NATIONWIDE & INTERNATIONAL 8-5-19

NATIONWIDE & INTERNATIONAL EDITION

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

A Step-by-Step Guide to

CONVERTING INTERNET LEADS TO REAL LIFE SALES

MAKE SOCIAL MEDIA MARKETING

Your Calling Card

LIVING ON COMMISSION

NATIONWIDE & INTERNATIONAL EDITION Brackton M. Pratt is proud to congratulate

Brittany Camacho 6

BRITTANY LAMBRECHTS CAMACHO

BECKY NIELS 15

11

DEAN PROVENCE

MANDY ROTH

MARGARET DAVIS

“I really believe I was born to do this,”

on being featured for the State of Virginia Margaret Davis explains, while27 discussing 23 in Top Agent Magazine! her career in real estate. Although she had

CARRIE BOND

18

BECKY NIELSEN

enough about Margaret! She showed us the house we bought I don’t know how many times and was always pleasant and Keren BeckyShe Nielsen hasthe one goaland in mind: Gonen make herhadn’t a punctual. knows area, worked “I won’t candy coat it - there are anything so many emotions career happy.

“I will drop toamake surein real e withclients our lender beautifully.

Shepated is well they’re build andhappy,” respected insays. the “Icommunity.

I her involved on known both sides, andshesometimes can be and very butitfriendships when boyfriend b client relationships that are second to none, and I will never use anyone else!

She goes above a venture flipping ho difficult. But that’s why you have to stay grounded and sureand they’re 100% the timeamazed we’re at the and make beyond, neverhappy pushed us she tooflook at was 31 why 28 and transparent, never lose working together.” more than what wesight couldof afford.” we’re all here.”

KEREN GONE

a previous career as a business manager at Carrie Bondhaddoesn’t Texas A&M, she always an interestdo in any becoming a realtor.

When she from have cold calling.

Shemoved doesn’t Texas totoOklahoma, she jumped as in and - her reputation a Rural earned her real estate license. “The rest and Residential Sales Executive is history,” she says. Today, she’s been in in response times from in the Kiama the business for almost 31 Municipality years all with and BracktonCARRIE M. Pratt | Senior Vice President KEREN GONEN MARGARET DAVIS LANCE COTTERILL BOND agents he sought.

Ke Becky got into real estate in the isn’t heart the what? few hours Margaret Century 21, andtownship has a wonderful assistant Berry precedes her.

Carrie bringsDuring years the of experience in style and of design, Tel: 703-827-4646 | Mobile: 703-628-9871 background salestell hadmet recession, that didn’t slow herher down. inShe working, she’sbutstaying involved in who helps ensure each transaction goes bpratt@firstsavings.com | bracktonpratt.com a positive attitude and empathic combined withimpor 8 homes firstnature, year, during terrible her thethe of her favoriteher quotes is “We make a immense smoothly. She serves all of Shawnee, surrounding areas community. Onesold 8444 Westpark Drive, The Fourth Floor, Mclean,Carrie’s VA 22102 business is predomiservice to deliver a next. superior economic 25responsiveness, the “A Even living customer by what we get, but downturn, weskills, make aand lifethen byof what we and the greater Oklahoma City metro.

“I work all over,expert and a ® herher ow All information given here is subject to change without notice.

Loansreally subject to credit approval.out,” she explains. Most of her busilotboyfriend’s of REALTORs were leaving the business,” NMLS ID# 186937 give”, and she truly lives by that.

Just a few of the many we’re spread nantly made up of returning clients or new folks who experience for her clients.

“You have to not only listen,” encouragement, she decided to try Equal housing lender. Branch NMLS ID# 38694 (www.nmlsconsumeraccess.org) she recalls.

“But I just worked really, really hard REAL involvements include serving as Chairman of the Board ness is based off of referrals and past clients, which she at the to business.

Now,hear nearly three years later, Kere have been recommended by past clients. “My clients she says, “You during have actually and understand Team thatChamber time.” of Commerce, the credits to her dedication, work ethic and professionalism. of the Greater Shawnee already established a reputation for her client-ce 4) MAKE SOCIAL 20)average INCORPORATING 33) TURNING YOUR return becauseMEDIA I achieve above results for what they need.” years w first female to serve as United Way Chairman, Planning service, with a offocus on though And she President kept working hard forcommunication, theSafe next decade; resourc them,” Carrie says.

“They me, of and knowGIVING MARKETING YOUR CHARITABLE PROFESSION INTO the Project “I take very trust good care mythey customers: I I’m see them Commission Chairman, ness,served and aabused personal touch.

Becky the Northwest Metro area of the so wh board which is a shelter for women and chilthrough each step of the transaction.”

When working going to give more than 100% and goingREAL to giveESTATE it When she’s notA bringing dreams to life, Carrie loves to CALLING CARD IN I’m YOUR PASSION ® Twin as atosolo REALTOR toCities be invited become a memberand built approa Margaret, you’re family. Not only does she go above dren, the first female all the time.” with spend time with her family and beloved labs, Bentley chance solid relationships along way.her “I have Today, Keren spearheads workgreat solo and s Civic Club, andthe helped start beyond to makePRACTICE sure clients are happy, she teaches of the all male Kiwanis 9) EVERY PLAYER ISand I starte conversations with my clients,” she says.

“I goforWith and Rosie.

“I love taking them down to the beach 39) HOW TO MAKE YOUR Foundation of which she serves as Jersey. them along the way. “I try to educate them throughout the Shawnee Police clients in both New York and New a out with them day in and out, looking at everyher VALUABLE: TO ChairmanCarrie and many, many more. has day been rewarded the process.

Even if24) they means purchased several properties LivingHOW and working in a rural area that Carrie a swim!” says with a She smile.

She also adores intrepid years under her belt, she has swiftly culti THERE GOES THE COMMUTE PRODUCTIVE house, from making sure we find the perfect one, and While for her untiring energy the community some over the years, it’s a much market now and angranddaughters maintain those relationships as different easily as visiting -a in fact they’ve recently adopted a re significant ofwith herAnd business through BOOSTcan YOUR TEAM’S we spend a lotreceived ofportion time together.

NEIGHBORHOOD: she has – Volunteer ofyou know hasn’t ever-changing industry.

I want them to be comfortable of the many awards www.

CONTENTS

clientele.

To Keren, the recipe for her success is sim the local coffee through shop. “People they just want pony together.

STEP-BY-STEP MORALE Year, Citizen43) of theA Year, Realtor of the Year, Sam every aspectring of it.”andTO HOW LIST HIGH the “I treatofpeople howAmbassador I would want to get coffee,” she says. “I run into people downtown.

Walton BusinessGUIDE Leader the of to be treated, TOYear, CONVERTING says.

“Whether you’re selling or her buying, 13) HOW TO THROW WHEN NEIGHBORS ARE A the Year,toGordon Richards Sr. Service Award, honored is hands-on and Ifully dedicated to this career.Looking It’s very natural,Margaret and really organic. don’t go through the future, Carrie wants to expand teamit can INTERNET LEADS TO extremely stressful process.

But if you have an as one of the Top 50 Women in Oklahoma, and multi“I am very accessible and respond to every phone call A NETWORKING NUISANCE the database EVENT and make intentional calls to keep up. and her internet presence. “We are constantly evolving and message. My customers can call me pretty much any tudes more. that listens, isSALES knowledgeable, and holds your REAL LIFE That PUT is justYOUR not time.” my style.

I just have the these wonderful, to stay current, becomeand complaTHAT CAN She loves to simplify process, making a some-and it is so important throughout, it makes not it bearable, you come ou 29) HOW TO ANSWER THE She is also one of only 35 members of the prestigious times difficult situation an easy one, leaving no question organic contacts.” cent.

Internet resources are improving day-by-day, and BUSINESS ON THE MAP otherLIVING end successfully.

I give my clients the atte 47) ON Hall of Fame inwe’re Centurygiving 21 and has earned unanswered. Her marketing approach is also straightfor-weInternational INEVITABLE QUESTION: need to make sure all the coverage and dedication I’d expect, and that’s why so Awards. ward, telling her clients to declutter if needed, and relying 27 consecutive Centurion COMMISSION 17) 5 THINGS YOU CAN them have a positive experience.” W For Carrie maintaining those is the one Australia butenjoyed worldwide.”

WHY SHOULD IofCHOOSE on the power of therelationships Internet to spread word aboutpossible, not onlyof more, Keren has developed a wealth of resourc DO TO the ACHIEVE YOUR best parts ofher thelistings. job. “I’m definitely “The minute we list a it, people it goes to over 1000 As Margaret’s business continues to grow, she is enjoying YOU? from contractors to financers—and uses these v every minute of it, and is excited every day to work with different websites, and from there it continues to grow.” person,” she says. “And I am passionate about BIGGEST GOALS

her clients. “I reallycontacts just lovetomy job and have thelives best easier. “I want to make herIclients’ architecture andAfter style.

Rural properties really – and become friends for life. the transaction, clients love to leave glowing customers anywhere tool for they my clients,” she says.

“I have a lot of reso interest me because ofabout the her. diversity of thesaid, land, GOD IS GOOD!!” reviews One recently “I can not say I am a very blessedtolady; help them, even in unorthodox ways.” In Phone 310-734-1440 | Fax 310-734-1440 allowing you to get out into nature’s playground. more information about Margaretmemorable Davis, instance, Keren helped a client tempo I’m getting the best of all worlds thisFor job.” place their 200+ pound family pet pig amidst a com mag@topagentmagazine.com |in www.topagentmagazine.com http://www.zillow.com/profile/staceydeangelis/

please call 405-997-9500 or email margaretdavis@realtor.com

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transaction.

“ITop think outside the box,” No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Agent Magazine is she says.

Selling rural properties means that she gets to Copyright Top Agent Magazine published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent When listing properties, Keren leverages both d spend be time with clients who come inexpressed from theorcity, Magazine cannot held responsible for opinions facts supplied by its authors. To subscribe or change address, send and traditional market methods. Beginning and she delights in their experience.

“We’re lucky inquiry to mag@topagentmagazine.com.

Published in the U.S. professional photography, she then leverages prop enough to live in this beautiful country,” she says. across the leading online listing platforms and s “We’ve got kangaroos, wombats, wallabies, and media outlets, as well as through high-end broch

echidnas, just to name a few. When city clients see them their faces light up. I just love when people

Top Agent Magazine

32

DEBRA HORTON 35

38

BRIDGETTE 41 JACOBS

AMY JENS

Jacobs is having It isn’t just pe With a deep, abiding faith in for top dollar. Debra, Bridgette who survived a fight Amyare Jenh her team a great isyear, and will How be did God, a servant’s heart and with kidney cancer recently, gratefully of the most belove selling at with least both $10 million Group logo i strong, lifetime ties to her assisted by her daughter Paige able in Enc on its collar b more than she did last year - agents community, Top Agent Debra marketing and other business efforts.

Carlsbad?

Horton also brings to the real not bad for an agent who got home,” she sa estateGINGER game aHUDSON vast reservoir BRIDGETTE Debra cherishes relationships that12 years BARC (Balti the business AMY JENSEN DEBRA HORTON JACOBStheinto A born of industry knowledge and a she forms with her clients, and she to let weentrepreneu donate a p ago to support aworks friend.hard three shop sincere commitment to helping them know how much she appreciates them. She yogurt is thought I would all of her many grateful buyers and sellers achieve their fond of dropping by “A theirpregnant. homes with pop-by seasonal Theenjoy JacobsbeiG friend of“Imine was JEFF MOORE45 solid PAT SETTAR Mom, but then realized lo 49I quickly JESSICA real estate goals. 42 Debra’s integrity, honesty and gifts, such QUIRK as46 watermelon for her older clients or pies taking real estate classes been veryI su says with her characteristic smile.

She’ work ethic have made her household for seasonal holidays.

That appreciation is reciprocated, Topalmost Agent aJeff Moore name – CEOin and real estate industry.

“We provide our customers with a got her start in real yearly,room with an to averag grow didn’t want to doPatit Settar alone,” Bridgette recalls.

With anthe upbeat per Powerhouse Realtor Jessica Quirk industry.

“It’s because we take oft a several homes over the and estate more than twenty-five days years on market—a Shelby County, Alabama, sheofworks under the astook is made evident by this glowing review posted on and where President Blue Sky Home constant flowaccelerated of value,” says Jeff, when asked to account buyer’s agent “We the course, and she dropped reservoir of indus years Atreal the estate time, her ence and expertise. alongside husband very transparent and straightforward with transactions, so she dec in Office.

Denver, Colorado –– Co-Lead, for the loyalty and trust heaago. and his team inspire. auspices of Realty SouthGroup Shelby Zillow.com: “Debra is great agent!

She has lots of careers,” she out after two days. I didn’t, here I am now!” and deep adoptiveand hometown commuties real to t of The Quirk Group in asked to account forany the impressiv has spent more than a decadeSean, experience license.

In 2004, she launched her and was very knowledgeable answering nity of Mullica Hill was in a of Beyond the office, Pa grow so that t Conn many SouthExpert, Boston –we is had. amarketing dedicated, and theand Quirk Group thorough has also played a large roleBranford, now works closely with a inspire. team of“We two Debra – a former music providing teacher whohis spent threegrateful decades questions She listed our home and promoted major growth spurt, Pat best through her involveme Where she is now is operating as one of the Agent Vicky Wel the tovery best and inconscientious init,Jeff’s continuing story.

“It’s allhelped about and many highlysuccess ethical way we’d like to be the treated. sa introducing the youth ofclients Shelbywith County the arts, receiving responses.

She also with serves the Encinitas/South Carlsbad are recognized the opportunity to buyer Committee andThe throu ® PAT professional SETTAR Bridgette loo in Maryland. andestate most successful REALTORs JEFF MOORE JESSICA QUIRK focus VICKY WELCH service. he explains.

“It’s is about figuring out what the Women’s Raveis has long who personal life, asSchool well.”

Additionally contribute her talents.

Now, Hill’s Tri-Club she was named Teachercustomer of the Year for her Jeff’s dedicationreal – behavior,” purchase of our new home, which went seamlessly.” the Encinitas-Union District. continue to w g Bridgette and team in thebuilt Jacobs Group - she excellence, coupled with histruly buyers and working backwards from there more thanare twodoing decades later, she an relationships esteemed the state.

“They inspir respected presence dedicated toherhelping herhas solid has formed began her career in realonestate in 2006, after accepting reputation, known for her industry knowledge, dedicated ering sense of commun she says.

“We including her mother, her husband and her best authentic client-first business ethos have resulted in his and into the marketing plan.”

Professional photography estate market.

V sellers achieve their realnot estate goals, ethical brokers. an opportune offer of a realmany estatebuyers schooland scholarship When she’s working, Debra enjoys nothing more An impressive 90% real of clients career, authentic heart ofeight service. she Amy’s most enjoys time s stellar reputation as a trusted professional is utilized exclusively, as areofhigh-quality, carefully thatmany we never friend - and serve clients in Maryland’s counandreal in estate so doing hasDebra closed over $250 million sales. commitment on providing her grate from a local brokerage. “I loved teaching music,” than spending timein with her children and grandchildren, andshowcase referral his customers.

What keepsandh visiting the shore, who, without fail, always places the well-being of his ties, produced videos, both which properties want to make and they focus on customer satisfaction and Working under theteacher. auspices ofand Coldwell –ofBack There areworshipped many other reasons tohas sellers with top-notch customer recalls, “and I was a very outside-of-the-box is that she’s “both lived and in Today, Patproud servesBanker clients under the banner ofeager Berkshire future, Patservice intends totak back and to refer Amy to friends clients before his commission check. in the best light possible.

Robust exploitation of the not just numb closing deals.

Hathaway Home Services, where she heads a tightknit care at the heart of he she has more than earned her community excellent reputation as assessing Jessica’s impressive suc her unparalleled reputation as a trusted, ho I took my kids everywhere,Bay, including the Kennedy this for nearly seventy years.” very personable and that I provide excelle internet and social mediaassistant properties then buyer ensure team that includes a dedicated andwho three that requires consisten an agent who consistently puts the best interests of her her stellar marketing strategies. advocate operates with the utmost in Center in New York, and to perform on the Today Show. introducing families to the area and th A former high-level college soccer player, Jeff’s original agents. maximum exposure is gained, resulting in quick Whileare Pat typically has uniquely in-depth knowledge of the sales times—but that’s when “My“Ievery clients under contract inthat aofweek,” front and center during transaction. network fantastic photographer But when theatest andclients gotthe my license, I decided love what I do,” says Debra.

“I feel you get out specializes in a small geographic area intent wasI passed to pursue career in sports world.

That for top dollar.

Mullica Hill area, she has extensive experience working “I’ve sat at many a kitca says.

“As long asVicky’s the arein realistic Jessica, helps get potentia topursuit hand in myderailed, retirement paperswhen and he justwas jump in.” Bridgette of this business you putsellers into it. just from journey thegive real estate actually be across southern Newwhat Jersey, particularly them navigate this pro was however, out right walking expert on Gloucester theI “which neighborhoods she serve about their price!

And we represent a wide price Jessica began her career in real estate after earning her And once you’ve got them there, my heart, don’t expect anything in return, and I’m never describingofher working style, Pat cites client have and the ability to ago, as her ancestor John Taintor was respo and was hit by a truck. “I was on a full ride scholarship, County.

Jeff, a Inmember the Denver Metro Association of clients about teachers at local schools, yo h advocacy, communication, and a collaborative approach range as low as $100,000 and as high as ainside million, master’s degree in public policy with a specialization in property and two out. real That’s wh Jump right in, indeed.

Debra found almost immediate disappointed.

My life is so full and blessed, I very need was most likely themultiple first estate but I had fifteen surgeries over the course of two years, Realtors, also gives back to his community in an intra district transfer, and refer them t aslives some of theaverage defining of her success.people “I treat canFinally, withany urban planning from New University.

“I love everywhen ask you quet success, and up shelosing was named Rookie ofJeff the Year byYork to live!” although our isworking, around $350,000.” and I ended that scholarship,” explains. ways.

When he’s notfeatures he enjoys nothing more Branford, upon his donation of thethetwentyland “I’m not only hous every client as if they were family,” shevery says. involved, “I always inbehind her, Pat Settar thing about how communities are built andtime the thought the answer.

That matters.” her brokerage office right out of the Since then, In true Jeff Moore fashion, however, hegate. rallied and was keep than spending with his wife Gretchen and their town green, andto today the street my clients’ best interests athelping heart, and I’ve really about her career.

“I’ve them get situated inthat the meand comm that goes into creating a vibrant city.

After I graduated and her has this continued to and grow, based upon her Even ablebusiness to overcome adversity, eventually obtained children Olivia and Lukas, enjoying Colorado with all herwith experience and success, Bridgette green still the name Taintorthis Drive. enjoyed working so many families overbears thethe years, and through busin a job helpingto investors flip houses. was their laborer, outdoors lifestyle. commitment providing excellent customer service moved“Iback to Boston, which is myaslooking hometown,” Jessica When not working, and Se well with their It’s been a wonderful othersJessica is my purpose,” is as always to children. learn more.

“I believe you can Vicky’s father was a celebrated builder in Amy’s fast-paced working manner mea profession for me.”

Likewise, Pat emphasizes the imporgive peopleand the civic tools andher I’ve definitely seen aand hammer,” says.

“But and large, loyal client referral base which recalls, “I he realized thatnow inI Boston, at that time, economic variety of “I philanthropic learn something from anyone,” she says. still Vicky credits him for igniting her initial int seein homes first, often beforenothey tance of staying ahead of the curve an industry that’s decision, matterhit th learned from them, and I started investment Jeff, also anbecause in-demand real coach, has fairly includes a significant number of finding her former pupils. development was more centered around job creation, so enjoy nothing than spending goever-evolving. to classes there areestate always new things estate field.

“I have amore real affinity for Br “I really pride myself on staying on top interests in hand, and because her vast network allows her to properties getting the investors to purchase them.

I did straightforward plans for the future of his business, “I think my work speaks forI itself,” says Debra. made the move into “I’m residential real estate.”

Jessica was dren and dogs atof their recently purc happening and Ifrom want tomarket stay real estate here,” she says, “because of things,” in shereal says.estate, “Everything design and ahead ROI, for them.

That’s what’s properties and pocket listings to her buy flips with other people’s money, chief among themshocked continuing to recruit new agents ana number entirely ofreferral-based agent.

My enamored clients but trust me the instantly ofthen her new career.

“I was to stay to curve.” home values and trends.

I also in contact with To find My parents also owned several acres ofou pr every step of the way she shares decided there was more money in retail.” and grooming them so they can find the same level ofas Jessica’s because they know I’ll get thediscover job donejust forhow them.” peopleenjoyed even afterresidential the transaction is complete, and I’m much I really real Looking to the future, planh which I sold even before I had my license. visit maryl success hethem has. aAbove all, on however, is one overarching the market and choice neighborhoods. able to give goodanread where they stand.

It’s estate. I love the intimacy of the industry.

As agent into the development side of real e ahead allows Bridgette do what shethe loves really hooked me, and what encouraged Initially working for several other companies, including Staying goal: important to continue providing histoclients with same orqe vitally to stay ahead of innovation, marketing marketing listings, she starts with high Don’t let Debra’s affable nature charming southern youand really get to know yourthe clients and there is incredible growing their team with equally-d estate career.” most about herthe job.

“Ireal love this job because I industry behemoth Keller Williams, Jeff eventually approaches, andconcierge how market is faring.” exceptional, service that has long been his photographs, and alucky pre-marketin personality fool you: she is also a fierce negotiator and enthusiasm when we find the satisfaction in seeing their agents.

“Ivideos feel really be wor moved his team over to EXP in 2018. Currently closing love calling card.people,” she says. helping “Not just clients - about to campaign to create buzz the listin a detail-oriented, hardworking dynamo.

She is also an When listing properties, Pat takes says perfect home.”

Jessica.

“I just love it.” a full-spectrum close to one hundred transactions per year, the Blue I loveFor Currently overseeing an equally-dedicate helping new agents.

Creating a team has information about Debra Horton, with top professional agents in the area to see if they h expert marketer, who herself of the newest tech- approach. more Beginning with staging and Sky Home Group hasavails rapidly established a reputation team of seven other agents, Vicky really helped me grow as a person.” buyers.

Once the listing goes live, she c photography, Pat leverages live videos, winning copy, please callher 205-281-2448 or nologies to ensure each of istoseen by as In her 2015, following the birth of their second child, as a company thatthat goes above andlistings beyond provide exceptional claim that more than half socialhttp://www.zillow.com/profile/staceydeangelis/ media outreach, and visibility across leading major realtheestate websites, and hosts of we many potential buyers as“We possible, ensuring quick husband Sean joined her team, and has proven himself email DHorton@RealtySouth.com customer satisfaction. provide movers for sales our listing platforms to reach a wide audience. based uponConsidering referrals, perhaps the surest m invaluable asset. “It really well for us,” says she also relies upon clients, connect them with an handymen or contractors. her works lengthy tenure in the business, To learn real more well done in the highly-competitive Jessica. our we boots the ground.with Sean goes toacross all We’ll even do garage sales or estate “He sales,is and do on relationships colleagues the area, tapping a Magazine TotoPatS fin Copyright Top Agent email “I think it’s because I really listen my broad potential buyers. All told, Pat averall of this at no cost to our clients,” says Jeff.meetings, “Nobody and the community has network becomeofvery ingrained http://www.zillow.com/profile/staceyde call (856) 297 – 5t Vicky, when asked how she manages email amy@ag ages roughly 125 successfully completed transactions likes to move, so we work hard make developers the experience withto local to find off-market deals, while I incredible trust and loyalty. “I think that’s a positive one.” homesmart.com/rea visit focus on things like pricing, design, floor plans, finishin this business. You have to know not jus es…I love that type of thing.” Additionally, four other to buy or sell, you need to know their For more information about Jeffbut Moore, Currently, a significant portionagents of Jeff’s business is based round out their team. “They’re not here just to work please call 303-589-4591 or future.

It’s important to have those deta on repeat clients and word offor mouth, perhaps the surest us,” Jessica explains. “We’rehttp://www.zillow.com/profile/staceydeangelis/ helping them and collabTop Agent Magazine 3 email Jeff@listsellhappy.com indicator of a job well done in the highly-competitive really help them.” orating with them on how to grow their own business.”

VICKY WE

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

Instead, let’s consider a few techniques that will make your social media presence 4

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

Top Agent Magazine ®

Top Agent Magazine

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

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

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

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

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

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

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

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

Top Agent Magazine ®

5

BRITTANY LAMBRECHTS CAMACHO

Brittany Lambrechts Camacho takes a big picture view of real estate. For her the transaction isn’t about just closing the deal; she understands that this is one of the biggest investments a person is making, and that they’re either choosing a new home in which to make years of memories or they’re moving forward to a new stage in their lives.

probably wishes I would remove that tagline (I kid, I kid), but I absolutely mean it. Call me at 2 AM. I can give them an answer in five minutes and generally that’s all they need to put their mind at ease and let them get back to a good night’s sleep.” Brittany adds with a smile: “I have two very, very young children, so the reality is I’m probably awake anyway!”

“I don’t look at my clients as the 34th transaction of the year,” she says. “They’re not one-and-done. Not to me. These are real people, with real feelings, real emotions, and real nerves, going through the most expensive, most emotional, and most nerve-wracking financial transaction of their life. I care about them as people, and if I service their real estate needs properly, I’m fortunate that they become more than just a client.

I enter many business transactions with ‘clients’ and close out many files with new ‘friends.’”

For Brittany knowing that she’s providing security and service makes the 2AM calls worth it. “I feel I’m really lucky to be in this job,” she says. “I always knew I wanted to be my own boss, but I never imagined I could be my own boss in a job where I could make such a difference in people’s lives. I’m helping people set themselves up for financial success, by way of building equity through home ownership. And I’m helping people achieve the ‘American dream.’”

Treating her clients like friends and family means Brittany is always willing to be there for them. “I don’t expect my clients to know all the intricacies of the process,” she says. “And because it’s such a big investment it can be scary. So if they’re up at 2 in the morning and they have a question, they can get in touch with me. I stress to my clients that they are absolutely allowed to reach out to me anytime. My signature line actually says, ‘Call or Text ANYTIME.’ My husband 6

The daughter of a French immigrant, Brittany says, “My father immigrated to the United States from France, obtained his Green Card, and went on to become a US Citizen. He was so proud of all that, but I remember him telling me he really felt like an American when he had saved enough to purchase his first home. He was so deeply proud to own a house, and the land it sat on.” She adds, “I wake up every day feeling like I’m making a difference.

That’s my WHY.” Copyright Top Agent Magazine

Another key element in Brittany’s success is that she knows the area in which she works. Born and raised in Falls Church, she’s a Northern Virginia resident of 32 years. She brings that expertise to her clients, helping them discover the right communities for them. And she keeps busy, closing between 50 and 60 transactions a year and selling more than $25 million annually.

Even as busy as she is, Brittany finds time to be involved in the community that has done so much for her. When she moved to a new neighborhood she and her son began picking up trash they saw on the street; at her husband’s urging she made that responsibility official by adopting a stretch of local highway. Every year she takes money from each transaction she closes and uses it to buy toys for Toys for Tots; recently she’s added more charities, including animal rescue and cancer research. On a smaller scale, she donates her hair almost yearly. “I grow it out, and then chop off anywhere from 10-12 inches to donate. I’ve been doing this since Middle School, so I’ve donated around 20+ pony tails of hair.”

Brittany’s future looks bright, and while she currently works solo she’s considering bringing on someone to work alongside her. “My business is growing every year and I need to make sure that as my business grows, my level of commitment and customer service never waivers.”

“But you know,” she smiles. “A lot of hard work got me here, but I’m also tremendously fortunate. I have clients every day who decide to place their trust in me. They allow me to fight for them. Go to bat for them. Negotiate on their behalf. They trust me to ‘win’ their dream house for them in a 12 Offer Bidding War situation. They allow me to talk them out of a house when I believe it’s overpriced or has a flaw that time and money cannot fix. Simply put, they trust me. I am always cognizant of the fact that my clients have choices when it comes to selecting a Realtor to represent their best interests, and that they chose me. That honor is never lost on me.”

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To find out more about Brittany Lambrechts Camacho visit buywithbrittany.com, call her at 703.599.2748 or email brittany@c21redwood.com www.

Copyright Top Agent Magazine 7

Brackton M. Pratt is proud to congratulate

Brittany Camacho

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

Brackton M. Pratt | Senior Vice President Tel: 703-827-4646 | Mobile: 703-628-9871 bpratt@firstsavings.com | bracktonpratt.com www.

8444 Westpark Drive, The Fourth Floor, Mclean, VA 22102 NMLS ID# 186937

8

All information given here is subject to change without notice. Loans subject to credit approval.

Equal housing lender. Branch NMLS ID# 38694 (www.nmlsconsumeraccess.org)

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 9

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

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

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

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

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

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

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

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

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DEAN PROVENCE

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DEAN PROVENCE Top Agent Dean Provence – of Shankle Real Estate in California’s scenic Monterey Peninsula – is quickly closing in on forty years in the real estate industry. A consummate professional, Dean brings to the table a host of exceptional qualities that have endeared him to the legions of buyers and sellers he has worked with over the years. Dean’s enduring focus on providing the very best in customer service has translated into a remarkable reputation as a trusted, knowledgeable and honest advocate for anyone wise enough to choose to work with him.

“My mother got her real estate license back in 1974,” replies Dean, when asked how he ended up in the business of selling homes. “She hoped that we’d work together someday, so I got my own license in 1982, and I started my career in Sacramento, where I was Assistant Manager of a fifty-person office for many years.” After his dad passed away in 1997, Dean relocated his family to Monterey, where he finally joined forces with his mother until her retirement in 2009.

An expert in all aspects of real estate – including short sales, foreclosures, first time home buyers, conventional sales and real estate investments – the lion’s share of Dean’s business is based upon repeat and referred clients, perhaps the most accurate measure of excellence in customer service in the highly-competitive real estate industry. When asked how he manages to inspire such impressive loyalty, Dean points first to his willingness to go above and beyond for his customers. “My dad was a contractor,” he says, “and I inherited all of his tools.

So when things come up, little things not worth calling a contractor or handyman for, I’ll head over to the home and take care of it, whether that’s changing light bulbs, installing smoke alarms; whatever it takes to make the house presentable and get it sold, I’ll do it.” Dean is also a one-stop referral source for his top-notch network of trades, professionals and entertainment.

Other factors certainly come into play when assessing Dean’s long success story, among them his stellar business acumen and fierce negotiating skills, and his thorough and 12

thoughtful approach to marketing. “I’ve hired a team that creates one-page websites for each listing,” he says, “and they help me with social media exposure for them as well.”

Of course, professional photography is utilized exclusively, ensuring each property is always shown in its best light.

Another major reason for Dean’s phenomenal success is the appreciation he demonstrates for his clients. “My major core value is family,” he explains, “which is why I treat my clients like family.” That appreciation is clearly reciprocated, as is made clear by the large number of glowing testimonials he has received on Zillow.com, on which site he holds a perfect, five-star overall rating. “Dean is an experienced, professional and savvy realtor who has continued to stay in touch after the sale and provide us with local data and trends. He knows the market, the process of buying and selling, current regulations, is responsive, and has very good negotiating skills. He found us the perfect home for our budget at the time,” reads just one.

Dean is also an ardent philanthropist, who gives back to his community in a wide variety of ways, including his support of the Monterey County Association of Realtors and other charities and civic events.

Dean’s plans for the future are fairly simple: to continue growing his business, while simultaneously enhancing and refining the already-amazing customer service that has been his longtime calling card.

For more about Dean Provence, please call 831-277-8622 or email Dean@ShankleRealEstate.com Copyright Top Top Agent Agent Magazine Magazine

How to Throw a Networking Event

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

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

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

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

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

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

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

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 14

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

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

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

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

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MANDY ROTH Top Agent Magazine

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MANDY ROTH Top Agent Mandy Roth attributes her success to her close ties to her community – the small Ontario town of Ayr – and that’s certainly a significant factor.

However, there are a large number of other reasons, chief among them her solid commitment to providing each and every one of her many grateful buyers and sellers with the very best in customer service. Working under the Umbrella of RE/MAX Twin City Realty, Mandy has cultivated an impressive reputation as a trusted real estate advisor.

Mandy began her journey in real estate in 2008, after lengthy experience flipping homes with her husband.

“He’s a contractor,” she explains, “so we started buying homes and renovating them. My kids were older at the time, and it just made sense that I get my real estate license and start doing the purchasing and selling of our properties.” Since then, Mandy has built a successful business based on deep industry knowledge, honest, integrity and a fierce work ethic. Though she focuses primarily on the charming community of Ayr, she will travel within a 45- mile radius to assist clients.

The lion’s share of Mandy’s business is based upon repeat and referred clients, perhaps the truest testament to her face-to-face, hands-on business ethos. “I’ve lived in Ayr my whole life,” she says, “so I still go and sit at people’s kitchen tables, even though whatever needs to be done could be done electronically. It’s a more personal kind of service that some people feel they don’t get from the bigger city Realtors. Living in the same community where I sell also keeps me accountable, since I’m most likely going to run into my clients at the local grocery store, or at the soccer field or hockey rink.”

Additionally, Mandy has no issue with going above and beyond to assist her clients, and the cherished relationships she forms with them transcend the closing table. “I frequently help my clients with things that have nothing to do with real estate,” she says. “I’ve helped with getting their children into daycare, finding 16

a local contractor who is reliable, and many other things. I love helping people who have just moved here get acclimated and integrated into the town.”

Another reason for Mandy’s continuing success story is her thorough and strategic approach to marketing her listings. High-definition photography and professional staging make certain that each property is shown in its best light, and deft utilization of the internet and social media ensure maximum exposure. Quick sales for top dollar – not to mention happy clients - are result.

When asked what she enjoys most about what she does for a living, Mandy points first to the opportunity it provides her to help people during what can be a very emotional situation for them. “You really have to get into the nitty gritty of people’s lives and their finances during a transaction,” she says, “so sometimes I almost have to be a sort of therapist for them.” She also truly appreciates the flexibility her career offers, which allows her to spend recreational time with her family.

As for the future, Mandy’s plans are fairly straightforward: to continue building her business while providing the same excellent service that has become her stock in trade.

For more information about Mandy Roth, please call 519-589-0369, email MandyRoth@Rogers.com, or visit MandyRothSells.com www.

Copyright Top Top Agent Agent Magazine Magazine

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those Top Agent Magazine

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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BECKY NIELSEN

Becky Nielsen has one goal in mind: make her clients happy. “I will drop anything to make sure they’re happy,” she says. “I build friendships and client relationships that are second to none, and I make sure they’re happy 100% of the time we’re working together.”

Becky got into real estate in the heart of the recession, but that didn’t slow her down. She sold 8 homes her first year, during the terrible economic downturn, and then 25 the next. “A lot of REALTORs® were leaving the business,” she recalls. “But I just worked really, really hard during that time.”

And she kept working hard for the next decade; Becky served the Northwest Metro area of the Twin Cities as a solo REALTOR® and built solid relationships along the way. “I have great conversations with my clients,” she says. “I go out with them day in and day out, looking at every house, making sure we find the perfect one, and we spend a lot of time together. And you know 18

what? After we close on a house I’ve had clients tell me, ‘Gosh, I miss my Becky conversations!’”

Even though she was incredibly successful on her own, Becky joined forces with two other REALTORs® to form Realtors with Energy Team at Edina Realty. “I had some outstanding years while on my own,” she says. “But I always thought it would be fun to have a team, and so when Laurie Hanson and Brittney Jackson approached me about starting one I jumped at the chance. So after nine years solo in my tenth year I started a team!”

While creating a team is a big change, one thing hasn’t changed for Becky: how much she loves Copyright Top Agent Magazine

the job. “I love getting in there and being with the people each and every day,” she says. “It couldn’t be a better fit for me. I don’t mind doing it seven days a week, morning to night, because I love it so. In fact, when I take a vacation I have to leave my cell phone behind because otherwise I’ll keep working!”

Something else Becky loves is being involved in her community. Twice a month Becky gets into her church kitchen to prepare meals for upwards of 160 needy guests. And the Realtors with Energy - Team at Edina Realty agents get involved at all sorts of community events, from parades to the Riverfest, handing out popcorn and getting to know the local folks.

When she’s not working Becky loves to spend time with her four children… but she’s pretty much always working! And as she works today she’s always thinking about tomorrow.

“My goal is to keep growing my business and keep working hard,” she says. “There isn’t a day that goes by where I don’t think, ‘What else could I be doing for my clients?’ My vision is to be an example for the rest of the team, to help them become the kind of high end producers I’ve become.”

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To find out more about Becky Nielsen, visit BeckyNielsen.Edinarealty.com, call (763) 244-6264 or email beckynielsen@edinarealty.com www.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 20

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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CARRIE BOND Carrie Bond doesn’t do any cold calling. She doesn’t have to - her reputation as a Rural and Residential Sales Executive in the Kiama Municipality and Berry township precedes her.

Carrie’s business is predominantly made up of returning clients or new folks who have been recommended by past clients. “My clients return because I achieve above average results for them,” Carrie says. “They trust me, and they know I’m going to give more than 100% and I’m going to give it all the time.”

Living and working in a rural area means that Carrie can maintain those relationships as easily as visiting the local coffee shop. “People ring and they just want to get coffee,” she says. “I run into people downtown.

It’s very natural, and really organic. I don’t go through the database and make intentional calls to keep up.

That is just not my style. I just have these wonderful, organic contacts.”

For Carrie maintaining those relationships is one of the best parts of the job. “I’m definitely a people person,” she says. “And I am passionate about architecture and style. Rural properties really interest me because of the diversity of the land, allowing you to get out into nature’s playground.

I’m getting the best of all worlds in this job.”

Selling rural properties means that she gets to spend time with clients who come in from the city, and she delights in their experience. “We’re lucky enough to live in this beautiful country,” she says.

“We’ve got kangaroos, wombats, wallabies, and echidnas, just to name a few. When city clients see them their faces light up. I just love when people stand in nature, take a deep breath and say, ‘This is why I want to live on the South Coast.’”

“I won’t candy coat it - there are so many emotions involved on both sides, and sometimes it can be very difficult. But that’s why you have to stay grounded and transparent, and never lose sight of why we’re all here.”

Carrie brings years of experience in style and design, a positive attitude and empathic nature, combined with expert customer service skills, to deliver a superior experience for her clients. “You have to not only listen,” she says, “You have to actually hear and understand what they need.”

When she’s not bringing dreams to life, Carrie loves to spend time with her family and beloved labs, Bentley and Rosie. “I love taking them down to the beach for a swim!” Carrie says with a smile. She also adores her granddaughters - in fact they’ve recently adopted a pony together.

Looking to the future, Carrie wants to expand her team and her internet presence. “We are constantly evolving and it is so important to stay current, not become complacent. Internet resources are improving day-by-day, and we need to make sure we’re giving all the coverage possible, not only Australia but worldwide.”

To find out more about Carrie Bond, www.southcoastprestigeproperties.com.au/agents/1stf0003/Carrie-Bond southcoastprestigeproperties.com.au/ visit agents/1stf0003/Carrie-Bond, call +61-421-449-846, http://www.zillow.com/profile/staceydeangelis/ or email carrie@southcoastpp.com.au www.

Carrie gets to bring a lot of joy to a lot of people.

“I’m helping people fulfil their dreams,” she says.

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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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Top Agent Magazine

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

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

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

Do your homework.

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

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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 26

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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LANCE COTTERILL Lance Cotterill launched his career in real estate thirty-eight years ago. At the time, he was in the midst of transition, and it was his father’s interest in the industry that piqued Lance’s curiosity. In the decades since, Lance has served countless buyers and sellers in his community, becoming a veritable expert on the regional inventory and marketplace in the process.

Today, Lance heads a team of eighteen comprised of salespeople, marketing professionals, and administrative support staff. Serving the southern end of Australia’s Gold Coast, Lance’s primary service region isn’t far from Surfer’s Paradise, where a vast contingent of his business is driven by repeat and referral clientele. “The wow factor in real estate is trust,” he says. “I find that if people trust you and you have a trustworthy name, people turn to you. When someone is putting their most important investment in your hands, you have to be honest in all matters. We put ourselves in our clients’ shoes and treat them the way we’d want to be treated.

It’s a people industry. If you look after people, it comes back around.”

services as needed, along with professional photography to showcase properties in their finest light. Sometimes, it’s the little things that stand out most, and Lance is no stranger to personally weeding gardens and otherwise finetuning details in order to maximize a home’s value.

“We do everything we can to get the best possible price and make sure a home’s presentation is 100%,” he says.

“It’s about promoting the property, not ourselves.”

Beyond the office, Lance and his team give to a variety of community clubs and their various events, sponsoring prizes and partaking in the local scene. In his free hours, he most enjoys time spent with family and loved ones, scuba diving, boating, and escaping on his family’s annual cruise vacation.

Finally, with nearly four decades of insight and experience, Lance considers what he enjoys most about his hard-earned career. “I’ve always liked meeting new people and making new friends along the way,” he says.

“You have to a passion for the industry to succeed. It’s about knowing what clients want, satisfying their needs, and building a good relationship with them. Every day is different, and that’s something I really enjoy. There’s always another challenge ahead.”

Lance describes the real estate agent’s role as a versatile one, requiring people skills, market savvy, and utmost adaptability. “You’ve got to know and understand the whole business,” he says. “From legal considerations to knowing how to manage emotions when tensions are running high. It’s important to be a good listener and provide a service that clients won’t soon forget. All in all, you’ve got to treat people right—and empathy is a good teacher.” Considering Lance’s lengthy tenure in the industry and substantial legacy, he has established a reputation as a regional leader and friend to many.

When listing homes, Lance goes above and beyond to assure every detail is pristine. Beginning with an initial consultation to prep sellers on what to expect and where adjustments can be made, he then incorporates staging Top Agent Magazine

To learn more about Lance Cotterill email LanceC@northestateagents.com.au, visit northestateagents.com.au, or call 61 418 762270 www.

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MARGARET DAVIS “I really believe I was born to do this,” Margaret Davis explains, while discussing her career in real estate. Although she had a previous career as a business manager at Texas A&M, she always had an interest in becoming a realtor. When she moved from Texas to Oklahoma, she jumped in and earned her real estate license. “The rest is history,” she says. Today, she’s been in the business for almost 31 years all with Century 21, and has a wonderful assistant who helps ensure each transaction goes smoothly. She serves all of Shawnee, surrounding areas and the greater Oklahoma City metro. “I work all over, we’re really spread out,” she explains. Most of her business is based off of referrals and past clients, which she credits to her dedication, work ethic and professionalism.

“I take very good care of my customers: I see them through each step of the transaction.” When working with Margaret, you’re family. Not only does she go above and beyond to make sure clients are happy, she teaches them along the way. “I try to educate them throughout the process. Even if they purchased several properties over the years, it’s a much different market now and an ever-changing industry. I want them to be comfortable through every aspect of it.”

Margaret is hands-on and fully dedicated to this career.

“I am very accessible and respond to every phone call and message. My customers can call me pretty much any time.” She loves to simplify the process, making a sometimes difficult situation an easy one, leaving no question unanswered. Her marketing approach is also straightforward, telling her clients to declutter if needed, and relying on the power of the Internet to spread the word about her listings. “The minute we list it, it goes to over 1000 different websites, and from there it continues to grow.”

After the transaction, clients love to leave glowing reviews about her. One recently said, “I can not say

enough about Margaret! She showed us the house we bought I don’t know how many times and was always pleasant and punctual. She knows the area, and worked with our lender beautifully. She is well known and respected in the community. I will never use anyone else! She goes above and beyond, and never pushed us to look at more than what we could afford.”

During the few hours Margaret isn’t working, she’s staying involved in her community. One of her favorite quotes is “We make a living by what we get, but we make a life by what we give”, and she truly lives by that. Just a few of the many involvements include serving as Chairman of the Board of the Greater Shawnee Chamber of Commerce, the first female to serve as United Way Chairman, Planning Commission Chairman, President of the Project Safe board which is a shelter for abused women and children, the first female to be invited to become a member of the all male Kiwanis Civic Club, and helped start the Shawnee Police Foundation of which she serves as Chairman and many, many more. She has been rewarded for her untiring energy from the community with some of the many awards she has received – Volunteer of the Year, Citizen of the Year, Realtor of the Year, Sam Walton Business Leader of the Year, Ambassador of the Year, Gordon Richards Sr. Service Award, honored as one of the Top 50 Women in Oklahoma, and multitudes more.

She is also one of only 35 members of the prestigious International Hall of Fame in Century 21 and has earned 27 consecutive Centurion Awards.

As Margaret’s business continues to grow, she is enjoying every minute of it, and is excited every day to work with her clients. “I really just love my job and I have the best customers anywhere – and they become friends for life.

I am a very blessed lady; GOD IS GOOD!!”

For more information about Margaret Davis, http://www.zillow.com/profile/staceydeangelis/ please call 405-997-9500 or email margaretdavis@realtor.com 28

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How to Answer the Inevitable Question:

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

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

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

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

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

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

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

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

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

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

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

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 30

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

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

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

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

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

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

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KEREN GONEN Keren Gonen hadn’t anticipated a career in real estate, but when her boyfriend began a venture flipping homes, she was amazed at the lag in response times from the agents he sought. Keren’s background in sales had taught her the immense importance of responsiveness, and at her boyfriend’s encouragement, she decided to try her hand at the business. Now, nearly three years later, Keren has already established a reputation for her client-centric service, with a focus on communication, resourcefulness, and a personal touch.

Today, Keren spearheads her work solo and serves clients in both New York and New Jersey. With a few intrepid years under her belt, she has swiftly cultivated a significant portion of her business through referral clientele. To Keren, the recipe for her success is simple.

“I treat people how I would want to be treated,” she says. “Whether you’re selling or buying, it can be an extremely stressful process. But if you have an agent that listens, is knowledgeable, and holds your hand throughout, it makes it bearable, and you come out the other end successfully. I give my clients the attention and dedication I’d expect, and that’s why so many of them have enjoyed a positive experience.” What’s more, Keren has developed a wealth of resources— from contractors to financers—and uses these vetted contacts to make her clients’ lives easier. “I want to be a tool for my clients,” she says. “I have a lot of resources to help them, even in unorthodox ways.” In one memorable instance, Keren helped a client temporarily place their 200+ pound family pet pig amidst a complex transaction. “I think outside the box,” she says.

When listing properties, Keren leverages both digital and traditional market methods. Beginning with professional photography, she then leverages properties across the leading online listing platforms and social media outlets, as well as through high-end brochures, Top Agent Magazine

postcards, and open houses. As a result, properties she lists average roughly 43 days on the market, with a broad price-point ranging from $175,000 to $750,000.

Whether she’s working with a buyer or seller, Keren focuses first on clients and their best interests. The rest, she says, naturally follows.

To give back to her community in her free hours, Keren stays involved on a local level. Most recently, she volunteered at the Vernon Senior Citizen Center’s annual picnic. She also raises awareness and resources for the National Association for Mental Awareness, and has a passion for rescue dogs. She most enjoys time spent with her children and boyfriend.

As for the future, Keren plans to earn her broker’s license and hopes to one day open another arm of her banner office. Now, almost three years after her debut, Keren considers what she values most about her career. “I love the people factor,” she says. “I enjoy helping people during a stressful time in their lives.

When they’re happy, I’m happy. In this business and in general, I really believe in generosity and helping others. If we were all just a bit more willing to lend a helping hand, the world we live in would be a better place for future generations.”

To learn more about Keren Gonen email gonen.keren1@gmail.com, visit her website here, or call (551) 262 – 4062 www.greenteamhq.com/agent/keren-gonen/

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DEBRA HORTON With a deep, abiding faith in God, a servant’s heart and strong, lifetime ties to her community, Top Agent Debra Horton also brings to the real estate game a vast reservoir of industry knowledge and a sincere commitment to helping all of her many grateful buyers and sellers achieve their real estate goals. Debra’s integrity, honesty and solid work ethic have made her almost a household name in Shelby County, Alabama, where she works under the auspices of Realty South Shelby Office.

Debra – a former music teacher who spent three decades introducing the youth of Shelby County to the arts, and she was named Teacher of the Year for her dedication – began her career in real estate in 2006, after accepting an opportune offer of a real estate school scholarship from a local brokerage. “I loved teaching music,” Debra recalls, “and I was a very outside-of-the-box teacher.

I took my kids everywhere, including the Kennedy Center in New York, and to perform on the Today Show.

But when I passed the test and got my license, I decided to hand in my retirement papers and just jump right in.”

Jump right in, indeed. Debra found almost immediate success, and she was named Rookie of the Year by her brokerage office right out of the gate. Since then, her business has continued to grow, based upon her commitment to providing excellent customer service and her large, loyal client and referral base which now includes a significant number of her former pupils.

“I think my work speaks for itself,” says Debra. “I’m an entirely referral-based agent. My clients trust me because they know I’ll get the job done for them.”

Don’t let Debra’s affable nature and charming southern personality fool you: she is also a fierce negotiator and a detail-oriented, hardworking dynamo. She is also an expert marketer, who avails herself of the newest technologies to ensure that each of her listings is seen by as many potential buyers as possible, ensuring quick sales 32

for top dollar. Debra, who survived a fight with kidney cancer recently, is gratefully assisted by her daughter Paige with both marketing and other business efforts.

Debra cherishes the relationships that she forms with her clients, and she works hard to let them know how much she appreciates them. She is fond of dropping by their homes with pop-by seasonal gifts, such as watermelon for her older clients or pies for seasonal holidays. That appreciation is reciprocated, as is made evident by this glowing review posted on Zillow.com: “Debra is a great agent! She has lots of experience and was very knowledgeable answering any questions we had. She listed our home and promoted it, receiving many responses. She also helped with the purchase of our new home, which went seamlessly.”

When she’s not working, Debra enjoys nothing more than spending time with her children and grandchildren, and is proud that she’s “both lived and worshipped in this community for nearly seventy years.”

“I love what I do,” says Debra. “I feel that you get out of this business what you put into it. I just give from my heart, don’t expect anything in return, and I’m never disappointed. My life is so full and blessed, I need two lives to live!”

For more information about Debra Horton, please call 205-281-2448 or http://www.zillow.com/profile/staceydeangelis/ email DHorton@RealtySouth.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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GINGER HUDSON Ginger Hudson earned her real estate licensed back in 2012.

During her debut years, she honed her skillset in New Mexico, before ultimately relocating to Washington’s Tri-Cities area in 2015. In the years that followed, Ginger parlayed her hard-worn expertise in a new environment, building a following one buyer and seller at a time. Now, four years later, she has established a reputation for perseverance, client advocacy, and steadfast communication.

Today, Ginger serves clients across the Tri-Cities area and works alongside regional builder Prodigy Homes.

To date, more than half of her business is driven by repeat and referral clientele—a testament to Ginger’s longevity and consistent delivery of results. “It’s an exciting business,” Ginger says. “I want to be an asset for my clients, and it gives me great peace of mind to know they feel heard and listened to. That’s what people want, and it’s a philosophy I live by both personally and professionally. I want my clients to feel comfortable and taken care of.” To further accomplish this, Ginger places great emphasis on communication and fast response times. “There’s rarely a wait period when clients reach out,” she explains. “I give my clients the experience I’d want from a trans action. They need to feel valued, and a big part of that is being communicative and accessible.”

Understanding that buying or selling a home is likely the most important transaction in a client’s life, Ginger goes out of her way to eliminate anxieties and uncertainty. A natural problem solver, Ginger is also stable and even-handed amidst high-stress situations. “As the professional, it’s my job to take on that emotional burden as best I can and do everything possible to keep my clients from becoming overwhelmed,” she says.

“I’m here to keep things calm. My father always taught me to respect others and follow through on my word.

That’s how you earn people’s trust, and trust is everything in this business.”

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When listing properties, Ginger preps all homes prior to professional photography and their ultimate debut.

From there, she leverages listings across the leading online platforms and social media outlets, in addition to tapping her network of fellow industry professionals. On average, Ginger closes roughly 40 transactions yearly, totaling $9 million in sales, with an average price-point of $500,000 at two weeks on the market.

Beyond the office, Ginger gives back to her community through sponsorship of the local minor league baseball team, November pie giveaway events for clients, and as part of her church’s leadership team, mentoring young girls in the congregation. In her free hours, she most enjoys time spent with her husband, five children, and their three family dogs.

As for the future, Ginger intends to keep progress steady, with plans to further her partnerships with area developers and builders. Now, with seven years of insight, Ginger Hudson considers what she enjoys most about her career. “I have a very active mind, and I like the challenge real estate presents,” she says. “Most of all, I love helping others find the right path and making this process a smooth and positive memory. If you do it well, clients will never forget.”

To learn more about Ginger Hudson email Ginger.H@c21-tc.com, visit GingerHudson.com, or call (509) 845 – 9451 www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com 

grahamharrop.com  36

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

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BRIDGETTE JACOBS Bridgette Jacobs is having a great year, and will be selling at least $10 million more than she did last year not bad for an agent who got into the business 12 years ago to support a friend.

It isn’t just people Bridgette loves to help; she and her team are huge animal lovers. In fact, the Jacobs Group logo is a dog! “The dog has a little home on its collar because we believe pets really make a home,” she says. “We do a lot with the ASPCA and BARC (Baltimore Animal Rescue and Care), and we donate a portion of our sales to animal charities.”

“A friend of mine was taking real estate classes and didn’t want to do it alone,” Bridgette recalls.

“We took the accelerated course, and she dropped out after two days. I didn’t, and here I am now!”

The Jacobs Group is established, and Bridgette has been very successful, but she knows there’s still room to grow, especially for her team. “I have four buyer’s agents and they’re in the first years of their careers,” she says. “I look forward to helping them grow so that they’re better able to assist our clients.”

Where she is now is operating as one of the best and most successful REALTORs® in Maryland.

Bridgette and her team in the Jacobs Group including her mother, her husband and her best friend - serve clients in eight of Maryland’s counties, and they focus on customer satisfaction and closing deals.

Bridgette looks to a bright future. “I want to continue to grow, but I want to do so carefully,” she says. “We’ve grown every year, but I make sure that we never grow at the expense of our clients. We want to make sure the clients we serve are people, not just numbers or sales.”

“My clients are typically under contract in a week,” Bridgette says. “As long as the sellers are realistic about their price! And we represent a wide price range - as low as $100,000 and as high as a million, although our average is around $350,000.”

Even with all her experience and success, Bridgette is always looking to learn more. “I believe you can learn something from anyone,” she says. “I still go to classes because there are always new things happening in real estate, and I want to stay ahead of the curve.”

To find out more about Bridgette Jacobs visit maryland.house, call 1-888-436-1094 or email Bridgette@lnf.com http://

Staying ahead allows Bridgette to do what she loves the most about her job. “I love this job because I love helping people,” she says. “Not just clients I love helping new agents. Creating a team has really helped me grow as a person.”

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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AMY JENSEN How did Amy Jensen become one of the most beloved and knowledgeable agents in Encinitas and South Carlsbad?

A born entrepreneur, Amy sold her three yogurt shops when she was pregnant. “I thought I would enjoy being a stay at home Mom, but then I quickly realized I love to work,” she says with her characteristic smile. She’d bought and sold several homes over the years and often helped friends with real estate transactions, so she decided to obtain her license. In 2004, she launched her real estate career. She now works closely with a team of two other agents, and serves the Encinitas/South Carlsbad area, specializing in the Encinitas-Union School District.

An impressive 90% of Amy’s clients come from repeat and referral customers. What keeps her clients coming back and eager to refer Amy to friends and family? “I’m very personable and I provide excellent service. I love introducing families to the area and the schools.” Amy specializes in a small geographic area and is an absolute expert on the neighborhoods she serves. She can talk to clients about teachers at local schools, help them apply for an intra district transfer, and refer them to trusted vendors.

“I’m very involved, in not only the house they buy, but in helping them to get situated in the community,” she says.

Amy’s fast-paced working manner means that her clients see homes first, often before they hit the open market because her vast network allows her to bring off-market properties and pocket listings to her buyers, guiding them every step of the way as she shares her knowledge of the market and choice neighborhoods. When it comes to marketing listings, she starts with high quality professional photographs, videos and a pre-marketing “Coming Soon” campaign to create buzz about the listing. She then meets with top agents in the area to see if they have any interested buyers. Once the listing goes live, she posts it on all the major real estate websites, and hosts well attended broker

opens and open houses. Amy knows how to maximize the value of the sale by utilizing her arsenal of marketing strategies. She has set record high sales in several neighborhoods in the area. “I feel what sets me apart from other agents is that I attend every single showing. A potential buyer may see five homes in a day, but I have a vested interested in having that buyer know the ins-and-outs of the home I’m sharing with them,” she explains. Her personal approach is superb and gives her clients peace of mind in knowing that they are working with an exceptional, experienced agent who truly cares for them. Whether a client is looking to purchase or sell property, Amy’s goal is to guide them to the property of their dreams or maximize the value they obtain through selling. Amy is a Realtor who is attentive, responsive and understanding of her clients’ needs, because she wants them to be secure in what is likely one of the largest purchases in their lives. The average price of her listings is $1.3 million with an average of fifteen days-on-market.

Amy usually completes 25 to 30 transactions a year.

What’s Amy’s favorite part of her job? “My passion is finding buyers homes that they will enjoy for years to come.

I love interacting with the families, helping get their kids in the right school district, and sharing with them the large network of people I recommend for repairs and remodels.”

To give back to the community, Amy supports nonprofits such as Habitat for Humanity, Wounded Warriors and Challenged Athletes. During the holidays, Amy works with a charity called “Solutions for Change.” She provides holiday gifts, a tree, and decorations for families who can’t afford presents for their children. Though she generally works seven days a week, she enjoys traveling abroad once a year with her family! For the future, she’d love to expand her team. “I want to teach others in real estate how to be successful,” she says.` With her dedication and expertise, she’s sure to make that dream a reality.

In 2017, Amy was awarded Top Realtor at HomeSmart Realty West and was honored Realtor of the Year. She is in the top ¼ of 1% of all Realtors in San Diego and continues to be a Top Producer year after year.

To find out more about Amy Jensen, email amy@agentamyjensen.com, call (858) 922-2329, or visit homesmart.com/real-estate-agent/california/carlsbad/23679-amy-jensen https://

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JEFF MOORE Top Agent Jeff Moore – CEO and President of Blue Sky Home Group in Denver, Colorado – has spent more than a decade providing his many grateful clients with the very best in customer service. Jeff’s focus on excellence, coupled with his authentic client-first business ethos have resulted in his stellar reputation as a trusted real estate professional who, without fail, always places the well-being of his clients before his commission check.

A former high-level college soccer player, Jeff’s original intent was to pursue a career in the sports world. That pursuit was derailed, however, when he was out walking and was hit by a truck. “I was on a full ride scholarship, but I had fifteen surgeries over the course of two years, and I ended up losing that scholarship,” Jeff explains.

In true Jeff Moore fashion, however, he rallied and was able to overcome this adversity, and eventually obtained a job helping investors flip houses. “I was their laborer, and I’ve definitely seen a hammer,” he says. “But I learned from them, and I started finding investment properties getting the investors to purchase them. I did a number of flips with other people’s money, but then decided there was more money in retail.”

Initially working for several other companies, including industry behemoth Keller Williams, Jeff eventually moved his team over to EXP in 2018. Currently closing close to one hundred transactions per year, the Blue Sky Home Group has rapidly established a reputation as a company that goes above and beyond to provide customer satisfaction. “We provide movers for our clients, connect them with handymen or contractors.

We’ll even do garage sales or estate sales, and we do all of this at no cost to our clients,” says Jeff. “Nobody likes to move, so we work hard to make the experience a positive one.”

Currently, a significant portion of Jeff’s business is based on repeat clients and word of mouth, perhaps the surest indicator of a job well done in the highly-competitive 42

real estate industry. “We provide our customers with a constant flow of value,” says Jeff, when asked to account for the loyalty and trust he and his team inspire.

Expert, thorough marketing has also played a large role in Jeff’s continuing success story. “It’s all about buyer behavior,” he explains. “It’s about figuring out what the buyers are doing and working backwards from there and into the marketing plan.” Professional photography is utilized exclusively, as are high-quality, carefully produced videos, both of which showcase his properties in the best light possible. Robust exploitation of the internet and social media properties then ensure that maximum exposure is gained, resulting in quick sales for top dollar.

Jeff, a member of the Denver Metro Association of Realtors, also gives back to his community in multiple ways. When he’s not working, he enjoys nothing more than spending time with his wife Gretchen and their children Olivia and Lukas, enjoying the Colorado outdoors lifestyle.

Jeff, also an in-demand real estate coach, has fairly straightforward plans for the future of his business, chief among them continuing to recruit new agents and grooming them so they can find the same level of success he has. Above all, however, is one overarching goal: to continue providing his clients with the same exceptional, concierge service that has long been his calling card.

For more information about Jeff Moore, please call 303-589-4591 or http://www.zillow.com/profile/staceydeangelis/ email Jeff@listsellhappy.com Copyright Top Top Agent Agent Magazine Magazine

A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 44

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

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

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

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JESSICA QUIRK Powerhouse Realtor Jessica Quirk – Co-Lead, alongside husband Sean, of The Quirk Group in South Boston – is a dedicated, conscientious and highly ethical real estate professional who is truly dedicated to helping her many buyers and sellers achieve their real estate goals, and in so doing has closed over $250 million in sales.

Working under the auspices of Coldwell Banker – Back Bay, she has more than earned her excellent reputation as an agent who consistently puts the best interests of her clients front and center during every transaction.

Jessica began her career in real estate after earning her master’s degree in public policy with a specialization in urban planning from New York University. “I love everything about how communities are built and the thought that goes into creating a vibrant city. After I graduated and moved back to Boston, which is my hometown,” Jessica recalls, “I realized that in Boston, at that time, economic development was more centered around job creation, so I made the move into residential real estate.” Jessica was instantly enamored of her new career. “I was shocked to discover just how much I really enjoyed residential real estate. I love the intimacy of the industry. As an agent you really get to know your clients and there is incredible satisfaction in seeing their enthusiasm when we find the perfect home.”

industry. “It’s because we take a lot of pride in being very transparent and straightforward,” says Jessica, when asked to account for the impressive level of loyalty she and the Quirk Group inspire. “We treat other people the way we’d like to be treated. The same thing goes in my personal life, as well.” Additionally, Jessica points to the solid relationships she has formed with other likeminded, ethical brokers.

There are many other reasons to take into account when assessing Jessica’s impressive success story, including her stellar marketing strategies. “We use a trusted network of fantastic photographers and stagers,” says Jessica, “which helps get potential buyers in the door.

And once you’ve got them there, you need to know your property inside and out. That’s what is going to sell it, when people can ask you any question and you’ll have the answer. That matters.”

When not working, Jessica and Sean are involved in a variety of philanthropic and civic endeavors, and they enjoy nothing more than spending time with their children and dogs at their recently purchased summer home.

Looking to the future, Jessica’s plans are to move further into the development side of real estate, and to continue growing their team with equally-dedicated and ethical agents. “I feel really lucky to be working in this industry,” says Jessica. “I just love it.”

In 2015, following the birth of their second child, her husband Sean joined her team, and has proven himself an invaluable asset. “It really works well for us,” says Jessica. “He is our boots on the ground. Sean goes to all the community meetings, and has become very ingrained with local developers to find off-market deals, while I focus on things like pricing, design, floor plans, finishes…I love that type of thing.” Additionally, four other agents round out their team. “They’re not here just to work for us,” Jessica explains. “We’re helping them and collaborating with them on how to grow their own business.”

Currently, the lion’s share of Jessica’s business is based on repeat and referred clients, a sure indicator of excellent customer service in the highly-competitive real estate Top Agent Magazine

For more about Jessica Quirk, please call 339-227-0058 or email Jessica.Quirk@nemoves.com Copyright Top Agent Magazine 45

PAT SETTAR Pat Settar got her start in real estate more than twenty-five years ago. At the time, her adoptive hometown community of Mullica Hill was in a major growth spurt, and Pat recognized the opportunity to contribute her talents. Now, more than two decades later, she has built an esteemed reputation, known for her industry knowledge, dedicated career, and authentic heart of service.

Today, Pat serves clients under the banner of Berkshire Hathaway Home Services, where she heads a tightknit team that includes a dedicated assistant and three buyer agents. While Pat has uniquely in-depth knowledge of the Mullica Hill area, she has extensive experience working across southern New Jersey, particularly Gloucester County. In describing her working style, Pat cites client advocacy, communication, and a collaborative approach as some of the defining features of her success. “I treat every client as if they were family,” she says. “I always keep my clients’ best interests at heart, and I’ve really enjoyed working with so many families over the years, as well as with their children. It’s been a wonderful profession for me.” Likewise, Pat emphasizes the importance of staying ahead of the curve in an industry that’s ever-evolving. “I really pride myself on staying on top of things,” she says. “Everything from design and ROI, to home values and trends. I also stay in contact with people even after the transaction is complete, and I’m able to give them a good read on where they stand. It’s vitally important to stay ahead of innovation, marketing approaches, and how the market is faring.”

When listing properties, Pat takes a full-spectrum approach. Beginning with staging and professional photography, Pat leverages live videos, winning copy, social media outreach, and visibility across the leading listing platforms to reach a wide audience. Considering her lengthy tenure in the business, she also relies upon relationships with colleagues across the area, tapping a broad network of potential buyers. All told, Pat averages roughly 125 successfully completed transactions 46

yearly, with an average list price of $332,000 and 43 days on the market—all stats that testify to her expedience and expertise.

Beyond the office, Pat gives back to her community through her involvement in Mullica Hill’s Beautification Committee and through her sponsorship of Mullica Hill’s Women’s Tri-Club, the largest women’s tri-club in the state. “They inspire so many and create an empowering sense of community,” she says. In her free hours, she most enjoys time spent with her family and friends, visiting the shore, and reading a good book. As for the future, Pat intends to keep progress steady, with clientcare at the heart of her practice. “This is a profession that requires consistent work, and it can be difficult at times—but that’s when clients need us most,” she says.

“I’ve sat at many a kitchen table with my clients, helping them navigate this process. I’m grateful for all that I have and the ability to give back.”

Finally, with twenty-five sterling years of service behind her, Pat Settar considers what she values most about her career. “I’ve met so many wonderful people, and through this business I’ve discovered that serving others is my purpose,” she says. “I truly feel a duty to give people the tools they need to make an informed decision, no matter the benefit to me. I hold their best interests in hand, and I let them know I’m looking out for them. That’s what’s important.”

To learn more about Patricia Settar email PatSettar@comcast.net, http://www.zillow.com/profile/staceydeangelis/ call (856) 297 – 5790, or visit PatSettar.com www.

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Living On Commission

by Linda Brakeall

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

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

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

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

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

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

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

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

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

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

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

Copyright©, Linda Brakeall.

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All rights reserved.

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VICKY WELCH With an upbeat personality, a vast reservoir of industry knowledge and deep ties to the community of Branford, Connecticut, MegaAgent Vicky Welch of William Raveis has long been a highlyrespected presence in her local real estate market. Vicky’s focused commitment on providing her many grateful buyers and sellers with top-notch customer service has translated into her unparalleled reputation as a trusted, honest real estate advocate who operates with the utmost integrity.

Vicky’s journey in the real estate actually began generations ago, as her ancestor John Taintor was responsible for what was most likely the very first real estate transaction in Branford, upon his donation of the land that became the town green, and today the street that meanders around that green still bears the name Taintor Drive. More recently, Vicky’s father was a celebrated builder in Branford, and Vicky credits him for igniting her initial interest in the real estate field. “I have a real affinity for Branford and the real estate market here,” she says, “because of my lineage.

My parents also owned several acres of property in town, which I sold even before I had my license. That was what really hooked me, and what encouraged me to pursue a real estate career.”

Currently overseeing an equally-dedicated and talented team of seven other agents, Vicky can make the exceptional claim that more than half of her business is based upon referrals, perhaps the surest measure of a job well done in the highly-competitive real estate industry.

“I think it’s because I really listen to my clients,” says Vicky, when asked how she manages to inspire such incredible trust and loyalty. “I think that’s very important in this business. You have to know not just that they want to buy or sell, but you need to know their plans for their future. It’s important to have those details so you can really help them.”

Vicky, due to her community connections, is also a valuable resource to her clients long after the closing table, and she is often called upon to recommend local eateries Top Agent Magazine

or other local services. It’s this knowledge that has also played a part in her membership in William Raveis’ sports and entertainment division, which has resulted in the sales of homes to numerous high-profile athletes and others.

Vicky has also parlayed her professionalism into a stint on an episode of HGTV’s Beachfront Bargain Hunt, on which she presented several of her listings.

Another factor that must be considered when assessing Vicky’s long and successful career is her thorough, comprehensive approach to marketing and the dependable result: fast sales for top dollar, and incredibly happy customers. “I do a lot of print advertising,” says Vicky, whose omnipresent signage has made her a household name in Branford, “and a lot of online advertising and social media as well. I also avail myself of the wonderful tools William Raveis supplies me with.”

When she’s not working, Vicky enjoys vacationing in Vermont, and she is also an ardent philanthropist who gives back to her community in a variety of ways, including her work with a local soup kitchen and several other charities.

As for the future, Vicky’s plans are relatively straightforward: to mentor and groom new agents for success, to continue building her already-thriving business, while sacrificing none of the amazing customer service that is her forte. “More than anything,” she says, “it’s important for me – at the end of the day – to make sure my clients are satisfied.”

For more information about Vicky Welch, please call 203-215-4990 or email Vicky.Welch@Raveis.com Copyright Top Agent Magazine 49

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