NATIONWIDE & INTERNATIONAL 9-21-20

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

JIM ALLEN KIM & BRIAN BISCHLER MISSIE CRAIG KRISTIN DUNKLEE JOSH FELDBERG ELIZABETH GLEASON JENN JENKINS DERIK & CRYS KEITH DON KRAMER NOEL MARRERO KRISTIN McFEELY GINNY & BEN OPSAHL JOSH PLOWMAN MINDY RAMPA SHANE & RACHEL RANKIN BROOKE ROZELL FAYLEN SILVA JAMIE WEISS MELISSA YOUNG SANDY YOUNGER

COVER STORY

JOE WOODS Embracing Smart Homes Does New Technology Really Increase Home Value?

Five Ways to INCREASE YOUR COMMISSION 7 Simple Tips that are Proven to Help You STAY AHEAD OF THE COMPETITION

NATIONWIDE & INTERNATIONAL EDITION Christine McLean & Lawyers Title DFW are proud to congratulate

Henry R Ricci III is proud to congratulate

MISSIE CRAIG KRISTIN McFEELY

MISSIE CRAIG

21

15

7

KRISTIN McFEELY

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

on being featured for the State of 41 Texas in Top Agent Magazine!

JOE WOODS

47

29

JENN JENKINS

35

MINDY RAMPA

FA

KRISTIN DUNKLEE 58

53

62

ALLSTATE INSURANCE HENRY R RICCI III Agency Owner/Personal Financial Representative

215-752-6100 | Website

www.facebook.com/pages/category/Insurance-Agent/Henry-Ricci-Allstate-Insurance-115931751801215/

LAWYERS TITLE DFW 937 New Rodgers Rd, Levittown PA 19056 Christine McLean MELISSA YOUNG SHANE & RACHEL christine.mclean@ltic.com SHANE & RACHEL RANKIN

SANDY YOUNGER

KRISTIN DUNKLEE

FAYLEN SILVA

CONTENTS

Top Agent Kristin Dunklee with Berkshire Hathaway Home Se Verani Realty, in Belmont, New Hampshire, serves clients a the Lakes Region and the southern part of the state

RANKIN

4) EMBRACING SMART HOMES: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE? 12) 5 TIPS TO GET NEW CLIENTS 19) WHY DELEGATING IS THE KEY TO LONG-LASTING SUCCESS 27) HOW TO MAKE YOUR COMMUTE PRODUCTIVE 32) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 38) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

44) HOW TO RECOGNIZE Creative and TRUE LUXURY PROPERTIES

69) 5 REASONS WHY her office in Belmont, New Hampshire, YOU NEED A MENTOR thriving book of business across the Lak lakefront homes, the southern part of the to state,golf occasionc 50) HOW TO INCORPORATE 73) 7“From SIMPLE TIPS out as far north as the White Mountains valley view homes, there truly a CURRENT EVENTS TO YOUR THAT ARE PROVEN TO HELP After working in the concrete and construction busi- If you ask her how she has managed to g EMAIL BLASTS AND STAY YOU STAY AHEAD OF THE ness much so quickly, Kristin will creditde he ness for over 29 years, new culture changesand at her so offer beauty company that didn’t mesh with her views on cus- focus on building long-lasting relations RELEVANT COMPETITION tomer service led Kristin to begin looking for a new clients as being the primary drivers of h trustworthy, Kristin Dunklee’s commitment to forging meaningful connections with her clients has built her a stellar reputation as one of the star up-and-coming agents in her community.

career. Shortly after, she happened to run into a former

think that the way that I go about runn

ramped up as an agent with Berkshire Hathaway Home

variety of marketing tools in her toolkit.

Faylen Silva began estate career 56) 5 STEPS TO ACHIEVE HOW TO ANSWER THE nessher reallyreal proves to my clients that in Ih coworker who had gone77) into real estate. “As I learned interests at heart.

I don’t worry about more about the industry, I realized that real estate was and her interest in the field started earlier thath LONG TERM SUCCESSa great ASopportunity A INEVITABLE QUESTION: WHY for me to be able to serve clients of things, I’m just focused on buildin Faylen’s were brokers, her I felt they deserved,” Kristin ship-based business,” Kristinand explains.

REAL ESTATE AGENT and customers the waySHOULD I grandparents CHOOSE YOU? ® recalls. “So, I did some more research, got my license,both to help anyone regardless how littl and dad were REALTORS , soof she gr and the rest is history.”

60) FIVE WAYS TO INCREASE about realtransaction.” estate around the dinner 81)hearing UNTANGLING THE YOUR COMMISSION Just two and a half years When it comes to listing a property, a Krisb later, Kristin has quickly who Faylen’s mom, eventually became BIDDING WAR: A BUYER’S

showed ropes nowCOVID-19, the twoit’sofmore them – Verani Realty, already her sold the more goingand on with i & having SELLER’S PERSPECTIVES 64) ARE YOU DOING Services for agents to get creative than $10 million in transactionside volume. byBased sideout inofthe ever same office.

Over herwith 14they BUSINESS AS YOU ON industry, has forged strong relatio 46)the HOW TOFaylen SEND Copyright Top A FACEBOOK? with clients thanks to her excellent custom SMARTER EMAILS

vice, friendly attitude, and ability to produce r

Faylen lives and works in Lake County, Cali a rural area near the Bay Area and the Napa V Phone 310-734-1440 | Fax 310-734-1440 “Many people move here because they are mag@topagentmagazine.com | www.topagentmagazine.com to the area’s great affordability and the slowe life: no traffic, up and comingis wineries, an No portion of this issue may be reproduced in any manner whatsoever without prior consent of theof publisher.

Top Agent Magazine activities including Clearlake’s published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent world-ren bass fishing,” Faylen says. send “From lakefront h Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, to golf course homes, vineyard view, mounta inquiry to mag@topagentmagazine.com. Published in the U.S.

2

Top Agent Magazine

DERIK & CRYS KEIT

JOSH FELDBERG

Derik Keith began repairing ELIZABETH GLEASON cars as a collision repair technician in 2005 and decided to look into investing in real estate. “I began reading about the subject, talking to people, which led to JAMIE WEISS DON KRAMER buying properties to flip,” he PLOWMAN recalls.NOEL “Then MARRERO I figured I should GINNY & BENJOSH OPSAHL (THE OPSAHL TEAM) get my license so I would be the one to sell my properties.” At the time, he hadn’t considered selling for other people. comps and a “But people around me saw what I was doing and how get our home successful I was at it, so they began asking me to help contract proc them buy and sell real estate,” he says. Soon thereafter, cating any a he got into the business full time and discovered he all the way to loved the process. “It just exploded from there,” he says. cated and ho home, look n When Crys Keith met her husband, he had already been rest of the Ke in the business for two years. “I started out helping him with the marketing side of things,” she says. “At first, Derik adds t I was filling in the gaps, not thinking about getting a process as en license, but asand time went on,Estate I discovered that I enjoyed humor,” he s REALTOR Vendors Real Companies— the work. I got bit by the bug.” type o Get Nationwide & International exposure! certain brating clien The Keith Home Team grew from there, covering the and/or video Top Agent Magazine is seen RealCurrently, Estate Agents Greater Oklahoma Cityby territory. the agencyand around here,” listings–from to farmland to residential– Brokershas in 32 every U.S. citylots and Internationally! ranging in price from $30,000 to $580,000. Crys says When they a a large percentage the business is repeat and referral multiple phy Pleaseofcontact clientele. “It’s because we’re more than just a single mixed martia mag@topagentmagazine.com Realtor,” she asserts. “Our clients receive a full team of ormake call 310-734-1440 for realhelps estate experts who will apply all their knowledge toWhen At the mom holiday cards, and also hosts client events. communication everything as convenient across the leading online listing platforms guaranerhaps the most or c it comes to marketing, Jamie takes a multifaceted as possible.” help In fact, Noel serves the tech coach and To find out moreastheir about Ginny Opsahl, please callexposure.

847-732-6072 or email at Ginny@GinnyOSellsHomes.com them meet goals.” ad rates and information. tees wide-ranging Neighborhood mining small but mi e in the highly Copyright Top Agent Magazine trainer for the more thanYou 460can agents in Ben his Opsahl office.

“Iphone help at with contact by 847-732-8114 or byand email at BenOSellsChicago@gmail.com. and connecting loan officers other industry k it is because I and we Fordon’ For more information about Don Kramer, more GinnyOSellsHomes.com and TheOpsahlTeam.com You can also find them online at my colleagues achieve a greater understanding of how colleagues also stirs early debut buzz.

Last year, Josh y care about the please call 724-454-4060 or email Jo sold roughly $14-million in volume, with an average to utilize thatTheir technology to extend and service clients agreereach on their professionalism. One writes: might consid he inspires such Top Agent Magazine 3 visit his price-point of approximately $300,000. email DonaldKramer@TPRsold.com clients,” he says. “I have a passion for helping people, important to be “When we decided to list our home, there was only one Copyright Top Agent Magazi and helping agents develop their businesses so that they

Josh brings his years of renovation experience When you sit down to chat with Josh Feldberg, KIM & BRIAN BISCHLER 71 into every deal he works72 65 75 on with his clients. it quickly becomes apparent that68you’re than simply assisting the speaking to someone who loves workingKim in and Brian Bischler have feelRather like we felt when we bought our home,them it’s thewith happiness Gleason launched her Eliza buying and this selling aElizabeth home, Josh create for of a family.”

Creating happiness is something real estate. “When I moved to Pittsburghbeen I involved in real estate weprocess For Jim Allen, working in real will come in time.”

This approach has clearly worked for quite a long time.

“I was Brian considers a public service. real estate in 2009 after socia provides his clients with investment advisory career quickly fell in love with the city and the busilicensed in real estate before I is much moreandthan just a well for Jim, as more than 70% of his business comes services, helping them analyze properties for ness. I loveestate buying and selling homes the working in the upscale, fast- prop finished high school,” Kim says, Speaking of public service, Brian and Kim are also involved in their renovation explaining potential challenge of figuring out how much a home “I worked real estate from throughrepeat a number of charityand and potential, community organizations.

“We voluncareer—it’s a passion that allows clients referrals. paced corporate world. “I had says. a lot with local Association of REALTORS®,” Kim and the post-rehab values, and even setting should be worth,” Josh tells Top Agent. college.” Kim’s mom was also teercosts him to change the world been shopping for a house at the hous a realaround estate agent as well as says.

She’sup taken multiple roleswho in thecan various committees them withoncontractors do the work. an author of seven real estate inof the Association.

Locally,loves they’re part ofspend a group that works with his him for the better.

“I love what I Outside work, Jim to time time and became friends with ELIZABETH GLEASON DERIK & CRYS KEITH JOSH FELDBERGto provide KIM & BRIAN JIM ALLEN When he moved to Pittsburgh five years ago books. “She always taught mental health support for young people, which Kim BROOKE ROZELL Several before moved to Pittsburgh, from Israel,do Josh walkedBISCHLER away a dynamic mepeople’s to forge my own wife, path and Amy, says is especially crucial duringhe the isolating my COVID-19 crisis. she agent,” recalls. “I really Eliza because I getfrom to change and years two sons, Edwin and Adkins, enjoys self-sustain,” Kim says. In that they also buy school forwas local rocked teachers theaddiIsraeliBrian realadds estate in supplies the city career as one of theFor country’s top flooring experts.

Inget Israel watching work andbecause theofn lives. people on also myworked team golfing, and is an community active member ofenjoyed his church’s tion to real estate, she’s as aI computer programmer. year, including supplies for the underfunded music and lose Bible Brooke Rozell ran a each horse boarding theirher dream home by a significant investment fraud.

“There were two guys he had been the manager for one of the country’s largest Jamie Weiss started in real estate about appro completely honest during the entire transacHathaBrian’s background is in automotive mechanics and printing. art department in the local high school.

When they’re not decided to get my own license.” of m to watch them had build a career and Study In addition, hewere is heavily involved facility for 12 years Fellowship. and found herself mistake.” When she’s not giving tons of rental properties which inissues terrible floor companies, extensive experience 80those “When Kim I met,” he says. “We thought, we lovewho peoplesold supporting their community through work or charity, Brian 79and 76hardwood 83 84 87 ten years ago when she was having which tion process, and not pull any punches on lty in constantly helping her clients find propor working, Brooke loves riding abouh facilitate opportunities them incondition, charities andtoorganizations within his and taking care of people, and for theand expertise Kim had in innumerable real enjoys andI woodworking, and US Kim everything loves a good and landscaping just before moved the working with Israel’s largest architectural interior with ahad tenant inawith her rental “The says. erties.

When ofup. them that taking her kids to play baseball estate and my something mechanical mind,goes brought us into that one industry, napsuggested and catching up their kids. property. rare occasions when wrong.” hardblew They stolen lot of money, so they both went A mother of four, Elizabeth is in the process of building theandca design companies, and frequently lectured at schools of to provide for those they love.

For our clients it’s thewas community.

Every year Jim Allen Group sponinprocess 2012, Josh Plowman was the Ginny Opsahl began herit The and them some time to get and we’ve made it Noel go real well.” on the high-end documentation.

From Justcomfortable Listed a person managing was falling agive little do sp she should herprison,” hand athunt real estate, she Back skate, asthere, wellBeyond as hiking andoffice, fishing to Josh explains.

“For several years after that I architecture and design on the subject ofMarrero wooden floors.trycareer ars of team at the Elizabeth Gleason Estate Group there Looking to her the afuture, Brian says that they’d like tofor continue inher real estate intwo 1990, figure outof what they really want innity a house.

“I really en same thing. After I’ve developed a neighborhood I get sors and builds number of houses Habitat for in the process selling his Real first through his rol listened, and obtained license in short, so I thought, I can figure out how to camp for his next professional chalJust Sold campaigns create neighborhood buzz, wh had to help a lot of people deal with the repercussions.”

Despite these successes, Josh felt the urge to strike off on Today, they’ve been Don’s working together for over 17 years, with their coaching program.

“We’d to get ourselves into a “Getting them to the finish line a Many factors play into success story, e their andBrooke her with son Ben hasand been thelike process,” he says. with Rogers Healy and Associates Real Estate.

“Iforjust the A home through an agent.

“I got leagues.

In his rem to walk out and see families living in and loving the Humanity, and thousands of meals for Stop different states. works solo, dreams the future Brian as a listing Lead agent andowned Kim as a400 buyers’ agent, spot where wepackages canshe step back. building [our business] out Inalong the aftermath of this fraud, several neighborhoods in Brooke’s his own. of his friend’s brothers who several handle this,” says.We’re The experience led as wein lenge when a couple of friends targeted ads on social media reach prospective buye chiefOne among them being his communication hright working with her for the past seeing them so happy to was be getting into their first hired fifth agent, and we’re excited serve the with their team of highly agents who are aspecialized in real to be sustainable and have longevity for whenforeclosures, we’reBoys not ableand been full-time estate agent formy forming atoteam that would behou a a taste of what the business time spent with his Pittsburgh were negatively impacted by properties in Pittsburgh invited Josh totrained move tohas Pittsburgh homes that we built and think about all the business we Hunger Now. Jim himself sponsors the Girls toat gettingfar her license and learning their roles, but who can also jump in on anytry task. his They’ve also years, toher do showings,” he says.

“We are so honored onlythe toNoel be seven having started brings me not a lot of joy.

Especially with first-time hom suggested he hand real and wide.

Likewise, taps his database ofstayin fello and negotiating skills and marketing strategies, nowlclose to three years, serving the areas extension of football, herself.

“I guess that’s community,” she asserts.

Based in Dallas, Texas, the Eliza thereby bringing down the overall value of the commuhim renovate rent out single-family he says.

“I felt like I could and ®like,” raised and fiveJim kids together.

Kim and Brianhomes. serve primarily theas organization, but in a career that allows part of the REALTOR brought intoand thehelpmarketplace,” explains.

“It’s the Club well as the Helene Foundation, a Raleigh-based trade. she flipswho of are investJamie right out ofto Today, college.

As handles atoand buyers currently renting, onlyyet, areto they pump of Huntsville, Alabama, Nashville, haven’t aintends Ih the latter ofWichita which been adifferent substanestate.

He initially pursued getting agents industry professionals, in not addition exposi dation nity.

“In the I’m hoping build own investment Although he knew his new job would be very area,has and see aboutgiven 87% repeat and referral business. our future children to see acovers true example ofmy success being what you team northern Texas from Ft.JAMIE Worth toteam Dallas. teerin provide an exceptional service to had tobecause keep JOSH PLOWMAN BROOKE ROZELL WEISS GINNY & BEN NOEL MARRERO DON KRAMER positive impact my work has on my community that charity that supports mothers in the community who ment properties, and also has been doing amou family business closely tied to to have something to call their own, they also get to pro bu “We truly put the people first, not the money,” Brian says. make it,” Kim says.

“I want [our kids] to know that you can get Tennessee. found individuals who can a 100% businesson so Ithe canSpecializing bring in quality investors into these fromtial his boost former by occupation as ahis manager, Joshto happily his talented young partner, Kara ed his license sell homes listings to the full suite of online listing platforms.

O in all facets of thetothrough real estate business, Grac others who were going future plans toChris grow OPSAHL “It’s about the referrals, with us.” Kim agrees. “You’re not anywhere you want,” Brian says, “and toalso always be growing, their community, The Opsahl equity and build their financial future.” brokerage full-time for the past five years. really matters.” are struggling with cancer while trying care for sent what I do. But as someone who neighborhoods and fix them up,” Josh says. agreed.

“When I started in Pittsburgh I did home renoBoyd. “Shegoing is toa find hard worker and very adept ate for an agent that cares more about your goals than learning, and becoming who you want to be.” this process.”

Two years later, roster of agents. side, while starting another busiaverage, hebuyers, produces roughly $2.5-million in she’s annut sheshe’s works sellers, renters, investors Team areofknown for the care with Even intalked the clients short span time that great mentor myself,and I would love vations and mowed yards to pay my She bills, young children.

Brian and me,” she says. saysbut sheithasdidn’t out with social media and has done marketing fortheir SouthJosh finally made the leap and earned his “Iteam and commitment with which The have a new strongagents.” they work with on in commercial.

“ItOpsahls isaverage such a license. privilege working with In heo been Brian in“Once real Brooke has managed Andruns although she ness I got my volume, with an price-point that the gam of houses that won’t workthat forventure. their needs. alsoestate, says that For anyone interested in joining the real estate industry, bother me,” Josh explains.

“I believe whoever wants Jamie has a small team made up of her time After large an illustrious 37-yeartheircareer in the industry, Jim with clients comes from listening to organizations. ishard, a real go-getter,” says oflarge they treatnot their clients. and Ben’s multigenerational aspects of thework buying and selling process, a hum ho knew inwords my heart that was the right move,” he rememFinally, with six ye tohe acquire number ofof repeat and it referral busithat real estate isn’t considered asincluding crucial to Josh has of encouragement.

“If you find that to succeed has to She worksuccess andlicense I’m ashamed toGinny doacarefully clients while doing something I love,” she notes. fami and entered the world from $45,000 starter parcels to $780,000 estates. husband, as well as one veteran and one dogs, clientsbroker to get themof whatThe they really want. is nowhisthealready president Jim Allen to do the Jim excited business approach also allows them toLooking be more versatile inadjust how inspector, a grow lender, abusiness stager (Ginny is a certified stager ness.

She believes herNow, ability tofuture, tocommand herisclients’ asgrowing being ahis brain surgeon, Brooke still Plowm feels a you love to and youinthey persist, you will find success. any type of and work lead if it’s bringing me towards my goals.” accomplished partner! bers.

Josh of ato name, Josh local brand new is agent.

The team serves the Northern spending time wi real estate,” he remembers, “I saw how much opportunity Group, a Coldwell Banker Howard Perry and Walston while continuing to focus his attention outside ofstaging work care for clients at all ages and stages of life. well and does much of the herself), painters, move personalities is largely responsible for that.

“One of amount of satisfaction with each successful transa Real estate is a tough industry, but it’s such a rewarding They’re also sure to stay in touch with clients via phoneand calls a thriving reputation, known for his communicative y of San Diego about his career in Last Elizabeth moved $18 million ininvolume Virginia area, year, which isandlarge, and sees what sheknow and social media, asNorth well as sending cards andthings gifts for there was, in and decided to dive infor fully.”

Four years office, Noel participates hiswith line of work.” the big Ispecial focus onlater, is adaptability to my the clients.

“I’m not saving people’s lives, but I communi am hugetai Through working in Raleigh, the flipping business several more.

“They know us, we them, andamy they strategic partner based Carolina. on improving his Beyond community and raising his children.

When he’s not working, Don iswho extremely committed to style, wise counsel, and personal touch. actions hematics, began events.

Clients offer two orwith more referrals also get invited and reports that her business is 75% repeat andlooking Asclie fp describes as a “pretty decent” amount of referral busi“We’re years, Josh developed strong relationships a number I’m not formal, I’m very relaxed.

Most of my clients in their lives.

This is a major decision for most Ginny and Ben serve the Chicagoland area, focusing on the excellent care of our people,” Ginny says.

Noel has carved out a reputation for his tech prowess, through his involvement in the Naperville Chambe to special Greatest of All Time (GOAT) client appreciation Operating throughout the Triangle area, Jim and his team Eventually, he hopes that his boys will take an interest in this process as flawl givingofback to his adopted community, and he does so thern California investors in theevents. area,Social and North foundespecially that Northwest heFacebook, enjoyed the referral clientele. about serving people, to fo become my friends.

But almost every real estate Passionate and have I lovesuch beingaagreat part of that process. get ch ness.

“I really think [clients] just says of herI plans and suburbs of the city, with Ben single doing media, also plays a major and personal touch. of Commerce, Business Networking International. of overthrough 70 agents and 26 have consecutively ranked theAn business follow hisWhen footsteps.

“What Ibecause always Today, heads his own team called the Josh rewarding to see cl atrack myriad ofstaff ways.

He hastowork served as President ortance, includindustry sorecord, much that decided get histhe license andwell. role inhe their marketing strategies.

Kim has as developed adone few transaction I’ve hasJosh hadand some sort of quirk to it.charisma, every closing, feel likemake I’m able tothat be some in city impressive 98% ofhard their marketing acommunicate listing, GinnyIpassion and Ben sure experience with usin and the way we get so that w her work, and true forbig top-p fun ways to engage her audiences, such as a “Guess the Price” his free hours, he most enjoys time spent with fami Plowman Real Estate Team.

In 2020, Josh purchased cially to afford a ho a full-time agent. as the of number one Rotary Coldwell Banker team in and salesthe worldtell my is not to wait for life to happen.

Go make Some clients and needreferral to and beboys pampered, so I pamper them. of something bigger than me.” bothbecome the Club of Ligonier Ligonier g Manager and business comes from repeat clients.

“We are a home is decluttered, staged properly, and ready for buyers solvehelping problems,” Jamie of her success with impacts we c others hassays helped Elizabeth’s reputation asthat visio walkthrough tour of properties where the correct answer gets While other clients independent, and I can the Maine Real Estate Experts Gorham Alongable to achieve thos Today, Noela spearheads his work as Ligonier the head aare tightknit and loved ones.

“I’m ause knowledge and I love ta referral-based business,” Ginny says.

“Our clients become see.

They make ofinto 3D photography and virtual tours, wide, Valley and last year Association. closed on housing for itof happen.

You outfor ofthem life you put it,just sojunkie, Library Heanother was also onunits the eting Associates prize,1,300 and that includes audience questions about clients.

“It’s just getting inwhat front ofoffice. things and serve more fam aget qualified real estate agent rise quickly.

“I to believe portf Just one year later, Joshfeatures. is our nowfriends, an agent with Your take afriends step back and let them make their ownand decision.” property side three fellow agents a dedicated administrative and our become our clients.

We really their affiliation with RE/MAX allows their listings to to ha I love the opportuni ValleyTown Chamber of Commerce Board of Directors and team, under the banner of Nova Satus Homes, powered journey of self-development,” he says, “so when I’m n an incredible $568 million in total transaction volume. don’t wait for somebody else to bring home the jewels, ew construction keeping [clients] at ease during the transaction.” people looking To learn more aboutkeep Kim &coming Brian Bischler, my clients back because I maintain my Realty, where he specializes inour working withwe strive to go above care about clients and and beyond global reach be seenacross by a wide range of potential buye professional, Josh and his on team serveand clients “We love theyears, flexibility of office this career!

Nohis day is the same!” has served in team a variety ofBased roles inInfinity. his church. , Don held the After building his forWilliams many Jim started go collect them yourself.” please email kim@kimandbrianre.com, Keller There, he serves clients working business, I’m working on myself, family,“T estate options: realby estate investors. out of his in order Avalon, In to get a property ready for the market, Brooke connections long after the transaction,” she says. “I in our service, and put their needs first.”

Brian says of the job. “We really do love interactingMaine’s with Cumberland and the York Counties.the There, almost visit facebook.com/kimandbrianReTeam, Pennsylvania, Josh runs a thriving book of business eting for Garrett “Generally, the way we approach entire process think it is!” own development andthe building company.

Incredibly, in painstakingly ensures that everything about house across Chicagoland market, with a significant continhow to lead a bigger and better life to impact others.” people and getting them into the right homes. The drive we love sending outOpsahls hand-written cards, are Both so Ginny a The are in their community. the of his business driven by active repeat and which or acall (316) 619-7671 throughout Pittsburgh. works have toAlthough doathis job isheto occasionally get them his into a real place and have them entirety isDon, in the best possible “I do pretty in-depth “It is really just about helping people,” says when is shape. that communication isiskey for as us,” says oflittle , that developed 2008 he decided to of stop taking salary from For the most part Ginny focuses on the listing side and Ben days, Ben arewell members ofJami the Lake Zurich Chamber gent his business stemming from repeat and referral rare these as dropping off gifts atof Commer with traditional homebuyers and sellers, the lion share of referral who his out experience, insight, andand listing appointment with my clients.

I“It’s trytrust tokeeping point whatbecause he enjoys about his profession.

“Kara herclientele business. the up date n and Northern on the buying side, with some overlap.

Ginny specializes Ginny hasclient served asto President, and Ben is his involved in For counsel. more about their Josh Feldberg, call 412-414-6315 estate asked business as most he puts it,with “The Jim Allen doorsteps.

I know they appreciate my efforts who his market savvy and astute As for the future, Noel intends to grow busine his clientele work is focused ontrust working investors, and he is proven track record. really on the Professionals abilityunderto Group. They also things home inspectors are going to look“Ifor.

I try thrive toTop Agent Copyright Magazine in helping seniors and older adults who are interested in Chamber’s Young supp making sure they have an incredibly firm and I really try to approach each day with a servant’s d his wife Kim yourtownpittsburgh.com/agents/josh-feldberg visit Group is there support itsIsraeli employees, notas enrich me.” wellto known inhighly the community the go-to and Ifind loveworrisome. to do “I it.”want point out things that buyers “We’re focused on creating aagent great organically. grow and he problem solvemight in this says.to “Anyone can develop downsizing or, as she likes to experience,” say, right-sizing.

“It takesbusiness,” a local he charities including Food For Friendsmy andteam Fellows ofand what’s happening, keeping them grounded attitudeforand do our very best to help folks accomplish flipping homes. oung daughters orstanding email jfeldberg@yourtownpittsburgh.com I’m pretty blunt with my clients they appreciate it open a door, but my creativity and resourcefulness are he says.do, “We set the right expectations up front, in and then consider an expansion to anoth care,” Ginny says. We “People need toand be coached and Housing. guided, andIllinois, thethat way we get them the property want what lot weof want them to do!

Valley. Initially, because it makes themand prepared for anything might If youwhat ask they himwe’ve how to he hasnotmanaged to build such anmodels It’s no surprise that Elizabeth received stellar reviews my greatest assets aswith anit’s agent.

When an aissue arises, counseled throughout the process.

We help them created a series of systems and to enhance market within the next five years,” he says.

Finally, wi they want whether off-market or multiple-offer happen.”

Brooke uses a professional photographer forAgent Magazine want tobusiness, be able to Jim hold will our heads uphis highhustle and know that the Director exceptional of Copyright Top for her esteemed work ethic.

One client recently credit and decluttering, and in general just knowing the steps of the When he is not working, Ben loves to spend time with I don’t take no for an answer.

I find a way to make the client experience, from appointment, to contract, to four promising years behind him, Noel Marrero conside all her listings.

She also relies on her large Facebook situation.

We do everything we can to help them get we did very best foras each ofprocess our clients!” amed Managing so they can be prepared.” wife and their two dogs and a cat.

He enjoys garden wrote: “Working with Elizabeth was so wonderful! it work.”

Josh also leverages his practiced handiness emphasis on our helping others being the largest driver following to advertise, and invests inthey localwant.” exactly whatwhat And when about she can her skiing, close.” What’s more, Noel makes it a point to leverage hemagazine enjoys most hisgetchosen path.being “Real esta hich was at that andhomes snowboarding.

Ginny loves She was sospec mindful of our needs, making that we outdoo and experience building torewarding. give clients a sure ads as well as postcards. of his success. “I don’t wait for somebody to bring me clients what they want, it’s always “What the industry’s ever-evolving tech tools intoour his is getting a great business can grow organically,” he say Ben adds: “The difference agesclients’ is perfect, I true cooking, andthat gardening too. okerage located nuanced look were atbecause a home’s potential and possible the home our dreams without comprosomething, I go out and create it,” Jim tellshandle Top Agent.

I sellers think I like“If most seeing them]ofjob be so happy at the most ofbuyers thework first-time homebuyers.

I’m 28,is advantage. Not onlytypically does this ensure and you do a great with your clients, that multiplie ential Preferred Outside of Brooke is involved in her community pitfalls. mise.

She is ajust realtor thatthe goes above andtobeyond “But beyond that my business has always been end,” Jamie says, “and thefuture, impact it has on them.” and I deal withfocused a lotgoes of the younger crowd who more the Opsahls plan continuetogrowing th and outhouse-hunting of her way to help outare those in That y which eventubenefit from cutting-edge access thatZillow, aids and atneed. theIn end of thepositively day, we’re looking for To learn more about Brooke Rozell “ listen and make the entire process smooth and fun!

Ia win-wi used to technology, and finding things online.

So business and impacting their community. on the human element. You can’t be selfish in life andapproach is also reflected in how she treats her caring meServices The and listing, but it also allows communication to become to help our clients reach their goals, and do a good When it comes to listing, Josh takes a tech-forward call 931-625–3433, email broze.1982@gmail. recommend her expertise to everyone I know.” any client we get, one of our personalities tends to fit that the market changes, we’re always growing with it,”job Gin clients.to“I take my job“We very seriously, the point wherepretty frequently,” Jamie check intowith [clients] expect to get anywhere. Everything belongs to God For more information about Jim Allen, approach.

All properties are equipped with professional or visit brookerozell.choosecapstone.com client really well.” says.

“We have a very strong reputation in the marketpla versatile.

“We’re very tech-enabled agents,” Noel says, the process.” sometimes I lose sleep over it.

I don’t want a buyer to says. She likes to check in and see how they and the begin with— all we get to do is be stewards of it while Tous, learn to ensure prospective buyers areour metbusiness. with Agents know which 919-845-9909 really helps they trm “and it’s been very beneficial, especially withphotography everything jimallen.com, visit property are doing, andcall also offers personal touches we are here on this earth.

I realized early on that if I Working with first-time homebuyers, Ben takes care to us, and theythere, know we’re very ethical and honest in the w been building a an immersive first impression.

From Facebook email jamie@ Copyright Top Agent Ma now guide in a his pandemic.

Being flexible likewith sending flowers on Mother’s Day or sending email info@jimallen.com focus on doinggoing right on by right my community, the business clients through the and sometimes nerve-wracking wewell do business.” socialor media campaigns, as as premier visibility almost entirely visit ama

JIM ALLEN

www.

www.

www.

www.

http://

www.

www.

https://www.bea

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 4

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

Top Agent Magazine ®

Top Agent Magazine

Smart home amenities range in price and return.

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

Top Agent Magazine

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

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

Top Agent Magazine ®

5

6

Smart home amenities capture the attention of buyers

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

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

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

Top Agent Magazine ®

Top Agent Magazine

MISSIE CRAIG

Top Agent Magazine

7

MISSIE CRAIG

Top Agent Missie Craig owns Craig Properties Group within JP & Associates Realtors in Dallas. The vast majority of her clientele derives from repeats and referrals, an accomplishment she credits to her empathy and diligence.

Named in the Top 100 for the metropolitan Fort-Worth region and in the Top 500 for Dallas, Missie Craig has made great strides as a real estate agent in Texas. She grew up in the industry, with her family working in commercial real estate and development. “So I just decided to go with it and although it was hard at first, it’s kind of in my DNA, so I persisted.” After a few months Missie’s career took off, and she now owns Craig Properties Group within JP & Associates Realtors in Dallas. The vast majority of her clientele derives from repeats and referrals, 8

an accomplishment she credits to her empathy and diligence.

“I’m a strong advocate for my clients, and I definitely have a heart,” she explains. “I’ve worked with some people who have had bad experiences previously, where things were not explained to them, and I never wanted to be that kind of agent.” In fact, Missie started her career looking to sell properties that had sat on the market for months. “There were some homes that couldn’t sell even in a competitive market, and the owners were on their 3rd or Copyright Top Agent Magazine

4th real estate agent,” she says. But Missie was able to turn those properties around, and most importantly, change her clients’ opinions about agents. “One of the sellers I represented told me she hated Realtors®, and I convinced her to let me list her home. Within four hours I sold that property without the MLS.” Every person she works with is treated like family even after the transaction, and she makes it a point to stay in touch with them. “I don’t look at my clients as paychecks. I see them as people I can help.”

Buyers and sellers love to spread the word about her work. One recently said, “Missie Craig was an excellent resource for my husband and I during our first home buying experience. She was very knowledgeable of the industry, she knew what to expect and walked us through the process step by step. Missie kept in constant contact with us informing us on next steps up to closing. Missie assured us that everything would go well and it did. The process was quick and seamless, we couldn’t have found our dream house and closed on it as quick as we did without Missie. We will be referring all of our friends and family who are considering buying or selling a house to Missie Craig the Realtor® boss!”

Looking ahead, Missie has her sights set on helping as many people as possible, which includes helping her agents grow. “I want to teach others and make sure that the people I have on my team are within the same mindset as me.”

No matter where the future leads, she is no doubt going to enjoy every minute of it. “I love the victory of helping people through a bad situation. It’s so rewarding to see their reactions at the closing table.”

Top Agent Magazine

For more information about Missie Craig, please call 972-838-6985 or email missiecraig@gmail.com Copyright Top Agent Magazine 9

Christine McLean & Lawyers Title DFW are proud to congratulate

MISSIE CRAIG

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

LAWYERS TITLE DFW Christine McLean christine.mclean@ltic.com

10

Top Agent Magazine

Marcus Rush is proud to congratulate

MISSIE CRAIG

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

Marcus Rush | Senior Loan Officer | NMLS #133711

Office: 972-608-7507 | Cell: 972-333-0292 mrush@sfmc.com | RushApprovals.com www.

6800 Weiskopf Avenue | Suite 200 | McKinney, TX 75070

Top Agent Magazine

11

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 12

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

Top Agent Magazine

with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

13

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

14

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

Top Agent Magazine

KRISTIN McFEELY

Top Agent Magazine

15

KRISTIN McFEELY

Under the banner of Philly Home Collective, Top Agent Kristin McFeely spearheads her work as head of a fourteen-person team serving clients in and around the Philadelphia region.

Kristin McFeely’s journey in real estate began fifteen years ago. At the time, she was working in marketing at an architecture firm and had just purchased her first home when she decided to parlay her experience and earn her license. What started as a side-project soon blossomed into a fully-fledged career. Now, a decade and a half later, Kristin has cultivated a thriving enterprise and a reputation to match, known for her creative eye, community roots, and personal touch.

record of success. Likewise, Kristin draws upon her background in marketing to craft and share real estate stories. “Most of us come to the team with a background in design and marketing, and we offer in-house staging and have an in-house architect. That helps us do a lot of storytelling—from telling the story of folks listing a home, what they love about it,

Today, Kristin spearheads her work as head of a fourteen-person team, including eleven additional agents, a marketing manager, and a transaction manager. Under the banner of Philly Home Collective, Kristin and company serve clients in and around the Philadelphia region.

To date, almost the entirety of her business is driven by repeat and referral clientele who trust her communicative style and proven track 16

Copyright Top Agent Magazine

and what they’ll miss, to connecting with buyers we’ve worked with in the past, checking in with them and sharing their success stories. We also tell stories of the neighborhood, and partner with local businesses to host special events that showcase what our communities have to offer.”

When it comes to listing properties, Kristin and her team craft a narrative of each home through professional photography, video, Matterport 3D virtual tours, and themed open houses. With their in-house staging and architectural services, sellers are empowered to maximize their home’s value and earn a top dollar return on their investment. Of course, all homes are leveraged across the leading online listing platforms and social media outlets, netting optimal interest in short order. “We share in our community and bring everything together in a really streamlined and fun way for our clients,” she says. “We’re approachable, and that’s why people keep coming back to us. They consider us friends as well as a resource.”

Beyond the office, Kristin and her team give back to the community through various outlets, from serving on neighborhood boards and zoning committees to fundraising for local schools. In her free hours, Kristin most enjoys time spent with her husband, escaping to their cabin in the Poconos and summering in Cape Cod, and indulging her creative spirit through travel and antiquing.

As for the future of her business, Kristin intends to keep progress steady as her venture continues to grow. She also plans to maintain a continued focus on technology and digital tools in the years to come. Now, with fifteen years of experience and insight, Kristin McFeely considers what she enjoys most about her chosen field. “I love the feeling that comes from helping someone that didn’t think this was possible,” she says, “whether it’s someone who was able to make a purchase because of our great lending resources, to those embarking on a home rehab and it turns out great. It’s all about that feeling of being able to help someone in a way that can really change their life.”

Top Agent Magazine

To learn more about Kristin McFeely email kristin@phillyhomecollective.com, visit phillyhomecollective.com, or call (215) 620–8726 www.

Copyright Top Agent Magazine 17

Henry R Ricci III is proud to congratulate

KRISTIN McFEELY

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

ALLSTATE INSURANCE HENRY R RICCI III Agency Owner/Personal Financial Representative

215-752-6100 | Website

www.facebook.com/pages/category/Insurance-Agent/Henry-Ricci-Allstate-Insurance-115931751801215/

937 New Rodgers Rd, Levittown PA 19056

18

Top Agent Magazine

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

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

a leader, develop your managerial skills?

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

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

Top Agent Magazine®

19

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

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

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

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 20

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

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

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

Top Agent Magazine®

Top Agent Magazine

JOE WOODS

Top Agent Magazine

21

JOE WOODS Top Agent Joe Woods is one of the top performing agents at John Moffitt & Associates, a full-service residential and commercial real estate brokerage based in Overland Parks, Kansas.

Honest and knowledgeable, Joe Woods’ boundless energy and thorough understanding of all aspects of the residential real estate market have made him one of the top agents in his community. After more than 17 years in the business, Joe has seen it all. Although he started off working as a residential agent helping clients buy and sell single-family 22Copyright Top Agent Magazine

homes, he quickly moved into the multifamily commercial real estate space, and eventually started his own development company that focuses on building single-family homes.

Today, Joe is one of the top performing agents at John Moffitt & Associates, a full-service residential and commercial real estate brokerage Top Agent Magazine

based in Overland Parks, Kansas. Joe runs a thriving business throughout Kansas City and the surrounding area, routinely closing between $30 and $60 million in transaction volume every year. With transactions ranging in value from $100,000 single-family homes to Top Agent Magazine

$10 million apartment complexes, Joe has built up an impressive track record selling a wide variety of different properties.

If you ask Joe how he has managed to build out his sprawling book of business, he will credit his Copyright Top Agent Magazine23

“I think that my market knowledge sets me apart from most other agents. Because of my experience working in the residential, commercial, and development space I’m very in tune with what’s going on in Kansas City.” honesty, hard work, and expertise as being the largest drivers of his success. “I’m an honest real estate broker and I always put my clients best interests above my own. I try to keep all the promises I make, and I’m constantly available to my clients,” Joe explains. “On top of this I think that my market knowledge sets me apart from most other agents. Because of my experience working in the residential, commercial, and development space I’m very in tune with what’s going on in Kansas City.” These attributes clearly resonate with Joe’s clients, as more than 85% of his business comes from repeat clients and referrals.

24Copyright Top Agent Magazine

When it comes to marketing his listings, Joe implements a comprehensive online advertising campaign that leverages professional advertisements across social media and numerous websites in order to drive attention to his clients’ properties. “Social media marketing is our big focus, we spend nearly all of our marketing dollars on targeted Facebook ads,” Joe tells Top Agent.

While he enjoys driving attention to his listings, Joe’s favorite part of his job is when it’s time to negotiate. “I enjoy the process of getting a deal done from start to finish, but I feel like the biggest value I provide Top Agent Magazine

my clients is once we get under contract— I love negotiating and getting the deal to the finish line.�

Outside of work, Joe enjoys golfing and going on vacations with his wife and threeTop Agent Magazine

year-old. He is also an active member of his community. His development company is involved with Artisan Tour, a charity that hosts fundraising events for juvenile diabetes, and he himself is a big supporter of organizations promoting suicide awareness.

Copyright Top Agent Magazine25

Looking to the future, Joe is excited to continue providing his clients with the world-class service they deserve. “I want to keep doing what I’m doing. I’m very happy

with my volume at the moment, so just I want to keep in touch with my past clients and keep on helping them achieve their real estate goals.”

For more information about Joe Woods, visit joewoods.moffittrealty.com, call 913-980-4797 or email Joe.Woods@MoffittRealty.com https://

26Copyright Top Agent Magazine

Top Agent Magazine

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.

Top Agent Magazine

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

Top Agent Magazine

27

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.

28

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.

Top Agent Magazine

Top Agent Magazine

JENN JENKINS

Top Agent Magazine

29

JENN JENKINS

Associate Broker Jenn Jenkins works under the umbrella of boutique agency, Brokers Hub Realty, in the Phoenix, Arizona area.

Associate Broker Jenn Jenkins has more than a decade of experience helping her many grateful clients in Phoenix achieve their real estate goals.

Working under the umbrella of boutique agency Brokers Hub Realty, Jenn’s positivity, honesty and deep market knowledge have translated into both a thriving business and a stellar reputation as a trusted real estate advisor.

Jenn began her real estate career in 2010. “My mother and I owned a home décor shop in North Glendale,” she recalls. “Then, when the economic bubble burst around 2008, we had to let that go.” Casting about for a new career, Jenn decided upon real estate and obtained her license. The rest, as is said, is history. Jenn immediately set about building a successful business based on a foundation of integrity and a 30

go-above-and-beyond ethos that has become her calling card.

Currently, the entirety of Jenn’s business is based upon referrals, perhaps the most accurate measurement of excellence in customer service in the highly competitive world of real estate.

“It’s because I treat every one of my clients as if they’re family,” says Jenn, when asked how she has managed this significant feat. “I love people. For me, it’s not a sales job; it’s not about sales at all. It’s about building relationships, and about creating a smooth transaction process for my clients.”

Communication is key for Jenn, and she makes certain that every single one of her buyers and sellers understand what is happening at any given Copyright Top Agent Magazine

moment during the sale or purchase. “I work hard to make sure they don’t even have to ask questions,” she says. “I try to make sure they have all the information they need so they don’t even reach that point. Educating them on both the process and market is important to me.”

Jenn also works diligently to ensure the longevity of the relationships she forms with her clients, and to make certain they know how much she values them. “Every November, I hold a huge client party, where we serve homemade pies and dinner. Last year, we had around 110 people who attended,” she says. “I also reach out to them with gifts each quarter. These relationships are my favorite part of this business, and I can’t imagine not having these people in my life.”

There are many other factors that have played a large role in Jenn’s success. Chief among them would be her expert negotiation skills, and her thorough and comprehensive marketing strategies.

When she’s not working – which is rare – Jenn enjoys nothing more than being with her husband and her two young sons.

Additionally, she enjoys spending time with her Book Club gals, networking, and hitting the trails for a good hike to think about life.

When asked about her plans for the future of her business, Jenn says she plans on continued growth, and perhaps building a team that she can educate on how to build a successful, 100% referral-based business like her own. “It’s important to really listen to your clients,” she says, emphatically. “Sometimes agents don’t really hear what their customers really want or need. That’s one of the most important things I would tell a new agent.”

Top Agent Magazine

For more information about Jenn Jenkins, please call 602-214-3881 or email Jenn@JennJenkins.com Copyright Top Agent Magazine 31

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 32

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

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

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

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

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

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

2. Remove distractions

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

We all do it!

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

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

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

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova33

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

5. Be deliberate

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

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

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 34

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

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

Top Agent Magazine

MINDY RAMPA

Top Agent Magazine

35

MINDY RAMPA

Top Agent Mindy Rampa is an agent for the Coldwell Banker Real Estate Group where she services clients throughout the southwest suburbs of Chicago.

Mindy Rampa started out by working as a personal trainer, but she found herself seeking a career that further complimented her outgoing personality and desire to help others. After speaking to a few top-producing agents, she decided to explore the real estate industry. Sure enough, she never looked back. Today, Mindy is an agent for the Coldwell Banker Real Estate Group, where she services clients throughout the southwest suburbs of Chicago.

When it comes to listing a house, Mindy assists her clients with a combination of comprehensive marketing strategies and open communication.

First, she arranges for professional photography, videography and virtual tours to make sure a home truly shines. After that, Mindy utilizes Coldwell Banker’s geolocation marketing to 36

target prospective buyers in the area. While generating buzz for a house over social media, she harnesses her connections in the community to better connect her listers with buyers.

Through it all, Mindy never loses sight of the human connections that drive her business model. While the process can get busy, she remains in touch with her buyers and sellers the whole time, making sure that their needs are met every step of the way. “Whenever a client calls, I’m quick to answer,” she says. “They know I’m here for them.”

Meanwhile, those client relationships last well after closing. “I keep in touch with all my clients from beginning to end, and even after,” Mindy says. Because of her caring and hardworking Copyright Top Agent Magazine

approach to the real estate business, Mindy has won herself an outstanding reputation in the Chicago suburbs, with the vast majority of her volume coming from either repeat clients or referrals.

For Mindy, however, the friendships matter most.

“I love meeting new people,” she says. “This business is all about forging new relationships.

That’s something I’m very passionate about.”

Outside of her career, Mindy strives to maintain an active role in her community. Inspired by her family and friends, she does a great deal of work with area fire houses and first responders.

Elsewhere, she serves on the zoning and planning board of her commuity. Mindy also assists with pet adoptions and helps foster the local economy by crafting videos to highlight small business around her hometown. “Anything I can do to support local business,” she says. “That’s tremendously important to me.”

When she’s not working, Mindy can be found spending time at home with family. She also enjoys traveling, boating and exercising.

Looking ahead to the future, Mindy harbors strong ambitions. In the coming months, she hopes to build a team to assist her ever-growing referral base. For the time being, though, her plan is simple. “Keep pushing forward, and keep everyone happy,” she says. “The rest works itself out.”

Two years ago, Mindy gravitated toward real estate for the ways in which it complimented her industrious spirit. Now she has found a successful life in the community she loves. “There’s nothing better than showing a house to a client and realizing that this is the home they’ve been searching for,” she says. “That feeling of satisfaction never gets old.”

Top Agent Magazine

To learn more about Mindy Rampa please call (815) 641-9865 , email mrampa@coldwellhomes.com, or visit coldwellbanker.com www.

Copyright Top Agent Magazine 37

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 38

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

Top Agent Magazine ÂŽ

Top Agent Magazine

Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

Top Agent Magazine

PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

Top Agent Magazine ®

39

CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

40

Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

Top Agent Magazine ®

Top Agent Magazine

SHANE & RACHEL RANKIN Top Agent Magazine

41

SHANE & RACHEL RANKIN

Husband and wife team, Shane & Rachel Rankin teamed up as agents two years ago and have seen endless growth since. “We feel that taking care of people will bring the volume in a referral-based industry.”

“Our focus is on people first, volume second,” Shane Rankin explains, while discussing his career in real estate. He and wife Rachel Rankin teamed up as agents two years ago and have seen endless growth since. “We feel that taking care of people will bring the volume in a referral-based industry,” Rachel says. “We are here for them and because of them we will continue to reach higher levels of success.” The definition of down-to-Earth, Shane and Rachel are not profit-focused agents looking for a high volume of clients. Instead, they’re honed in on building long lasting relationships that carry on even after the purchase or sale of a property. This has allowed them to reach great heights in the northeast Wisconsin area, even with eight children. “We run like a well-oiled machine,” Shane says. They both handle face-to-face interactions 42

with clients, with Rachel focusing on managing operations.

Whether they’re helping someone find their dream home or listing someone’s property, Shane and Rachel are honest throughout. “We give people honest feedback, which builds trust,” Shane explains. “I just recently told a client I wasn’t comfortable selling a house to them because it wasn’t in good condition, it needed work and it wouldn’t be easy for them with a child on the way.”

Not only are they truthful about their opinions, they also teach them about why. “I like to educate people on why I say what I do, and why we do what we do. Yes, they can trust us, but I want them to understand why.” For both buyers Copyright Top Agent Magazine

and sellers, Shane and Rachel guide them and leave no questions left unanswered. They truly want what is best for their clients, and will not stop until they succeed. Rachel says, “We believe that educating our clients and being there for each step is our responsibility. We know the market is competitive, and our Best Foot Forward approach to guiding buyers with offers is exactly why we are as confident as we are in getting the job done, and well above their expectations.”

When it comes to marketing, Shane and Rachel have a multi-level system that reaches a variety of platforms, including their large social media following.

“We have a strong following online and that helps our listings get the maximum exposure and sell very quickly,” they explain.

During any free time, Shane and Rachel love being involved in the community.

Every other Tuesday they host Coffee with the Rankins, which is broadcast on Facebook Live. They are both involved in youth sports, their children’s schools and their church. With a large family, they also enjoy spending time together and exploring the outdoors.

As they look ahead, they are eager to expand their reach. “My wife is amazing at team building, education and marketing, so our goal is to have her start building our team with new agents, working on development and structure,” Shane says. Rachel adds, “We are looking for a variety of agents of all experience levels, and plan to implement that when the time is right.” In the meantime, they will no doubt enjoy every minute of the journey.

Top Agent Magazine

For more about Shane & Rachel Rankin, please call 920-427-8518 or email rachelrankinrealtor@gmail.com Copyright Top Agent Magazine 43

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

44

Top Agent Magazine

• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

Top Agent Magazine

45

space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

46

Top Agent Magazine

MELISSA YOUNG Top Agent Magazine

47

MELISSA YOUNG

“The most important thing for me is to build relationships with people so that they trust me and feel safe about recommending me to their family and friends. My clients know I have their best interest at heart.”

When something is your passion, you never stop chasing after it. That couldn’t be more true for Melissa Young, who had to show a lot of perseverance in order to finally become a real estate agent.

After graduating from college, Melissa walked into a Century 21 office seeking a job, but due to lack of experience she was denied. At that point, Melissa decided to switch gears and opened up her own restaurant. But after two years she felt like it was time for a change, and time to experience life in the big city, so she sold the restaurant and moved to Portland, where she started attending design school. But something at the back of her mind told her to try real estate again, which is when she gave the Century 21 branch in Portland a try. This time, at the age of 23, she was finally accepted.

Melissa eventually left and ended up working 48

at Keller Williams for 9 years. She’s currently coming up on 20 years in the business, and just last year she started her own brokerage, with two agents and a transaction coordinator.

Copyright Top Agent Magazine

In the business of real estate, the relationships an agent forges with their clients are crucial to the development of their business. Melissa has worked hard to grow strong relationships with clients and build a solid repeat and referral rate. “The most important thing for me is to build relationships with people so that they trust me and feel safe about recommending me to their family and friends. My clients know I have their best interest at heart,” she says.

When it comes to marketing, Melissa ensures that her listings are top quality, including 3D virtual tours, floor plan drawings, as well as drone footage.

And her marketing strategy definitely works, as her team of three agents is on track to make 20 million this year, at an average price of 450k.

In order to stay passionate about work, you have to love what you do. For Melissa, the relationships she has with her clients are what keeps her constantly inspired. “I love the long term relationships I form with my clients. I’ve had people whom I’ve known since before they had children. They almost become an extended family because I’ve known them for so many years, and I’ve seen them go through so many life stages. It’s truly amazing to be a part of that,” she says.

Outside of work Melissa finds time to be involved in charity. She has worked with Save The Children as well as Habitat For Humanity, and her team is now sponsoring a child, as well as donating some of the proceeds from their sales to children in Africa once a month. And when she’s not busy giving back, she likes to workout and take different fitness classes.

Melissa also loves to spend quality time with her two kids and dog. And when possible, she loves to travel.

Looking towards the future, Melissa plans on strengthening her newly blossoming brokerage. She has been working with builders since leaving Arbor Homes, and plans to continue working with local independent builders. And most importantly she wants to find people who can complement the team she already has, and who can help her further grow the business.

Top Agent Magazine

For more about Melissa Young email melissa@melissasellspdx.com, visit zillow.com/profile/MelissaYrealtor, or call (503) 577–3371 www.

Copyright Top Agent Magazine 49

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes50

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

Top Agent Magazine ÂŽ

Top Agent Magazine

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

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

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

Sports news makes a splash

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

People love to rally behind the home team.

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

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

Top Agent Magazine

Top Agent Magazine ®

51

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

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

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

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

52

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

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

Top Agent Magazine ®

Top Agent Magazine

SANDY YOUNGER Top Agent Magazine

53

SANDY YOUNGER

Top Agent Sandy Younger spearheads her work under the banner of Edina Realty, serving clients across the south-metro in the Minneapolis and St. Paul area.

Sandy Younger always wanted a career in real estate. Once she was ready to transition from her successful career as a Director of Sales and Marketing in corporate America, the stars finally aligned. “It was a great way for me to combine all the experiences I had in the corporate world into something that was very entrepreneurial, incorporated my sales and marketing experience, and matched it with a product that I absolutely love,” she says. “I’ve never looked back.”

to-the-point. I want my clients to be confident in their decision so I go above and beyond to prep clients fully so that they’re prepared for the process.

I explain the market, offer advice, and set expectations.” Sandy’s clients agree, as they have voted her as a MSP Super Agent for four years running.

Sandy also works hard to maintain longstanding relationships with those she serves. In addition

Today, Sandy spearheads her work under the banner of Edina Realty. Serving clients across the south-metro in the Minneapolis and St. Paul area, a significant amount of Sandy’s business is comprised of repeat and referral clientele. Buyers and sellers turn to Sandy for her insight, transparency, and personal touch. Sandy describes herself as, “passionate, professional, and 54

Copyright Top Agent Magazine

to client appreciation events, she has gone the extra mile to stay connected even during trying times. During COVID-19 measures, she created and delivered at-home watercolor kits to keep families inspired.

When listing properties, Sandy puts her creative eye to work. “Staging is my specialty.

I really like to be a partner with the client in making the most of their home sale by helping them get the home show-ready,” she explains.

Sandy’s property listings all look great and carry her unique brand image. “Properties include staging, professional photography, video, and virtual walkthroughs. Likewise, home bios and brochures add to first impressions, while exposure across the leading online listing platforms and social media outlets secures ideal buyers. Last year, Sandy netted $16-million in volume, with more than 40 properties sold.

Beyond the office, Sandy gives back by sharing her knowledge and experience with others. In addition to mentoring and teaching other real estate agents, she also hosts staging, seller, and home-buyer seminars. “It’s so fun for me to teach others and help people feel good about themselves and move forward in their lives,” she says. In her free hours, she most enjoys time spent with family, watercolor painting, cycling, sailing, and traveling.

As for the future, Sandy intends to keep momentum going strong as she continues to grow her business and community. Now, with years of experience, Sandy considers what she enjoys most about her chosen field. “From a personal standpoint, I like feeling that I’m accomplishing what I always believed I could,” she says, “and that I’m in charge of my own business and destiny. From the perspective of working with clients, there’s nothing better than getting someone into a home and having them absolutely love it.”

Top Agent Magazine

To learn more about Sandy Younger please call (651) 269–0874, email SandyYounger@EdinaRealty.com or visit her website here https://www.edinarealty.com/sandy-younger-realtor#%2F

Copyright Top Agent Magazine 55

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

56

Top Agent Magazine

3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

Top Agent Magazine

57

KRISTIN DUNKLEE

Top Agent Kristin Dunklee with Berkshire Hathaway Home Services – Verani Realty, in Belmont, New Hampshire, serves clients across the Lakes Region and the southern part of the state.

Creative and trustworthy, Kristin Dunklee’s commitment to forging meaningful connections with her clients has built her a stellar reputation as one of the star up-and-coming agents in her community.

her office in Belmont, New Hampshire, Kristin runs a thriving book of business across the Lakes Region and the southern part of the state, occasionally venturing out as far north as the White Mountains.

After working in the concrete and construction business for over 29 years, new culture changes at her company that didn’t mesh with her views on customer service led Kristin to begin looking for a new career. Shortly after, she happened to run into a former coworker who had gone into real estate. “As I learned more about the industry, I realized that real estate was a great opportunity for me to be able to serve clients and customers the way I felt they deserved,” Kristin recalls. “So, I did some more research, got my license, and the rest is history.”

If you ask her how she has managed to grow her business so quickly, Kristin will credit her honesty and focus on building long-lasting relationships with her clients as being the primary drivers of her success. “I think that the way that I go about running my business really proves to my clients that I have their best interests at heart. I don’t worry about the money side of things, I’m just focused on building a relationship-based business,” Kristin explains. “I’m willing to help anyone regardless of how little or large the transaction.”

Just two and a half years later, Kristin has quickly ramped up as an agent with Berkshire Hathaway Home Services – Verani Realty, having already sold more than $10 million in transaction volume. Based out of

When it comes to listing a property, Kristin has a wide variety of marketing tools in her toolkit. “Given what’s going on with COVID-19, it’s more important than ever for agents to get creative with their marketing,”

58

Copyright Top Agent Magazine

Kristin tells Top Agent. Currently she is using a combination of online videos and photos to create a comprehensive online marketing strategy that uses the MLS, social media, e-cards, email blasts, and advertisements on more than 80 different websites to drive attention to her listings. Depending on the type of property, she will also occasionally create a personalized website for it, or even implement a marketing campaign that targets likely out-of-state buyers.

Kristin’s contact with her clients doesn’t end with the close of a transaction, and she uses a combination of social media, email, text messages, and phone calls to stay in touch with all of her former clients.

Outside of work, Kristin loves to ride her horses, play with her dogs, and spend time with her family. In addition she recently started sponsoring several local websites, which support businesses in her community. Looking in the future, she is excited to continue growing her business while finding new ways to forge a deeper connection with the community.

For Kristin, working as an agent is all about helping bring joy into people’s lives, and she has words of optimism for anyone considering getting into the industry. “I love seeing the excitement on my client’s face when we close a transaction. It is so satisfying helping people achieve their real estate goals. Until I started working in real estate two and half years ago I never realized that I could enjoy doing something and help people while also making a good living. If you want to make a change in your life, consider becoming an agent.”

Top Agent Magazine

For more about Kristin Dunklee, please call 603-581-4781, email kristin.dunklee@verani.com, or visit kristindunkleehomes.com www.

Copyright Top Agent Magazine 59

Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

60

Top Agent Magazine

they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

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

Top Agent Magazine

61

FAYLEN SILVA

“From lakefront homes, to golf course homes, vineyard view, mountain and valley view homes, there truly are so many options that Lake County has to offer and so much beauty depending on what the client is looking for.”

Faylen Silva began her real estate career in 2006, and her interest in the field started earlier than that.

Faylen’s grandparents were brokers, and her mom and dad were both REALTORS®, so she grew up hearing about real estate around the dinner table.

Faylen’s mom, who eventually became a broker, showed her the ropes and now the two of them work side by side in the same office. Over her 14 years in the industry, Faylen has forged strong relationships with clients thanks to her excellent customer service, friendly attitude, and ability to produce results.

Faylen lives and works in Lake County, California, a rural area near the Bay Area and the Napa Valley.

“Many people move here because they are drawn to the area’s great affordability and the slower pace of life: no traffic, up and coming wineries, and lake activities including Clearlake’s world-renowned bass fishing,” Faylen says. “From lakefront homes, to golf course homes, vineyard view, mountain and 62

valley view homes, there truly are so many options that Lake County has to offer and so much beauty depending on what the client is looking for.”

A significant amount of Faylen’s business comes from repeat and referral clients. Faylen’s production volume averages around $10.5 million per year, with her median sale price in the $350,000 range.

Staying in touch with clients is important, and it comes naturally to Faylen, since she lives and works in a relatively small community. She often runs into clients all over town, at the local grocery store, coffee shop, golf course, lake and more.

Faylen educates and communicates with her clients throughout the process. She takes pride in her excellent customer service and is always available, with prompt response times. “I’m a very organized person, so I enjoy all the moving pieces of a transaction, keeping things organized for my clients, and keeping Copyright Top Agent Magazine

my clients informed through each phase of the buying or selling process,” she says. “I love working with people, and being able to help someone get into a new home is so rewarding.”

One trait that sets Faylen apart from other agents in her area is that she takes a more digitally-focused approach, with an emphasis on social media marketing. “I’m always trying to stay ahead of things when it comes to digital,” she says. “This has led to more clients, and more results. Also, I am a millennial, so I’m very relatable to the current pool of buyers in the market to purchase right now, and sellers appreciate the hands-on digital approach and keen eye for marketing their properties to the right audiences.”

Faylen participates in community outreach events, including setting up a booth and doing giveaways at her community’s Summer Concert on the Green series. She donates to the Children’s Miracle Network, which has received over $160 million in donations from RE/MAX agents in North America. Faylen is also an active supporter of youth sports in her community. An avid runner, she regularly sponsors Lake County Miler events. Faylen has two young kids and when she is not working she loves spending time with her family, getting outdoors and staying active. She enjoys running, cycling, and spending time at the lake, whether it’s stand-up paddling, boating, wake surfing, hiking, or camping.

In the future, Faylen plans to continue to work hard for her clients by connecting and being available for them. She has also set a goal to obtain her broker’s license. “I’m really big on education,” she says, “so I want to continue educating myself to better help my clients.”

Above all, Faylen wants to continue giving her clients the same excellent personal service. “I love helping people, and I love getting results for my clients. When I can help people achieve their real estate goals, it brings me so much joy and satisfaction.”

Top Agent Magazine

To find out more about Faylen Silva, please call 707.295.8088, email faylen.silva@gmail.com, or visit liveinlakecounty.com www.

Copyright Top Agent Magazine 63

Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

64

Top Agent Magazine

Top Agent Magazine

JIM ALLEN For Jim Allen, working in real estate is much more than just a career—it’s a passion that allows him to change the world around him for the better. “I love what I do because I get to change people’s lives. For people on my team I get to watch them build a career and facilitate opportunities for them to provide for those they love. For our clients it’s the same thing. After I’ve developed a neighborhood I get to walk out and see families living in and loving the 400 homes that we built and think about all the business we brought into the marketplace,” Jim explains. “It’s the positive impact my work has on my community that really matters.”

After an illustrious 37-year career in the industry, Jim is now the president and lead broker of The Jim Allen Group, a Coldwell Banker Howard Perry and Walston strategic partner based in Raleigh, North Carolina.

Operating throughout the Triangle area, Jim and his team of over 70 agents and 26 staff have consecutively ranked as the number one Coldwell Banker team in sales worldwide, and last year closed on 1,300 housing units for an incredible $568 million in total transaction volume.

After building his team for many years, Jim started his own development and building company. Incredibly, in 2008 he decided to stop taking a salary from his real estate business because as he puts it, “The Jim Allen Group is there to support its employees, not enrich me.”

If you ask him how he has managed to build such an exceptional business, Jim will credit his hustle and emphasis on helping others as being the largest driver of his success. “I don’t wait for somebody to bring me something, I go out and create it,” Jim tells Top Agent.

“But beyond that my business has always been focused on the human element. You can’t be selfish in life and expect to get anywhere. Everything belongs to God to begin with— all we get to do is be stewards of it while we are here on this earth. I realized early on that if I focus on doing right by my community, the business Top Agent Magazine

will come in time.” This approach has clearly worked well for Jim, as more than 70% of his business comes from repeat clients and referrals.

Outside of work, Jim loves to spend time with his wife, Amy, and two sons, Edwin and Adkins, enjoys golfing, and is an active member of his church’s Bible Study Fellowship. In addition, he is heavily involved in innumerable charities and organizations within his community. Every year The Jim Allen Group sponsors and builds a number of houses for Habitat for Humanity, and packages thousands of meals for Stop Hunger Now. Jim himself sponsors the Boys and Girls Club as well as the Helene Foundation, a Raleigh-based charity that supports mothers in the community who are struggling with cancer while also trying to care for their young children.

Looking to the future, Jim is excited to grow his business while continuing to focus his attention outside of work on improving his community and raising his children.

Eventually, he hopes that his boys will take an interest in the business and follow in his footsteps. “What I always tell my boys is not to wait for life to happen. Go make it happen. You get out of life what you put into it, so don’t wait for somebody else to bring home the jewels, go collect them yourself.”

For more information about Jim Allen, visit jimallen.com, call 919-845-9909 or email info@jimallen.com www.

65 Copyright Top Agent Magazine

Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

66

Top Agent Magazine

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

Top Agent Magazine

67

KIM & BRIAN BISCHLER Kim and Brian Bischler have been involved in real estate for quite a long time. “I was licensed in real estate before I finished high school,” Kim says, “I worked real estate through college.” Kim’s mom was also a real estate agent as well as an author of seven real estate books. “She always taught me to forge my own path and self-sustain,” Kim says. In addition to real estate, she’s also worked as a computer programmer.

Brian’s background is in automotive mechanics and printing.

“When Kim and I met,” he says. “We thought, we love people and taking care of people, and the expertise Kim had in real estate and my mechanical mind, brought us into that industry, and we’ve made it go real well.”

Today, they’ve been working together for over 17 years, with Brian as a listing Lead agent and Kim as a buyers’ agent, along with their team of highly trained agents who are specialized in their roles, but who can also jump in on any task. They’ve also raised five kids together. Kim and Brian serve primarily the Wichita area, and see about 87% repeat and referral business.

“We truly put the people first, not the money,” Brian says.

“It’s about the referrals, with us.” Kim agrees. “You’re not going to find an agent that cares more about your goals than Brian and me,” she says. She says she has talked clients out of houses that won’t work for their needs. Brian also says that their success with clients comes from listening carefully to clients to get them what they really want.

They’re also sure to stay in touch with clients via phone calls and social media, as well as sending cards and gifts for special events. Clients who offer two or more referrals also get invited to special Greatest of All Time (GOAT) client appreciation events. Social media, especially Facebook, also plays a major role in their marketing strategies. Kim has developed a few fun ways to engage her audiences, such as a “Guess the Price” walkthrough tour of properties where the correct answer gets a prize, and another that includes audience questions about property features.

“We love the flexibility of this career! No day is the same!”

Brian says of the job. “We really do love interacting with people and getting them into the right homes. The drive we have to do this job is to get them into a place and have them 68

feel like we felt when we bought our home, it’s the happiness we create for a family.” Creating this happiness is something Brian considers a public service.

Speaking of public service, Brian and Kim are also involved in a number of charity and community organizations. “We volunteer a lot with the local Association of REALTORS®,” Kim says. She’s taken on multiple roles in the various committees in the Association. Locally, they’re part of a group that works to provide mental health support for young people, which Kim says is especially crucial during the isolating COVID-19 crisis.

Brian adds that they also buy school supplies for local teachers each year, including supplies for the underfunded music and art department in the local high school. When they’re not supporting their community through work or charity, Brian enjoys landscaping and woodworking, and Kim loves a good nap and catching up with their kids.

Looking to the future, Brian says that they’d like to continue with their coaching program. “We’d like to get ourselves into a spot where we can step back. We’re building [our business] out to be sustainable and have longevity for when we’re not able to do showings,” he says. “We are so honored not only to be part of the REALTOR® organization, but in a career that allows our children to see a true example of success being what you make it,” Kim says. “I want [our kids] to know that you can get anywhere you want,” Brian says, “and to always be growing, learning, and becoming who you want to be.”

To learn more about Kim & Brian Bischler, please email kim@kimandbrianre.com, visit facebook.com/kimandbrianReTeam, or call (316) 619-7671 www.

Copyright Top Agent Magazine

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

Top Agent Magazine

69

mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 70

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

Top Agent Magazine

Top Agent Magazine

JOSH FELDBERG Josh brings his years of renovation experience into every deal he works on with his clients.

Rather than simply assisting them with the process of buying and selling a home, Josh provides his clients with investment advisory services, helping them analyze properties for their renovation potential, explaining potential costs and post-rehab values, and even setting them up with contractors who can do the work.

When you sit down to chat with Josh Feldberg, it quickly becomes apparent that you’re speaking to someone who loves working in real estate. “When I moved to Pittsburgh I quickly fell in love with the city and the business. I love buying and selling homes and the challenge of figuring out how much a home should be worth,” Josh tells Top Agent.

When he moved to Pittsburgh five years ago from Israel, Josh walked away from a dynamic career as one of the country’s top flooring experts. In Israel he had been the manager for one of the country’s largest hardwood floor companies, had extensive experience working with Israel’s largest architectural and interior design companies, and frequently lectured at schools of architecture and design on the subject of wooden floors.

Despite these successes, Josh felt the urge to strike off on his own. One of his friend’s brothers who owned several properties in Pittsburgh invited Josh to move to Pittsburgh and help him renovate and rent out single-family homes.

Although he knew his new job would be very different from his former occupation as a manager, Josh happily agreed. “When I started in Pittsburgh I did home renovations and mowed yards to pay my bills, but it didn’t bother me,” Josh explains. “I believe that whoever wants to succeed has to work hard, and I’m not ashamed to do any type of work if it’s bringing me towards my goals.”

Through working in the flipping business for several years, Josh developed strong relationships with a number of investors in the area, and found that he enjoyed the industry so much that he decided to get his license and become a full-time agent.

Just one year later, Josh is now an agent with Your Town Realty, where he specializes in working with real estate investors. Based out of his office in Avalon, Pennsylvania, Josh runs a thriving book of business throughout Pittsburgh. Although he occasionally works with traditional homebuyers and sellers, the lion share of his work is focused on working with investors, and he is well known in the Israeli community as the go-to agent for flipping homes.

Top Agent Magazine

Several years before he moved to Pittsburgh, the Israeli real estate community in the city was rocked by a significant investment fraud. “There were two guys who sold tons of rental properties which were in terrible condition, and just before I moved to the US everything blew up. They had stolen a lot of money, so they both went to prison,” Josh explains. “For several years after that I had to help a lot of people deal with the repercussions.”

In the aftermath of this fraud, several neighborhoods in Pittsburgh were negatively impacted by foreclosures, thereby bringing down the overall value of the community. “In the future I’m hoping to build my own investment business so I can bring in quality investors into these neighborhoods and fix them up,” Josh says.

For anyone interested in joining the real estate industry, Josh has words of encouragement. “If you find work that you love to do and you persist, you will find success.

Real estate is a tough industry, but it’s such a rewarding line of work.”

For more about Josh Feldberg, call 412-414-6315 visit yourtownpittsburgh.com/agents/josh-feldberg or email jfeldberg@yourtownpittsburgh.com www.

71 Copyright Top Agent Magazine

ELIZABETH GLEASON Elizabeth Gleason launched her real estate career in 2009 after working in the upscale, fastpaced corporate world. “I had been shopping for a house at the time and became friends with my agent,” she recalls. “I really enjoyed watching her work and decided to get my own license.”

A mother of four, Elizabeth is in the process of building her team at the Elizabeth Gleason Real Estate Group with Rogers Healy and Associates Real Estate. “I just hired my fifth agent, and we’re excited to serve the community,” she asserts. Based in Dallas, Texas, the team covers northern Texas from Ft. Worth to Dallas.

Specializing in all facets of the real estate business, she works with buyers, sellers, renters, investors and in commercial. “It is such a privilege working with clients while doing something I love,” she notes.

Last year, Elizabeth moved $18 million in volume and reports that her business is 75% repeat and referral clientele. Passionate about serving people, her hard work, charisma, and true passion for helping others has helped Elizabeth’s reputation as a qualified real estate agent rise quickly. “I believe my clients keep coming back because I maintain my connections long after the transaction,” she says. “I love sending out hand-written cards, which are so rare these days, as well as dropping off little gifts at their doorsteps. I know they appreciate my efforts and I love to do it.”

It’s no surprise that Elizabeth received stellar reviews for her esteemed work ethic. One client recently wrote: “Working with Elizabeth was so wonderful!

She was so mindful of our needs, making sure that we were getting the home of our dreams without compromise. She is a realtor that goes above and beyond to listen and make the entire process smooth and fun! I recommend her expertise to everyone I know.”

72

Elizabeth successfully markets her listings through social media. “I have a pretty decent following, so my properties ae always seen by the right people,” she says. “Of course, we also post to the MLS, hold open houses, and share updates with other agents.”

Elizabeth says what she enjoys most about her work is the negotiating process. “I love to negotiate on behalf of my clients,” she asserts. “At the end of the day, it’s about getting to the finish line. Then we celebrate at the close of escrow, because it’s a lot of work to get there.” She especially enjoys seeing her clients achieve the American Dream of home ownership.

Elizabeth gives back to her community by volunteering her time at the local schools and donating to Grace through her church.

In her free time, Elizabeth enjoys cooking and hosting family and friends at her home as well as attending local events.

As for the future of her business, Elizabeth wants to fortify her expanding team with “like-minded, top-producing agents,” she says, “That’s my ongoing vision.” She also plans to expand her income property portfolio as well as serve her community.

For more about Elizabeth Gleason, email Elizabeth@RogersHealy.com, visit elizabethagleason.com or call (817) 501-7770 http://

Copyright Top Agent Magazine

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

Top Agent Magazine

1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

Top Agent Magazine

73

customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

74

Top Agent Magazine

Top Agent Magazine

DERIK & CRYS KEITH Derik Keith began repairing cars as a collision repair technician in 2005 and decided to look into investing in real estate. “I began reading about the subject, talking to people, which led to buying properties to flip,” he recalls. “Then I figured I should get my license so I would be the one to sell my properties.” At the time, he hadn’t considered selling for other people.

“But people around me saw what I was doing and how successful I was at it, so they began asking me to help them buy and sell real estate,” he says. Soon thereafter, he got into the business full time and discovered he loved the process. “It just exploded from there,” he says.

When Crys Keith met her husband, he had already been in the business for two years. “I started out helping him with the marketing side of things,” she says. “At first, I was filling in the gaps, not thinking about getting a license, but as time went on, I discovered that I enjoyed the work. I got bit by the bug.”

The Keith Home Team grew from there, covering the Greater Oklahoma City territory. Currently, the agency has 32 listings–from lots to farmland to residential– ranging in price from $30,000 to $580,000. Crys says a large percentage of the business is repeat and referral clientele. “It’s because we’re more than just a single Realtor,” she asserts. “Our clients receive a full team of real estate experts who will apply all their knowledge to help them meet their goals.”

Their clients agree on their professionalism. One writes: “When we decided to list our home, there was only one choice for us..Derik and Crys Keith! Their knowledge and expertise of the local growing real estate market made our decision not only the easy one, but the right

one! Our house had multiple showings and offers in the first couple of days...in fact, it was under contract in less than 5 days! Along the way, professional custom photography, unique internet marketing and video drone shots were used..when we saw this come together...we were blown away! Derik used local comps and analyzed the current market conditions to get our home sold quick and for top dollar! During the contract process, Catherine was amazing at communicating any and all details from updates to inspections all the way to closing day! If you are looking for a dedicated and honest real estate agent to list and sell your home, look no further than Derik and Cry Keith and the rest of the Keith Home Team!”

Derik adds that his team believes in making the sales process as enjoyable as possible. “We keep a sense of humor,” he says. “We like to have fun and we attract a certain type of clientele.” Citing an example: when celebrating client birthdays, they send out humorous cards and/or videos. “Our Christmas cards are pretty famous around here,” he laughs.

When they are not on the job, Derik and Crys engage in multiple physical activities that include homesteading, mixed martial arts, hunting, foraging, and kayaking.

At the moment, the Keiths are very happy with their small but mighty team. “We’ve built a certain culture and we don’t want to change that right now, but we might consider expanding down the line,” Crys says.

Adds Derik, “What makes this business special to us is helping families make the biggest transition of their lives an easy and enjoyable process. It’s very gratifying.”

To learn more about Derik and Crys Keith, email derik@keithhometeam.com, visit keithhometeam.com, or call (405) 255-2274 www.

Top Agent Magazine

75 Copyright Top Agent Magazine

DON KRAMER Top agent Don Kramer of Berkshire Hathaway HomeServices The Preferred Realty in Ligonier, Pennsylvania, is a dedicated, hardworking Realtor with over thirty years of experience in helping his clients achieve their real estate goals. With a direct, forthright attitude, deep industry and market knowledge, and a business based on a foundation of honesty and integrity, Don has earned his reputation as a trusted real estate advocate for his many grateful clients in this idyllic Southwestern Pennsylvania town.

Don, who graduated from the University of San Diego with a BA degree in English and Mathematics, began his real estate career in that same Southern California city, holding positions of escalating importance, including Vice President, Sales and Marketing Manager and Broker of Record for Developers Marketing Associates (DMA), overseeing as many as 1,000 new construction transactions per year. Simultaneously, Don held the position of Director of Sales and Marketing for Garrett Development, a sister company to DMA, that developed and built new homes in both Southern and Northern California. It was in 1994 that Don and his wife Kim decided to relocate with their two young daughters closer to Kim’s family in the Ligonier Valley. Initially, Don worked at Hidden Valley Resort as the Director of Real Estate Sales and, in 1997, he was named Managing Broker of Glenn Cook Real Estate, which was at that time the oldest and largest real estate brokerage located in Ligonier. In 2011, Don joined Prudential Preferred Realty as Associate Broker, a company which eventually became Berkshire Hathaway HomeServices The Preferred Realty.

Along that lengthy journey, Don has been building a thriving real estate business that is now almost entirely based on repeat and referred clientele, perhaps the most accurate barometer of a job well done in the highly competitive world of real estate. “I think it is because I take great care of my clients, and I truly care about the outcome,” says Don when asked how he inspires such impressive customer loyalty. “Its also important to be 76

completely honest during the entire transaction process, and not pull any punches on those rare occasions when something goes wrong.”

Many factors play into Don’s success story, chief among them being his communication and negotiating skills and marketing strategies, the latter of which has been given a substantial boost by his talented young partner, Kara Boyd. “She is a hard worker and very adept with social media and has done marketing for large organizations. She is a real go-getter,” he says of his already accomplished partner!

When he’s not working, Don is extremely committed to giving back to his adopted community, and he does so through a myriad of ways. He has served as President of both the Rotary Club of Ligonier and the Ligonier Valley Library Association. He was also on the Ligonier Valley Chamber of Commerce Board of Directors and has served in a variety of roles in his church.

“It is really just about helping people,” says Don, when asked what he enjoys most about his profession. “Kara and I really try to approach each day with a servant’s attitude and do our very best to help folks accomplish what they want to do, not what we want them to do! We want to be able to hold our heads up high and know that we did our very best for each of our clients!”

For more information about Don Kramer, please call 724-454-4060 or email DonaldKramer@TPRsold.com Top Agent Magazine Copyright Top Agent Magazine

How to Answer the Inevitable Question:

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

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

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

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

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

Top Agent Magazine®

77

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 78

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.

Top Agent Magazine®

Top Agent Magazine

NOEL MARRERO Noel Marrero was on the hunt for his next professional challenge when a couple of friends suggested he try his hand at real estate. He initially pursued getting his license to sell homes on the side, while starting another business venture. “Once I got my license and entered the world of real estate,” he remembers, “I saw how much opportunity there was, and decided to dive in fully.” Four years later, Noel has carved out a reputation for his tech prowess, track record, and personal touch.

Today, Noel spearheads his work as the head of a tightknit team, under the banner of Nova Satus Homes, powered

by Keller Williams Infinity. There, he serves clients across the Chicagoland market, with a significant contingent of his business stemming from repeat and referral clientele who trust his market savvy and astute counsel.

“We’re highly focused on creating a great experience,” he says. “We set the right expectations up front, and we’ve created a series of systems and models to enhance the client experience, from appointment, to contract, to close.” What’s more, Noel makes it a point to leverage the industry’s ever-evolving tech tools to his clients’ advantage. Not only does this ensure buyers and sellers benefit from cutting-edge access that aids house-hunting and listing, but it also allows communication to become versatile. “We’re very tech-enabled agents,” Noel says, “and it’s been very beneficial, especially with everything going on right now in a pandemic. Being flexible with communication helps make everything as convenient as possible.” In fact, Noel serves as the tech coach and trainer for the more than 460 agents in his office. “I help my colleagues achieve a greater understanding of how to utilize that technology to extend reach and service clients,” he says. “I have a passion for helping people, and helping agents develop their businesses so that they can help set a higher standard in the industry.”

When listing properties, Noel applies the same incisive eye to prep homes prior to their market debut. All listings are equipped with Matterport 3D virtual tours and Top Agent Magazine

high-end documentation. From there, Just Listed and Just Sold campaigns create neighborhood buzz, while targeted ads on social media reach prospective buyers far and wide. Likewise, Noel taps his database of fellow agents and industry professionals, in addition to exposing listings to the full suite of online listing platforms. On average, he produces roughly $2.5-million in annual volume, with an average price-point that runs the gamut, from $45,000 starter parcels to $780,000 estates.

Beyond the office, Noel participates in his community through his involvement in the Naperville Chambers of Commerce, Business Networking International. In his free hours, he most enjoys time spent with family and loved ones. “I’m a knowledge junkie, and I love the journey of self-development,” he says, “so when I’m not working on business, I’m working on myself, family, or how to lead a bigger and better life to impact others.”

As for the future, Noel intends to grow his business organically. “I want to grow and develop my team here in Illinois, and then consider an expansion to another market within the next five years,” he says. Finally, with four promising years behind him, Noel Marrero considers what he enjoys most about his chosen path. “Real estate is a great business that can grow organically,” he says.

“If you do a great job with your clients, that multiplies, and at the end of the day, we’re looking for a win-win: to help our clients reach their goals, and do a good job in the process.”

For more about Noel Marrero, call 773-294–8886, visit novasatushomes.com or email noel@novasatushomes.com www.

79 Copyright Top Agent Magazine

GINNY & BEN OPSAHL (THE OPSAHL TEAM) Ginny Opsahl began her career in real estate in 1990, and her son Ben has been working with her for the past seven years, having started right out of college. As a family business closely tied to their community, The Opsahl Team are known for the care and commitment with which they treat their clients. Ginny and Ben’s multigenerational approach also allows them to be more versatile in how they care for clients at all ages and stages of life.

Ginny and Ben serve the Chicagoland area, focusing on the North and Northwest suburbs of the city, with Ben doing some work in the city as well. An impressive 98% of their business comes from repeat and referral clients. “We are a referral-based business,” Ginny says. “Our clients become our friends, and our friends become our clients. We really care about our clients and we strive to go above and beyond in our service, and put their needs first.”

For the most part Ginny focuses on the listing side and Ben on the buying side, with some overlap. Ginny specializes in helping seniors and older adults who are interested in downsizing or, as she likes to say, right-sizing. “It takes a lot of care,” Ginny says. “People need to be coached and counseled throughout the process. We help them with decluttering, and in general just knowing the steps of the process so they can be prepared.”

Ben adds: “The difference in our ages is perfect, because I typically handle most of the first-time homebuyers. I’m 28, and I deal with a lot of the younger crowd who are more used to technology, Zillow, and finding things online. So any client we get, one of our personalities tends to fit that client really well.”

Working with first-time homebuyers, Ben takes care to guide his clients through the sometimes nerve-wracking

process and give them some time to get comfortable and figure out what they really want in a house. “I really enjoy the process,” he says. “Getting them to the finish line and seeing them so happy to be getting into their first house brings me a lot of joy. Especially with first-time homebuyers who are currently renting, not only are they pumped to have something to call their own, they also get to build equity and build their financial future.”

The Opsahls have a strong team they work with on all aspects of the buying and selling process, including a home inspector, a lender, a stager (Ginny is a certified stager as well and does much of the staging herself), painters, movers, and more. “They know us, we know them, and they take excellent care of our people,” Ginny says.

When marketing a listing, Ginny and Ben make sure that the home is decluttered, staged properly, and ready for buyers to see. They make use of 3D photography and virtual tours, and their affiliation with RE/MAX allows their listings to have global reach and be seen by a wide range of potential buyers.

The Opsahls are active in their community. Both Ginny and Ben are members of the Lake Zurich Chamber of Commerce.

Ginny has served as President, and Ben is involved in the Chamber’s Young Professionals Group. They also support local charities including Food For Friends and Fellowship Housing.

When he is not working, Ben loves to spend time with his wife and their two dogs and a cat. He enjoys gardening and snowboarding. Ginny loves skiing, being outdoors, cooking, and gardening too.

In the future, the Opsahls plan to continue growing their business and positively impacting their community. “As the market changes, we’re always growing with it,” Ginny says. “We have a very strong reputation in the marketplace, which really helps our business. Agents know us, they trust us, and they know we’re very ethical and honest in the way we do business.”

To find out more about Ginny Opsahl, please call 847-732-6072 or email at Ginny@GinnyOSellsHomes.com.

You can contact Ben Opsahl by phone at 847-732-8114 or by email at BenOSellsChicago@gmail.com.

You can also find them online at GinnyOSellsHomes.com and TheOpsahlTeam.com www.

80

www.

TopAgent AgentMagazine Magazine Copyright Top

Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

Top Agent Magazine

Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

Top Agent Magazine ®

81

who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 82

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

Top Agent Magazine ®

Top Agent Magazine

JOSH PLOWMAN Back in 2012, Josh Plowman was in the process of selling his first home through an agent. “I got a taste of what the business was like,” he says. “I felt like I could provide an exceptional service to others who were going through this process.” Two years later, Josh finally made the leap and earned his license. “I knew in my heart that it was the right move,” he remembers. Now, Josh is in command of a growing business and a thriving reputation, known for his communicative style, wise counsel, and personal touch.

Today, Josh heads his own team called the Josh Plowman Real Estate Team. In 2020, Josh purchased the Maine Real Estate Experts Gorham office. Alongside three fellow agents and a dedicated administrative professional, Josh and his team serve clients across Maine’s Cumberland and York Counties. There, almost the entirety of his business is driven by repeat and referral clientele who trust his experience, insight, and proven track record. “I really thrive on the ability to problem solve in this business,” he says. “Anyone can open a door, but my creativity and resourcefulness are my greatest assets as an agent. When an issue arises, I don’t take no for an answer. I find a way to make it work.” Josh also leverages his practiced handiness and experience building spec homes to give clients a nuanced look at a home’s true potential and possible pitfalls.

When it comes to listing, Josh takes a tech-forward approach. All properties are equipped with professional photography to ensure prospective buyers are met with an immersive first impression. From there, Facebook and social media campaigns, as well as premier visibility across the leading online listing platforms guarantees wide-ranging exposure. Neighborhood mining and connecting with loan officers and other industry colleagues also stirs early debut buzz. Last year, Josh sold roughly $14-million in volume, with an average price-point of approximately $300,000.

Top Agent Magazine

Beyond the office, Josh lends his time to his community through his role as a lacrosse coach in area youth leagues. In his remaining free hours, he most enjoys time spent with his wife and kids, hunting, watching football, and staying active. As for the road ahead, he intends to keep progress moving steadily along, with future plans to grow his team and develop his talented roster of agents.

Finally, with six years of insight and experience to his name, Josh Plowman considers what he enjoys most about his career in real estate. “I really enjoy the interactions with my clients,” he says. “I work hard to make this process as flawless as possible. That’s why it’s really rewarding to see clients who have worked hard financially to afford a home or who are ready to sell finally able to achieve those goals. I really enjoy what I do, and I love the opportunity to help.”

For more about Josh Plowman email Josh@PlowmanRealEstateTeam.com, https://www.beangroup.com/Real-Estate-Agent/joshua-plowman/75833 visit his website here, or call 207-776–2130 83 Copyright Top Agent Magazine

BROOKE ROZELL Brooke Rozell ran a horse boarding facility for 12 years and found herself constantly helping her clients find properties. When one of them suggested that she should try her hand at real estate, she listened, and obtained her license in two different states. Brooke works solo, and has been a full-time real estate agent for close to three years, serving the areas of Huntsville, Alabama, to Nashville, Tennessee.

Even in the short span of time that she’s been in real estate, Brooke has managed to acquire a large number of repeat and referral business. She believes her ability to adjust to her clients’ personalities is largely responsible for that. “One of the big things I focus on is adaptability to my clients.

I’m not formal, I’m very relaxed. Most of my clients become my friends. But almost every single real estate transaction I’ve done has had some sort of quirk to it.

Some clients need to be pampered, so I pamper them.

While other clients are independent, and for them I can take a step back and let them make their own decision.”

lose their dream home because of a tiny mistake.” When she’s not giving back or working, Brooke loves riding horses, taking her kids to play baseball and roller skate, as well as hiking and fishing.

Brooke’s dreams for the future include forming a team that would be a good extension of herself. “I guess that’s why I haven’t had a team yet, because I haven’t found individuals who can a 100% represent what I do. But as someone who had a great mentor myself, I would love to train new agents.” And although she knows that real estate isn’t considered as crucial to humanity as being a brain surgeon, Brooke still feels a great amount of satisfaction with each successful transaction.

“I’m not saving people’s lives, but I am a huge impact in their lives. This is a major decision for most people, and I love being a part of that process. I get chills at every closing, because I feel like I’m able to be a part of something bigger than me.”

In order to get a property ready for the market, Brooke painstakingly ensures that everything about the house is in the best possible shape. “I do a pretty in-depth listing appointment with my clients. I try to point out things home inspectors are going to look for. I try to point out things that buyers might find worrisome.

I’m pretty blunt with my clients and they appreciate it because it makes them prepared for anything that might happen.” Brooke uses a professional photographer for all her listings. She also relies on her large Facebook following to advertise, and invests in local magazine ads as well as postcards.

Outside of work Brooke is involved in her community and goes out of her way to help out those in need. That caring approach is also reflected in how she treats her clients. “I take my job very seriously, to the point where sometimes I lose sleep over it. I don’t want a buyer to 84

To learn more about Brooke Rozell call 931-625–3433, email broze.1982@gmail.com, or visit brookerozell.choosecapstone.com www.

Copyright Top Top Agent Agent Magazine Magazine

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

Top Agent Magazine

85

add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

86

Top Agent Magazine

Top Agent Magazine

JAMIE WEISS Jamie Weiss started in real estate about ten years ago when she was having issues with a tenant in her rental property. “The person managing it was falling a little short, so I thought, I can figure out how to handle this,” she says. The experience led to her getting her license and learning the trade. Today, she handles flips of investment properties, and also has been doing brokerage full-time for the past five years.

Jamie has a small team made up of her husband, as well as one veteran and one brand new agent. The team serves the Northern Virginia area, which is large, and sees what she describes as a “pretty decent” amount of referral business. “I really think [clients] just have such a great experience with us and the way we communicate and solve problems,” Jamie says of her success with clients. “It’s just getting in front of things and just keeping [clients] at ease during the transaction.”

“Generally, the way we approach the entire process is that communication is key for us,” Jami says of her business. “It’s keeping the client up to date and making sure they have an incredibly firm understanding of what’s happening, keeping them grounded and guided, and the way we get them the property they want whether it’s off-market or a multiple-offer situation. We do everything we can to help them get exactly what they want.” And when she can get her clients what they want, it’s always rewarding. “What I think I like most is seeing them] be so happy at the end,” Jamie says, “and just the impact it has on them.”

“We check in with [clients] pretty frequently,” Jamie says. She likes to check in and see how they and the property are doing, and also offers personal touches like sending flowers on Mother’s Day or sending holiday cards, and also hosts client events. When it comes to marketing, Jamie takes a multifaceted Top Agent Magazine

approach. “We’re heavy with Zillow, which is the go-to for a lot of people,” she says. “We also do print advertising, we do specially designed Internet marketing campaigns via Facebook and Instagram, as well as video sharing on YouTube.”

Jamie and her team donate a significant amount to various organizations, and at Christmas, they do an Angel Tree. When she’s not working, Jamie enjoys spending time outdoors with her two kids and four dogs, as well as traveling, gardening, and spending time with friends.

“We’re looking to grow our team slightly,” Jamie says of her plans for the future. “I don’t want to ever get so big that we can’t maintain the standards and impacts that we currently have, but I’d like to be able to serve more families.” She also has some advice for people looking to buy, sell, or otherwise explore real estate options: “The process is not as scary as you think it is!”

To learn more about Jamie Weiss, email jamie@amagnoliahometeam.com, visit amagnoliahometeam.com, or call (540) 272-3813 http://

87 Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

88

Top Agent Magazine