NATIONWIDE & INTERNATIONAL 8-24-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

KELLI BECKS KAMIL CHOJNOWSKI CARMEN CHUCRALA JOANNE GEHM BARB HEALY JESS KELLER CHRISTOPHER MARIE LAUREN MARINELLI MELISSA MASSEY DANIELLE NEUSCHWANGER DAVID NICHOLS DAN O'CONNELL NORMAN O'GRADY JULIE ORMSTON ANNE ROTHERS MARKUS SMITH AUDRA SOTO SEAN SONODA TRACY STELLA JUSTIN THORSTAD

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

COVER STORY

DEREK ESPEER

NATIONWIDE & INTERNATIONAL EDITION

Liane Luckett is proud toThe congratulate Crosby Team is proud to congratulate

BARB HEALY MELISSA MASSEY 10

6

15

23

DEREK DEREK ESPEER MELISSA MASSEY ESPEER on being featured for the State of Arizona Top Agent Magazine! on being featured for the State of in Illinois

KAMIL CHOJNOWSKI KAMIL CHOJNOWSKI

BARB HEALY

in Top Agent Magazine!

31

35

27

AUDRA SOTO

CHRISTOPHER MARIE

CHRISTOPHER 44

41

MARIE

49

KELLI BECKS

Kelli Becks moved to from St. Louis to help o rate housing facility. A worked as a propert LIANE LUCKETT but found herself m 708-205-5193 | lluckett@hwahomewarranty.com AUDRA SOTO KELLI BECKS TRACY STELLA NORMAN O'GRADY TRACY DANIELLE facebook.com/lianeluckett | hwahomewarranty.com freedom that her form NEUSCHWANGER STELLA had afforded her. “I didn’t work well [with agement],” she says. Coming from a line o NORMAN O’GRADY leadership — her grandmother was the first w a factory in St. Louis — Kelli wanted somethi “I had some friends in real estate who always s Audra Soto was introduced to get realmyestate at a ues to stay in my heart license, so I did,” she says. That was i an relatively early age, through her mother who planned toTRICKS give to theconnect businessmonthly a two-year 4) 6 THINGS ALL 25) IF IT’S GOOD FOR 43) 3Kelli MENTAL RJ CROSBY | Branch Manager | NMLS# 177106 Ark-La-Tex Financial Services, LLC | NMLS# 2143 O: 602.230.4300 | rj@rjcrosby.com | rjcrosby.com www.

www.

www.

www.

CONTENTS

SUCCESSFUL NEGOTIATORS DO

E NEUSCHWANGER

8) TIPS ON BREAKING INTO THE LUXURY MARKET 13) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 21) MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

worked as a real estate broker. Wanting to have a

clients so that they kn

THE SOUL, IT’S GOOD THAT WILL TAKE YOUR Audrathe also publishes flexible schedule that would allow her found to be there Kelli she enjoyed work, even goes to her clients, for her kids, she decided to follow in her mom’s FOR THE BUSINESS BUSINESS TOandTHE NEXT 2007 crash, today.

Thatout two-year trial pe send footsteps and acquired LEVEL her realturned estateinto license.

15 years, phone servingcalls, most of the out gre worksgifts, with and two drop assistants, 30) ARE YOU Audra’s been in the business forCity in foron v 15 area. yearsShe now, is her mom, and closed over 100 transactio sions, she also likes to and currently works solo under the umbrella of DOING BUSINESS AS NOT alone. “I don’t like having a big team,” she s theatre shows.

RE/MAX Signature. 46) COOPERATION, YOU ON FACEBOOK? our business to be a little more personal.” T COMPETITION, CREATES touch good for business, withto70% o When it comes mark high ratehas ofbeen repeat MUTUAL SUCCESS FOR 33) 9 THINGS Audra THE credits BESTher extremely coming back, and the rest coming from referr and referral business toAGENTS her tight-knit relation- tual showings, social m LEADERS NEVER SAY ships with clients. “I don’t pay for leads.

“I would never advise my clients to do s

My number one priority is building rela38) THERE GOES THE wouldn’tTO do CUT myself,” Kelli says. “It’s not DOWN tionships with my clients.53) I’ve HOW spent years many houses we show them. I had to learn NEIGHBORHOOD: DISTRACTIONS developing my clienteleON base,DIGITAL and that nowwhen ago, you look at a client, they’re n HOW TO LISTpretty HIGHmuch all of my AND UP YOUR business or acomes dollar sign. They have goals, and it’s [ab WHEN NEIGHBORS AREand referral.” through repeat PRODUCTIVITY them achieve those goals. I really love w first-time buyers even though their price poi A NUISANCE

One reason why clients remain sobitloyal less.”toKelli has also taught real estate for and sothe with these kinds of transactions, sh Audra is her willingness to go beyond to provide scope of the transaction. “I go above and education for her clients. “My jo clients to make educated decisions, not to beyond for my clients. It doesn’t finish house,” she says. with the end of the transaction. It contin-

Phone 310-734-1440 | Fax 310-734-1440 mag@topagentmagazine.com | www.topagentmagazine.com

2

Every transaction new experiences to No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agentoffers Magazine is and inform future decisions.

“Personally, I published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent tiating,” Kelli says about her favorite part Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send “Every time I put a house under contract, it’s inquiry to mag@topagentmagazine.com. Published in the U.S. house I’ve ever sold. After selling hundreds a of houses, I still get excited. That’s how I k what I do.”

Top Agent Magazine

JOANNE GEHM

DAVID NIC newsletter as well special occasion graduated from the PGH 52 CARMEN CHUCRALA 60 55 59 cards.

56 as JESS KELLER LAUREN MARINELLI Hand written cards are always preferred. ronautics in 2001 with a David Nichols Carmen Chucrala started her box to spread Fundamentally, the word about each At recent always uses several different real listing. estate is aafour In the years since becoming a afM e d an airframe and powerhouses toexposure flip career in real estate in 1994 when open house, she hired a taco truck and tacos to ® maximizes her client’s relationship business.

In offered order to Lauren Pennsylvania REALTOR construction w i JoAnne loves the real estate business ut fate of 9011 took her in a succeed in along this highly competitive she was just sixteen and took a all the nearby residents, with because an opportunity for enjoyed the Marinelli has tremendous w hiring agents and Jess’s contact with her clients d industry, an agent must not only be she gets to build personal relationships as on. “The plan was always to job as a receptionist at Century them to “pick their neighbors.” She also spreadsquickly the success, rising intothebecome of a transaction, andreal she estate uses a able to provide valuable expertise, 21. When she became licensed as as word among her large sphere of her influence. results well create happy moments for clients. , but at the time the airline a The multi-million dollar“Then producer L I kind ofnetju texts, phone calls, and social DAVID NICHOLS butapproach also cultivate meaningful relaJESS KELLER CARMEN CHUCRALA an agent JOANNE GEHM LAUREN MARINELLI herself, because of her of her creative are often a quick sale at a “It thrills me when tionships ISMITH see a happy couple with oded with seasoned profesfor Coldwell Banker.

Being a top MARKUS THORSTAD with everyone she’sall worked ForJUSTIN top went in to with realc expertise she was grandfathered very competitive price. with her clients. producing real estate agent requires a a baby in a strolleragent and Jess a new puppy e weren’t many options for a for Jess because it doesn’t Keller, these in arethe abilihe’s been infeel theligr in as Smith a managing broker—she’d Markus began his professional career Justin Thorstad says.

“It’s all about consistency and building got his start in real estate in and great work ethic, and Lauren surely and maintaining ties that comeshe naturally.

Given her nessthese for connecti fourviayo home I helped them into,” says.

“Or o real estate is where I landed ANNE ROTHERS even been thecourses exams favorite part ofrelationships.” the“Ihow job is that every teaching political science atfor institu68 63 DAN SEAN SONODA 64writing 67 Carmen’s JULIE ORMSTON 71 73and 2003. to learn invest inworkday strategy O'CONNELL shows it. the tenacity to pursue lead the d far and every above what she loves mo constant efforts“Itowanted educate herself andhave hertoclient-centric solo in Georgia when I and bring my toseller a full price offer on tions higher education but She has always had theofreal estate school. now transaction are different.

Most of her clients are realto estate build wealth,” he explains.

“As says.of “I estate.

“I love the diversity approach running her business, it’s no surprise that hustle to aggressively market my client’s property in order Anne Rothers worked inDan the Aside work, Anne has as te a passion for real estate. observed ateachers Markus believes inin crafting advertising plans Sean Sonoda worked as a licens Julie“When delivers to her the best for my clients and fora from my little corner ofnorthwards. the served O’Connell hadn’t considering the steady work fields runs her ownDan brokerage where sheanticipated leads a Ormston teamIespecially of ten police officers, so to give back to her her birthday!” abuilt young person, thought that would be and huA every Iabout get to putting meet and Jess has a and solid reputation for herself as oneLauren. of the toI have success,” says “It’s not day just a conn seasoned agent sellbut my after house inthe three days, that uniquely showcase each property.

“I have corporate world for 13 years, of her daughters’ club sports and high s plumber for his father’s plumbi a career in real estate, foreclosure market, from roughly $50,000 estates clients what she promises.

“A world.” agents serving the north side of Chicago and parts of community, shedo donates athought portion ofcommunity. each sale to local friends from all over the world,” go-to residential real estate experts in her great way to it, and I would get listings by working in a small famisign inmade theshe front yard—it’s about working smart, puttingDavid in HO I wondered, ‘CanofI do that?’ he recalls.

“The it aleft priority to stay informed regarding t “I’m probably 99% referral,” s but feeling unsatisfied She also serves on her neighborhood welcoming the birth his first and plots to $1.2-million estates. question people should be asking company, when he took an intere county. agent replied, ‘Of course you can do that.” Heschools law enforcement.

Indid herI free time, Carmen my realorestate license.

Little know thatright and-trua the changing landscape of the market, and and doing whatthe time, advertising to the audience She’s also proud of the relationships she’s built with other rage while raising DuPage her three children.

“In ness.

“Itake would say service, willingne with the desire to she’s run her own is And her real child, he decided to pursuelicense atheir pathin agents ‘Do your acnot working for her clients Julieof is working in some the property manage loves tointo travel.

“When on vacation, Isocial always Outside of work, Jess estate loves totea sp Jess first gotworlds the industry in 2001 when she took a chairman. went on to obtain his of 2015 andis, hasn’t you will seeto this knowledge reflected in my the ofWhen being aisI’m real estate agent and virtual ever necessary close deal.”

Lauren doesn’t measure d professionals infor the field.

“Itodoing cultivate and maintain the relaest and have been very atnot Berkshire that would allow totions be his Beyond the Dan has been avid contributor towhile atheknowledge base ofhis homes andHe hom business.

Having a an deep love for with ashe couple of different organizatio match the promises you’ve for her community, especially through sponsorships looked back up-to-date marketing plans, use of technology, hiking and traveling, and has part-time job new home construction sales he met during work. da She’shappy known, just for herhim expertise, but also a office, day look at places that are up for sale,” says an investor were completely different!” will say success by achievements or awards, but rather through the b MARKUS SMITH DAN O'CONNELL JULIE ORMSTON ANNE ROTHERS SEAN SONODA JUSTIN THORSTAD own boss.

“With the full support his community, especially during his children’s school is what keeps people coming back.” old houses, a husband who was Nicole’s Cardiac Kids, dedicated to supp and understanding of real estate,” he In made,’”percent says. bigonFor and giving.

“I’m the first one that people tionships Ishe know I “That’s can count to serve my clients best,” e Services in Cranberry Township, As PA.aever national parks. addition she i studying psychology in college.

Sheoverall quickly fell in to love her compassion. result, ninety-nine of with aasmile. thecharitable future, Carmen plans keep the covered that they were alldifferen requir satisfaction of her clients.

“If my clients haven’t had an t of my wife, I putateverything I had years when he served on various committees.

He also He works the top-producing office at Keller states.

“My goal: To have a positive impact on his background in construction as bei an architect, and some experilies and patients with heart defects.

When for me -tell thatwith we the deliver.” ofhead when haveofwhile a over fundraiser - they know I’m community.

Jess islicense, on the Short industry and think decided to jump full-time upon comes from andone referral small boutique feel her brokerage, opening she says.

“Iclients. the truth, communicate openly, say “I’m ims. Working solo,her herbusiness annualinto volume hasrepeat to have ajob,” real estate whi Today, Justin is theof ofthey ainof team erty proh Realty “I Elite in IOklahoma City, theAssociation lives individuals every day.”

Markus isshe amazing experience, Itime, haven’t done my explains. it,”Williams he remembers. knew belongs to the local Homebuilder’s and in his real estate business.

“Just kno ence with renovating homes, Anne loves to play tennis, travel, coo for the Pocono Mountain Asso graduating.

Nineteen years and over $70 million in a giver,” she says.

“But really it’s this community that “I had a client whose house that I sold without asking forawards a 140 real estate that offers scholarships to media people sparked interest in “Ithe ret people.

“I stopped being just full-time don’ make it right and make $7.4 million, and she reports that one third Oklahoma won the KW Regional for most itschool abetter.” firm believer in maximizing social thehis fullest couldn’t fail, so I delivering tooksorry,” off and ran does his got best to contribute to worthy causes onaaallows local is to both the Social andtoSafety Ch transaction volume later, is to now thereal head of the Jess workings of anature. house, pointing out thing she decided toJess go into time outside in “I like step aw That focus onwas stems from what Julie into has given to me, and me toestate give back.” a commission because he going to go into forewho might not be able afford college and want a agent in 2015 when I started The Thorstad help an profitable, most units sold/closed volume (nearly $827M), extent.

“Online I’m known as the Suits & Vans Realtor world.

He decided to with “I it.”live In his debut year, Dan That level.

In hisset free hours, enjoys time for spent is repeat and referral clientele. inthe Lauren’s love realwith estate developed during the years Agent Leadership Council he Keller Team, a an Keller Williams strategic partner.

Based look out for,asor explaining things that estate. choice Anne onheMan,” anmost amazing path, in computer screen and take in 12 the worldat ou real most estate in first place - afrom badand experience with closure.

I’ve closed 20commission deals on referrals him career in real estate. her proven track record of earned ($22.2M), most listings taken heWith exclaims.

“People look for my posts well as on Team, and then two years ago Igolf launched some research how theherbuti closed 36.5 transactions and earned the accolade of family and loved ones, in addition to playing and In addition she gives back out of her office in Stroudsburg, Pennsylvania, Jess runs she spent working as a sales consultant in home improveWhen not working, JoAnne keeps her life busy and active. mmunity that everyone either knows me or big of a deal as they seem [is a huge h both her work and her personal life.

She is a founding as I can” she says. otherwise lovely agent.

Julie had been selling her home But what really keeps her going is family.

“I love (2,345).

Markus personally received 2019 awards for Top informational videos.

Most Tuesdays, I post a 3-4-minute she says.

A licensed success and service, she’s sure to make those dreams my own brokerage.

I still have The Thorstad Though Rookie ofalone,” the Year.

In the twenty-two yearsaccountant, since, Dan Carmen hanging out withbook the two family dogs. ness of real estate works.

Finally, he industry, started takia ment in theestate Special Olympics ais thriving of business all across the Pocono & ment.

Wanting to expand herput role in the real Individual in Units and Quad Gold Award for Units and video that educates viewers about the latest market trends.” and managing partner of The Concierge Real Estate and building a new one, and she had used the estimated being home early enough to my granddaughter “My typical day filled with movement, and I love it that d my reputation,” she says. previously consulted withalong financial institutions, so a Team...but reality! mostly I coach allamong my agents on3 websites a OF weekly gering $350 millio has3carved out anTO impressive team, within65) aresidential repunight classes totop obtain his real estate license, a and national charities.

Lehigh Valley areas, and was ranked the 57) WAYS MAKE 5 lost LESSONS FROM 69) THINKING LISTING? GCI. “Iasspecialize andbudget. land throughout the He also features hisbusiacross 300 and visits she decided tolistings get license inhas 2015 and now represents David full system for his Group at Worth Clark Realty, and has been in the Anne wants toa own sell real estate for many sale price aaguide to her building “When we to bed and read her a her story,” Julie says.

“We love to helping to advise her investor clients.

“I way,” she exclaims.

“Morning exercise gives me focus and ® his job is coach basis with mindset and skill set strategies.”

Though of tation forshe’s expertable service, honesty, and personal touch.

As for the future, Dan intends to keep progress going agents in Northeastern PA out of over 5,000 KW agents entire OKC Metro area,” he says. “I am very client-driven, localbuyers, brokerages once and a his property hits the market. in 2006.

Sean began career as a REALTOR sellers investors in Northeastern Pennsylvania.

YOUR WORKSPACE SILICON VALLEY TO NINE WAYS TO GET READY theas real estate with ness fordropping,” over 20 years, primarily serving the Kansas Going forward, she plans tobeginning get into resid wentcrash to price kept she recalls. travel, but alsoproducing, really the small pleasures, in the and and sothe I’ve vowed steady he continues grow his business andenjoy he’s managing, Justin iswe still well.

“I process, the agents onbeautif how abelieve level I love biking and have also enjoyed riding an what sets her aparta lot from her2008 peers is market that motivated, inhead. thethat philosophy that customers Looking tocommitment the future, Jess is exc for as units sold during a to period. currently built a small team and serves the Lauren approaches her business with a to prepare their properties.

“First an City area. opment along with her husband, asexpan that “By theof time we finally soldmetropolitan itand I was heavily pregnant, like going a nice meal.

I am truly blessed.”

WORK FOR YOU MODERNIZE AND would neveratohappen tothey my clients.

Iagents, guide Today, heads team twenty-five support his developing team.

He alsofor ishis in the process always come first.”

Markus says motto is #MakingDreamsaReality. don’t manage in the traditional sense,” he says.

Instead, clientele and to th her team so that she can HD motorcycle for the past 25 years.

Plus I like to look g her client’s lead.Dan “I listen what island of Oahu, in Hawaii. educate her clients all about the process, so they feel fully 72) 4 WAYS TO WIN decluttering,” he says.

“Then we wal both of their skill sets together.

And her enin and I had to go back to work with a five week old.

He “Having amanagers, positive impact oncoaches families, them gain advise across them from the beginning of the process serving clients the State of Massachusetts and toof welcoming sons thehas business.

Most recently, number of people she can If YOUR you ask her howtoshe managed to enjoy so muchwatching he his coaches branch and andthe leads agent holistically MONETIZE forward.

Tomorrow is always a launched brand-new day.” ing pushy,” New she asserts. ”I with will work atinthe informed when making such an “I take recommend asout needed, that Because Markus maintains a stellar work ethic, he can homeownership, isJess what it’s all he important states.

Anne’s bread and butter arethe repeat and referral clients, forabout,” real estate isthings, best described shw was aHer agent, but hethat wasn’t skilled, andhis I thought tocourse Having achieved so much success, Julie is decision. looking THE BATTLE Hampshire, license Maine forthcoming. elder son acareer, property managetheON end,” sheasays. clients rave she’s ahe and estate and personal goals. success over of will credit herAGAINST agents himself, allher while doing his own production and me of when bed in 61) TIPS BEING Anice BUSINESS proudly report he has a 99% repeat and referral clientele.

When it comes to promoting his listings, Sean mak great pride in the relationships I build, and I always work return on investment, as well as thi its their needs.

I will call, text or email as is which she gets plenty of, mainly as a result of building a buying her first home.

“I bought my first myself there had to be a better way to do this.” to share what she has learned in real estate.

“I would Because problem of his in-depth experience withto foreclosure company, while hisattitude younger son isthe inteam. the midst and caring as being primary drivers solver with a solution any issues thatmentexpertise heading the production ofPROCRASTINATION his Justin and his team also co-founded th GOOD TEAM LEADER Why do they keep returning?

“What resonates with me, clients.

He’s also big oninto back toown. his community.

He estate,” was onemarketing. relentlessly on my client’s behalf help them achieve their agiving concentrated effort invest in “I set not atoof great return.

I’llvery provide fu love tolot get women into real she strong foundation with her past think having It be was scary, but also empow properties, he arise goes wherever the case mayAs lead, often of earning his license.

Now, with twenty-two years of ofJoAnne her business.

“I’ve seen a“I in the 19training years I’ve been for the future, hopes to stay proactive to mainand will always be timely and responsive.” may during the process. serve the greater Phoenix area, where he says all his company, which ho according to my clients and their testimonials, is that they of the first corporate sponsors to donate to the food pantry real estate goal,” Lauren says. least 10% percent of my commission for marketing footage, and I always hire professi Taking her own experience in the corporate world as a says.

“There’s a huge void, and we see massive attritraversing the state in service of his clientele.

As a experience and insight, Dan considers what he enjoys good communication skills and follow-through create moving in, I needed to borrow a hose, so in real estate, and I spend a lot of time making sure I’m is repeat and referral. to offer the same h and momentum. excellentbusiness customer at one I’ll of the local community colleges. “I’m proud to say tain herintegrity forward “Maybe bring in some new es to give nudges when necessaryappreciate along my honesty, and keeping current with result, almost theputting entirety his business is driven by realized mosteducating about hismyself chosen field.

“I like16,000 the of phers.

Light staging can beto done asl key account manager and she she could apply tion with women.

I want to see more women he flexibility says.

And the first step of good isthe havi a strong partnership with my clients and has been critthe street to my neighbor.

Three months service,” asserts. we donated meals toeverything students in need,” he says.succeed Inmarketing Before a of house onhe the market, Carmen his agents rea agents to carry on my but what’s most important iendly reminders the big picture. going onbusiness, in the industry,” Jess explains.

“But beyond that repeat of and referral who trust his this job.

Iover never wanted to miss one of my kid’s games Lauren puts her insider knowledge to work to help buyers that point on, I’m heavy on the Fa skills to the knowledge, real ical estate world.

“I knew I could in this business, and my next project is to put together my success the years.

I take my job and my engaged.

And, this November, we will addition, he’s been involved in donating school supplies professional photos.

“Currently, more than 80% meets withclientele thethose owners and gives them an to online “[Clients] trust I’m giving solid, sound advice, and I are free to attend. bW th is “Iforging andornurturing relationships,” she I genuinely care about my clients.

Isays. treat all ofthe my clients transparency, proven track “It’s all about practices,” he “I also like that thetraining you This record. would explain hisinvolvement stellar reviews from former clients. and toys to children atharder Christmas for nearly 20not years. and seller navigate real market with ease.

She also provide better outcomes for people,” she and she an exceptional for women to just survive marketing.”

David says that of wedding anniversary!

Soso Imost always in thesaid, lives ofsays. my clients very seriously. our 28estate buyers out there are looking online first, we ne tour and of other similar properties. help them always produce my clients’ desired results,” Justin says Justin’s favorite thi and andthat’s really focus onand building One wrote: “My husband and I like wanted tofamily purchase client,” he says.

“Whatever itrecently takes. The clients I’ve them work, themy more you canafriends achieve.

This business isn’t preciate hertheesteemed ethic.

One implements unique cutting-edge marketing techniques was right. and thrive in the business.” is via social media, which he says a things in my life came from buying a hous I want to know they have partner never great pictures to attract them to want more informati to fullywork understand the market and who we are of his success.

“So why would they go anywhere else? with my honey and Photos Cathy Pascarella Photography a home forIthe first time.by Not onlyeasy, did Markus help usto dostickWhen not working, Markus loves has to take some time to long-term relationships with them.” approach worked with trust me and they know have their best but you have with it and grind, even when that help herThis stand out from the competition.

“I come up advertising open houses.

He’s also ca is never just a transaction!” going to leave their side, no matter the obstacles,” she in a review:“JoAnne was against, the complete competing so we can pick the right price or to schedule a showing appointment.

If the proper The very fundamental thing that sets me far apart from that, but hewith went above and beyond to get helptough. my family sit your back and read a good Heher also works out at the clearly proven effective for Jess as more than 80% interests at heart. They’re comfortable me because things You put head down andbook. keepof Today Juliethis serves theprofessional Northern Perth suburbs, particcreative awith property make more pastinand clients via email, ph says.

Andamount thanks to her hard and great clients, forI always thesale property,” she says.

She hires [others] iswork mindset.

It’s asolutions the basis ourtouch organization, When ititcomes toJe th achieve long-time goal! The of time he puts in gym 5-6 clients days week.

“I’mtoof third-degree black belt Tae is vacant Ia showcase professionally stage it, and if it’s tenant ssisting us through and purchase. business comes from repeat and referrals.

For more about they knowour do the right thing and have a strong pushing forward.” ularly the Woodvale area, which is where she lives and marketable – this allows me to develop creative MLS listFacebook. she tends to sell, on average, 4 to 6 million in volume isn’thigh evenquality heard ofphotos anymore.

His kindness and professionKwon Do,” he says. photographers to take of each Libertas Real Estate.

My organization of almost 150 business in size w owner occupied I will go through it with them a ght into thework marketability of our home as visit jesskeller.kw.com, c ethic. I’m a big believer in isn’t consistency, and it’s alism heard of.

I would pick Markus any daydoes to helpwithout me riddled works.

By staying focused the localWhen community she ings attract theimplements right buyers,” Lauren explains. per on year, which she using athat transaction listing, and philosophy: will soon offer 3D off.”

Matterport tours with success stories.

The agents aren’t in terms ofjesskelle number itagents comes toout marketing her listings, Jess To findis more about Carmen Chucrala, we’ll shuffle things around and make it look as best just likeathe Patriots’ no days or email in establishing fair market price.

We and definitely would refer him to my friends and family.”

As for the future, Markus hopes to grow his team as his well knows so well and by consistently delivering what she David says that knowledge andfeah coordinator.

“I want to manage the sale from start to as well. Carmen posts listings on the MLS, all putting in more effort or doing more marketing; they’re “It’s a massive email chucrala1@gmail.com, call 773-234-3452. a comprehensive online marketing campaign across possible for pictures.”

Afterwards, Sean makes su as mentor junior agents. “I love to watch them succeed and ve the houseWhen within 1.5 days thanks to her promises, Julie has built up an impressive 70% repeat tude of service is what makes him so Lauren’s commitment to providing her clients with worldfinish on my own, so my clients have one point of You can also check her out online at hundreds of different websites that fully customized fundamentally shifting their mindset becoming works and unfoldin the major real estate websites, and it comes to listing properties, is nosocial stranger Markus isDan methodical aboutmedia. staying in touch with past and reach their desired he promote says.and “Otherwise, I just want toisgoals,” heavily the listings through social med and business.

And just the as her clients stick with clients.

“It’s definitely habloft.com/agent-detail/Carmen-V-Chucrala/139767 class service has built her aservice.” stellar reputation asrelationship-b a go-to sur contact fortwo everything.”

She also made strong with the specific attributes of her client’s property.

She different which isblasts, producing bigger and better but the potentially But goes that, thinking outside present clients. reach out every toto three months,” he people, to continue to provide great customer to putting in she thesuggestions hours beyond and referral effort.

In the“Iearly days, as well asalso prospecting around neighborho her, Julie sticks with her clients. source for real estate insight and advice.

“Buying or selling rea results than they could have ever imagined.” experience he’dand hostmaximizing four open houses a weekend, and learned ing our home its highest through cold calling and postcards. And hiswith approa Despite the fact that she’s worked in real estate for so a home is more than just a transaction: it’s a life-changing Copyr Justin does have af from the beginning that consistency yield results.

All it came to the purchase of a new“We’ve home,had shea declining To learn more about Markus Smith, please call (405) works 443-6783, definitely because Sean sells anywhere fro Top Agent market inseen Australia Top Agent is by Real Estate Agents and Anne isWestern still energized by his her team profession. like experience,” Lauren says.

“You want someone Justin and stayCopyright in “I touch with theirMagazine past clients I reallywho wantispeop listings are documented in theirMagazine most immersivelong, light kw.com/agent/UPA-6587385267876007937-9 markussmith@kw.com, or visittough through all tonecessary inspections asemail wellhunt. $18 to $20 million in volume each always year. for five years now,” shethe says.

“Andand that’s variety thereally problem Each willingtransaction toall work tirelessly fora you.

This has lure prospective buyers on the From there, mostly solving. through mailings, of which carry personal how muchbeen of my v on of all contracts, etc. I would on HIGHLY people. dealing with people who have a little Brokers every U.S. city and Internationally! they’re distributed across a rangeYou’re ofin leading online is different and provides new learning, and that I still touch. “[We send] cards areget from the heart,” he says. that every single p his great and referral bit ofmedia equityoutlets, in the in homes sold to them, so it’s send listing platforms and social addition ” veryyou’ve excited with every contract whether it isIn for my to They also out Gehm, texts, asorder well as sustain impromptu visitsrepeat so much more.” rate For more about JoAnne Copyright Top Agent Magazine

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Sean makes sure to stay in touch with past clients a really important I stay with them, protecting to tapping his two-decade-long networkthat database of after seller theirkeep hard work getting ready To learn more abouttheir Danhome O’Connell email jgehm@tprsold.com, fellow agents and industry pros.

Last year,and Dan’s team check them via email as well and as mailers.

F their investments their properties.” for market, or for my buyer who might have won inin with To find learn more about Thorstad The Th To out more aboutJustin Julie Ormston, ns quality contact with her clients. In addiemail teamdanore@gmail.com, closed 225 transactions, with roughly 100 ofa those To learn more about joannegehm.thepreferredrealty.com visitsituation.

Sean,outthis comes pretty naturally as heAnne Roth truly car competitive I truly enjoy figuring email justin@libertasrealestate.com, visit libertasrealestate.c visit(978) her website at ormston.eview.com.au, s, emails andstemming texts, she sends outOne a monthly visit teamdano.com, call 423–2578 exclusively from Dan.shePrice-points way does that how isvary, by to continuing to sharpen her anorever-changing call (816) 820–6355, email Anne@cr about he serves.

“I like helping clients successfully navigate realthe clients https://

or call (724) 584.0205call +61-409-111-111 or email her at www.

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skills. “I’m always training that I can be best of estate so market!”

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or visit AnneRothers.WorthClark if they’re family, especially first time homebuyers julie.ormston@eview.com.au www.

Copyright Top Agent Magazine always want to make sure they’re really happy and th

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 4

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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BARB HEALY Barb Healy began her real estate career seven years ago, working as a floating assistant in the Baird & Warner Naperville office. She spent three years in that position, providing support to all the top agents at the company. Barb found that she loved working in real estate, so she decided to get her own license. “It took off pretty fast because I already knew the back end really well,” Barb says.

That was four years ago, and ever since then Barb has been providing her clients with excellent customer service, treating them with a personal touch that truly sets her apart.

Working from the Baird & Warner Naperville office, Barb serves the surrounding area, including Downers Grove, Naperville, Darien, Elmhurst, Lombard, Lisle, Woodridge, and Plainfield. A significant portion of her business comes from repeat and referral clients, and it’s easy to see why people keep coming back. “Clients tell me that I have a very calming personality. They trust me,” she says. “I’m friendly, and I will do whatever it takes. I work hard for everybody.”

she was named Rookie of the Year with her company, having done $5 million in volume. The following year, she increased that number to $8 million.

Outside of work, Barb is active in her community. Her daughter participates in Special Olympics, so Barb attends events with that organization, including fundraising dinners and the annual Polar Plunge. Barb also supports the National Association for Down Syndrome, which brings awareness to the community. When she is not working or giving back, Barb enjoys spending time with her family, and golfing with her girlfriends or her husband.

In the future, Barb plans to continue ramping up her business. “I have a lot of neighbors and friends referring me now, so my referral business is building,” she says. In addition to building her business, Barb wants to continue giving her clients the same great level of service they have come to expect. “I’ve always had customer service and sales jobs, so I know how to provide great customer service. For that same reason, I’m also very comfortable talking with people I’ve just met or don’t really know. That’s my favorite part of working in real estate: I love meeting new people and helping them.”

Staying in touch with past clients is a priority for Barb.

She uses company emails and a CRM to follow up throughout the year. She texts clients at holidays and checks in to let them know she is thinking of them and is always there for them.

When marketing a listing, Barb uses all the major social media platforms to get the word out. She produces videos to promote her listings and showcase the unique features of each individual home. In addition, her successful open houses and broker tours generate interest among local brokers and potential buyers.

Barb’s hard work has translated to impressive results, both in terms of satisfied clients and sales. In 2017, 6

To find out more about Barb Healy, please call 630.730.1382, email barb.healy@bairdwarner.com, or visit barbhealy.bairdwarner.com https://

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

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

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

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when 8

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

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

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

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

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

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

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

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

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

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MELISSA MASSEY Melissa Massey began her journey in real estate in 2014. Her entire family has been in the business in a variety of ways. Her mom is an interior designer, her dad is a contractor, and her stepfather was a top-producing agent. Melissa also started out as a design associate working alongside her mother, but she always had real estate at the back of her mind. Finally, at the age of 34, she decided to take a leap and obtain her license. She’s been working as a real estate agent close to six years now alongside her business partner, Allen Studebaker, who is also the founder of The Studebaker Group, at Platinum Living Realty in Scottsdale, Arizona.

Melissa’s close relationships with her clients have successfully transformed her business into being largely repeat and referral based. “My business is a 100% relationship based. I don’t work any lead generation systems, I don’t do cold calls, it’s all open house and repeat and referral. I am about having a quality transaction versus quantity. I like to take my time with each client and make them feel like they are the only person I’m working with. And I have a bit of a softer approach, I’m known to be more of a real estate consultant rather than a salesperson. I study the market conditions regularly, and have a lot of experience representing investors at different levels, which has allowed me to become a great resource for my clients. In addition, I have a wealth of resources to share with my clients before, during, and after the transaction.”

part about her job. “I really like the relationship aspect of real estate. I meet people from all different walks of life, from different backgrounds and different cultures that I never would have met otherwise. And to be a part of a very important transaction in their life is really special to me.”

Both Melissa and Allen are members of a committee called Royal JBS, where they do an annual golf tournament with the proceeds going to Make-A-Wish Arizona. And when she’s not working, Melissa likes to exercise with a trainer five days a week.

She also enjoys hiking the Arizona trails, traveling with friends and spending time at home with her fiancé and beloved pup Earl.

In the future, Melissa would not only like to continue growing her business, but she’d also like to get involved in development. She envisions working alongside a custom homebuilder developing boutique subdivisions and spec homes. “When I started in this business my entire focus was just being a good real estate agent, but now that I have a firm grip on that I’d really like to partner in developing homes. This would enable me to marry my background in interior design.”

Melissa’s marketing director focuses on getting her listings the most possible exposure, but even though she leaves this part to his expertise, she does believe that a large component of their success is the fact that they have open houses for their properties seven days a week. “If it’s a vacant property or our seller allows us to do it, we have it available for people to tour anytime,” she says.

To learn more about Melissa Massey

Real estate has provided Melissa the opportunity to interact with a variety of people, which is her favorite

call 480-471–5577, email melissa@ssgroupaz.com, or visit TheStudebakerGroup.com

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Tom Newell is proud to congratulate

MELISSA MASSEY

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

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The Crosby Team is proud to congratulate

MELISSA MASSEY

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

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

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

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DEREK ESPEER Top Agent Magazine

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DEREK ESPEER Top Agent Derek Espeer is the CEO and Team Lead for the ASPIRE Real Estate Group at Berkshire Hathaway, where he supervises an elite team to service clients throughout the Kansas City metropolitan area.

Derek Espeer had his eyes on the housing industry for quite some time. Upon earning his degree in Real Estate and Finance, he went to work on the commercial side of the business.

Following a brief period working at a bank, Derek found himself drawn back to real estate, particularly for the ways it spoke to his love of building relationships. After serving at a 16Copyright Top Agent Magazine

broker for a few years, he decided to go out on his own and start a team.

Today, Derek is the CEO and Team Lead for the ASPIRE Real Estate Group at Berkshire Hathaway, where he supervises an elite team to service clients throughout the Kansas City metropolitan area. “We’re a diversified real Top Agent Magazine

estate provider,� he says of his team. “Because everyone here offers a unique perspective, we all can better serve our community.�

When listing a property, Derek accompanies his clients from the beginning of the process to Top Agent Magazine

the end. Starting out with a pre-listing inspection, he can give his homeowners a heads up about any potential issues that might arise when selling their house. From there, he provides services like professional photography, videography and virtual tours, while leaning Copyright Top Agent Magazine17

What’s most important is providing people with a quality experience,” he says. “My clients never feel like they were just part of a transaction.” on social media and his extensive network of fellow Realtors to match a home with its ideal buyer.

Furthermore, Derek is always seeking outside the box ideas that might allow him to address changes in the industry, such as online auctions to connect houses with buyers across the country. “I love pushing myself to develop new strategies,” he says. “The key to this business is adaptability.”

Derek prefers this same blend of flexibility and comprehensiveness when assisting his 18Copyright Top Agent Magazine

buyers. Always understanding the significance of a real estate transaction, he strives to be there for his clients, checking his options against their specific needs. “You have to be on the level with people,” he says. “I want my clients to hold me accountable as we form a customized plan that they can count on.”

For this tireless advocacy of his clients, Derek has earned an outstanding reputation around the Kansas City area, with the vast majority of his volume coming from either repeat clients or referrals. “What’s most important is providing people with a quality experience,” Top Agent Magazine

he says. “My clients never feel like they were just part of a transaction.”

Outside of his career, Derek extends his values of service to his community. On top of sponsoring local initiatives—such as Amethyst Top Agent Magazine

Place—he has served on the board of the Northland Animal Welfare Society and Feed Northland Kids. When he’s not working, Derek can be found spending time at home with family or coaching and sponsoring his kids’ youth athletics programs.

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Looking ahead to the future, Derek has strong ambitions. With ASPIRE’s virtual auctions launching in the coming months, he plans on delving more into commercial properties, auctions and further assisting clients with residential

needs. However, he’s equally satisfied with the success he and his team have found helping clients in Kansas City. “Experience matters,” Derek says. “Realtors deal with a person’s single largest asset, and we take that extremely seriously.”

www.aspiresellskc.com

derek@aspiregroupkc.com

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 22

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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KAMIL CHOJNOWSKI

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KAMIL CHOJNOWSKI Kamil Chojnowski has been working in real estate for over three years. He previously worked as a restaurant manager, and his background in customer service and hospitality taught him to always put the customer first. Now Kamil is part of Coldwell Banker, and his goal is always to give the best service possible. “My main focus is: How can I help people?” Kamil says. “I love building a connection with everybody I meet. I always want to be the best, and I love seeing how I can help the people around me be the best, too.”

Kamil serves the Crystal Lake area and the western suburbs of Chicago, including communities such as Lake In The Hills and the Barrington area. He likes being part of Coldwell Banker because it allows him to reach further and help more people. “I have the backing of the biggest company there is,” Kamil says. “I truly feel I’m the best choice for any seller or buyer. My knowledge and experience, combined with an unbeatable work ethic and the will to succeed set me apart.”

and reaches over 200,000 subscribers. Kamil also does extensive marketing online, not just on social media like Facebook, but also on sites such as ESPN.com and Yahoo. “These ads are specifically targeted to people who are in the market for a house,” Kamil says.

The results speak for themselves: last year, Kamil did $8 million in volume, and he was just recognized as being in the Top 15% nationally among all of Coldwell Banker.

“My mom always told me that when you are doing something you love it never feels like work, and I’m there. I work to help people every day.” Kamil’s partner in real estate is his fiancée, Brittney. “Brittney’s attention to detail and her organizational skills are how she makes us more successful,” Kamil says. Outside of work, Kamil loves spending time with his daughter Maya and reading, especially about health and wellness topics.

In the future, Kamil plans to keep getting better at what he does. “I always plan to be #1,” he says. “If somebody else is really good at something, there is no reason for me not to be better.” He wants to grow his team and continue to help people. “It’s my goal to meet someone new every single day. I love being able to help others with the most important decision of their life, and to do it successfully.”

Staying in touch with clients is a priority for Kamil.

Whether it’s by call, text, email, or even video email, he makes sure to check in regularly and see how they are doing. Kamil also finds SendOutCards.com to be a useful resource for maintaining contact, allowing him to create personalized photo cards for each client, sometimes with a small gift attached to show his appreciation. “It’s a great way to follow up and let them know I’m thinking of them,” he explains.

Kamil’s always-be-better philosophy is especially evident in how he markets his listings. “I’ve always made top of the line flyers for my listings, along with walk-through videos of the homes,” he says. “But the extra marketing help I get from Coldwell Banker was a big part of why I came here.” Kamil is now able to have his listings advertised on TV, as well as in View Magazine, which is included with Chicagoland’s prime print publications 24

To find out more about Kamil Chojnowski, please email kamilsellshomes@gmail.com call 630-550-1988, or visit Kamil.CBintouch.com http://

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 26

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CHRISTOPHER MARIE Top Agent Magazine

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CHRISTOPHER MARIE

Never pushy, Top Agent Christopher Marie lets clients make decisions at their own pace while educating them so they can make informed choices.

With a people-loving personality and a passion for business, Christopher Marie has made great strides as a real estate agent in the Philadelphia region. He has always been an entrepreneur, and decided to take the leap into real estate after encouragement from a friend. “He was taking a real estate class and wanted me to join him, so I did,” he says. “I didn’t take the licensing test for awhile because I got wrapped up in what I was doing.” Later, Christopher’s uncle Greg saw his talent for sales, and said he should get his license. Christopher finally took the leap and after finding the right brokerage, he hit the ground running. He still hustles like he did on day 1, cold calling people and going door-to-door.

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“Whenever I have a listing, I cold call the entire neighborhood and let them know I have a property for sale,” he says. “One of my goals is to call 1,000 people a day when I have a team.” For his sellers, he makes sure word is spread about their home, advertising online through Facebook and going through his database to find potential buyers. For his buyer clients, he guides them throughout the transaction, offering support and knowledge.

Never pushy, he lets them make decisions at their own pace while educating them so they can make informed choices. Both his buyers and sellers also know they are getting the best deals possible with Christopher’s superior negotiation skills.

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Afterwards, they leave glowing reviews about their time together.

One recently said, “Chris is very knowledgeable, helpful, and an amazing person. He listens and guides you through all of your concerns and needs. He has excellent customer service, he made the sale process so much easier for me. For all these reasons this is why I unconditionally recommend Christopher for anyone looking for a top agent. Thank you!” Another wrote, “Not only did Chris sell my home in 6 days for FULL asking price, he found me and my wife’s dream home which is going to be our last home. I feel forever indebted to Chris. He is such an amazing person that really cares for your needs and will not stop working until you are satisfied.

Chris is going to be my family & friends agent FOR LIFE! Very, very highly recommend Chris for both selling your home & helping you buy one. Trust me he will not disappoint!”

As Christopher looks ahead, he is eager to continue growing and hopes to one day have a team of his own. He loves everything about this industry, and can’t see himself in any other path.

“I get to help people every day.

It’s a good feeling to see someone happy about buying or selling their home.”

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For more about Christopher Marie, please call 215-494-6954 or email christophermarie@kw.com Copyright Top Agent Magazine 29

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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DANIELLE NEUSCHWANGER Top Agent Magazine

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DANIELLE NEUSCHWANGER Danielle Neuschwanger worked in criminal justice before beginning her career in real estate. Now Danielle is celebrating her fifth year in real estate, and is the owner and broker of Wild Buck Realty. Her loyal clients know they can trust Danielle to put their interests first and treat them with compassion and honesty.

Danielle is exceptionally community-focused. She recently formed a sister company called Wild Buck Harvest, through which she runs a local community garden. Funding for the garden comes through farmer’s markets, donations from business affiliates, and donations Wild Buck Realty. The end result is a Colorado Community experience that encompasses more than people; it highlights the Colorado way of life. When she is not working, Danielle can be found on her 35-acre property, tending to livestock, or in the woods hunting and fishing. She also adheres to a “family-first” way of life, spending much of her time with her husband and two young boys.

Danielle serves Colorado from the Wyoming border all the way down to Pueblo on I-25, and east on I-70 to Kansas. An amazing 90% of her business comes from repeat and referral clients, a testament to the loyalty Danielle inspires. She explains that her transparency keeps people coming back. “Given my background in criminal justice, I don’t have time for a lot of fluff, so people know that whatever I’m telling them is going to be the truth,” she says. Her honest, direct, and down-to-earth attitude sets her apart from other agents, and she is proud of her blue-collar roots.

“I always wear cowboy boots, and my clients know when I show up that I’m there to work and to get dirty.”

In the future, Danielle plans to eventually merge the real estate side of her business with Wild Buck Harvest in order to give back to her community even more.

“I want to grow my influence so people can see that real estate isn’t just buying and selling houses, it’s really getting people’s roots down in a community and helping those roots to grow. That’s where real estate should be in today’s market, and I’m trying to move my company in that direction.”

Staying in touch with her clients comes easily to Danielle, since she is very community-oriented and forms friendships with many of the people she works with. “It becomes much more than just a client relationship,” she says. “In the end, I feel like part of their family”.

Danielle points out that her criminal justice background makes her uniquely well suited to helping her clients manage their emotions during tough negotiations. “In my previous employment, I was a verbal de-escalation instructor,” she says. “In negotiating a residential home purchase, many individuals tend to hold on to their emotions, because often they are making the biggest purchase or sale of their lifetime.

So when a transaction gets difficult, it helps to have my background to be able to walk my clients through tough decisions, while allowing them feel empowered to make all these decisions on their own.”

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For more about Danielle Neuschwanger, please call (720)-938-0787, email danielle@wildbuckrealty.com, or visit recolorado.com/agents/45359893/danielle-neuschwanger

www.

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Things the Best Leaders Never Say

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

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

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

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

1

I’M THE BOSS

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

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

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

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2

6

I’LL DO IT MYSELF

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

3

THAT WASN’T MY FAULT

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

4

I’M SORRY TO ASK YOU TO DO THIS

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

5

I ALREADY KNOW THAT

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

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

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THAT’S NOT THE WAY WE DO IT HERE

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

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

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

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

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DON’T BRING ME BAD NEWS

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

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YOU JUST DON’T GET IT.

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

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

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NORMAN O’GRADY

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NORMAN O’GRADY

Norman O’Grady describes his journey into real estate as a “long story.” “I immigrated to the US back in 1987,” he says. “I was always in sales and marketing in Ireland, and I knew I wanted to get back into sales here. It was a toss-up between retail, which I was in back home, or real estate. But to get anywhere in retail, you have to get into management. I thought that with having a family, I would spend less time working in real estate. Boy, was I wrong! We work weekends and nights, we work all hours, but I look at it as a lifestyle. I love what I do.

I would do it again in a heartbeat. If you enjoy what you do, you’ll be successful.”

Norman’s been in real estate for 29 years, and is the proprietor of a small boutique office. He has two assistants, and he and his fellow agents work cooperatively serving the greater Boston area.

“We deal with mainly first-time home buyers,” he says, “so they have a lot more questions and concerns, and they’re very nervous. They want a REALTOR® that will help guide them through the process.” Though he works extensively with firsttime buyers, Norman says that 90% of his business 36

comes from repeat and referral, and credits this to his dedication to staying in touch with past clients who in turn refer him to friends and family. “I reach out to them six to eight times a year. I also try to talk to them by phone at least twice a year, or I pop by and say hello,” he says. He’s also forged social relationships with clients. “I’ve made a lot of good friends over the years through real estate,” he says.

“I think by becoming part of the community and having people see me out there sets me apart from other REALTORS®,” Norman says. He used to coach the local T-ball team, which he says gave him a solid foundation in the community. “When people see you out there coaching their kids, they can see you’re normal and [relate to you],” he says.

Norman’s team also has a charitable education fund and sponsors local sports teams and organizations.

Norman has served on the school board for years, and has been president of the Brighton Board of Trade twice. Presently, he serves on the Board of Directors, as well as on the Board of Directors for the Massachusetts Association of REALTORS® and Copyright Top Agent Magazine

on several committees. “My philosophy is that if you are ingrained in and give to the community, they’re going to reciprocate, and you’ll get business,” he says. “[My team] likes to think that we are your community REALTORS®.”

As far as marketing, Norman works with a professional photographer and creates a Matterport tour for each property. Listings are posted online, and he also sends out mailings to the community. He also tries to criss cross listings as much as possible with other local REALTORS®. “Even if nothing is happening with a listing, I stay in touch with the seller, just to let them know I’m still thinking of them,” he says. “It’s a matter of doing things the right way.”

Norman’s had experience with larger companies, who, he says, lack the personal touch his boutique business has with its smaller size. “I want to keep things small and personal,” he says. He also likes the freedom his approach to real estate affords him. “I like that you can be your own boss,” he says. “The sky’s the limit.

You can be as productive as you want. What’s rewarding is being at a closing with a young couple who are smiling and holding hands, and they’re so excited because they’re getting the keys to their first home.”

When he’s not working, which is rare, Norman can be found riding on his motorcycle (“People can’t believe I have a motorcycle,” he says.), as well as reading, spending time with his granddaughter, and playing Scrabble with his spouse. When it comes to the future, Norman describes himself as always wanting to do more. “In the next five to eight years, I’d like to have my daughter take over the business,” he says. “I wouldn’t retire, but would like her to run things. I’d also like to expand and maybe add property management, too. It might free up time for me to travel a lot more, as well.”

And for right now? “We are your community REALTOR®, we’re here for you!”

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To learn more about Norman O’Grady, please visit normanogrady.com, email normanogrady1@gmail.com, or call 617-254-2525 www.

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There Goes the Neighborhood:

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

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

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

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

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

Do your homework.

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

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

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 40

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

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

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TRACY STELLA Top Agent Magazine

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TRACY STELLA Top Agent Tracy Stella – of Better Homes and Gardens Real Estate Star Homes in Grayslake, Illinois – is a consummate professional of the highest order. Steeped in a wealth of industry knowledge and committed to approaching each transaction as if it were her own, Tracy has forged a stellar reputation as a hardworking, honest and empathetic Realtor. Working alongside her husband, Sam Stella, The Stella Home Team is setting the standard for excellence in customer service in both Lake and McHenry Counties.

investments ensure each property is shown in its best light. Deft utilization of the internet and multiple social media platforms provide exposure to as many potential buyers as possible.

Currently, the lion’s share of her business is based upon repeat and referral business, perhaps the most accurate barometer of exceptional customer service in the highly competitive world of real estate. Not only does Tracy enjoy real estate; she excels at it.

When she’s not working, Tracy loves spending time with her family, writing, and is also an avid motorcycle rider.

She gives back to her community through a variety of ways, including her support of organizations that provide housing and resources to victims of human trafficking.

Tracy and her husband also help married couples through marriage enrichment studies and are passionate about helping married couples thrive.

“Our clients trust us,” says Tracy, when asked how she has managed to inspire such impressive levels of loyalty among those she works with. “That’s incredibly important. Also, we have the ability to really listen to our clients and find out what they need, whether they’re buying or selling. I definitely tap into my previous corporate experience to make sure we have strong processes and that nothing falls through the cracks.”

She brings to the real estate business immense practical knowledge gleaned from many years working in sales for a Fortune 20 company.

The gratitude Tracy’s clients feel for her is evident by the scores of glowing reviews she has received on industry website Zillow.com, on which site she holds a perfect, five-star overall rating. Reads just one of these reviews: “Tracy is great to work with. We saw many homes and she took the time to learn about our needs and wants. And, she is very patient, willing to stick with us even as our search looked hopeless. But it wasn’t! We found what we needed and succeeded in getting it. Thank you, Tracy!”

“I really love helping people,” says Tracy. “My husband and I can make money doing many different things, but this was one of the ways we really felt we could be of service to people. Buying or selling a home can put people in a very vulnerable position. They need someone to listen to them. Helping them through their worries and concerns is a big part of my job.”

Tracy utilizes her marketing prowess in getting the team’s listings sold quickly and for top dollar. She says, “We invest in our clients because we understand the importance of an impeccable online presence in today’s market. How we present our clients’ listings is a direct reflection of us and our capabilities.”

Professional photography is utilized exclusively, regardless of the home’s price point, as is staging in most cases.

Virtual 360◦ video tours, drone imagery, & a robust team website are additional tools in her arsenal. These team 42

For more information about Tracy Stella, please call 224-622-0583 or email Tracy@StellaHomeTeam.com Copyright Top Top Agent Agent Magazine Magazine

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

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

1

Visualization helps you work efficiently and keep your cool.

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

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

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

2

Distill concepts into their simplest terms for ultimate understanding.

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

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

3

Accept that mistakes will be made.

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

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

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

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AUDRA SOTO

Audra Soto was introduced to real estate at a relatively early age, through her mother who worked as a real estate broker. Wanting to have a flexible schedule that would allow her to be there for her kids, she decided to follow in her mom’s footsteps and acquired her real estate license.

Audra’s been in the business for 15 years now, and currently works solo under the umbrella of RE/MAX Signature.

ues to stay in my heart and on my mind, and I try to connect monthly and quarterly with all of my clients so that they know they’re on my mind.”

Audra also publishes a quarterly magazine that goes out to her clients, and takes the time to make phone calls, send out handwritten notes, small gifts, and drop in for visits. And on special occasions, she also likes to take some of her clients to theatre shows.

Audra credits her extremely high rate of repeat and referral business to her tight-knit relationships with clients. “I don’t pay for leads.

My number one priority is building relationships with my clients. I’ve spent years developing my clientele base, and now pretty much all of my business comes through repeat and referral.”

When it comes to marketing, Audra invests in virtual showings, social media, MLS, as well as her

One reason why clients remain so loyal to Audra is her willingness to go beyond the scope of the transaction. “I go above and beyond for my clients. It doesn’t finish with the end of the transaction. It contin44

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personal website. “You name it, we do it,” she says. And the response has been great, as she made 8 million in volume sales just last year, with a price range of anywhere from 180k to 950k.

Outside of work, Audra is deeply involved in her community. As a mother of five, she is passionate about programs that help kids.

She is a supporter of Thrive AZ, a foster care prevention, reunification and aged out program. She’s associated with her local church, and most recently she participated in a walk for Sex Traffic Awareness in Arizona. Due to the COVID-19 pandemic, Audra also wanted to do her part to bring awareness and help keep local businesses open, which is why she started a Facebook page for Phoenix restaurants that were open for delivery and takeout.

In the midst of the current protests taking place in America, Audra believes it’s crucial to show support to those who keep our country safe. “What happened with George Floyd was horrible injustice for a human being, regardless of race. But speaking as a wife of a sergeant, I think it’s important to continue to appreciate what our peace officers do,” she says.

As a busy businesswoman, Audra doesn’t have a lot of time off, but most of her free time is spent with her family. She loves seeing her three grandchildren grow, and likes to relax by the pool, camp, and loves traveling. In the future, she would like to switch from working solo to a family team dynamic. Her soon to be daughter-in-law is already in the process of acquiring her license, and together they want to continue growing the business and giving back to their community.

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To learn more about Audra Soto call 602–882–7444, visit asoto.remaxagent.com, or email soto.audra@gmail.com http://

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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KELLI BECKS Kelli Becks moved to Kansas City from St. Louis to help open a corporate housing facility. After that, she worked as a property manager, but found herself missing the freedom that her former company had afforded her. “I realized I didn’t work well [with micromanagement],” she says. Coming from a line of women in leadership — her grandmother was the first woman to run a factory in St. Louis — Kelli wanted something different.

“I had some friends in real estate who always said I should get my license, so I did,” she says. That was in 2005, and Kelli planned to give the business a two-year trial period.

Kelli found she enjoyed the work, even through the 2007 crash, and today. That two-year trial period quickly turned into 15 years, serving most of the greater Kansas City area. She works with two assistants, one of whom is her mom, and closed over 100 transactions last year alone. “I don’t like having a big team,” she says. “I want our business to be a little more personal.” That personal touch has been good for business, with 70% of her clients coming back, and the rest coming from referrals.

“I would never advise my clients to do something I wouldn’t do myself,” Kelli says. “It’s not about how many houses we show them. I had to learn a long time ago, that when you look at a client, they’re not a number or a dollar sign. They have goals, and it’s [about] helping them achieve those goals. I really love working with first-time buyers even though their price point is a little bit less.” Kelli has also taught real estate for four years, and so with these kinds of transactions, she also gets to provide education for her clients. “My job is to help clients to make educated decisions, not to sell them a house,” she says.

To stay in touch with clients, Kelli sends out a monthly mailing, but also brings along that personal touch. “For Christmas, my mom hand-dips over a thousand pretzels and we do 200 deliveries to past clients,” she says. Each month, they also offer something called “Pop Buys,” where a rotating group of clients gets a little gift. For marketing, Kelli owns a Matterport camera, allowing her to photograph and create blueprints for each listing at a fraction of the cost, meaning even lower-price properties can get their own virtual tours. Kelli also works with a stager, even bringing out her own furniture for vacant homes.

Kelli also tries to give back a lot to the business she loves, sitting on the Grievance Board, as well as formerly on the Advocacy Committee. She also actively strives to provide support and advice within her own office for agents of all experience levels. She also donates to a number of charitable organizations, especially ones with personal significance to her. “I can’t readily give my time as much as I’d like, but I try to do something,” she says.

When she’s not working, Kelli loves to travel.

“It’s not about the money, it’s about enjoying what you do and being able to live the life that you want. Money is great but having more of it doesn’t make you happy. I just want to keep providing good business and building relationships.”

Every transaction offers new experiences to learn from To learn more about Kelli Becks, and inform future decisions. “Personally, I like negotiating,” Kelli says about her favorite part of her job. pleasehttps://www.coldwellbanker.com/Coldwell-Banker-Good-Life-Real-Estate-Group-11835c/Kelli-Becks-454629a visit her profiles on Coldwell Banker, http://goodlifekc.com/agents/agent.php?agent=KelliBeckshttps://www.zillow.com/profile/Kelli-Becks/ “Every time I put a house under contract, it’s like the first or on Good Life KC, Zillow, and Realtor.com, house I’ve ever sold. After selling hundreds and hundreds email kelli@kellibecks.com, or of houses, I still get excited. That’s how I know I love call cell: 913-579-7622, office: 913-345-9999 what I do.”

https://www.realtor.com/realestateagents/kelli-becks_overland-park_ks_238725_385324685

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Laughs!

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

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CARMEN CHUCRALA Carmen Chucrala started her career in real estate in 1994 when she was just sixteen and took a job as a receptionist at Century 21. When she became licensed as an agent herself, because of her expertise she was grandfathered in as a managing broker—she’d even been writing the exams for the real estate school. She now runs her own brokerage where she leads a team of ten agents serving the north side of Chicago and parts of DuPage county.

She’s known, not just for her expertise, but also for her compassion. As a result, ninety-nine percent of her business comes from repeat and referral clients.

“I had a client whose house I sold without asking for a commission because he was going to go into foreclosure. I’ve closed 20 deals on referrals from him alone,” she says. A licensed accountant, Carmen previously consulted with financial institutions, so she’s able to advise her investor clients. “I lost a lot in the 2008 crash and so I’ve vowed that would never happen to my clients. I guide and advise them from the beginning of the process to the end,” she says. Her clients rave that she’s a problem solver with a solution to any issues that may arise during the process.

Before putting a house on the market, Carmen meets with the owners and gives them an online tour of other similar properties. “I help them to fully understand the market and who we are competing against, so we can pick the right price for the property,” she says. She hires professional photographers to take high quality photos of each listing, and will soon offer 3D Matterport tours as well. Carmen posts listings on the MLS, all the major real estate websites, and social media.

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box to spread the word about each listing. At a recent open house, she hired a taco truck and offered tacos to all the nearby residents, along with an opportunity for them to “pick their neighbors.” She also spreads the word among her large sphere of influence. The results of her creative approach are often a quick sale at a very competitive price.

Carmen’s favorite part of the job is that every workday and transaction are different. Most of her clients are teachers and police officers, so to give back to her community, she donates a portion of each sale to local schools or law enforcement. In her free time, Carmen loves to travel. “When I’m on vacation, I always take a day to look at places that are up for sale,” she says with a smile. For the future, Carmen plans to keep the small boutique feel of her brokerage, while opening a real estate school that offers scholarships to people who might not be able to afford college and want a career in real estate. With her proven track record of success and service, she’s sure to make those dreams a reality!

To find out more about Carmen Chucrala, email chucrala1@gmail.com, call 773-234-3452.

You can also check her out online at habloft.com/agent-detail/Carmen-V-Chucrala/139767

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JOANNE GEHM JoAnne Gehm graduated from the PGH Institute of Aeronautics in 2001 with a perfect GPA and an airframe and powerplant license. But fate of 9011 took her in a different direction. “The plan was always to travel the world, but at the time the airline industry was flooded with seasoned professionals and there weren’t many options for a new graduate, so real estate is where I landed next,” she says.

She started out by working in a small family-owned brokerage while raising her three children. “In 2013 I left that nest and have been very happy at Berkshire Hathaway Home Services in Cranberry Township, PA. ever since,” she exclaims. Working solo, her annual volume has been as high as $7.4 million, and she reports that one third of her business is repeat and referral clientele. “I live in such a small community that everyone either knows me or knows of me and my reputation,” she says.

JoAnne believes what sets her apart from her peers is that she enjoys taking her client’s lead. “I listen to what they want without being pushy,” she asserts. ”I will work at the pace that best suits their needs. I will call, text or email as is their preference and will always be timely and responsive.”

She also promises to give nudges when necessary along with plenty of friendly reminders of the big picture.

Her clients appreciate her esteemed work ethic. One recently wrote in a review:“JoAnne was the complete package when assisting us through our sale and purchase.

She brought insight into the marketability of our home as well as assisted in establishing a fair market price. We were able to move the house within 1.5 days thanks to her understanding. She also made strong suggestions with regards to showing our home and maximizing its highest qualities. When it came to the purchase of a new home, she worked with us through all necessary inspections as well as the completion of all contracts, etc. I would HIGHLY recommend her.”

JoAnne maintains quality contact with her clients. In addition to phone calls, emails and texts, she sends out a monthly Top Agent Magazine

newsletter as well as special occasion cards.

Hand written cards are always preferred.

JoAnne loves the real estate business because she gets to build personal relationships as well as create happy moments for her clients.

“It thrills me when I see a happy couple with a baby in a stroller and a new puppy in the home I helped them into,” she says. “Or when I bring my seller a full price offer on her birthday!”

She’s also proud of the relationships she’s built with other professionals in the field. “I cultivate and maintain the relationships I know I can count on to serve my clients best,” she says. “I tell the truth, communicate openly, say “I’m sorry,” make it right and make it better.”

When not working, JoAnne keeps her life busy and active.

“My typical day is filled with movement, and I love it that way,” she exclaims. “Morning exercise gives me focus and a level head. I love biking and have also enjoyed riding an HD motorcycle for the past 25 years. Plus I like to look forward. Tomorrow is always a brand-new day.”

As for the future, JoAnne hopes to stay proactive to maintain her forward momentum. “Maybe I’ll bring in some new agents to carry on my business, but what’s most important is forging and nurturing relationships,” she says.

Photos by Cathy Pascarella Photography

For more about JoAnne Gehm, email jgehm@tprsold.com, visit joannegehm.thepreferredrealty.com or call (724) 584.0205 https://

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JESS KELLER Fundamentally, real estate is a relationship business. In order to succeed in this highly competitive industry, an agent must not only be able to provide valuable expertise, but also cultivate meaningful relationships with her clients. For top agent Jess Keller, these are abilities that come naturally. Given her constant efforts to educate herself and her client-centric approach to running her business, it’s no surprise that Jess has built a solid reputation for herself as one of the go-to residential real estate experts in her community.

always uses several different MLS’ to ensure that she maximizes her client’s exposure to the market.

Jess first got into the industry in 2001 when she took a part-time job doing new home construction sales while studying psychology in college. She quickly fell in love with the industry and decided to jump in full-time upon graduating. Nineteen years and over $70 million in transaction volume later, Jess is now the head of the Jess Keller Team, a Keller Williams strategic partner. Based out of her office in Stroudsburg, Pennsylvania, Jess runs a thriving book of business all across the Pocono & Lehigh Valley areas, and was ranked among the top 3 agents in Northeastern PA out of over 5,000 KW agents for units sold during a period.

Outside of work, Jess loves to spend time with her family hiking and traveling, and has a goal to visit all of the national parks. In addition she is heavily involved in her community. Jess is on the Short-Term Rental Task Force for the Pocono Mountain Association of Realtors, and is both the Social and Safety Chair and a member of the Agent Leadership Council at her Keller Williams office.

In addition she gives back her time through her involvement in the Special Olympics and numerous other local and national charities.

If you ask her how she has managed to enjoy so much success over the course of her career, Jess will credit her expertise and caring attitude as being the primary drivers of her business. “I’ve seen a lot in the 19 years I’ve been in real estate, and I spend a lot of time making sure I’m educating myself and keeping current with everything going on in the industry,” Jess explains. “But beyond that I genuinely care about my clients. I treat all of my clients like my family and friends and really focus on building long-term relationships with them.” This approach has clearly proven effective for Jess as more than 80% of her business comes from repeat clients and referrals.

Jess’s contact with her clients doesn’t end with the close of a transaction, and she uses a combination of emails, texts, phone calls, and social networking to keep in touch with everyone she’s worked with. Staying in touch is easy for Jess because it doesn’t feel like work. In fact, forming and maintaining these connections with her clients are far and above what she loves most about working in real estate. “I love the diversity of this industry, I feel like every day I get to meet and connect with new family and friends from all over the world,” Jess tells Top Agent.

Looking to the future, Jess is excited to continue growing her team so that she can expand her reach and increase the number of people she can help achieve their real estate and personal goals.

For more about Jessica Keller, visit jesskeller.kw.com, call (570) 213-4866 or email jesskeller@kw.com http://

When it comes to marketing her listings, Jess implements a comprehensive online marketing campaign across hundreds of different websites that is fully customized to the specific attributes of her client’s property. She also 56

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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LAUREN MARINELLI In the four years since becoming a Pennsylvania REALTOR® Lauren Marinelli has enjoyed tremendous success, quickly rising to become a multi-million dollar producer for Coldwell Banker. Being a top producing real estate agent requires a great work ethic, and Lauren surely shows it. “I have the tenacity to pursue every lead and the hustle to aggressively market my client’s property in order to have success,” says Lauren. “It’s not just about putting a sign in the front yard—it’s about working smart, putting in the time, advertising to the right audience and doing whatever is necessary to close the deal.” Lauren doesn’t measure success by achievements or awards, but rather through the satisfaction of her clients. “If my clients haven’t had an amazing experience, I haven’t done my job,” she explains.

Lauren’s love for real estate developed during the 12 years she spent working as a sales consultant in home improvement. Wanting to expand her role in the real estate industry, she decided to get her license in 2015 and now represents buyers, sellers and investors in Northeastern Pennsylvania.

Lauren approaches her business with a commitment to educate her clients all about the process, so they feel fully informed when making such an important decision. “I take great pride in the relationships I build, and I always work relentlessly on my client’s behalf to help them achieve their real estate goal,” Lauren says.

easy for me, because this job has never felt like work. I love what I do, and when you love what you do you’ll never work a day in your life.”

Looking to the future, Lauren has a lot of plans for how she can increase her involvement in her community. “I am truly grateful to my clients for choosing me and giving me the opportunity to work with them and trusting me to get the job done,” Lauren says.

At the end of the day, Lauren loves her job and is excited to see what each day brings. “When you work with buyers and sellers, it’s more than just a business transaction—you develop such a strong relationship that it’s almost like you become a part of their family. There’s nothing better than the feeling I get seeing the joy on my client’s face when I had them the keys to their new home, knowing I’ve helped them begin their next adventure.”

Lauren puts her insider knowledge to work to help buyers and seller navigate the real estate market with ease. She also implements unique and cutting-edge marketing techniques that help her stand out from the competition. “I come up creative solutions to showcase a property and make it more marketable – this allows me to develop creative MLS listings that attract the right buyers,” Lauren explains.

Lauren’s commitment to providing her clients with worldclass service has built her a stellar reputation as a go-to source for real estate insight and advice. “Buying or selling a home is more than just a transaction: it’s a life-changing experience,” Lauren says. “You want someone who is willing to work tirelessly for you. This has always been Top Agent Magazine

To learn more about Lauren Marinelli, visit: facebook.com/neparealest, Email: nepahomesales@gmail.com Call or Text: 570-817-9509 59 Copyright Top Agent Magazine

DAVID NICHOLS David Nichols started fixing houses to flip after working in the construction industry. “I was hiring agents and got interested in the real estate side,” he says.

“Then I kind of jumped ship and went all in to real estate.” Today, he’s been in the real estate business for four years, working solo in Georgia, from Atlanta northwards.

“I’m probably 99% referral,” David says of his business. “I would say service, willingness to help, and a knowledge base of homes and home construction is what keeps people coming back.” He also credits his background in construction as being a huge help in his real estate business. “Just knowing the inner workings of a house, pointing out things to potentially look out for, or explaining things that might not be as big of a deal as they seem [is a huge help],” he says.

David has a full system for helping his clients through the real estate process, beginning with helping them prepare their properties. “First and foremost is decluttering,” he says. “Then we walk the home and recommend things, as needed, that will get a good return on investment, as well as things that might not be a great return. I’ll provide full video, drone footage, and I always hire professional photographers. Light staging can be done as needed. From that point on, I’m heavy on the Facebook side of marketing.” David says that most of his marketing is via social media, which he says also helps with advertising open houses. He’s also careful to stay in touch with past clients via email, phone calls, and Facebook.

David says that his knowledge and his general attitude of service is what makes him so successful with clients. “It’s definitely relationship-based,” he says.

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“Being from the area and growing up here helps, but I always maintain positivity and a willingness to help. The biggest payoff is when someone finds that house that they love. [It’s rewarding] to help someone through the process, because it is high-stress and high-emotion, and you have to keep an even keel and a level head in the middle of it.”

That willingness to help and dedication to service isn’t just reserved for clients. In his office, David serves on the Wellness Committee, making sure his colleagues are doing well both physically and mentally. He’s also active in his local church as well as in his local gym. He loves doing anything outside with his family, such as fishing, going four-wheeling, camping, and spending time at the lake. “I have lots of hobbies, probably too many to list,” he says.

In addition to real estate, David still maintains a house-flipping business, and is looking to continue in both. He’d like to grow his real estate team in the future, and is looking forward to maintaining both his business and community ties.

For more about David Nichols, email davidnichols@kw.com, https://www.realtor.com/realestateagents/david-nichols_buford_ga_2295989_204084596 find him on Realtor.com, or call 404-374-6126 Copyright Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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DAN O'CONNELL Dan O’Connell hadn’t anticipated a career in real estate, but after welcoming the birth of his first child, he decided to pursue a path that would allow him to be his own boss. “With the full support of my wife, I put everything I had into it,” he remembers. “I knew I couldn’t fail, so I took off and ran with it.” In his debut year, Dan closed 36.5 transactions and earned the accolade of Rookie of the Year. In the twenty-two years since, Dan has carved out an impressive team, along with a reputation for expert service, honesty, and a personal touch.

Today, Dan heads a team of twenty-five agents, serving clients across the State of Massachusetts and New Hampshire, with a license in Maine forthcoming.

Because of his in-depth experience with foreclosure properties, he goes wherever the case may lead, often traversing the state in service of his clientele. As a result, almost the entirety of his business is driven by repeat and referral clientele who trust his knowledge, transparency, and proven track record. “It’s all about the client,” he says. “Whatever it takes. The clients I’ve worked with trust me and they know I have their best interests at heart. They’re comfortable with me because they know I always do the right thing and have a strong work ethic. I’m a big believer in consistency, and it’s just like the Patriots’ philosophy: no days off.”

When it comes to listing properties, Dan is no stranger to putting in the hours and effort. In the early days, he’d host four open houses a weekend, and learned from the beginning that consistency yield results. All listings are documented in their most immersive light to lure prospective buyers on the hunt. From there, they’re distributed across a range of leading online listing platforms and social media outlets, in addition to tapping his two-decade-long network database of fellow agents and industry pros. Last year, Dan’s team closed 225 transactions, with roughly 100 of those stemming exclusively from Dan. Price-points vary, Top Agent Magazine

especially considering the steady work Dan fields in the foreclosure market, from roughly $50,000 estates and plots to $1.2-million estates.

Beyond the office, Dan has been an avid contributor to his community, especially during his children’s school years when he served on various committees. He also belongs to the local Homebuilder’s Association and does his best to contribute to worthy causes on a local level. In his free hours, he most enjoys time spent with family and loved ones, in addition to playing golf and hanging out with the two family dogs.

As for the future, Dan intends to keep progress going steady as he continues to grow his business and support his developing team. He also is in the process of welcoming his sons to the business. Most recently, he and his elder son launched a property management company, while his younger son is in the midst of earning his license. Now, with twenty-two years of experience and insight, Dan considers what he enjoys most about his chosen field. “I like the flexibility of this job. I never wanted to miss one of my kid’s games or practices,” he says. “I also like that the harder you work, the more you can achieve. This business isn’t easy, but you have to stick with it and grind, even when things get tough. You put your head down and keep pushing forward.”

To learn more about Dan O’Connell email teamdanore@gmail.com, visit teamdano.com, or call (978) 423–2578 www.

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JULIE ORMSTON Julie Ormston delivers to her clients what she promises. “A question people should be asking of their agents is, ‘Do your actions match the promises you’ve made,’” she says. “That’s a big one for me - that we deliver.”

That focus on delivering stems from what got Julie into real estate in the first place - a bad experience with an otherwise lovely agent. Julie had been selling her home and building a new one, and she had used the estimated sale price as a guide to her building budget. “When we went to market the price kept dropping,” she recalls.

“By the time we finally sold it I was heavily pregnant, and I had to go back to work with a five week old. He was a nice agent, but he wasn’t skilled, and I thought to myself there had to be a better way to do this.”

Taking her own experience in the corporate world as a key account manager and she realized she could apply those skills to the real estate world. “I knew I could provide better outcomes for people,” she said, and she was right.

the best for my clients and for my little corner of the world.”

When she’s not working for her clients Julie is working for her community, especially through sponsorships and charitable giving. “I’m the first one that people think of when they have a fundraiser - they know I’m a giver,” she says. “But really it’s this community that has given to me, and allows me to give back.”

But what really keeps her going is family. “I love being home early enough to put my granddaughter to bed and read her a story,” Julie says. “We love to travel, but we also really enjoy the small pleasures, like going for a nice meal. I am truly blessed.”

Having achieved so much success, Julie is looking to share what she has learned in real estate. “I would love to get into training women in real estate,” she says. “There’s a huge void, and we see massive attrition with women. I want to see more women succeed in this business, and my next project is to put together an exceptional training for women to not just survive and thrive in the business.”

Today Julie serves the Northern Perth suburbs, particularly the Woodvale area, which is where she lives and works. By staying focused on the local community she knows so well and by consistently delivering what she promises, Julie has built up an impressive 70% repeat and referral business. And just as her clients stick with her, Julie sticks with her clients.

“We’ve had a declining market in Western Australia for five years now,” she says. “And that’s really tough on people. You’re dealing with people who have a little bit of equity in the homes you’ve sold to them, so it’s really important that I stay with them, keep protecting their investments and their properties.”

One way she does that is by continuing to sharpen her skills. “I’m always training so that I can be best of 64

To find out more about Julie Ormston, visit her website at ormston.eview.com.au, call +61-409-111-111 or email her at julie.ormston@eview.com.au http://

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 66

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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ANNE ROTHERS Anne Rothers worked in the corporate world for 13 years, but feeling unsatisfied she left with the desire to run her own business. Having a deep love for old houses, a husband who was an architect, and some experience with renovating homes, she decided to go into real estate. That choice set Anne on an amazing path, in both her work and her personal life. She is a founding and managing partner of The Concierge Real Estate Group at Worth Clark Realty, and has been in the business for over 20 years, primarily serving the Kansas City metropolitan area.

Anne’s bread and butter are repeat and referral clients, which she gets plenty of, mainly as a result of building a strong foundation with her past clients. “I think having good communication skills and follow-through create a strong partnership with my clients and has been critical to my success over the years. I take my job and my involvement in the lives of my clients very seriously.

I want them to know they have a partner that’s never going to leave their side, no matter the obstacles,” she says. And thanks to her hard work and great clients, she tends to sell, on average, 4 to 6 million in volume per year, which she does without using a transaction coordinator. “I want to manage the sale from start to finish on my own, so my clients have one point of contact for everything.”

Despite the fact that she’s worked in real estate for so long, Anne is still energized by her profession. “I like the variety and the problem solving. Each transaction is different and provides new learning, and I still get very excited with every contract whether it is for my seller after their hard work getting their home ready for market, or for my buyer who might have won in a competitive situation. I truly enjoy figuring out how to successfully navigate an ever-changing real estate market!”

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Aside from work, Anne has served as team manager of her daughters’ club sports and high school teams.

She also serves on her neighborhood HOA board and is social chairman. And her real estate team is involved with a couple of different organizations, such as Nicole’s Cardiac Kids, dedicated to supporting families and patients with heart defects. When she has free time, Anne loves to play tennis, travel, cook, and spend time outside in nature. “I like to step away from the computer screen and take in the world outside as often as I can” she says.

Anne wants to sell real estate for many more years.

Going forward, she plans to get into residential development along with her husband, as that would bring both of their skill sets together. And her endless passion for real estate is best described when she talks about buying her first home. “I bought my first house on my own. It was scary, but also very empowering. After moving in, I needed to borrow a hose, so I went across the street to my neighbor. Three months later, we were engaged. And, this November, we will be celebrating our 28th wedding anniversary! So I always say, the best things in my life came from buying a house. And a sale is never just a transaction!”

To learn more about Anne Rothers call (816) 820–6355, email Anne@cregkc.com, or visit AnneRothers.WorthClark.com www.

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MARKUS SMITH Markus Smith began his professional career teaching political science courses at institutions of higher education but has always had a passion for real estate. “When I observed a seasoned agent sell my house in three days, I wondered, ‘Can I do that?’ he recalls. “The agent replied, ‘Of course you can do that.” He went on to obtain his license in 2015 and hasn’t looked back

says. “It’s all about consistency and building relationships.”

He works at the top-producing office at Keller Williams Realty Elite in Oklahoma City, Oklahoma that won the KW Regional awards for most profitable, most units sold/closed volume (nearly $827M), most commission earned ($22.2M), and most listings taken (2,345). Markus personally received 2019 awards for Top Individual in Units and Quad Gold Award for Units and GCI. “I specialize in residential and land throughout the entire OKC Metro area,” he says. “I am very client-driven, motivated, and believe in the philosophy that customers always come first.”

Because Markus maintains a stellar work ethic, he can proudly report he has a 99% repeat and referral clientele.

Why do they keep returning? “What resonates with me, according to my clients and their testimonials, is that they appreciate my honesty, integrity and excellent customer service,” he asserts.

This would explain his stellar reviews from former clients.

One recently wrote: “My husband and I wanted to purchase a home for the first time. Not only did Markus help us do that, but he went above and beyond to help my family achieve this long-time goal! The amount of time he puts in isn’t even heard of anymore. His kindness and professionalism isn’t heard of. I would pick Markus any day to help me and definitely would refer him to my friends and family.”

Markus is methodical about staying in touch with past and present clients. “I reach out every two to three months,” he

Markus believes in crafting advertising plans that uniquely showcase each property. “I have made it a priority to stay informed regarding the changing landscape of the market, and you will see this knowledge reflected in my up-to-date marketing plans, use of technology, and overall understanding of real estate,” he states. “My goal: To have a positive impact on the lives of individuals every day.” Markus is a firm believer in maximizing social media to the fullest extent. “Online I’m known as the Suits & Vans Realtor Man,” he exclaims. “People look for my posts as well as informational videos. Most Tuesdays, I post a 3-4-minute video that educates viewers about the latest market trends.”

He also features his listings across 300 websites and visits local brokerages once a property hits the market.

Markus says his motto is #MakingDreamsaReality.

“Having a positive impact on families, watching them gain homeownership, is what it’s all about,” he states.

He’s also big on giving back to his community. He was one of the first corporate sponsors to donate to the food pantry at one of the local community colleges. “I’m proud to say we donated 16,000 meals to students in need,” he says. In addition, he’s been involved in donating school supplies and toys to children at Christmas for nearly 20 years.

When not working, Markus loves to take some time to sit back and read a good book. He also works out at the gym 5-6 days a week. “I’m a third-degree black belt in Tae Kwon Do,” he says.

As for the future, Markus hopes to grow his team as well as mentor junior agents. “I love to watch them succeed and reach their desired goals,” he says. “Otherwise, I just want to continue to provide great customer service.”

To learn more about Markus Smith, please call (405) 443-6783, email markussmith@kw.com, or visit kw.com/agent/UPA-6587385267876007937-9 www.

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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SEAN SONODA Sean Sonoda worked as a licensed plumber for his father’s plumbing company, when he took an interest in some of the property managers he met during his work. He discovered that they were all required to have a real estate license, which sparked his interest in the real estate world. He decided to do some research on how the business of real estate works. Finally, he started taking night classes to obtain his own real estate license, and began his career as a REALTOR® in 2006. Sean has currently built a small team and serves the beautiful island of Oahu, in Hawaii.

When it comes to promoting his listings, Sean makes a concentrated effort to invest in marketing. “I set at least 10% percent of my commission for marketing,” he says. And the first step of good marketing is having professional photos. “Currently, more than 80% of buyers out there are looking online first, so we need great pictures to attract them to want more information or to schedule a showing appointment. If the property is vacant I professionally stage it, and if it’s tenant or owner occupied I will go through it with them and we’ll shuffle things around and make it look as best as possible for pictures.” Afterwards, Sean makes sure to heavily promote the listings through social media blasts, as well as prospecting around the neighborhood through cold calling and postcards. And his approach definitely works because Sean sells anywhere from $18 to $20 million in volume each year.

In order to sustain his great repeat and referral rates, Sean makes sure to stay in touch with past clients and check in with them via email as well as mailers. For Sean, this comes pretty naturally as he truly cares about the clients he serves. “I like helping clients as if they’re family, especially first time homebuyers. I always want to make sure they’re really happy and that Top Agent Magazine

I do my best job. I’m always learning and adapting so that I can make the experience as smooth as possible for them.”

Sean also attributes his great relationship with his clients to the fact that he keeps their best interest in mind while also challenging himself to be the best agent in his area. “I want to make sure I go above and beyond most agents. A lot of clients tell me how much more they enjoy working with me than their previous agent, how it’s like a night and day experience. And because buying a house doesn’t happen as frequently as going to a restaurant, most people just don’t realize when their agent isn’t doing all the things they should be doing for them, until they start working with an agent who does. I think this is why my clients remember me and recommend me to their family and friends.”

In the future, Sean would like to continue growing his team and his business further. His background in construction gives Sean an edge and allows him to help clients in various ways. And helping clients is what remains his top priority going forward. “I want to help more people and make this a great experience for them.”

To learn more about Sean Sonoda call 808-551–1274, email seansonoda@kw.com, or visit seansonoda.kw.com www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 72

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

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

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

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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JUSTIN THORSTAD Justin Thorstad got his start in real estate in 2003. “I wanted to learn how to invest in real estate to build wealth,” he explains. “As a young person, I thought that would be a great way to do it, and thought I would get my real estate license. Little did I know that the worlds of being a real estate agent and an investor were completely different!”

Today, Justin is the head of a team of over 140 people. “I stopped being just a full-time agent in 2015 when I started The Thorstad Team, and then two years ago I launched my own brokerage. I still have The Thorstad Team...but mostly I coach all my agents on a weekly basis with mindset and skill set strategies.” Though he’s managing, Justin is still producing, as well. “I don’t manage in the traditional sense,” he says. Instead, he coaches branch managers, and coaches and leads agents himself, all while doing his own production and heading the production of his team. Justin and his team serve the greater Phoenix area, where he says all of his business is repeat and referral. “[Clients] trust I’m giving solid, sound advice, and I always produce my clients’ desired results,” Justin says of his success. “So why would they go anywhere else?

The very fundamental thing that sets me far apart from [others] is mindset. It’s the basis of our organization, Libertas Real Estate. My organization of almost 150 agents is riddled with success stories. The agents aren’t putting in more effort or doing more marketing; they’re fundamentally shifting their mindset and becoming different people, which is producing bigger and better results than they could have ever imagined.”

Justin and his team stay in touch with their past clients mostly through mailings, all of which carry a personal touch. “[We send] cards that are from the heart,” he says.

They also send out texts, as well as impromptu visits

and via social media. “We have a marketing strategy that’s not about marketing,” he says. “It’s about maintaining the relationship and human connection.” As for marketing listings, Justin says his team takes a triedand-true approach with professional photos, virtual tours, and social media marketing. “I will say that we tend to analyze the market differently so that we’re pricing the property properly so that it will movel,” he says.

“I don’t think any amount of marketing will help an overpriced property sell.”

Though his business is on track to do staggering $350 million annually, Justin’s favorite part of his job is coaching his agents. “[I love] coaching the agents on how to be of value and service to their clientele and to themselves. Growing the individual agent holistically in all facts of their life is what pulls me out of bed in the morning,” he says. Justin has also co-founded the Agent Evolution seminar event company, which hosts seminars and Facebook events to offer the same holistic mindset training he offers to his agents to the real estate industry at large. The events are free to attend. When he’s not working or coaching, Justin’s favorite thing to do is simple: “Spending time with my honey and my kids!”

When it comes to the future, his plans are to double his business in size within the next twelve months, both in terms of number of agents and number of locations.

“It’s a massive feat, but everything is already in the works and unfolding beautifully to not only meet that, but potentially surpass it,” he says. Summing up his experience with real estate and coaching isn’t easy, but Justin does have a few words of wisdom. “I think what I really want people to know is where I started and how much of my vision has been made manifest, and that every single person is totally capable of that and so much more.”

To learn more about Justin Thorstad and The Thorstad Team, email justin@libertasrealestate.com, visit libertasrealestate.com, or call (602) 348-8534 www.

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