, and we’re immensely grateful to be part of that.”

To learn more about Tatyana and Jelena, Please email Tatyana: homes@krilova.com or call (216) 225-1509 or Jelena: jelena@rethinkcle.com or call (216) 577-5979 52

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 53

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 54

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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THE KUNKEL TEAM For Tom and Kelley Kunkel, real estate is a dream career, combining their love of helping others with their entrepreneurial goals. Kelley was the first one to enter the industry in 1993.

“I wanted to do flips, but I ended up becoming an agent,” she explains.

This serendipitously led to her meeting her now husband, Tom. Tom was working at the same brokerage as Kelley, and the two hit it off immediately. They soon decided to team up and eventually got married in 2004. Together they prioritize their clients’ needs and provide guidance throughout the transaction. This has resulted in their business consisting largely of repeats and referrals.

Serving the western suburbs of Chicago, they work hard to develop lasting relationships with each client. “We’re down-to-Earth people to begin with, so everyone feels very comfortable with us,” they explain. “We do our job very well as far as making sure the transaction goes smoothly and that everyone is happy. That’s really our goal.” Although they serve all types of clients, Kelley has a special place in her heart for first time home buyers, as she loves teaching them about the process and making it fun. No matter who they are working with, buyers and sellers can expect to receive hands-on attention from the start.

When it comes to marketing, the Kunkel Team also goes above and beyond, advertising on social media, regular mail, and open houses. After the transaction, they stay in touch through client appreciation parties, gifts at Christmas to the top 50 people who refer or repeat buy, and send regular updates on the market outlook.

Clients love spreading the word about their work, and don’t hesitate to leave five-star reviews. One recently said, “Our family relocated to Naperville and we were Top Agent Magazine

put in contact with Tom and Kelley Kunkel. From the first phone call, Kelley was very interested in what we wanted and how she could help.

When we arrived here, she had an appointment to see our first house.

It wasn’t exactly what we wanted, neither was the next house, or the next house, or the next house. They were extremely patient. They were available during the week, on the weekend, and were always sending new homes that came on the market.

They listened to what was important to us and made sure each house fit our needs. Within two months we had found our dream home and were able to close in no time. Their knowledge of the market and different areas really helped us find a neighborhood we love.”

The Kunkel Team just recently welcomed their daughter-in-law Elizabeth Goodman to their team, and can’t wait to see what the future will bring. While they continue to grow, their love for the industry remains strong, they can’t imagine doing anything else. “We love working with each other and love that we become friends with our clients afterwards. It’s so rewarding.”

For more information about the Kunkel Team, please call 630-803-2570 or email tom.kunkel@bairdwarner.com, kelley.kunkel@bairdwarner.com 55 Copyright Top Agent Magazine

KRISTY McCABE Kristy McCabe is all about the client. “I love working with people,” she says. “And I find that if I can put the client first, find out exactly what they need and want and make the whole process easy, I’ll get repeat business and referrals.”

Those clients come back and refer their friends and family to Kristy because they know she has an honest and ethical way of doing business, and that she loves to go above and beyond for them. “It’s not just selling or buying homes that I love, it’s the whole process,” Kristy tells Top Agent. “If they’re moving into a nursing home and they’re downsizing, I’ll put their furniture on Gumtree and try to sell it.

If they’re buying somewhere else, I’ll help them find another property as well as negotiating for it.”

For Kristy the time spent helping her clients is not only a personal joy - “I really love helping people move to their next chapter,” she says - it’s also a key to serving them better. “If you can spend time with people and build trust and a rapport you can’t go wrong,” she explains. “That’s how you find out what they want, and it’s not always just the best price. It can be the right conditions, the right buyer, the right situation.”

with the local schools, but along with others at her Ray White office Kristy is also involved in children’s charities. “We do fundraising at Christmas time for disadvantaged children,” she says. “We get Christmas presents and we give them to Variety, which is a group that serves those disadvantaged children.”

When she’s not working or giving back, Kristy loves to spend time at the beach or reading a book. She especially enjoys spending time with her family and friends. “I just love spending time outside,” she says.

“I take advantage of all the beautiful features of our area.”

Looking to the future Kristy sees growth. “But I want to make sure the client is still the number one priority,” she says. “The key is to balance growth with doing what’s right for the client - I never want to get to a place where I’m too busy to spend time with a client.

My biggest priority is doing what’s right - everything else comes along with it. If you do right by your clients the repeat business, the referrals and the success will all come along with it.”

Kristy has been serving the Lake Macquarie community for about three years, but she’s always been interested in real estate. In fact, she first took real estate courses when she was 19, when she bought her first home, but it wasn’t the right time for her to get into the industry. But a few years ago she sold her business and realized the opportunity was clear for her to finally pursue her dreams in real estate and help others achieve theirs as well.

Helping others doesn’t stop at real estate for Kristy she’s also deeply involved in the tight-knit community of Lake Macquarie. With three children she’s involved 56

To find out more about Kristy McCabe, visit her website here, call at +61-407-361-769 or email her at kristy.mccabe@raywhite.com www.raywhite.com/kristy-mccabe/real-estate-agent/km172010428/

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 58

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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MEG McGUINNESS & KATIE HAUSER Meg McGuinness and Katie Hauser both started in real estate about seven years ago.

They had met in a knitting class in 2004 and became friends. “We had been plotting since we got our licenses on how to work together, but wouldn’t leave our respective agencies,” Katie says. But soon, fate stepped in. “We realized we were both being recruited by Compass at the same time,” Meg says, “so it was a really great opportunity. We were drawn to the entrepreneurial and collaborative culture at Compass. It has been a great place to embark on a partnership.”

Both Katie and Meg have been working together with Compass since 2018, and have recently brought on two newer agents to mentor. “I would consider Meg and I a true partnership,” Katie says. “All of our clients know both of us. Each one of us can jump in at any point. If we have time, we’re together with the clients. We do a lot of calls where we’re all on the phone together.” Meg and Katie serve Chicago up to Lake Forest, and are located in Winnetka.

Both estimate their repeat and referral business to be 85%, many of whom are relatives and friends of past clients.

“Our customer service is what it’s all about for us,” Meg says. “For us, the relationship and customer service doesn’t end at the closing table, and our clients know that.” Their clients call on them for advocacy and advice, among other things — even helping an elderly client empty her dehumidifier once a week. “Our communication is really strong,” Katie says. “We talk to our clients while their property is active or while we’re searching with them. We’re on the phone or texting regularly, even with the bad news. They always know that they can reach us.” Meg adds, “Our clients know that they will be emotionally and physically supported by us.”

That support extends to past clients, as well. During the COVID-19 crisis, Meg and Katie take clients to the grocery store, make curbside deliveries, and make and deliver

masks. In more normal times, they send a monthly newsletter, but always try to maintain a personal approach, which Katie says involves a lot of handwritten notes. When it comes to marketing, Katie and Meg use both print and digital media, such as postcards and Facebook and Instagram ads, as well as brokers’ opens and open houses.

“We try to be creative with each property,” Meg says. “For example, we had a home in need of a lot of updates so we invited a local architect to join us at an open house. He was able to share ideas and answer questions and we had the home under contract the next day.”

What do they like most about the job? “The people,” is Meg’s simple answer. “I like Meg! I love having a partner,” Katie says. “We were both successful when we were on our own. When we joined forces, we were confident and had to reinvent ourselves as a partnership.” Katie continues.

“One of the nicest things is having someone to bounce things off. And when there’s success, there’s someone to celebrate with.”

Katie and Meg are also involved in their community, sponsoring a number of charity events. “We’re very involved with Family Promise,” Katie says. This organization provides housing for homeless families. “It’s perfectly suited for real estate agents.” They’ll also jump in on plenty of other projects, including those for environmental and women’s organizations. When they’re not working, which is rare, they both enjoy creative pursuits. Katie writes and performs as a storyteller. Meg, a former welder, still enjoys building and design.

“We have some pretty hardcore goals and we were hitting our numbers until [the pandemic] happened,” Meg says.

“Our plan for our business is to grow our volume, mentor new agents, and adapt to the new environment.” Katie adds, “We’d love to continue to be the go-to agents in our area.”

To learn more about Meg McGuinness & Katie Hauser, email meg.mcguinness@compass.com and katie.hauser@compass.com, visit compass.com/agents/mk-home-team, or call (847) 863 5599 www.

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ADRIANA MORRELL Top Agent Adriana Morrell – Team Lead of Adriana & Company and Managing Partner at The Higgins Group in Connecticut and the Home Vision Elite Group at My Home Group in Arizona – is a consummate professional who has nearly two decades of experience helping her family of buyers and sellers realize their real estate dreams. Operating in both Connecticut and Arizona, Adriana has risen to the top of her profession through a combination of hard work, industry knowledge and a sincere and empathetic approach to guiding and educating her clients through the often-convoluted transaction process.

Adriana began her journey in the world of real estate in 2002, when she was buying her own home. “When I decided to make that purchase,” she recalls, “I thought it might be good to take a real estate class. I was working in corporate America at the time, and I ended up falling in love with real estate instead.” Initially selling homes to her co-workers, she ultimately decided to follow her passion and became a full-time agent. Since then, Adriana has developed a stellar reputation in both Connecticut and Arizona, and as a dedicated and honest agent who approaches her job with integrity.

Adriana, a graduate of Columbia University with a concentration in Education, puts that degree to good use when working with her clientele. “Education is very, very important to me,” she explains. “I like my clients to know about every aspect of the transaction, and to have access to all the information they need to make informed decisions.” Adriana is also proud of her wellrounded, equally dedicated team, all of whom share her client-first, education-based business ethos. “My team is comprised of educators: professors, contractors and others who work hard to educate their clients.”

There are many other factors that have played a part in Adriana’s success story, chief among them being her robust, comprehensive approach to marketing her listings. Staging is offered free of charge to her sellers.

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Professional photography is utilized exclusively, and every listing has its own website, video tours and now 360° video tours. When it comes time to list the property, no expense is spared to ensure that as many potential buyers are able to see it as possible, whether through internet searches or social media. Adriana is also proud of her ability to work cohesively with other agents, all of which result in fast sales for top dollar, and of course, happy customers and future referrals.

A Premier Agent on Zillow.com with a perfect overall five-star rating, Adriana grows thoughtful for a moment when asked what she enjoys most about her job. “For me, it’s really about being able to be there for my clients,” she says, “whether they are buying or selling.

Residential real estate is a heartfelt business, and the relationships I form with my clients are most important.

It’s my favorite thing about what I do.”

Adriana’s plans for the future are to continue growing her already-thriving business. “We’d like to extend our business on the virtual front,” she says, “while still maintaining a traditional approach. We want to be at the forefront of Virtual Real Estate, which seems to be where our market is heading.” Above all, however, remains Adriana’s primary focus: to continue providing the unparalleled level of customer service that has long been her calling card.

For more about Adriana Morrell, please call 203.243.2423 or email AdrianaMorrell@gmail.com Copyright Top Agent Magazine

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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JASON ROSES Jason Roses knew from a young age he wanted a career in real estate. Inspired by his mother, who has been an agent for over twenty years, he became licensed soon after he graduated from college ten years ago. He started in property management and quickly worked his way to sales. Five years ago, he opened his own business, growing his team to ten agents and over 40 staff members. “I was managing the team and the office, while also listing and selling for clients,” he explains. He’s since sold that business and now works as a solo agent serving Gungahlin, a fastgrowing suburb of Canberra.

Jason’s clients range from investors, to families, to multi-billion dollar developers. In his ten years in real estate, he’s developed a reputation as being professional, straightforward, honest, and an expert on Gungahlin and the surrounding area. As a result, 85% of his business comes from repeat or referral clients.

Jason is known for his marketing mastery.

He posts each listing on major real estate websites, conducts social media campaigns, and hosts well attended open houses. But what sets him apart is his ability to create buzz about each listing throughout his sphere of influence, which includes all the top agents in the area, his large database of past clients, and beyond. He also buys ads in print publications, which are still very strong in Canberra. “Print media will often capture those buyers who have driven from other cities or are passively looking for the Top Agent Magazine

right home,” he explains. The wide net that he casts results in a flurry of interest and the ability to negotiate for the highest price possible for his clients. He typically sells over 70 houses a year ranging in price from $300K to $2 million.

Jason loves that the job is a perfect fit for his high energy levels. He particularly enjoys the fact that every single day is different and that he’s able to help his clients achieve their goals. “It’s great to be rewarded for the hard work I do to change my clients’ lives.” In his free time, Jason enjoys dinners with friends and walking around the lake in Canberra. Currently he does consulting work for other real estate agencies, advising them on how to grow successful teams of agents while maintaining a strong, positive culture. “Teaching other people to succeed in real estate while they give great customer service and love what they do is the greatest reward,” he says. For the future, he plans to expand his consulting services throughout the country and the world.

To find out more about Jason Roses, please call 0431 419 847, email Jason.Roses@luton.com.au, or visit luton.com.au www.

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MICHELLE SULLIVAN When Michele Sullivan was first starting out in real estate, she made a list of her goals: how many transactions she wanted to make, how much money, and more. “I found the list about five years ago and realized I had not only met but surpassed those goals,” she says. “It’s really cool to see that all those things I’d written down had become reality.”

Michele has worked for Prudential, and then from 2006 to 2013 operated her own brokerage. “It’s important to keep up with the environment of real estate,” she says of the ever-changing market. In 2013, she closed her brokerage. “I wanted to get back to that I do best and what I love, and I went back to Berkshire.” And it was, she says, the best decision she could have made.

Focusing on luxury sales, Michele’s price point is $500K and up, and she serves Las Vegas and the surrounding areas. She says she sees about 30% repeat and referral business, and much of her other business is found via networking and local events. To stay in touch with clients, Michele uses a CRM, as well as social media, texts and calls, and in-person meetups. “The majority of my clients end up becoming part of my social circle,” she says.

When it comes to marketing, Michele relies on Berkshire’s extensive marketing opportunities both nationally and internationally. On the local level, she takes a more personal approach with large open houses and community gatherings, as well as sending out postcards and mailings to those in the area. Her clients also come back to her because of her dedication to communication. “If someone calls me, I answer the phone,” she says. ‘I work seven days a week. It’s nonstop. If the call comes in and someone wants to see something, even if it’s a Sunday, I’ll carve out a couple of hours.”

One of Michele’s favorite parts of selling luxury properties is seeing all of the incredible design and architecture elements that go into the impressive homes. “Once you 64

get into the luxury price point, there are some really amazing features you’d never even think of,” she says.

Michele is also very active in her community, participating in events for various charities throughout the year, including Make A Wish as well as charities for Alzheimer’s research and environmental causes.

When it comes to the future, Michele is confident. “I know I’m going to make it through whatever crisis is coming,” she says. “No one has a crystal ball, but I think the hard work and the ethics is what keeps your customers coming back. I’m always honest; it’s there in all my transactions.

I can’t predict what’s going to happen, but we’ll make it through, and we’ll all just have to adapt to the new environment. We did it back in 2007.” Whatever the future holds, she’s dedicated to providing personal and thorough service to each client.

Michele also has some advice for agents just starting out. “The interaction with your clients is more vital than ever,” she says. “People want to do business with people they know and like. Having that database and staying in touch and actually just caring, and being genuine, has been one of my keys to success. It takes a lot of hard work. It all comes together, but you have to be patient. ”

To learn more about Michele Sullivan, visit MicheleSullivanLuxuryHomes.com, email msullivan@bhhsnv.com, or call (702) 860-8995 www.

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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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STEPHANIE SUNSHINE After serving as the general contractor on her home-building project, Stephanie Sunshine decided to earn her license while she general contracted on a spec home and several major remodels in the area. From there, she began helping friends and family with their own real estate needs, until her knack for the business saw her make the final leap. “I became busy helping others, and now it’s become a full-time career,” she remembers. Sixteen years later, Stephanie has built a reputation as an agent known for her client care, seasoned work ethic, and personal touch.

Today, Stephanie spearheads her work solo under the banner of National Parks Realty, serving clients across the greater Whitefish and Flathead Valley, Montana region.

To date, almost the entirety of her business is driven by repeat and referral clientele who trust her experience, counsel, and proven track record. “My clients know I’m on their side,” she says. “I’m a hard worker, I’m honest, and I make myself available because I know it can be a hard and stressful process. I keep everyone calm and informed throughout the process, and I do a lot of work behind the scenes to make sure things run smoothly and easily for them.” In the idyllic setting of Whitefish, where Stephanie has lived for more than twenty-five years, she often uses her regional knowledge and relationships to become a resource in her community. “In a small town, it’s all about lifestyle,” she says. “We work hard, get outside, and enjoy what this area has to offer. I’m wellconnected in the community, so I’m able to introduce people, help create relationships, and get my clients in touch with any help they might need. They know they can come to me for anything, and I become a big support for them and their life here.”

When embarking upon the listing process, Stephanie ensures each property is documented in its finest light before distribution across the leading online listing platforms. She also leverages her relationships in the community to appeal to fellow agents, in addition to Top Agent Magazine

hosting open houses, disseminating flyers, and utilizing her company’s immersive website. Last year, Stephanie closed roughly $26-million in volume, ranging from $50,000 lots to lakeside estates totaling up to $2.8-million—a sure demonstration of her range and ability.

Beyond the office, Stephanie gives back to her community through supporting causes and ventures alongside her husband, who happens to be Whitefish’s mayor.

Together, they support the area’s expansive trail system.

In her free hours, Stephanie most enjoys time with family and loved ones, as well as hiking, skiing, kite-surfing, kayaking, and many other outdoor adventure activities.

As for the future, Stephanie intends to let growth develop organically, while maintaining the high level of care her clients have come to expect. “It’s been successful,” she says. “My clients are happy, I’m happy, and I have good relationships with other agents.” Now, with years of experience and insight to her name, Stephanie Sunshine considers what she enjoys most about her chosen field.

“I love that I can meet and help new people every day,” she says. “Every day is different, and I love what I do— that makes the rest come easily.”

To learn more about Stephanie Sunshine email Sunshine@nprmt.com, https://www.nationalparksrealty.com/agents/real-estate-agent-Stephanie-Sunshine visit her website here, or call 406-253–3013 Copyright Top Agent Magazine 67

CANDICE VAN BIBBER Candice Van Bibber works hard for her clients. It comes to her naturally as a single mother. “When things get rough, we single moms keep it together,” she says. And while things have been rough lately, Candice hasn’t backed down from being there for her clients who need her support in these uncertain times.

Candice can offer that support because she has overcome adversity. She got into real estate while working at a bar, where she became friends with the owner of a local brokerage. Impressed by her customer service skills, he steered her in the direction of real estate. “I was going through a divorce and I had two kids,” she recalls today. “I went to school and kept bartending full time, and I earned that license.”

That was back in 2006, and in the years since Candice has been the ultimate example of a rags-to-riches story, growing more and more successful every year. She recently joined Music City Experts, Brokered by Laura Dahl. With Music City Experts, Candice has cultivated a referral-heavy business serving clients in a 70 miles radius of Nashville, with 70% of her clients returning to her or coming via friend and family referral.

What keeps people coming is Candice’s attention to detail; she offers a bundle package in a concierge-type setting, where they can get a free appraisal, a security system, or access to preferred lenders. By taking care of the details, Candice makes her clients feel taken care of and she brings that feeling home with constant communication. “I make lifelong friends with my clients,” she says. “They get weekly emails during the transaction, and then afterward I’m there for all their milestones in life.”

Candice loves to be of service, and a portion of all proceeds from closings go to local charities. Candice is deeply involved in her community – she volunteers with the Bridges Domestic Violence Center and is a member 68

of the Spring Hill Chamber of Commerce since 2007 and currently serves as an Ambassador. Part of that involves supporting local businesses impacted by recent closures.

“We visit them curbside,” she says. “A lot of these are mom and pop places, and staying connected and giving back in these times is so important.”

When not working or giving back, Candice loves to dance. “I’ve had extensive training since I was two,” she says. “Sometimes I’ll do ballroom, sometimes just regular hip hop or jazz.” She loves to be outdoors with her kids; her family has grown to include five children. “I have two biological children and I adopted three,” she says. “They’re a sibling group of three, and my kids range from 8 to 19. We’re very outdoorsy – whether it’s riding bikes or sitting by the fire pit, we love to do it together.”

And she’ll keep going forward together with her clients.

“We’re treating it like business as usual,” she says.

“We’re still marketing properties, my builders are still building in Cornerstone. Even though things are a little different these days, it’s important for my clients to know I’m still here to support them and be there for them – that’s the meaning of being part of a community.”

For more about Candice Van Bibber, visit onfireagent.com, call 615-727-4777 or email her at onfireagent@gmail.com www.

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Is Starting a Team the Right Solution for your Business?

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

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

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

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

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

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

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

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans70

actions in sometimes stressful circumstances.

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

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

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

Top Agent Magazine

KRISTI WHITTEN Top Agent Kristi Whitten – of Keller Williams Realty Metropolitan in Bedford, New Hampshire – is a hardworking and incredibly knowledgeable real estate professional who is fully committed to providing her many grateful buyers and sellers with the very best customer service available in the Granite State. Rapidly approaching two decades in the industry, Kristi has built a stellar business on a foundation of honesty, integrity and a true concern for the best interests of her clients.

Kristi began her successful journey in the world of real estate in 2005. “I was really interested in real estate and investing,” she recalls. “I wanted to learn more, so I got licensed and just kind of took it from there.”

Kristi found success almost immediately out of the gate, based in large part on her excellent work ethic and commitment to achieving universally successful outcomes for her buyers and sellers. Her business has continued to grow exponentially year after year, and today she closes between ninety and one hundred transactions annually, while the two other agents on her team close approximately thirty.

Currently, an impressive 72% of her overall business is comprised of referred and returning clients, a true testament to the excellent level of customer service Kristi and her team are providing. “I believe it’s because I have the ability to really work closely with my clients and to find them the home they’re looking for,” says Kristi, when asked how she has managed to generate such extensive trust and loyalty amongst those she has worked with. “I absolutely never want to put someone in a home that isn’t a perfect fit.” Additionally, Kristi’s commitment to remaining in constant contact with her clients helps keep them at ease during even the most convoluted or trying of transactions.

As evidence of the trail of client satisfaction Kristi is leaving in her wake are the vast number of glowing Top Agent Magazine

reviews she has received from past clients.

“Kristi and the Whitten Team were so incredible to work with! I was so thankful for all her guidance and expertise along the way, and for helping me understand every part of the home buying process and what would come next. I am now in a home that Kristi and her team helped me navigate my way into and I couldn’t be happier,” reads just one of many.

When she’s not working, Kristi enjoys nothing more than spending time with her family, which includes her two children, and she is an avid gardener and hiker. She is also a committed philanthropist who is involved heavily with multiple children’s charities, including the Roca Kid’s Club, for which Kristi hosts an annual event that raises approximately $120,000 in one night.

Kristi’s plan for the future of her business is to continue growth, possibly add new agents to support that growth, and to remain actively involved in the betterment of their local community. Above all, however, remains her commitment to providing the unparalleled customer service that has long been her calling card.

For more about Kristi Whitten, please call 603-674-4985 or email KWhitten@KW.com 71 Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

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