NATIONWIDE & INTERNATIONAL 8-10-20

NATIONWIDE & INTERNATIONAL EDITION

How to Incorporate Current Events to Your Email Blasts and Stay Relevant FEATURED AGENTS

MARY BETH ADELMAN JIM DeRENTIS KATHY HANSEN LANCE KAMMES SHARON KUSHNER JOEY LAMIELLE MUNTIE LESCHEWSKI CHARLES LIMA JUAN LOPEZ MORGAN MACKEY JOE MASELTER JEN SANDS & SHANNON STEENBRUGGEN ROD A. SMITH RONDA WHITE

7 Simple Tips That are Proven to Help You

STAY AHEAD OF THE COMPETITION

WHY EMPLOYEE APPRECIATION MATTERS & Can Boost Your Bottom Line

COVER STORY

JACLYN D’ANDREA

NATIONWIDE & INTERNATIONAL EDITION

i.e. Insurance is proud to congratulate

MORGAN MACKEY 21

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MORGAN MACKEY JACLYN D'ANDREA KATHY HANSEN MARY BETH

ROD A. SMITH

JOEY LAMIELLE

ADELMAN

Mary Beth Adelman began her career as a middle school special education onshe being featured for the State of 33 30 26 teacher. Over time, began seeking Pennsylvania in Top an outlet for her entrepreneurial ambi- Agent Magazine! tions. Her father, noting her outgoing personality and compassionate nature, suggested that Mary Beth explore the real estate business. “I enjoyed helping people overcome life’s obstacles,” she Serving & OH says. “Real estate was aPA good fit.”Personal & Business Clients

THE ROD SMITH TEAM because Mary Beth is known not just as a Realtor, but also an ally to 34 “My careere the needs of her clientele. isn’t in selling houses,” she says. “My For human Jim DeRentis, follo career is in understanding his dreams behavior and helping people realize in real estate one of the best choice their dreams.”

JIM D RENTIS

ever made. “I’ve been a

Elsewhere, Mary Beth has claimed estate junkie since childh an equally esteemed status among he says.

While working JIMinDher eRENTIS ROD A. 724-719-2093 SMITH MARY ADELMAN KATHY HANSEN those industry. She has been Office: | Texts only:BETH 724-503-6342 banker, aofcareer that spa For 22 years, Mary Beth was an owner inducted into the NCCBOR Hall ieinsurancepa.com | tnolan@ieinsurancepa.com he began investi of a RE/MAX franchise with multiple rankedBuchanan as a Top25 1%years, Realtor Rod A. Smith Ryan Smith Lisa Smith Fame andMark Marnie Murray 430 Harmony Way, Suite B. Harmony, PA 16037 properties. offices in Delaware. After the untimely Nationwide. To go with these achieve- “I did it as a h passing of her husband and her mother ments, she Ihas also been honored withof financial ser but soon decided I had enough within a year of each other, she sold RE/MAX’s Lifetime Achievement so I went and got my real estate license.” Tha ® Kathy Hansen became a REALTOR because listing in an area large businesses, the company.

Today, Mary Beth is with a Realtor for RE/ she Award, Chairman’s Club Award, Platinum Club Award ten years ago, and he hasn’t looked back s she wanted to work and serve clients within where will getshe in touch with human clients resourceinmanagMAX Associates, proudly services and coveted Spirit Award. “I’ve experienced an exciting 4) HOW INCORPORATE 28) TURNING YOUR 43) HOW TO ANSWER Hitting the ground running immediately, he now ers at those firms and let them know that she the TO community that she fell in love with— both Delaware and Pennsylvania, specializing in resilife,” she says. “Real estate has brought me so much a property the areasince that their employees Phoenix, Arizona. She currently works as a has an by joy his with side others.” helping him serve Provid dential properties.

Having been in licensed the late joy, and it allowsTHE meassistant to share that CURRENT EVENTS TO YOUR PROFESSION INTO INEVITABLE solo agent and has been able to seamlessly might be interested in. “I do a lot of research Rhode Island and surrounding regions. The 1970s, she offers decades of expert experience for both on the area of where the house is in so that I into AND her role as a real estate pro- A EMAIL transition BLASTS STAY QUESTION: WHY buyers and sellers. PASSION Outside of her career, Maryofstrives make aSHOULD differ- from referral majority Jim’s to business derives fessional, and earn the trust of her clients, by can find the right buyer for it.” This meticuence in her community.

When she’s not working RELEVANT I repeat CHOOSE clients, aYOU? testament to with his superior servic always looking out for their best interest. “I lous approach has helped her average six to marketing listing, Mary per Beth provides a diverseTO animals, she can be found helping out at local food CREATIVE WAYS eight million year in sales. treat my clients like family.When The reason why a32) commitment to excellence. of options. with professional photography, banks. “I will always about helping those who are 47)care 3 WAYS JOINING refer me is because I set protect them likeAlong 15) AREthey YOU DOING SAY THANK YOU sets clients withwork social media campaigns andbut struggling,” she says. “When I enrich their lives, they they’re my own. I don’t loseshe touch with them. upAny can become mundane, for approach every situation as a relationship bui magazine to ensure house reaches wide audienrich mine.” A“IPROFESSIONAL BUSINESS ASI went YOU ON Kathy athe experience of aworking with people Last year to two weddings, fourads birthopportunity versus a transaction,” ence. She also offers billboards scattered the each 35) WHY EMPLOYEE day’s, and nine anniversaries!” keeps her inspired and throughout eager to continue ORGANIZATION CAN he explains.

FACEBOOK? state where she promotes listings with her furrywith. friend, Looking ahead toabout the future, Mary Beth takes a note day. “I like the people I work Right now finding out what people need and anticip APPRECIATION MATTERS YOUR BUSINESS With a background in marketing adverhave client who’s moving here with her Buddyand Rocco.

On Itop of athat, Mary Beth understands from her father,MAKE who obtained his real license those things.”

Jimestate guides hisat buyers and s tising,TO KathySPEED has unique ideas howof to networking best & daughter andtight starting new job, and theon value in her knitacommunity of finally the age of 70 andBETTER happily worked long into his life. This 18) HOW UP CAN BOOST YOUR throughout the transaction, wanting to be ther of herdatabase, dreams. Putting the right market her listings to the world.

If she a got realtors.

Byhas leaning onthe herhouse extensive she can year, she hopes to continue growing her business while FIRST-TIME HOMEBUYER BOTTOM LINE them stepto of the way.

He is also extre share a home with countless buyers. providing the service that has come embody her life51) ISevery BRANDING THE adaptable, with the COVID-19 pandemic servi long values in helping others.

Copyright Top Agent Magazine TRANSACTIONS WAY TO of TAKE YOUR With her tireless 39) work ethic, Mary Beth has earned THAT an example how quickly he can come up with 3 MENTAL TRICKS herself a strong reputation among her clients, living In many ways,BUSINESS though, stillTO sees herself“We as anstarted doing v ways ofshedoing business.

THE 24) TURN OPEN HOUSES WILL“Whether TAKEBuying YOUR BUSINESS up to her proven motto: or Selling, educator. “My relationships run deep with my clients,” tours before anyone in the area, and we passed NEXT LEVEL? vast majority of her she says. “When I’m teaching them about real estate, INTO DESTINATIONS MBA Is A Phone Call TOAway.”

THETheNEXT LEVEL lation in Rhode Island to allow remote notariza volume comes from either repeat clients or referrals I’m teaching them about life.” www.

CONTENTS JACLYN After thirty years of working D’ANDREA in big box retail corporate

vania region counties Al Beaver and marketing and sales and tight-knit tea traveling the domestic U.S. skillsets, Ro and internationally, Rod A. are solely fo Smith made the decision to their clients a put down the travel bag and estate goals. apply his honed skillset in all about the practicing residential real needs, becau estate. Rod explains, “Since we really lov I’ve come from such a strong client is uniq business background for so ferent needs many years, you could say I’m a corporate businessman conducting real with them, champion their c so our clients can electronically close.” extra mile to help them.” estate.”

To learn more about Mary Beth Adelman

After the transaction, clients love staying in please call (302) 521-6209 or email mbaremax@aol.com Phone 310-734-1440 | Fax 310-734-1440 with Jim. Withand yearsKathleen of experienceare in real Rod alsoe Today, The Rod Smith Team is comprised mag@topagentmagazine.com | www.topagentmagazine.com he has formed many connections with contra

at professionals Victoryis Family Ch ofin his wife,whatsoever Kathleen, his Ryan vendors team and other affiliated wit No portion of this issue may be reproduced any manner without priorson consent of the and publisher.

Top Agent Magazine “I’m able to serve people beyond the T cl published by Feature Publications GA, Inc.daughter-in-law Although precautions are takenand to ensure accuracy of field. published materials, TopTownship, Agent Cranberry PA. Lisa, threethegood friends date, they will call me and ask for a recomm Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send ates everything they do. The who are also gifted agents, Chrysta McIntion when they’re looking at remodeling or any inquiry to mag@topagentmagazine.com. driven by new, repeat and tire, Marnie Murray and Mark Buchanan. of home is project.”

Published in the U.S. Copyright Top Agent Magazine

2

Their brokerage of choice is Keller Williams North in Wexford, PA. They serve their clients across the greater Western Pennsyl-

who turn to them for their care and personal touch. The Top Agent Magazine their clients well and they m

SHARON KUSHNER

CHARLES LIMA

Sharon Kushner began her professional to otheris agents who are Charles Lima a licensed reallooking estatefor homes questions. As a homeo MUNTIE LESCHEWSKI 37analyst.

41 for their buyers.” Most42 45 career on Wall Street as a computer importantly, agent at Keller Williams Realty, special- Sharon a stressful process. Ch It was a great set-up at the time, as she had is an excellent negotiator and knows how to For Muntie their Leschewski, real izing in Lance the eastern Massachusetts time toteam listen to con agent, butmy Munt Dedicated and experienced, When it comes to marketing listings, Lance’s small children at home and was afforded a make the deal happen. estate has always First been they a passion. parents and Iwe region.

With over three decades of expereassurance when nee Kammes’ direct style and commitutilizes a three-pronged strategy. advertise the flexible work schedule. Unfortunately, the Although she was going to pursue closed.

Not only rience helping clients sell and buy their way admits property on loves the MLS across more than 200 company was bought out and she lost ment her to treating his clients the Sharon that she the and relationTowebsites. market his listing a career as an agent in her 20s, our lender and ne homes, Charles is now recognized be treated have Second reach out network job. She decided to explore new options he andwould want to dream ships she makes andthey the people she through meets their extensive with each client toaddi ma the timing wasn’t perfect, so she it to be.

In as one of the top five agents in the Metro discovered real estate. “At first I figured it him a solid reputation on She has the connectto other agents with whom built as the onejob. to market theability listingtodirectly home is the most app ended up entering the industry to find homes th Boston Area. would be a part LANCE time job,” she recalls.of“I the SHARON well with they her clients, who enjoy her MUNTIE LESCHEWSKI KAMMES KUSHNER CHARLES LIMA theyaudience, top residential real estate have worked in late the past.

Finally, have which twowhich in tur in the 2000s.

It proved chalis what a had no idea how much work was involved, pleasant, outgoing personality.which “I willthey be at use to match buyers with experts in his community.

Like from buyer programs After graduating Suffolk University Minor ad to start her career in offtop dollar. mend her to anyo JEN SANDS SHANNON STEENBRUGGEN but I loved it, was good at it, and it became their&side through every phaselenging of the transmany agents, Lanceindidn’t initially homes that fit theduring criteria they are looking for. a recession, but she loved 1986 with a degree in Finance, staging, minor repairs a my profession.” action and beyond, providing the peace of Jen Sands Shannon SteenbrugThe team takes pride in their maras and their listing agent, I go through the house eal estate as intend to work in real estate.

In the experience it provided her.

When Muntie Charles began his career as an accounor even a simple coat 53 46 mind 49 they deserve,” she states. “Proven results RONDA WHITEio gen, two seasoned Realtors, teamed keting speak efforts. In addition to posting and give them pointers about things I would when Sharon he wasearned her 1985 he graduated college with an education degree, Outside of work, Lance loves to travel, play andbetween “The blessing was that I started offgolf,with the commun tant.

Shortly after, he recognized that his difference a ho license in 2008 and now runs the themselves.” up in early 2020 and for founded Windon social media and sending out o full time. Sharon doAt or change, moving personal belongings fresh and worked hard to makeinit,sales it taught meinto“Boston perseofRonda Commerce, & Main Realty Group tothere provide postcards, they advertise planning become a ward teacher. the time, was a give back to his community.

The Lance Kammes team Although White truelike passion and skillsets were best fulfilled market and one that is sold quickl successful KushnertoTeam, covering Rockland For many years, Joe Maselter As such, Joe willonstay in touch witha a support for clients, offering Magazine” and broadcast vere and market myself,” Muntie says.

It tooklistings time and make County, a career New York. orsystem making small improvements.

I give them abusiness, enjoyi good working for a glut She of candidates the job market similar credensponsors a family in their community as partjob oftraveling, the help estimates in they complete 65 with Helping people is the mainstay of her which and real estate.

He obtained his real estate license in worked in thebut corporate world; offering them and multiple agents and efforts in marketlocal TV. after closing, and raised in Brockton, MA patience, her efforts paid off.

She was aBorn top producing outdoors. ntrigued me a year. rundown on things buyers like and don’t like so transactions insurance company, she d she includes as part of her community outreach.

“I have tials, so Lance decideding,tostaging, temporarily join his father’s Children’s Miracle Network, and Lance himself is a 1991 and has never looked back. negotiating and buying or however, as he readied to only in real estate, but in life.

“I’m hco committed to giving back to his What they love most about their work agent at RE/MAX from 2009-2015, and a top producing an email system.

How it worksand is that peopleofreach out of Shelter for transitioned they candiscovered make educated decisions.” to join her husband, Bill, their homes. real estate company. selling He quickly a deep donor member the board All, a local is the with whom they driving interhave a son, he realized heI people says.

“If I’m a house or 50 broker Redco since 2015.

Serving Chicagoland “As an agent anat expert in mythat area, bring a the supporting local by charities andto sta Looking ahead, outperforming real estate market, needs, and Iwho’s connect then with people who hM w heConsistently has his interest in the thelocal industry, and has been afor real estate charity that other not only helps find in order “We believe technology is vital in thisagent act. “It’s very homeless special gettingindividuals toreal knowestate firm region, a large portion of her business consists of repeat would need extra money to pay one of my clients, I reach out to the and eventually m wealth of knowledge and expertise on buying and local politics.

Sharon says her business is approximately 30% repeat can help them,” she says.

“The system has proven to be WHITE family business flourish f JUAN JOEpride MASELTER business Juan’s and ourselves onprocess being experts inincludes theSANDS families beingprovides a partRONDA of what’s probably biggest l estate Juan marketing alsoJEN profes& andalso agent everLOPEZ since. housing, but them withthecomprehensive clients and referrals.

Although she specializes inTogether list-contact “This industry c and referral is devoted very effective and my name neighbors really appreciate selling real estate,” heSTEENBRUGGEN states.

“It’s notJoe the it.” same industry’s latest advancements,” says Jen. “Our transaction of their lives,” says “Formaintains the most part, for daycare services.

So HeJen. also with clients with her husband SHANNON r doubled or clientele. “I am a hard worker who sional photography and videos to help a home that help them deal with anyit’sthe mental, psychothe coronavirus pandem paysremaining homage to the streets we grew upsoon, as services they this take is a happy time in our clients’ livesThough and wonderings, she does on buyers as well, providing same of commitment to going the extra mile for my clients while everywhere, you need someone you can trust for acquired estate license celebrations, where heingets chance has been realaestate for to oa tions closed stand inwe listings.

“We have his beenreal doing lot of lead us toout where are today.” fulSharon to beato part it.”substance 35 concerns,” yearshelped andshe nearly 2000 transactions. physical, or abuse they may on problems everyone, both personally a superior service everyone.

Her credentials include sensitive to theirFast-forward unique needs and says.

As for her plans for thelogical, future, hopes toyears expand one-on-one conn up-to-date information.

I am always eager to serve own White & Associates CRES, and quickly fell in love with the now, makethey sure they are thriving in their ne of ofvideos lately,” Juan says.

“It’s theBoth best Lance is now the owner and broker of the Lance be experiencing. using this time to imp by adding like-minded agents asway wellShannon asRepresentative), helping (Accredited Buyer’s SFR (Single Based out lead Andover, Massachusetts, theABR dynamic Jen and believe that it’sCharles critical toisgive the client.” boutique brokerage serving the Kansas City metr industry.

After much deliberagenuine approach has won him a sterli for people to preview a home.” duo, who work for Coldwell Banker, cover the training regionResidential), back theirCSC community.

“We’re part“IofConsultant) an outreach really believe that this is what a mo RE/MAX team, where he heads an office ofFamily It’s not surprisingKammes that the majority of Sharon’s reviews them grow.

“I like newtopeople and seeing (Certified Staging No matter They are also joined by their youngest son, Ron. north of profesBoston and into New Hampshire.

Last decided year, program that out donates to the homeless and sponsors tion, he to step of the Twin Cities, with the vast majority ico and are have stellar. Writes one client: “Sharon is very them accomplish their personal goals in the industry,” Charles is widely known for his personable approach to reset, to review our lives and and Certified Luxury Home Specialist, which demonenjoy every min 14 people. Based out ofthey their office in Wheaton, Illinois, Looking to the future, Lance is excited tostarted build up the report that their volume was 33 homes totaling $17 foodbanks,” says Shannon.

“We’ve just Bill came to workalso with full-time about twelve Last year Juan was Community Outreach their lives,attentiveLance the corporate sphere and jump coming from repeat clients or referrals sional, to yourand needs, and goes above and she says. strates her vast knowledge of the industry. help someone thth and ability to build and maintain strong relationships best,” he says.

“We can all turn his team operate a thriving book business fledgling division of and hisout brokerage while million with the average price of at $650.000. givingcommercial out gift cards from local stores restaurants. ago, and itwho turned to be more than just a job f beyond you informedthe along the process.

Her for NAHREP, the National Association of keeping.

“Asto keep throughout This not only helps the families win, it helps the into real estate full time.

“And it was all because I That relationship with his clients.

He enjoys getting to know his clients positive.”

Western suburbs Chicago, continuing to grow the residential side that he can “Most if not all of of our clientele iswith repeat aand referit turned to be herso calling. local businesses.” workJuan ethicsays, demonstrates experience in the field. Idaycare “What keeps coming back toOutside meout ishe my commitment Hispanic Real Estate Professionals.

In his first year he was p them,” “and as Iher needed money,” he says with apeople laugh. of hisincareer, Joe maintains a sosay he help them attain their dream ral,” says Shannon.

“I’d atcan leastbest 90%.”

Why do particular focus on DuPage and Kane County. increase the number of homes. people helps his commuhighly recommend her!” giving a not great experience, and that partnership they keep coming “It’s because of our excellent both mail, women saychallenging, they preferDuring to Iand I the awarded Rookie of the back?

YearHe byunderstands Century 21to Americana, and heworking, e family businesses.

I believe that staying connected through the community. se nity. them “IWhen love this job because it is get holidayreal Ronda’s area of focus is relocation customer service,” according to Jen. are totally spend theirby free time with familyprimary friends. develop with them,” she says.

Muntie isand driven to provide has how now his been recognized asthe Top 250“We Agents Nationwide s because when I started outask I Lance email, social media, and even an occasional visit is Today, Joe is Managing Broker and CEO of VSM ipates in Best Christmas Ever, a loc If you team has managed to differento help change people’s lives for the better.” hands-on and give we andclients, she works withpracticing many of the local hospitals to Sharon maintains contact with past clients through a our clients the same advice guidance and toandher while The Windward Mainand teamahope to expand their NAHREP,would as competition, well as Top in50 Agents in Clark County insupport 2019 rating a business.” tiate themselves critical to relationship and trust-building give ourselves their situation.

People appreReal Estate, where he services clients throughout the raises money and gifts for families in the he will tellhis you database system, emailing them onfrom special occasions. their staff in finding suitable business and“I’m continue their success.

“We have big patience throughout. adaptable and malleable to go locations. With a hig ciate our honesty.” by Ticor Title, and he has been recognized as “Best of Zillow.” natural quality of his customer service. that his focus educating his agents Citiesand andencouraging the surrounding areas. time torepeat Habitat Humac “During the COVID-19 crisis,on I make sureTwin to call dreams that are still evolving,” says Shannon. rate years ofcontributes her being andfor referral with any situation.

Plus, I have ofbusiness experience and What’s even more impressive is that Juan achieved all this ervesclients every periodically part of the greater It’s easy to seeask why the been team receives stellar reviews for to make sure they are okay and them to be direct with their clients have the primary it’s her love of the people that she works with, Joe is a proud father with a passion fa proven results.”

On any given month, Muntie typically can boast strong efforts.

One clientCharles recently wrote: “We sold our praise from his customers. before thetheir age of goal 25. where,” he need says.anything,” About 40% if they she as her honest approach that keeps clients coming drivers of says. their success.

“My has always been to Joe has represented and welcomes the full spectrum rooting for the Minnesota Timberwolv has 20 listings, which sell quickly thanks to her extensive Wrote one was not planning on moving, house through Windward & Main.

We client: had some“I comat and referral clients, and that it if you talkplex “You have to be awhere personweof integrity. Don’t te which complicated the sale, and they were ensure to needs, any person on our team you marketing. start walk through, of clients from first-time buyers and“Ifor sellers, towith relobut found the perfect home my off family, soa needed To back. marketJuan her is listings, a able lot toofwork social blocking isreal important me,” says, “otherwise I any updates coming knownSharon through thosefor better thanJuan wedetermine expected. clients what they want to future, hear, tellJoe them what the staging and the property needs,” wouldn’t just“Time bedoes getting good estate advice, you’d toto act Iand enlisted Charles toJoe helpoffers me purchase cations and In every transaction, Looking to the envisions They worked very hardinvestors. sell quickly. our house keptis usnot and advertises on personal website.

She can be stuck in work mode 24/7.”

When he working, ethic,media and mindset, which he her to hear,” she says.

With those being the she says.

“Then I have a professional photographer come be getting great advice.

To achieve this we place a huge theOverall, new home and sellwasmyas current home.

Charlesof gothis brokerage alongside his pillars up to aspeed along the away. our experience his clients wide of options an expert guide contin promotes“My out of the box. he “I work with graphic To variety learn more about Sharon Kushner, enjoys reading books, investing, flipping, and building his bute also for success. clients business, no surprise clients keep coming ba in and take photos.”

Afterwards, theait’s property is listed outstanding.

Highly recommended.” emphasis on ofcontinuing education and making sure the process moving on both houses right away.

In designer who creates a variety ads and videos, often to In thehis marketplace and leans on his extensive a leader.

“Real estate requires a trem email sharon@kushnerteam.com, visitsocial rental portfolio. time, he enjoys spending time withnetwork her it’s a listing or aeveryone buyer, I online and advertised media, as well as more about Char To learn what is going onfor inspare our market,” Lance Shannon and Jen maintain quality contact with past competitive market, Charles was ablethrough to secure thehard for the same house to giveknows it a fresh perspective to better connect a home with its ideal buyer.

“I’ve of work and sacrifice,” he saysa sharonkushner.com, 917-612-2523 sent out toor hercall large database of love potential buyers. family up, even after the transaction Her respect for her clients, email alongside andfriends. present clients through a variety methods.

“We call (508) 272-4442, charle explains.

“On top market of and this we take a very direct offer onapproach theofnew home and quickly house.

Heand interested buyers,” she says.

“I also my listings my career becoming friends with a lotsell of my great give yourself fully to your career.

But w put outspent a weekly newsletter, host client appreciation sive marketing tactics and strategic use of social or visit bostonmetrosouthhom when it comes to interacting with our clients.

We tell our was available any time and day to answer all of my events,people,” and send outJoe special occasion cards,” says Jen. says.

“By working together, we can all the wonderful friendships I have Clients do not hesitate to have spread word herdollars in resulted inSteenbruggen, 20about million volume forea In the future, Juan plans toalso continue building his business, and For more about Jennifer Sands &the Shannon For more Adds Shannon, “We stay they in front of the clients clients what they need to hear rather than what want Copyright Top Agent Magazine work.

One recently said, “Muntie made our first time email them at windward.main@nemoves.com, usually find which the right opportunities.” theyear. effort has wort in just way, the last And shealways doesn’tbeen take her s s is central to Juan’stosuccess. hopes to start his ownmedia, company.

His current real estate goals are through social has proven be very please hear, and we always try to break everything down intotohome T or call (978) 566-1729 visit windwardmain.com, buying experience a fast pleasant one. effective.” for and granted.

She likes tohad givemeans back totoCopyright her comm That’s what itWe really be an y,” he says. “I makethesure to to obtain his broker license, open his own real estate brokerage email ag m simplest terms possible so that they understand everya nightmare For more information about Lance Kammes, of a time with our first attempt with another which is why she is on the board of World Ou Elsewhere, Joe cherishes the human side of real

LANCE KAMMES

JUAN LOPEZ

JOE MASELTER

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

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

www.

ar and to always beaspect there of as the process.” and expand his team.

He also plans on implementing systems Clearly this approach has worked Copyright Top Agent630-667-3333 Magazine lancekammes.com, call visit Foundation of Kansas City, an organization com ciate that I stay in communiand training for his team membersintothe succeed.

“The best advice estate, taking friendships and close bonds well for Lance and his team, as over 40%joy of their busito serving the medical and dental needs of the hom or email lance@lancekammes.com re for them, and I get a good I can give someone is, ‘Thehas best money invested is in yourthe and business “I ness comes from repeat clients referrals. brought him through the years. White & Associates also sponsor an annual wo self.’ I’m always re-investing in myself andhemy business, and thrive off of relationships,” says.

“When it comes conference for their local church.

I’m open-minded to improving all aspectsthe of my business andto know to real estate, I appreciate chance to get the way, guiding them steppersonal life.”people on an intimate level.”

Top Agent Magazine EvenCopyright though many agents focus on business gro ying or selling a home. “I’m any means necessary, for Ronda quality beats qu d be as informative as I can,” More than anything, parthimself of working real estate Above his all,favorite Joe sets apartinthrough his open “We are never going to be a business that jus re they know what the next is helping people.

“Many people think that they can’t be homeTop Agent Magazine communication and high emotional intelligence. He a bunch of people in order to make3 profit. W ” He also shares his knowlowners,” he says, “but you would be surprised how easy it is to working with people who are like minded, wh always puts himself in his clients’ shoes, taking on decide what changes to make buy a house. So it feels good when I’m able to help somebody the same work ethic as us, and to learn their stress and seeking solutions catered to their For who morelike about Joe

Please contact mag@topagentmagazine.com or call 310-734-1440 for ad rates and information. http://

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes4

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

Top Agent Magazine ÂŽ

Top Agent Magazine

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

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

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

Sports news makes a splash

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

People love to rally behind the home team.

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

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

Top Agent Magazine

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

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

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

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

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

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

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JACLYN D’ANDREA Top Agent Magazine

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Top Agent Jaclyn D’Andrea is the owner of her own EXIT Realty Solutions in Griffith, Indiana and Associate Broker at EXIT Strategy Realty in Chicago.

“My agent never calls me back,” is perhaps one of the most comment client laments in the real estate industry. Top Agent Jaclyn D’Andrea understands this and works hard to maintain constant contact with her many grateful clients both during and after the transaction process. Jaclyn – Owner of EXIT Realty Solutions in Griffith, Indiana and Associate Broker at EXIT Strategy Realty in 8 Copyright Top Agent Magazine

Chicago – is a hardworking, knowledgeable and passionate real estate agent who is truly committed to helping her buyers and sellers - in both Northwest Indiana and Chicago reach and often exceed their real estate goals.

Jaclyn began her journey in real estate at the tender age of seventeen, when she began working as a Realtor’s assistant. “I was a Top Agent Magazine

young mom who needed a steady income and a flexible schedule,” she recalls. “I worked as her assistant for several years, the she put me through real estate school.” Officially licensed in 2011, Jaclyn is rapidly approaching a decade of providing her clients with Top Agent Magazine

unparalleled customer service, whether they are buyers or sellers.

Jaclyn’s professionalism, in concert with her incredibly likeable nature, has resulted in a business that is based significantly Copyright Top Agent Magazine 9

“For me, it’s about always being truthful and upfront with my clients. My conscience dictates that everyone I work with has full knowledge about what they’re getting themselves into and what to anticipate during the process.” upon returning clients, referrals and positive word of mouth. One need only take a look at her Zillow page, where she holds a perfect, five-star overall rating, to see how much her clients appreciate her. “If it were not for Jaclyn, I would not currently be a new homeowner,” reads just one glowing testimonial. “Her level of expertise is unmatched, and she is by far one of the most professional and resourceful real estate agents I have ever encountered. Jaclyn has mastered her craft and I would recommend her to anyone.”

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“I love the relationships I build with my clients,” says Jaclyn, when asked how she manages to inspire such impressive loyalty in those she works with. “I’m in constant communication and conversation with them, even long after the transaction has closed. I always tell people that I’m not just a Realtor, I’m a relationship builder.”

Honesty and integrity are also two hallmarks of Jaclyn’s approach. “For me, it’s about always being truthful and upfront with my clients,” she says. “My conscience Top Agent Magazine

dictates that everyone I work with has full knowledge about what they’re getting themselves into and what to anticipate during the process. Real estate is the largest purchase or sale a person might make in their lifetime, so holding their hands Top Agent Magazine

during that process is one of the most rewarding things in my life.�

When she’s not busy working, Jaclyn enjoys spending time with her family, which includes her two children. She also Copyright Top Agent Magazine11

gives back to her community in a variety of ways, including serving as the Membership Director on the Leadership Board for the Women’s Council of Realtors of Chicago.

Looking to the future, Jaclyn’s plans are to keep growing her already-thriving business, and to continue her mentorship of newer agents, something she is extremely passionate about. Above all, however, is her one overarching objective: continuing to provide

her clients with the exceptional, go-aboveand-beyond customer service that has long been her calling card.

For more information about Jaclyn D’Andrea, please call 708-990-5720 or email Jaclyndandreasellshomes@gmail.com

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The Team from Inspired Development Group is proud to congratulate Jaclyn D’Andrea on being featured for the state of Indiana in Top Agent Magazine!

Aimee Beaver, President, Inspired Development Group aimee@idg-team.com | 708-480-6067 • 11757 Southwest Highway, Palos Heights, Il 60463 • 821 45th Street Griffith, IN 46319 • 7880 Wicker Ave., Suite 220 St. John, IN 46373

The Team from Inspired Title Group is proud to congratulate Jaclyn D’Andrea on being featured for the state of Indiana in Top Agent Magazine!

Dru Wischhover, President, Inspired Title Group dru@inspired-title.com | 708-598-5084

Jaclyn D’Andrea Top Agent Magazine

• 11757 Southwest Highway, Palos Heights, Il 60463 • 821 45th Street Griffith, IN 46319 • 7880 Wicker Ave., Suite 220 St. John, IN 46373 13

NIKO-LAW is proud to congratulate

JACLYN D’ANDREA on being featured for the State of Illinois in Top Agent Magazine!

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Top Agent Magazine

Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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MORGAN MACKEY Morgan Mackey has always had a passion for helping others and knows no two clients are alike.

After completing one year of law school and working in the veterinary industry and legal field, she realized that real estate fueled that passion and she has never looked back! A Pittsburgh native, Morgan serves the Greater Pittsburgh area as a real estate professional at River Point Realty. She represents buyers and sellers in an array of residential transactions through the use of her keen people skills and acquired education.

Morgan estimates that her repeat business is at 20% while referrals are at an impressive 60%. “I like to think I offer a solid foundation by optimizing integrity, creativity and hard work in every transaction with which I’m involved,” she states. “I also deliver, assuring my clients get what they need.” Last year, Morgan moved $5 million in volume, while expecting her first child, and says she’s on track to sell $12 million this year.

Morgan continues to impress her clientele with her esteemed work ethic. Writes one client about her experience: “Morgan was an excellent agent to work with. Her constant communication with myself and the seller was open and professional and helped me to buy my dream home. Her responsiveness, expertise, and knowledge of the market made my home buying experience an easy one. I would highly recommend her for others looking to sell or buy.”

When she can, she devotes her time to helping animal shelters and pets in need. “I often work with the local shelters to help place cats and dogs with special people, their new forever family,” she says.

A true lover of the Pittsburgh area, Morgan spends time with her husband, Troy, their new baby girl, and their beloved pooch, Maverick, walking the scenic North Park, attending local sporting events, enjoying the good eats Pittsburgh has to offer, and spending quality time with family and friends.

Morgan says because she worked up until the birth of her child, she’s been able to illustrate that she can concurrently run a successful business and be a great parent. “I love being a mom,” she says. “This enables me to understand the needs of families with kids. In addition, families like working with someone who has a child and can relate to their situation.”

With her go-getter, can do attitude, and extensive knowledge on Pittsburgh and the local real estate market, Morgan brings a great approach to River Point Realty, all while satisfying the needs of her clients. She plans to continue riding the wave of her business success.

Morgan believes in maintaining consistent and valuable contact with her clients. “I love to reach out through phone calls, email, texting, even via social media,” she says. And she utilizes her savvy social media skills to market her listings. “I also use professional real estate websites, send out flyers, and set up booths at local festivals, basically every means at my disposal,” she says.

What she enjoys most about her profession is working with and helping people. “I love seeing people and their pets settled and happy in their new homes,” she notes. “That experience is very rewarding to me.”

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To learn more about Morgan Mackey, email mmackey@riverpointpgh.com, visit riverpointpgh.com, or call (724) 504-7618 www.

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i.e. Insurance is proud to congratulate

MORGAN MACKEY

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

Serving PA & OH Personal & Business Clients Office: 724-719-2093 | Texts only: 724-503-6342 ieinsurancepa.com | tnolan@ieinsurancepa.com www.

430 Harmony Way, Suite B. Harmony, PA 16037

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 18

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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JOEY LAMIELLE Top Agent Magazine

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JOEY LAMIELLE

Top Agent Joey Lamielle of RE/MAX Alliance specializes in both residential and commercial sales and serves Florida’s Sarasota and Manatee counties.

Joey Lamielle stepped into real estate soon after retiring from his Professional Golf Career. After college he started buying and flipping homes, which sparked his love for the industry. After purchasing his first house and realizing he didn’t have enough money to pay for all the renovations, he figured out how to do plumbing and electrical work the modern way—through YouTube. Joey then jumped on a team at RE/MAX Alliance and never looked back. He has been in business for eight years now—specializing in both residential and commercial sales—and serves Sarasota and Manatee counties.

of them come back to him or recommend him to their friends. “The greatest honor is to serve my clients, family, and friends. I’m very dedicated and responsive. My clients can reach me at any point during the day or at night. My golf career has also

When it comes to his past clients, they all describe Joey as an agent who is there for them at every step of the way, which is why so many 22

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made me very competitive, so I’m great at negotiating a good deal. And I have in-depth knowledge of how renovations work and what things actually cost. A lot of clients appreciate that, especially the first time homebuyers. They typically don’t know what an air conditioning system costs, or how much it might be to replace the floors etc. Bringing that knowledge into my clients’ world definitely helps them feel comfortable with the process. I’m never taking it lightly that I’m guiding someone in making one of the biggest purchases of their life,” he says.

In order to ensure a successful listing, Joey invests in professional photography, staging, drone footage, as well as video tours. He also has a specific ritual before putting any listing on the market.

“Before the listing goes live, I tell my clients that I’m going to walk through their house as a buyer and point out things that could be potential road blocks or visual issues. I have a lot of experience with buyers and understand what their eyes go to in any room. I’ve found over the years that my sellers really appreciate the expertise and like that we are staying ahead of the game.”

Although he left his golfing career, Joey still enjoys playing the sport when he’s not working. In fact, he says he loves to partake in anything that keeps him active, such as wakeboarding, diving, biking and playing with his new puppy named Kali. Joey also spends a good amount of his time helping his community by volunteering his time as a mentor at a local elementary school. “I’ve been blessed at this career, and I always try to find a way to give back,” he says.

Joey is always looking to the future and for ways to create a healthy and stable business. Seeing the toll that the current COVID-19 pandemic has taken on many other businesses has made him motivated to create a business model that can survive any tough situation. That’s why he’s planning on expanding his team and continuing on a steady path of growth each year.

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To learn more about Joey Lamielle email joeylamielle@gmail.com, visit sellingsarasotarealestateagent.com, or call (941) 350–0016 http://

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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KATHY HANSEN

Kathy Hansen became a REALTOR® because she wanted to work and serve clients within the community that she fell in love with— Phoenix, Arizona. She currently works as a solo agent and has been able to seamlessly transition into her role as a real estate professional, and earn the trust of her clients, by always looking out for their best interest. “I treat my clients like family. The reason why they refer me is because I protect them like they’re my own. I don’t lose touch with them.

Last year I went to two weddings, four birthday’s, and nine anniversaries!”

With a background in marketing and advertising, Kathy has unique ideas on how to best market her listings to the world. If she has a 26

listing in an area with large businesses, she will get in touch with human resource managers at those firms and let them know that she has a property in the area that their employees might be interested in. “I do a lot of research on the area of where the house is in so that I can find the right buyer for it.” This meticulous approach has helped her average six to eight million per year in sales.

Any work can become mundane, but for Kathy the experience of working with people keeps her inspired and eager to continue each day. “I like the people I work with. Right now I have a client who’s moving here with her daughter and starting a new job, and finally got the house of her dreams. Putting the right Copyright Top Agent Magazine

person with the right house—there’s no better feeling.”

Aside from helping her community with her real estate work, Kathy also likes to help out in private. She is an active member of her church, often volunteers with the elderly, and works with the Sunshine Acres Children’s Home. She is also a member of the Gilbert Promotional Corporation, where she helps to raise funds through community events for local children’s charities.

In her free time, Kathy enjoys being surrounded by her family, hiking and taking in the beauty of the local nature, as well as practicing yoga three times a week. She’s also not one to stay stagnant and prefers to work on strategies to improve her business. “I always want to improve. This year my goal is to work on simplifying the real estate process for my clients,” she says.

Working in real estate can prove to be difficult for those agents who can’t handle the long hours or are in it strictly for the money. But for Kathy that hasn’t been a problem, as it’s her passion of helping people, and promoting the community she holds dear to her heart, that make her work as a REALTOR® a true experience of joy and fulfillment. “I feel blessed that I get to live where I love to live, and that I can help other people find their passion in this area as well.”

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To learn more about Kathy Hansen email kathyhansenaz@icloud.com, visit superstitionfoothillsproperties.com, or call (480) 625–1025 www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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ROD A. SMITH THE ROD SMITH TEAM

Rod A. Smith

Ryan Smith

Lisa Smith

Mark Buchanan

Marnie Murray

Chrysta McIntire

After thirty years of working in big box retail corporate marketing and sales and traveling the domestic U.S. and internationally, Rod A. Smith made the decision to put down the travel bag and apply his honed skillset in practicing residential real estate. Rod explains, “Since I’ve come from such a strong business background for so many years, you could say I’m a corporate businessman conducting real estate.”

vania region, particularly the counties Allegheny, Butler, Beaver and Lawrence. As a tight-knit team with diverse skillsets, Rod and his team are solely focused on helping their clients achieve their real estate goals. Smith says, “It’s all about the client and their needs, because in our hearts we really love people. Every client is unique and has different needs. So we partner with them, champion their cause, and go the extra mile to help them.”

Today, The Rod Smith Team is comprised of his wife, Kathleen, his son Ryan and daughter-in-law Lisa, and three good friends who are also gifted agents, Chrysta McIntire, Marnie Murray and Mark Buchanan.

Their brokerage of choice is Keller Williams North in Wexford, PA. They serve their clients across the greater Western Pennsyl-

Rod and Kathleen are also on the pastoral team at Victory Family Church located in Cranberry Township, PA. Their faith permeates everything they do. The team’s business is driven by new, repeat and referral clientele who turn to them for their professionalism, care and personal touch. They desire to serve their clients well and they make every effort

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to go up and beyond to ensure that excellence is their daily standard.

For Sellers, The Smith team coaches their clients through every aspect of readiness using decades of marketing experience.

From complimentary staging of the home, to a strong online presence, they work to ensure the maximum consumer excitement and great buyer offers. Rod explains, “Oftentimes the online presence of a property can be different from one online home selling site to another, so we focus on getting our clients’ online presence clear, concise, and consistent. We also champion search engine optimization, use a broad range of social medial platforms and place targeted ads to ensure our clients’ properties have optimal exposure garnering great buyer interest.

For Buyers, Rod says, “The first thing we do is to carefully listen to the dreams and goals of our clients to ensure we fully understand their heart and soul.” The team then goes to work by daily scrubbing of home-selling sites to narrow in on the type of property their clients desire. They communicate effectively and walk them through every step of the home buying process. We believe in the Keller Williams model of ‘Win-Win,’ meaning both parties should be honored, respected and believe they had a ‘Win’ in the real estate transaction.”

As for the future, Rod shares, “In a nutshell, we’re a faith-based, family-oriented real estate business and ‘we’re all in’ for our clients. We love what we do are always looking forward to connecting with our next client.”

To learn more about Rod A. Smith, call (724) 766–6226, email RodASmith@KW.com, or visit HousesInPittsburghPA.kw.com https://

https://www.realtor.com/realestateagents/rod-a-smith_wexford_pa_2247810_517899282

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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MARY BETH ADELMAN Mary Beth Adelman began her career as a middle school special education teacher. Over time, she began seeking an outlet for her entrepreneurial ambitions. Her father, noting her outgoing personality and compassionate nature, suggested that Mary Beth explore the real estate business. “I enjoyed helping people overcome life’s obstacles,” she says. “Real estate was a good fit.”

For 22 years, Mary Beth was an owner of a RE/MAX franchise with multiple offices in Delaware. After the untimely passing of her husband and her mother within a year of each other, she sold the company. Today, Mary Beth is a Realtor for RE/ MAX Associates, where she proudly services clients in both Delaware and Pennsylvania, specializing in residential properties. Having been licensed since the late 1970s, she offers decades of expert experience for both buyers and sellers.

When marketing a listing, Mary Beth provides a diverse set of options. Along with professional photography, she sets clients up with social media campaigns and magazine ads to ensure a house reaches a wide audience. She also offers billboards scattered throughout the state where she promotes listings with her furry friend, Buddy Rocco. On top of that, Mary Beth understands the value of networking in her tight knit community of realtors. By leaning on her extensive database, she can share a home with countless buyers.

With her tireless work ethic, Mary Beth has earned herself a strong reputation among her clients, living up to her proven motto: “Whether Buying or Selling, MBA Is A Phone Call Away.” The vast majority of her volume comes from either repeat clients or referrals

because Mary Beth is known not just as a Realtor, but also an ally to the needs of her clientele. “My career isn’t in selling houses,” she says. “My career is in understanding human behavior and helping people realize their dreams.”

Elsewhere, Mary Beth has claimed an equally esteemed status among those in her industry. She has been inducted into the NCCBOR Hall of Fame and ranked as a Top 1% Realtor Nationwide. To go with these achievements, she has also been honored with RE/MAX’s Lifetime Achievement Award, Chairman’s Club Award, Platinum Club Award and coveted Spirit Award. “I’ve experienced an exciting life,” she says. “Real estate has brought me so much joy, and it allows me to share that joy with others.”

Outside of her career, Mary strives to make a difference in her community. When she’s not working with animals, she can be found helping out at local food banks. “I will always care about helping those who are struggling,” she says. “When I enrich their lives, they enrich mine.”

Looking ahead to the future, Mary Beth takes a note from her father, who obtained his real estate license at the age of 70 and happily worked long into his life. This year, she hopes to continue growing her business while providing the service that has come to embody her lifelong values in helping others.

In many ways, though, she still sees herself as an educator. “My relationships run deep with my clients,” she says. “When I’m teaching them about real estate, I’m teaching them about life.”

To learn more about Mary Beth Adelman please call (302) 521-6209 or email mbaremax@aol.com Top Agent Magazine

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JIM DeRENTIS For Jim DeRentis, following his dreams in real estate was one of the best choices he ever made. “I’ve been a real estate junkie since childhood,” he says. While working as a banker, a career that spanned 25 years, he began investing in properties. “I did it as a hobby, but soon I decided I had enough of financial services so I went and got my real estate license.” That was ten years ago, and he hasn’t looked back since.

Hitting the ground running immediately, he now has an assistant by his side helping him serve Providence, Rhode Island and surrounding regions. The vast majority of Jim’s business derives from referrals and repeat clients, a testament to his superior service and commitment to excellence.

“I approach every situation as a relationship building opportunity versus a transaction,” he explains. “It’s about finding out what people need and anticipating those things.” Jim guides his buyers and sellers throughout the transaction, wanting to be there for them every step of the way. He is also extremely adaptable, with the COVID-19 pandemic serving as an example of how quickly he can come up with new ways of doing business. “We started doing virtual tours before anyone in the area, and we passed legislation in Rhode Island to allow remote notarization, so our clients can electronically close.”

After the transaction, clients love staying in touch with Jim. With years of experience in real estate, he has formed many connections with contractors, vendors and other professionals affiliated with the field. “I’m able to serve people beyond the closing date, they will call me and ask for a recommendation when they’re looking at remodeling or any sort of home project.”

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They also leave glowing reviews about him on Zillow, one recently saying, “Jim is a consummate professional and lovely human! He is incredibly knowledgeable about the local market, and was a perfect match for a first time buyer. He was supportive and comprehensive, meeting after every visit for a full debrief of each property’s pros and cons. He carefully listened to likes/dislikes while also giving his own opinion and take on each property. I appreciated how he treated us like we were incredibly important and valued, even though we were far from being a big sale! I couldn’t recommend Jim more!”

When Jim isn’t working, he’s staying active in the community, going on runs, or spending time with his husband. He also loves helping young agents in his office by allowing them the chance to jump in on a listing with him. “I like to give them a good start in this industry.”

As time marches on, Jim can’t imagine working in any other field, and he feels grateful to serve his clients every day. “I like having a strong local network and helping people achieve their real estate dreams.”

For more information about Jim DeRentis, please call 401-529-2188 or email jderentis@residentialproperties.com

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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 36

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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LANCE KAMMES Dedicated and experienced, Lance Kammes’ direct style and commitment to treating his clients the way he would want to be treated have built him a solid reputation as one of the top residential real estate experts in his community. Like many agents, Lance didn’t initially intend to work in real estate. In 1985 he graduated college with an education degree, planning to become a teacher. At the time, there was a glut of candidates in the job market with similar credentials, so Lance decided to temporarily join his father’s real estate company. He quickly discovered a deep interest in the industry, and has been a real estate agent agent ever since.

Fast-forward 35 years and nearly 2000 transactions.

Lance is now the owner and lead broker of the Lance Kammes RE/MAX team, where he heads an office of 14 people. Based out of their office in Wheaton, Illinois, Lance and his team operate a thriving book of business throughout the Western suburbs of Chicago, with a particular focus on DuPage and Kane County.

If you ask Lance how his team has managed to differentiate themselves from the competition, he will tell you that his focus on educating his agents and encouraging them to be direct with their clients have been the primary drivers of their success. “My goal has always been to ensure that if you talk to any person on our team you wouldn’t just be getting good real estate advice, you’d be getting great advice. To achieve this we place a huge emphasis on continuing education and making sure everyone knows what is going on in our market,” Lance explains. “On top of this we take a very direct approach when it comes to interacting with our clients. We tell our clients what they need to hear rather than what they want to hear, and we always try to break everything down into the simplest terms possible so that they understand every aspect of the process.” Clearly this approach has worked well for Lance and his team, as over 40% of their business comes from repeat clients and referrals.

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When it comes to marketing their listings, Lance’s team utilizes a three-pronged strategy. First they advertise the property on the MLS and across more than 200 websites.

Second they reach out through their extensive network to market the listing directly to other agents with whom they have worked in the past. Finally, they have two buyer programs which they use to match buyers with homes that fit the criteria they are looking for.

Outside of work, Lance loves to travel, play golf, and give back to his community. The Lance Kammes team sponsors a family in their community as part of the Children’s Miracle Network, and Lance himself is a donor and member of the board of Shelter for All, a local charity that not only helps homeless individuals find housing, but also provides them with comprehensive services that help them deal with any mental, psychological, physical, or substance abuse problems they may be experiencing.

Looking to the future, Lance is excited to build up the fledgling commercial division of his brokerage while continuing to grow the residential side so that he can increase the number of people he helps in his community. “I love this job because it is challenging, and I get to help change people’s lives for the better.”

For more information about Lance Kammes, visit lancekammes.com, call 630-667-3333 or email lance@lancekammes.com http://

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

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

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

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

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SHARON KUSHNER Sharon Kushner began her professional career on Wall Street as a computer analyst.

It was a great set-up at the time, as she had small children at home and was afforded a flexible work schedule. Unfortunately, the company was bought out and she lost her job. She decided to explore new options and discovered real estate. “At first I figured it would be a part time job,” she recalls. “I had no idea how much work was involved, but I loved it, was good at it, and it became my profession.”

Sharon earned her license in 2008 and now runs the successful Sharon Kushner Team, covering Rockland County, New York. She estimates they complete 65 transactions a year.

Consistently outperforming the local real estate market, Sharon says her business is approximately 30% repeat and referral clientele. “I am a hard worker who is devoted to going the extra mile for my clients while remaining sensitive to their unique needs and concerns,” she says.

It’s not surprising that the majority of Sharon’s reviews are stellar. Writes one client: “Sharon is very professional, attentive to your needs, and goes above and beyond to keep you informed along the process. Her work ethic demonstrates her experience in the field. I highly recommend her!”

to other agents who are looking for homes for their buyers.” Most importantly, Sharon is an excellent negotiator and knows how to make the deal happen.

Sharon admits that she loves the relationships she makes and the people she meets on the job. She has the ability to connect well with her clients, who enjoy her pleasant, outgoing personality. “I will be at their side through every phase of the transaction and beyond, providing the peace of mind they deserve,” she states. “Proven results speak for themselves.”

Helping people is the mainstay of her business, which she includes as part of her community outreach. “I have an email system. How it works is that people reach out for needs, and I connect then with other people who can help them,” she says. “The system has proven to be very effective and my neighbors really appreciate it.”

As for her plans for the future, Sharon hopes to expand by adding like-minded agents as well as helping them grow. “I like training new people and seeing them accomplish their personal goals in the industry,” she says.

Sharon maintains contact with past clients through a database system, emailing them on special occasions.

“During the COVID-19 crisis, I make sure to call clients periodically to make sure they are okay and ask if they need anything,” she says.

To market her listings, Sharon does a lot of social media and advertises on her personal website. She also promotes out of the box. “I work with a graphic designer who creates a variety of ads and videos, often for the same house to give it a fresh perspective for interested buyers,” she says. “I also market my listings Top Agent Magazine

To learn more about Sharon Kushner, email sharon@kushnerteam.com, visit sharonkushner.com, or call 917-612-2523 www.

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MUNTIE LESCHEWSKI For Muntie Leschewski, real estate has always been a passion.

Although she was going to pursue a career as an agent in her 20s, the timing wasn’t perfect, so she ended up entering the industry in the late 2000s. It proved challenging to start her career off during a recession, but she loved the experience it provided her. “The blessing was that I started off fresh and worked hard to make it, it taught me to persevere and market myself,” Muntie says. It took time and patience, but her efforts paid off as she has consistently ranked as a top producing agent since 2009. Serving the Chicagoland region, a large portion of her business consists of repeat clients and referrals. Although she specializes in listings, she does take on buyers as well, providing the same superior service to everyone. Her credentials include ABR (Accredited Buyer’s Representative), SFR (Single Family Residential), CSC (Certified Staging Consultant) and Certified Luxury Home Specialist, which demonstrates her vast knowledge of the industry.

“What keeps people coming back to me is my commitment to giving them a great experience, and that partnership I develop with them,” she says. Muntie is driven to provide guidance and support to her clients, while practicing patience throughout. “I’m adaptable and malleable to go with any situation. Plus, I have years of experience and proven results.” On any given month, Muntie typically has 20 listings, which sell quickly thanks to her extensive marketing. “I start off with a walk through, where we determine staging and any updates the property needs,” she says. “Then I have a professional photographer come in and take photos.” Afterwards, the property is listed online and advertised through social media, as well as sent out to her large database of potential buyers.

Clients do not hesitate to spread the word about her work. One recently said, “Muntie made our first time home buying experience a fast and pleasant one. We had a nightmare of a time with our first attempt with another agent, but Muntie came highly recommended by our

parents and we couldn’t be happier with how fast we closed. Not only was she attentive, she stayed on top of our lender and negotiated the price to where we wanted it to be. In addition to that, she went out of her way to find homes that were within our budget and needs, which is what a good agent should do. I would recommend her to anyone.”

When Muntie isn’t working, she’s staying involved with the community through local events, the Chamber of Commerce, and more. During any free time, she’s traveling, enjoying good food, wine or keeping active outdoors.

Looking ahead, Muntie wants to continue her momentum and eventually mentor other agents who want to grow.

“This industry can be hard to break into, it takes a lot of commitment and empathy. At its core, real estate is a one-on-one connection.”

No matter what the future holds, Muntie will no doubt enjoy every minute of her work. “It’s so rewarding to help someone through this time and to be a part of it.

That relationship is what is important to me.”

For more about Muntie Leschewski, please call 630-664-1967 or email muntiesells@gmail.com Remax Legends 17W480 22nd St Oakbrook Il 60181 Copyright Top Agent 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 44

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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CHARLES LIMA Charles Lima is a licensed real estate agent at Keller Williams Realty, specializing in the eastern Massachusetts region. With over three decades of experience helping clients sell and buy their dream homes, Charles is now recognized as one of the top five agents in the Metro Boston Area.

After graduating from Suffolk University in 1986 with a degree in Finance, Charles began his career as an accountant. Shortly after, he recognized that his true passion and skillsets were best fulfilled in sales and real estate. He obtained his real estate license in 1991 and has never looked back.

“As an agent who’s an expert in my area, I bring a wealth of knowledge and expertise on buying and selling real estate,” he states. “It’s not the same everywhere, so you need someone you can trust for up-to-date information. I am always eager to serve the client.”

Charles is widely known for his personable approach and ability to build and maintain strong relationships with his clients. He enjoys getting to know his clients so he can best help them attain their dream homes.

He understands that staying connected through mail, email, social media, and even an occasional visit is critical to his relationship and trust-building and a natural quality of his customer service.

Charles can boast strong praise from his customers.

Wrote one client: “I was not planning on moving, but found the perfect home for my family, so needed to act quickly. I enlisted Charles to help me purchase the new home and sell my current home. Charles got the process moving on both houses right away. In a competitive market, Charles was able to secure the offer on the new home and quickly sell my house. He was available any time and day to answer all of my Top Agent Magazine

questions. As a homeowner, this can be a stressful process. Charles always took time to listen to my concerns and provide reassurance when I needed it.”

To market his listings, Charles works with each client to make sure that their home is the most appealing to its ideal audience, which in turn, can help bring in top dollar. Minor adjustments such as staging, minor repairs and improvements, or even a simple coat of paint can be the difference between a home resting on the market and one that is sold quickly.

Born and raised in Brockton, MA, Charles remains committed to giving back to his community through supporting local charities and staying current with local politics.

Though the coronavirus pandemic has been tough on everyone, both personally and professionally, Charles is using this time to improve his lifestyle.

“I really believe that this is a moment for all of us to reset, to review our lives and figure out what’s best,” he says. “We can all turn this into something positive.”

To learn more about Charles Lima, call (508) 272-4442, email charles.lima@kw.com, or visit bostonmetrosouthhomesales.com www.

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JUAN LOPEZ Juan Lopez began working in real estate as a part-time job five years ago, when he was working in a Las Vegas casino full time.

“When I saw the opportunity to make a career for myself in real estate, it intrigued me more,” Juan says. Eventually he transitioned to being a full-time agent, and now he has his own team. In his first year of real estate Juan closed 22 deals, and he has either doubled or exceeded the number of transactions closed every year since.

Juan’s parents are both from Mexico and have been self-employed for most of their lives, working in landscape and housekeeping. “As a child, I would tag along to help them,” Juan says, “and as I grew older I would help operate the family businesses. I believe this helped my real estate business because when I started out I already had some experience operating a business.”

As part of Keller Williams, Juan serves every part of the greater Las Vegas area. “I work everywhere,” he says. About 40% of his business comes from repeat and referral clients, and it is easy to see why people keep coming back. Juan is known for his consistency, strong work ethic, and mindset, which he considers the most important attribute for success. “My clients appreciate my persistence. Whether it’s a listing or a buyer, I always communicate and follow up, even after the transaction is closed.”

Staying in touch with past clients is central to Juan’s success.

“I keep in touch with everybody,” he says. “I make sure to call past clients a few times a year and to always be there as a resource for them. They appreciate that I stay in communication with them. I’m always there for them, and I get a good amount of referrals that way.”

Juan educates his clients along the way, guiding them stepby-step through the process of buying or selling a home. “I’m there to answer their questions and be as informative as I can,” he says. “I’m always making sure they know what the next step is so they can be prepared.” He also shares his knowledge of the market to help clients decide what changes to make when preparing to sell a house. “After they sign on with me

as their listing agent, I go through the house and give them pointers about things I would do or change, like moving personal belongings or making small improvements. I give them a rundown on things buyers like and don’t like so they can make educated decisions.”

Juan’s marketing process also includes professional photography and videos to help a home stand out in listings. “We have been doing a lot of videos lately,” Juan says. “It’s the best way for people to preview a home.”

Last year Juan was Community Outreach for NAHREP, the National Association of Hispanic Real Estate Professionals. In his first year he was awarded Rookie of the Year by Century 21 Americana, and he has now been recognized as Top 250 Agents Nationwide by NAHREP, as well as Top 50 Agents in Clark County in 2019

by Ticor Title, and he has been recognized as “Best of Zillow.”

What’s even more impressive is that Juan achieved all this before the age of 25.

“Time blocking is important for me,” Juan says, “otherwise I can be stuck in work mode 24/7.” When he is not working, he enjoys reading books, investing, flipping, and building his rental portfolio. In his spare time, he enjoys spending time with family and friends.

In the future, Juan plans to continue building his business, and hopes to start his own company. His current real estate goals are to obtain his broker license, open his own real estate brokerage and expand his team. He also plans on implementing systems and training for his team members to succeed. “The best advice I can give someone is, ‘The best money invested is in yourself.’ I’m always re-investing in myself and my business, and I’m open-minded to improving all aspects of my business and personal life.”

More than anything, his favorite part of working in real estate is helping people. “Many people think that they can’t be homeowners,” he says, “but you would be surprised how easy it is to buy a house. So it feels good when I’m able to help somebody accomplish something they didn’t think was possible.”

To find out more about Juan Lopez, call 702-526-4973, email juansellsvegas@gmail.com, or visit juanlopezrealestate.com www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 48

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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JOE MASELTER For many years, Joe Maselter worked in the corporate world; however, as he readied to have a son, he realized that he would need extra money to pay for daycare services. So Joe acquired his real estate license and quickly fell in love with the industry. After much deliberation, he decided to step out of the corporate sphere and jump into real estate full time. “And it was all because I needed daycare money,” he says with a laugh.

Today, Joe is the Managing Broker and CEO of VSM Real Estate, where he services clients throughout the Twin Cities and the surrounding areas.

Joe has represented and welcomes the full spectrum of clients - from first-time buyers and sellers, to relocations and investors. In every transaction, Joe offers his clients a wide variety of options as an expert guide to the marketplace and leans on his extensive network to better connect a home with its ideal buyer. “I’ve spent my career becoming friends with a lot of great people,” Joe says. “By working together, we can usually find the right opportunities.”

Elsewhere, Joe cherishes the human side of real estate, taking joy in the friendships and close bonds the business has brought him through the years. “I thrive off of relationships,” he says. “When it comes to real estate, I appreciate the chance to get to know people on an intimate level.”

Above all, Joe sets himself apart through his open communication and high emotional intelligence. He always puts himself in his clients’ shoes, taking on their stress and seeking solutions catered to their needs. “I truly care,” Joe says. “I don’t treat this like a paycheck. Instead, I truly want my people to be happy.”

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As such, Joe will stay in touch with his clients long after closing, offering them help and friendship not only in real estate, but in life. “I’m here to help,” he says. “If I’m driving by a house or thinking about one of my clients, I reach out to them right away.”

He also maintains contact with clients through yearly celebrations, where he gets a chance to reconnect and make sure they are thriving in their new homes. This genuine approach has won him a sterling reputation in the Twin Cities, with the vast majority of his volume coming from repeat clients or referrals.

Outside of his career, Joe maintains an active role in the community. During the holiday season, he participates in Best Christmas Ever, a local charity that raises money and gifts for families in need. He also contributes time to Habitat for Humanity. At home, Joe is a proud father with a passion for running and rooting for the Minnesota Timberwolves.

Looking to the future, Joe envisions the expansion of his brokerage alongside his continued growth as a leader. “Real estate requires a tremendous amount of hard work and sacrifice,” he says. “You have to give yourself fully to your career. But when I consider all the wonderful friendships I have earned along the way, the effort has always been worth it in the end.

That’s what it really means to be an agent.”

For more about Joe Maselter email joe@vsmrealestate.com, visit vsmrealestate.com or call 612-867-0001 www.

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JEN SANDS & SHANNON STEENBRUGGEN Jen Sands and Shannon Steenbruggen, two seasoned Realtors, teamed up in early 2020 and founded Windward & Main Realty Group to provide a support system for clients, offering multiple agents and efforts in marketing, staging, negotiating and buying or selling their homes.

“We believe technology is vital in this business and pride ourselves on being experts in the industry’s latest advancements,” says Jen. “Our name pays homage to the streets we grew up on, as they helped lead us to where we are today.”

Based out of Andover, Massachusetts, the dynamic duo, who work for Coldwell Banker, cover the region north of Boston and into New Hampshire. Last year, they report that their volume was 33 homes totaling $17 million with the average price at $650.000.

“Most if not all of our clientele is repeat and referral,” says Shannon. “I’d say at least 90%.” Why do they keep coming back? “It’s because of our excellent customer service,” according to Jen. “We are totally hands-on and give our clients the same advice we would give ourselves in their situation. People appreciate our honesty.”

It’s easy to see why the team receives stellar reviews for their efforts. One client recently wrote: “We sold our house through Windward & Main. We had some complex needs, which complicated the sale, and they were able to work through those better than we expected.

They worked very hard to sell our house and kept us up to speed along the way. Overall, our experience was outstanding. Highly recommended.”

Shannon and Jen maintain quality contact with past and present clients through a variety of methods. “We put out a weekly newsletter, host client appreciation events, and send out special occasion cards,” says Jen. Adds Shannon, “We also stay in front of the clients through social media, which has proven to be very effective.”

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The team takes pride in their marketing efforts. In addition to posting on social media and sending out postcards, they advertise in “Boston Magazine” and broadcast listings on local TV. What they love most about their work is the people with whom they interact. “It’s very special getting to know families and being a part of what’s probably the biggest transaction of their lives,” says Jen. “For the most part, this is a happy time in our clients’ lives and it’s wonderful to be part of it.”

Both Jen and Shannon believe that it’s critical to give back to their community. “We’re part of an outreach program that donates to the homeless and sponsors foodbanks,” says Shannon. “We’ve also just started giving out gift cards from local stores and restaurants.

This not only helps the families who win, it helps the local businesses.”

When not working, both women say they prefer to spend their free time with family and friends.

The Windward and Main team hope to expand their business and continue their success. “We have big dreams that are still evolving,” says Shannon.

For more about Jennifer Sands & Shannon Steenbruggen, email them at windward.main@nemoves.com, visit windwardmain.com, or call (978) 566-1729 www.

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

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

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 51

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

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

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

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

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 52

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

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

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

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

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RONDA WHITE Although Ronda White had a good job working for a health insurance company, she decided to join her husband, Bill, at his real estate firm in order to help the family business flourish further.

Together with her husband, who has been in real estate for over 25 years now, they own White & Associates CRES, Inc., a boutique brokerage serving the Kansas City metro area.

They are also joined by their youngest son, Ron. Ronda came to work with Bill full-time about twelve years ago, and it turned out to be more than just a job for her, it turned out to be her calling.

Ronda’s primary area of focus is relocation real estate, and she works with many of the local hospitals to assist their staff in finding suitable locations. With a high 80% rate of her business being repeat and referral clients, it’s her love of the people that she works with, as well as her honest approach that keeps clients coming back.

“You have to be a person of integrity. Don’t tell your clients what they want to hear, tell them what they need to hear,” she says. With those being the pillars of her business, it’s no surprise clients keep coming back.

this reason, it takes a special type of agent to join White & Associates.

Running a successful real estate business has taught Ronda many lessons, which she’s happy to pass on to the next generation of agents. She has a pretty straightforward yet crucial tip on keeping clients coming back.

“Figure out how to be nice to people. A lot of clients come to use because they didn’t like their previous experience with a real estate professional. We take that to heart, and we want this to be the place where they stop their search. We don’t want them to go to the next agent and complain about their experience with us. And a quality experience boils down to just being nice, listening and understanding the client’s needs and concerns.”

Her love and respect for her clients, alongside aggressive marketing tactics and strategic use of social media, have resulted in 20 million dollars in volume for Ronda in just the last year. And she doesn’t take her success for granted. She likes to give back to her community, which is why she is on the board of World Outreach Foundation of Kansas City, an organization committed to serving the medical and dental needs of the homeless.

White & Associates also sponsor an annual women’s conference for their local church.

Even though many agents focus on business growth by any means necessary, for Ronda quality beats quantity.

“We are never going to be a business that just hires a bunch of people in order to make profit. We like working with people who are like minded, who have the same work ethic as us, and who like to learn.” For Top Agent Magazine

To learn more about Ronda White email ronda@whitecres.com, visit billandronda.com, or call 913-486–4470 www.

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