NATIONWIDE & INTERNATIONAL 9-23-19

NATIONWIDE & INTERNATIONAL EDITION

THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

Thinking of Listing?

Nine Ways to Get Ready

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

NATIONWIDE & INTERNATIONAL EDITION

PAUL DESANTIS

7

JUMANA ALLAN

11

14

KARLA ARJONA

PAUL DESANTIS

REBECCA DURFEY

When Rebecca Durfey wanted it’s vacant, I’ll g and knew he wanted to make his own mark Sotheby International Real KELLY BALDWIN BRITTANY BUSSELL 22 26Tampa 25 2005 SHAWN EDGAR find a Serving new career, she turned pied, we’ll figure in thetobusiness. the greater Bay engagement.

Beginning wi Paul DeSantis got his start in real estate back in

19

When listing properties, P

area,to Paul spearheads his work as the looked head of a photography that captures estate and neutral and welc It’s safe to say real estate runsTop easy to become with other agents ashasn’t well,” she Agent Brittany friends Bussell – real of true partner inWith our and home purchase.

Sh a neighborhood love for vantage helpin tightknit team ofwas threeasales associates.

There, back since.

“I wanted somediscussions to ge lifestylehome video than histobusiness generated by incorporate through Kelly Baldwin’s@properties says. “On of that, I send outofuspostcards, post onprofessionals in top Chicago –more may behalf other istrusted (e.g. others and a dedication a buyer canposting walk throu satisfied repeat and referral clienteleprovide who rely that thing where I could includes to the real estate attorney), highlighted blind spots and gav veins. “I’m a third generationrelatively Zillow,new Trulia, Facebook, Instagram and other sites.” providing superior servic on Paul’s regional knowledge and proven track Optimal exposure is achiev a service to others, and I have as possible, as ShawnonEdgar has made gre her properties intelligence, and anconfidence throughout We Realtor, so it’s in my blood,”industry, All ofbut Kelly’s are professionally photoa the rangeprocess. of social media record. “Having been agent for nearly fifteen ing portals.

“At Premier years now, I’ve made a lot of lasting connections family in real estate, so it media and real strides as a real estate to excellent customer impressed with her ownership and mindsetage -e she explains. Although shecommitment graphed as well. huge emphasis on our inter with clients and colleagues,” he says. “Being part in the Tucson metropolita seemed like the perfect fit,” about the listing. and deepDURFEY reservoir of SHAWN as if she owningand thehigh-end homeselling herself, always knew she’d becomeserviceREBECCA featu of that extended community iswould a majorbe contributEDGAR BRITTANY BUSSELL KELLY BALDWIN She got her start she inshe’s says.

She’s now been in tations to be incredi1 ing factor whatall we do.”with Likewise, andregion. his have already in us. IPaul look forward toneed using Brittan an agent, her initial entry intoindustry Whenknowledge Kelly isn’t working, giving back to the years and ago, and has tw held to anow standa teamthe are big believers infor strategy.

Not onlyand does 18 years, After thehigher transact her toShe being ranked futureMom’s real estate deals!” it was through the mortgagepropelled community. joined thebusiness Benicia this provide a clear roadmap for theGroup course of a teams, including one th abut full-time licensed assisword about th among5 the topago, 5% she of agents currently working inhas thehas present, Tampa is in itover also helps ease uncertainties and Atthe side. Nearly years almost 3 years ago transaction, which 200 members. handles residential sales, and another forcity investment downtown revitalizatio stresstant. along way.

“Weall put together athe strategic Serving of Maricopa “She spent the tim Windy into City. the The aforementioned customer that the When assessing factors behind Brittany’s transitioned sales “We raise money service to give back to the community, and “I situation, also buymapping rental out properties wedistrict, flip and sell S dollar the Water plan for every the steps that CONTENTS has already translated into fact that in the industry, her marketing and nego county Arizona, she’s a onto,” business mainly on open her houses unti side, and fell in love with it allshe overprovides again. Today she right nowin we arethe focusing onbuilt Benicia Teen Center developing the surroundi from start tothe finish that are specific to thefierce indihang she explains.

By putting clients fir vidual,” he explains.

“That ofwant detail really the reside impressive of herbyoverall business is Foundation. are chieflevel among them, asnew ismixed her use commitme referrals from past clients.

By putting her clients walked usand throu works with a boutique office inanSolano Countythree-quarters called powered the Kyle Hyland We to and guiding them throughout transaction, Shawn sets us up to succeed from ON a technical standpoint. Aout of the ground over the 4) THERE THEBy her side 16) COOPERATION, NOTperhaps 31) TIPS business almost entirely upofreally of referrals an based repeat and referred the happiness available to BEING her clients.

“It’s import firstcustomers, and prioritizing above all else, smoothly.

We ha HamannGOES Real Estate. is on one transaction ensure the future of That’s ourtheir children is inisbest good hands,” many Tampa’s resident what puts us in the position to help ourmade repeat clients. the“Availability he cur clients achieve in ato streamline fashion most accurate assessment quality inathe highly clients can reach me.” says.

NEIGHBORHOOD: COMPETITION, CREATES GOOD TEAM coordinator, a team environment, and many past of she says.

She also volunteers her time theLEADER she has service become top agent intheir hergoals region and isTim onlysheabout time itgrowth was aseasy b in the center of it. He pe as a life milestone rather than a source of stress.” competitive real estate industry. purchase or sale is key to my clients’ success clients who love to refer her to others.

“I’m 100% and Jeannie Hamann Foundation supporting cancer continuing to grow.

Sherri.

We can’t HOW TO LIST HIGH MUTUAL SUCCESS FOR What sets Shawn apart not only her commitme Cop or sale is iscomplete, I also enjoy 5purchase LESSONS FROM repeat and referral atARE this point,” AGENTS she says. This patients in need, as well as35) Soroptimist International WHEN NEIGHBORS to her clients, but her extensive knowledge about th Brittany’s careeragent in real of estate seems almost relationship we’ve developed anylook tra success led her to be named the top producing Benicia.

During anypreorfree time, she’s hanging “My clients understand they come first,” she out says.

SILICON VALLEY As beyond Rebecca industry.

“I’m always onTO the cutting edge of what A NUISANCE dained: mother, father and older sister all including workthey’re in theherthe in her brokerage for 2016 and 2018.

Inher 2017, she was with her family, 2.5 year old and, in “It’s most vital that top priority.

Anyone continue providi going on nationally and locally. I attend seminars an MODERNIZE AND 23) HOW CUT DOWN industry inagent the Indianapolis area.go Despite grown When she’s not working, Brittany enjoy voted by her peers as the best real estate in theTOFebruary 2020, her newborn baby girl. can to realhaving estate school learn how to put a she clients she She loves. amand up to date on everything,” explains. als MONETIZE YOUR up immersed in the details of real estate and developreading and yoga.

She also enjoys being 9) IFcounty IT’S GOOD FOR ON DIGITAL DISTRACTIONS and came in as runner in 2018. offers professional staging fun opea contract together, anyone can learn the basicsphotography, and the lose theand integrity, BUSINESS firstYOUR careerInsystems. move wasBut in she the hospitality newer passing onasher experience houses. have catering, the future, has her set “We onagents, earning her THE SOUL, IT’S GOOD ment, Brittany’s AND UP I think it’s sights more difficult to have that music, webeverages, do that, noanm industry.

“After graduating from Indiana University, I service skills.

She doesn’t forget her time as invite everyone to come see the property.”

But be wh It’s the people that keep her going.

“I just love them. broker’s license.

No matter how much she grows over passion, communication and ability to negotiate.” it will always FOR THE BUSINESS PRODUCTIVITY 39) THINKING OF LISTING? keeps her clients coming back is her caring demean moved to Chicago and began working at luxury hotels, agent and enjoys seeing other agents becom I enjoy people and learning about them, I’m a natural the next few love years,forthere’s no doubt she will continue Rebecca’s what she does is palpable, and she entire process. “The andneurs thoughtfulness during NINE WAYS weddings and other events.

After eightofyears, incomes growing theirthe own businesses. helper,” Kelly says. Wheneverorganizing Kelly sees someone tomakes enjoy every her work.

“It all down sure tominute stay in contact consistently throughout needs come first, I’m always concerned about the 13) 3who MENTAL 27) 3doWAYS TO MAKE I wanted something more entrepreneurial and needs help,TRICKS she doesn’t hesitate to to stop everytothe my love for people.

It just makes my job easy.”

TO GET READY transaction. Getting her clients what theyknow want is very much into educatin I let them reading books about real estate and investing. mindset.

The future is brightI’m for Brittany, and her p THATthing WILL TAKE YOUR YOUR WORKSPACE and tend to them.

“I oncestarted came across someone her ultimate goal, and she them does throughout, everythingwhether she can it’s their first time or fif After receiving my license, I immediately fell in love future include adding support staff. Her majo 42) 4 WAYS TO WIN in town who was lost at a gas station, so I helped BUSINESS TO THE NEXT WORK FOR YOU time.

Myme jobapart is to not only communicate with them o to make that happen.

“What sets is being with the industry.”

Brittany began creating success continue offering and increasing and the make level su of them get to where they were headed, and it resulted in THE BATTLE a high level, but AGAINST to everything LEVEL able to communicate, listen and navigate thehandle probclients immediately provides hera clients before, during, and after a me becoming their agent,” shefor says.

But she doesn’t in 2016, and her business has stress is kept to minimum.”

PROCRASTINATION lemseach that year. arise and do so in such a way that buyers, continued to grow exponentially help with an aim to increase her business, she does sellers, and the other agents all feel they are doing Afterwards, she finds it easy to stay in touch, as man it entirely from the heart. “It’s just something I want their best.”

Selling in a wide swath of Chicagoland, Brittany’s focus clients become friends. “I call them frequently an to do, but I end up being rewarded abundance.” on providing unparalleled Kelly’s clients sense |her altruism and often become customer service has its roots write personal notes. I am also meeting them face Phone 310-734-1440 Fax 310-734-1440 it comes to marketing, Rebecca also orgoes coffee, lunch dinner,” she explains. Shaw in her career, andWhen her clients appreciate the face for lifelong friends after the transaction ishospitality over. “Staying also loves to host client appreciation parties, and eve above and beyond.

She uses a professional photogcare she takes andon theaeducation she provides regarding mag@topagentmagazine.com | naturally www.topagentmagazine.com in touch is easy because we interact has a pie giveaway every Thanksgiving. rapher and prepares homes so they are looking their what to expect throughout thewithout process.

Demonstrating No portion regular of this issue reproduced in any manner whatsoever prior consent of the publisher. Top Agent Magazine is basis,”may shebe explains. best before Rebecca believes materials, photos can that care, Brittany recently landscaped a seller-client’s For more published by Feature Publications GA, Inc. Although precautions are taken to ensurelisting. the accuracy of published Topreviews Agent about Clients love to leave glowing their tim make a difference of a buyer wanting to see a home yard, and was seen climbing and trimming trees in the pleas When it comes to marketing, she also goes above and together. One recently said, “My husband, an Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send daughter For more information about Kelly Baldwin, or not.

“I go through before the photos and talk to parkway to prepare the home for sale.

Perhaps the most beyond, often relying on her extensive network to inquiry to mag@topagentmagazine.com. Published in the U.S. or ema accurate“We’re assessment of the client’s appreciation can the seller about how we be want everything to look. If please call 707-319-6392 or email spread the word about the property. a town found on her Zillow page, where she holds a perfect kellybaldwin@hamannrealestate.com For more information about Brittan of 26,000, so it allows us to know each other, and it’s five-star overall rating. Among the glowing reviews please 312-898-3269 2 Top Agentcall Magazine she has received is this one, which perfectly encapsuor email BBussell@atproperties lates the experience of working with Brittany: “Brittany Copyright Top Agent Magazine

KARLA ARJONA

29

TOM EDWARDS 30

VIVI GLORIOD 34 TARYN KE 33 MORGAN GONZALEZ

Just because comes from an econ Gloriod’sdo years of business Morgan Gonzalez – Vivi Owner replying.

“R Top Agent Tom Edwards – of Viviinvitation, any new relationships forofthat When speaking Morgan Group Real Estate – don’t use s experience in the real tive doesn’t mean she can’t have a RE/MAX Performance Realty in year. Not only do I get to demonstrate my gratitude, but may be based in sunny Southern not with ma Taryn Kelzer – o estate industry has rockthrow awesome, fun parties that my cli British Columbia – is a Realtor it also keeps me top of mind when someone is thinking California, but his expertise and I honestly fe says.

“I throw parties at my her buying to become one real Burnet in Minne who is deeply committed to etedabout or selling estate.

Also, two a lothuge of my dynamic, customized approach and every throw parties where peopl topbecome ten producing providing all of his clients with of the clients friends for life, andFirst this Friday event allows me help but note theo to his craft has resulted in a customized Denver, and basis.” office for Casino Night, and we match excellent VIVI customer service. With agents to seeinthem on a regular TARYN KELZER GLORIOD TOM EDWARDS MORGAN GONZALEZ flourishing career that sees she him projects wh the that gets raised and use it buydoes schoo well over a decade of experience recognized as such by traveling she the world to providewhat his to Morgan, wh working with buyer and sellers Denver WhenBusiness asked what hemany enjoys most about what he does for local teachers.”

Journal grateful luxurycoupled niche clients – he deep prefersre enthusiasm, with her within an hour’s circumference of and a living, Tom points first to the ability help his clientsnavy seal ef the Denver Metro with his unique, highly-successful andtoimpressively KARIN RADZEWICZ knowledge, her honesty, and her so ® 41 37 his 38 MA, 43who base in O’Shea, the North Delta area, dedicated achieve their real estate and goals.

“I also REED REALTORS For Vivi the future looks bright.

Association.

While her mother had assistance.

AJIMMY truedreams renaissance man haslove Megan“Righ – wh Andy CMM, CNE, SRES helping her clients achieve their rea ® Tom has earned his stellar reputation a trustworthyinreal the flexibility of career, it allowed toshe spend time been at the helmwants ofthis multiple business ventures, Morgan – and whoish Karin Radzewicz clients,’ because Ime want them to make money,” Colorado Springs, Vivi has ten in Denver,” says.

“My goal been a as REALTOR Perched comfortably –asher “It’s because estate advocate; one who operates with both honest and with mythan kids were younger.”

Andy O’Shea was a manager campaigns, ensure is created a local level. allone. translated into stellar reputatio more hisbuzz shining reputation aand real his business toatthe lethas the world in onearned a she bigthat says.

“I’m reallyon picky about what buy. m blazed her own path; in past ten years has And more than that Ithey would lI Aeri Schwartz deservedly – Iatany the top oftoaverage his truth, and very a Fortune 500 company when a estate “I’ve done more training than your integrity. Possessing a wealth of industry and market advocate whooperawill go to example almost length help secret: there’s a extensively town in them what like and don’t like about the prop wonderful,” Realtors currently working the Twin built Team Vivi,local with dedicated marketing and for other agents when it com Prop profession, RE/MAX Hall ofCalifornia when asked few friends from college—who agent,” Andy says. have a Bachelor’s in resale Communication, Arizona that has everything and talk about before we even talk ho aI his buyers and sellers achieve their estate goals. knowledge, he has made a name himself as someone When he’s not “I working, Tomreal enjoys golf, camping tionsfor staff as well as three other agents. more professionalism to the industry.

Mountain Hous member Jimmy Reed trustlo alsoclients, happened be consistently experienced aand Master’s Counseling, and have dedicated hundreds oflevels one could wish forin and more.

Many buyers in isMarana areoflooking Tomorrow who truly cares about his andtowho boating, and heFame ispurchase.” also an avid philanthropist who other agentshas as competition, I look atp Taryn, who been consistently among the ofstretches Realtors who have truth means is a todedicated town is called Marana, second homes.

Marana is perfectly situated toran ac agents—encouraged him to That try Morgan’s hours tofascination training workshops and seminars.

I’ve with real estate far back into Group Real goes the extra mile to achieve the best possible outcomes is currently the courses, Director of the non-profit Burns Bog Team Vivi has seen extraordinary growth; they did ness partners to help get my clients wh ascended to that pinnacle while want to hear.

E Agent” by coached Twin Cities and with areal median income allEstate of thefunding amazing nature southern of JIMMY REED is committed to his childhood.

“When ateams kid,” recalls, remember toArizona openBus add O'SHEA RADZEWICZ his hand at real estate. run estate officesI was and for years,“Ifor and AERI SCHWARTZ for ANDY everyone lucky enough to KARIN work with him. Under their Foundation, which provide education still staying true to his ethical, going to tell th as much business in the first six months of 2019 as to be.

After all, my mission statemen and an average Saguaro National Park, while suppl driving around with my family, atthe homes inBoglocated in tutelage, Andy cut his teeth in of the$75,000 hundreds ofand Realtors onincluding how to looking be organized, efficient, Minneapolis/St. Paul magazines, beg buyers and selle programs facilities that will enable Burns and caring business ethos.

Under his stewardinvestment for takeviews, care of people business fo they did all when of lastrole, year.

Thehonest team will be doing well home price of their $245,000, beautiful amazing restaurants awill genui neighborhoods that they dreamed Itthe was toandestablish business learned the ropes from and serve clients well.”

Tom’s realand estate career beganbyinplaying 2006, every he began Conservation Society to continue andliving extend its work in careerabout while stillin.in her early twentie best customer s ship, The Read Team –price ofgetting RE/MAX Coastal Homes - when has really stressful living sure seems easy in relaxing environment.

Karin supports her cli over 200 transactions this year, with the average really fun for me.

After my driver’s license eventually, transaction coordinator to broker. working with his father at the age of thirty-six. “We ran achieved conserving and protecting Burns Bog. in that state’s become a real estate agent,” she re numerous impressive distinctions, including his life events for this part of the country.

Although Maranasixteen, is still undisevery step of the way to ensure areboat ma I Beyond turned I found myself unconsciously the they serious point hovering around $530,000.

More than that, the office, Andy gives back through hisdoing children’s our business as a kind of tandem operation,” he recalls, company’s ranking as Zillow’s number one team in out the I believe par Aeri’s deep ww myself helping her atheir lot.

Iwith wasahis wo covered by many, it sixteen istheir the third fastest growing city the best decision, whether it’s second hom same thing by myself.

IHe still have that passion; I love the to Now, Andy has been in the business for more than school communities. helped launch and coordinated Team Vivi is turning properties around quickly, “until he retired in 2011.” Currently working as a solo entirety Askedofwhat advice he mightOrange have for those and considering Southern California’s County, he smooth as pos in Arizona.

“There’s so much out here, it’s amazing,” permanent residence. sex appeal of beautiful homes.”

After operating a real knowledge, job that I just wasn’t enjoying verycom years –and has earned a hostwith ofgratitude accolades andthe accreditaWatch D.O.G.S. at two local elementary schools, a national about 90% of their non-construction properties agent though he expresses for on-call a career in 2018 real estate, Tom’s comes easily.

“It’sstress a among the recipients of answer their beginning coveted Diamond as bestlov I Karin says.

A short distanceisestate-related from Tucson and one business, and he was to invest “I really tions in the process.

What’s more, he has built a reputation program that encourages fathers to become more involved commitment to had many friends who were becomi spending only five days on market. assistant of another Realtor and his assistant, more than great business, and I think you get out of it what you’re Award.

Additionally, RE/MAX has him ranked as their fifteen minutes Marana is easily havedismayed fun,” she says.

“We sure things ininproperties of his opportunities. own, “We he was to find thatmakeand enthusia for his knowledge, integrity,hour andand commitment to to hisPhoenix, school volunteer He also helps volunteers of current market trends has translated buyers, and I aand was referring them oneto team inin. that county, and the number eight RE/ When analyzi seventy percent of Tom’s thriving business isonly based on number willing put But if were, you get greedy only think accessible, and is continuing to expand.

The Ritz done, but we have good time.

You have to to ha the agents he worked with in many ways, sub-par I form with clients’ lasting best interests.Vivi’s Today,results Andy spearheads withof the local high school drama andas band programs, andestate team in all of California and Hawaii. pinpoint the rea reputation a trusted real advoc madehis herMAX one most soughtclients who return to avail themselves of have his Resort, excellent about the money, it’s probably not going to work out for through the transaction process with Carlton Mountain the Gallery Golf Club, The good time in this business or you won’t survive his expectations.

“I and knewcoaching I could events do better,” explains friends, fam work independently, under the banner of Keller Williams. toengages in speaking in the area. Inday, one can pf customer service practices, after and referrals friend, area, you.

But concentrate on making people happy andloved agents(50+) infrom the Denver and asifI you agotresult she tently places her client’s best interests Highlands community four sizeable golf After the transaction, clients love thethIw Morgan, “so my real estate license initially basically have fun, I discovered that I really it.

There, he has a built a business substantially driven by offers his free hours, he most enjoys time spent with family andspreading Jimmy’s journey in the real estate world seems almost a substantial r family and his other grateful works past clientele. getting them what they want, everything just seems toReal estate i exclusively return and clients. courses.

Marana offers lifestyle like referral any other intransactions.” about her. soloved I could do my own When his other busiduring every license, andtransaction.

I’ve never looked repeat and referral clientele who rely on Andy with for ahis ones, fly fishing, photography.

In fact, hisand office pre-ordained; his motherand was a licensed Realtor ethicalback.” negotia fall into place.”

Arizona, surrounding 5 to mountain ranges with hiking, “All general leads go my other agents,” she says. ness began to slow down a bit, he decided to become a full-scale service and many niches, among them luxury Mortgage is decorated with dozens of his favorite photos taken while Broker.

Though he initially studied for his edge marketin biking, golf, and don’treferred forget those Arizona Looking towards the future, Karin “Iproperties think it has to do with honesty,” muses when full-time sales agent.

That was in enjoying 2010, andlife since then his will continue lo “If someone is Tom, not to me by asunsets! pastthe client, anda lot waterfront estates. traveling over world and in professional the Pacific Aeri began her journey in the world of real estate all license in 1987, surprisingly considering community A consummate and me every minute of– her work.

She his finds it extrem asked to account for the exceptional loyalty he inspires career has not only flourished, but skyrocketed to a height they work with one of my other great agents.”

Northwest. his industry status today – he did not pass his exams. graduating at the top of her class from For Karin, Arizona became home after living in both rewarding to help people find their home.

“I just Banker’s Distinctive Homes Divisi that few other real estate professionals have managed to inServing those he an agent isn’t honest, I think theworks entire with.

Puget“If Sound area of Seattle, Andy has Disappointed, he went another route, joining the miliIt would be re southern and northern California.

Shewith fellno in end loveto his getting people where theya want to be.

Abusin home State University with degree in Busine achieve, ascension in sight. that showsthat through.

If that agent behaves in aand tional, ethical and dedicated builteventually and led teams regularly closed more than 100 As for the future, Andy intends to keep standards high and People refer their friends family to Vivi because tary and excelling there, eventually being recruited to the website Zillow with it soup much that she convinced her entire family “I sanctuary, it’s where you create memories, it’s w was twenty-three years old,”that recal shady manner,annually. it will eventually catch to certifications them.” transactions Some oftohis specialty momentum strong.

With sixteen years ofaprotection insight, he now resulted inand thriving Presidential Escort where he provided forabusiness overall her work and her heraunt professionalism, ascurrently well move withethic her, even whohome lived nearUnit, you enjoy life, Marana is great place five-sta to doisth While base isthe in the lovely Santa Clarita started inGeorge thehisbusiness 2013 working include: Certified Marketing Master, Certified Luxury considers what he to enjoys most about career.After “Iinlove Presidents Ronald Reagan and the first Bush. of,referrals, obviously, asbeach the way she Monica. approaches the job.Karin “I’m more on returning and in Santa By the time moved Valley just north of of LosanAngeles, Morgan’sclients real estate The appreciation feels and. for his clientsSeniors also plays retiring from the military, he pursued a career in business, four-hundred to a real estate agent.

I got licensed Home Marketing Tom Specialist, Certified Real getting to know people, helping them understand what economist,” she explains. six months Arizona, she knew she would “Every continue working anI do metric of customer satisfaction inshor thec reach knows no asgeographic boundaries.

A significant aEstate huge Specialist. role in that impressive retention rate, and he opening and operating several very successful companies. in the real esta He is also asomething repeat awardee of the 5 Star their goal is, then helping them achieve it,” he says.

“It’s 2014, because I realized this career agent, as she had much success withwhere that career path called Denvernomics, I business break down portion of his consists of foreign clients looking ofothers real estate.

“I think it haswat demonstrates hisselected gratitude a variety of methods, Finding that his interest in realworld estate had not disappeared, Realtor Award, bythrough clients and colleagues. very exciting and rewarding to help take that next in California.

“For 15 years I worked in the mortgage fit forand me.”

Eventually, she and that age to purchase in other in countries, he is one of the few is happening what’s happening the customer service I provide,” sheis and hestep made decision giveofthat career another shot. In The future including an annual client what appreciate “Iglobally, invite to big in atheir lives.” world, and event. when we moved northern Ito agents – theCalifornia only one,to inme fact, that this writer has encounand formed California Property Experts US, what’s happening in Denver.

People look For June of 1999, he obtained his long-overdue license, and, and plans to em upwards people,” he decided says. service “Itorent a large hall, “My goalofis 120 to provide world-class and results for she manages to inspire so much become an agent, and I made Rookie of thein suchhow tered –the who operates a globetrotting style.

When for information about the state of economy, and it primarily serving the San Francisco be Jimmy Her says, “jumped in with both feet.” of increasing To Edwards, find out more about provide musical entertainment, andmy open Every every person I work with,” he says.

“Ian provide very high For more about Tom Year first yearabar. there,” she as explains. extensive also like I make realVivi estahp askedthey to account for the incredible levelto of think demandthat for his makes people feel safe because know I’ll warn Though comm nities of for Mountain House, Tracy, email level ofwho personal attention, I try always belending ten steps woman attends leavesand with an to item of jewelry, and visit teamvivi.com, callLathro 303.9 knowledge about helped her learn quickly.

As call services, Morgan grow thoughtful a moment before his please 604-341-6884 or clients, while still staying very pragm Two Jimmy achieved aAeri level of success longtime them before there’s aheadofsothe there arego nohome surprises. reach out tothings myfallout.” client most fellas with something, likeand Currently, and her employo theImarket changed, Karin herdecades husbandon, took the has or email her partner at vivi@teamvi Tom@northdeltahomes.com Taryn’s to goservice aboveavaila and of email his competitors only dreamwillingness of achieving. At regularly, so they always feel comfortable, confident and most hockey tickets.

Everyone wholeap refers gets lifetime and me moved toathe Tucson region, a decision they can agents, and the quality of the service th the time of this writing, nearly two-thirds of the entirety waver.

“I real duty for her clients is remarkable, and that I’m keeping them well informed.” have never regretted. be measured by the fact that more than e

AERI SCH

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

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

Please contact mag@topagentmagazine.com Top re A of Jimmy’s flourishing business can be attributed to Copyright his sincerity tiator in the Twin Cities market. their business is based upon repeat and Copyright Top Agent Magazine satisfied returning customers and referrals, perhaps the homes over the For more about Karin Radzewicz, call for she310-734-1440 helps people discover the beauty of this When listing properties,or AndyToday, leverages his experience most accurate measure satisfaction incall the highly my customers please 520-572-8180 or and positive word-of-mouth. area but also them in making the best invest-of client and training to the fullest. All properties areguides accompanied Scores of glowing reviews and anto om competitive world of Orange County real estate. rewarding ad rates and information. email Karin.radzewicz@azmoves.com ment choices.

“My tagline is ‘creating wealth for by high-end professional photography, drone shots, virtual https://

tours, and HGTV-style walkthrough videos. Then, listings are disseminated across a broad range of social media platforms and listing portals, while Andy taps his own Top Agent Magazine extensive network of fellow agents and prospective buyers.

Micro-neighborhood target marketing, along with mailing

star rating on Zillow provide indi

what it might be that To learn moreWhen aboutasked Andy O’Shea to Taryn’s abilities.

“Taryn has the For more information about Jim impressive levels ofCopyright trust and loyalty, Top Agent Maga email andrewposhea4@gmail.com, alism and attention to detail.

She w please calla 949-973-3636 or email Jimmy@R thoughtful moment.

“I think visit OSheaEstateHomes.com, 3 my cli that they enjoy working with me, and or call (425) 422-3642 www.

my dedication to helping them,” she m

There Goes the Neighborhood:

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

4

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

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

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

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

Do your homework.

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

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

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

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

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

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Jumana Allan Top Agent Magazine

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JUMANA ALLAN Jumana Allan always had an interest in real estate, but it wasn’t until she found the perfect timing that she made the leap.

She’d already cut her teeth after graduating with a degree in Business Administration and supporting her husband in his business. Once their children had grown, she decided to dive into the business.

“I’ve always had real estate in the back of my head,” she remembers, “and finally, it was the right time. I decided to see where it went.” Now, three years later, she is building a thriving business and reputation for client care, tech savvy, and a track record of success.

Today, Jumana is member of a fast-paced, technologyfocused real estate team serving the greater Dallas region, particularly the areas of Allen, Plano, and Frisco. She has driven a significant portion of business through referral clientele who trust Jumana and her team for their attentive service style. “One of the most important things about getting into the business is having a great team to work with,” she says. “We make sure our clients have the smoothest transition possible, and we remain a resource even after the closing is complete. Our clients know they can always come to us with questions and we’ll be there for them.

It’s important to maintain that personal connection.”

Likewise, Jumana attributes her success to her team’s approach to the business and the incisive tools offered by her team leader, who has coached and mentored her to stay in front of clients and serve them with all the attention they deserve. “Our team is very technologyoriented,” she explains. “We also have excellent back-end support and transaction coordinators, which means I can spend more one-on-one time with my clients and give them that extra personal attention.”

When it comes to listing properties, Jumana leverages her brokerage’s complete digital suite. Properties are showcased through professional photography and are then exposed to a database of 150,000, in addition to 8

demographically targeted ads, social media outlets, and a customized MLS platform curated by her team. This year alone, the team will close about 120 transactions— that’s almost ten homes sold every month. “To me, it’s not just about numbers,” she says. “I look at it as an investment in their future. I want them to be happy with their purchase even five years from now.”

Beyond the office, Jumana gives back to her local and professional communities by serving as the Director of Growth on her team, in addition to volunteering at her kids’ schools. In her free hours, she most enjoys time spent with her husband and kids. As for the future, Jumana intends to keep progress strong and steady as she continues to grow her business and presence in the greater Dallas area.

Finally, with three sterling years of experience behind her, Jumana Allan considers what she enjoys most about her chosen field. “I love that every single day is different,” she says. “Every day I’m meeting someone new, and I love the adrenaline of negotiating deals. It’s an adventure. Most importantly, this transaction is one of the biggest decisions in someone’s life, so it’s very rewarding that I can make this process a positive experience. When my clients are satisfied, that’s the most gratifying part of this process.”

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To learn more about Jumana Allan email JumanaAllan@KW.com, visit jumanaallan.dallasandbeyond.com, or call (972) 765–0165 Copyright Top Top Agent Agent Magazine Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

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

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 10

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KARLA ARJONA Top Agent Magazine

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KARLA ARJONA Consistently ranked among the top producers in the Sugar Land, Texas market, Top Agent Karla Arjona has over a decade of experience helping her many grateful clients achieve their real estate goals, whether they are buying or selling. Personable, honest to a fault, and imbued with an almost unparalleled understanding of the area in which she sells, her reputation as a trusted and valuable real estate advocate has been truly earned. Karla, who herself relocated from elsewhere to Sugar Land, cites that fact as one reason she is able to understand and empathize with her customers, as forty percent of them have relocated to Sugar Land from other markets, cities and countries. “It really helps me understand their home purchase journey.”

Karla – who is fluent in both English and Spanish - began her career selling homes in 2008. “I was a stay-at-home mom at the time,” Karla recalls, “and I was starting to feel anxious about not having anything to do for myself.

My husband suggested I try real estate, but I told him I didn’t think it would be a good fit for me. My best friend had become a real estate agent, and she told me she thought I’d be an amazing agent. I finally decided to give it a try, and I got my license.” Despite Karla’s initial reticence, she soon discovered how much she enjoyed her new career, and success followed quickly.

Currently, a staggering eighty percent of Karla’s overall business is based on repeat clients and referrals, and that is perhaps the most accurate metric for determining customer satisfaction in the highly competitive real estate industry. “I think it’s because I’m ridiculously honest,” says Karla, when asked how she has managed to inspire such an impressive level of trust and loyalty amongst her clients. “I set realistic expectations for my clients from day one. I don’t sugar coat anything for them. I’ve also been told by clients that I’m very personable, and that they feel comfortable working with me. In fact, by the time the transaction is complete, many of my buyers and sellers have become friends, which gives them the confidence to reach out to me after the sale with any question they have, real estate-related or not.”

The gratitude her clients feel for Karla is perhaps best made evident by the glowing reviews she has received on 12

industry website Zillow.com, on which site she holds a perfect five-star rating. Among the effusive testimonials is this one, which perfectly encapsulates the experience of working with her: “Karla Arjona is exceptional at her profession. She cared about us and our entire homeselling experience. She answered all of our questions and was with us through every step of the process.”

There are many factors that come into play when assessing Karla’s success story, chief among them being her exceptional, cutting-edge and comprehensive marketing strategies. Karla puts much energy into helping her clients prepare their home for sale, prior to professional photographs being taken for each listing, regardless of price point. A multi-pronged approach ensures that each property is seen by as many potential buyers as possible through her deft utilization of the internet and social media, among other methods.

When she’s not working, Karla enjoys spending time with her family, and travel, cooking and gardening are among her leisure time passions. She is also committed to giving back to her community, doing so primarily through her dedicated support of her neighborhood schools, charity institutions and small businesses.

Karla’s plans for the future are fairly straightforward: to continue growing her already-thriving business, and – above all – to keep providing the incredibly customer service that has long been her calling card.

For more about Karla Arjona, call 832-455-5648 or email Karla@KarlaArjona.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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Visualization helps you work efficiently and keep your cool.

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

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

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

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Distill concepts into their simplest terms for ultimate understanding.

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

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

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Accept that mistakes will be made.

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

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

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

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PAUL DESANTIS

Paul DeSantis got his start in real estate back in 2005 and knew he wanted to make his own mark in the business. Serving the greater Tampa Bay area, Paul spearheads his work as the head of a tightknit team of three sales associates. There, more than half of his business is generated by satisfied repeat and referral clientele who rely on Paul’s regional knowledge and proven track record. “Having been an agent for nearly fifteen years now, I’ve made a lot of lasting connections with clients and colleagues,” he says. “Being part of that extended community is a major contributing factor in what we do.” Likewise, Paul and his team are big believers in strategy. Not only does this provide a clear roadmap for the course of a transaction, but it also helps ease uncertainties and stress along the way. “We put together a strategic plan for every situation, mapping out the steps from start to finish that are specific to the individual,” he explains. “That level of detail really sets us up to succeed from a technical standpoint.

That’s what puts us in the best position to help our clients achieve their goals in a streamline fashion as a life milestone rather than a source of stress.”

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When listing properties, Paul leverages Premier Sotheby International Realty’s global platform for engagement. Beginning with pristine professional photography that captures twilight, drone work, and neighborhood vantage points. His listings also incorporate lifestyle videos and 360-degree tours that a buyer can walk through on their own pace.

Optimal exposure is achieved through placement on a range of social media outlets and digital listing portals. “At Premier Sotheby’s, we place a huge emphasis on our international luxury market and high-end selling features,” he says. “Presentations need to be incredibly detailed, accurate, and held to a higher standard.”

At present, Tampa is in the midst of a major downtown city revitalization in which a $3-billiondollar district, the Water Street District, will be developing the surrounding city with over 30 new mixed use and residential building coming out of the ground over the next 5 to 7 years. Like many of Tampa’s residents, Paul is very excited about the growth as he currently lives downtown in the center of it. He personally highlights the Copyright Top Agent Magazine

“Live, Work, Play” atmosphere the area has created, as he shares that lifestyle experience with other future buyers who are attracted to the area.

With a long list of condo transactions completed, and the current record holder for the highest price per square foot condo sale in downtown Tampa history, Paul is able to offer buyers and sellers unique expertise, and an inside look into what’s becoming a major residential destination.

To give back to his community, Paul is active in the local ice hockey scene.

He supports events and access across the area’s six rinks. In his free time, you can also find him on the ice regularly, in addition to spending time with his growing family and traveling. As a Broker Associate, and Certified Home Luxury Marketing Specialist who has had listings featured in Forbes.com and The Los Angeles Times, and with over 500 transactions worth of experience and insight to his name, Paul DeSantis considers what he values most about his career. “As cliché as it sounds, it doesn’t really feel like work if it’s something you enjoy doing,” he says. “I enjoy the variety of each day, the challenge of problem-solving constantly, and the great feeling when you are able to help guide someone into the perfect situation. Every day there is something look forward to.”

To learn more about Paul DeSantis call (813) 439–4816, email Paul.DeSantis@premiersir.com, or visit GreaterTampaBayProperties.com www.

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Cooperation, Not Competition, Creates

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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KELLY BALDWIN It’s safe to say real estate runs through Kelly Baldwin’s veins. “I’m a third generation Realtor, so it’s in my blood,” she explains. Although she always knew she’d become an agent, her initial entry into it was through the mortgage side. Nearly 5 years ago, she transitioned into the sales side, and fell in love with it all over again. Today she works with a boutique office in Solano County called Hamann Real Estate. By her side is one transaction coordinator, a team environment, and many past clients who love to refer her to others. “I’m 100% repeat and referral at this point,” she says. This success led her to be named the top producing agent in her brokerage for 2016 and 2018. In 2017, she was voted by her peers as the best real estate agent in the county and came in as runner up in 2018.

It’s the people that keep her going. “I just love them.

I enjoy people and learning about them, I’m a natural helper,” Kelly says. Whenever Kelly sees someone who needs help, she doesn’t hesitate to stop everything and tend to them. “I once came across someone in town who was lost at a gas station, so I helped them get to where they were headed, and it resulted in me becoming their agent,” she says. But she doesn’t help with an aim to increase her business, she does it entirely from the heart. “It’s just something I want to do, but I end up being rewarded in abundance.”

Kelly’s clients sense her altruism and often become lifelong friends after the transaction is over. “Staying in touch is easy because we interact naturally on a regular basis,” she explains.

When it comes to marketing, she also goes above and beyond, often relying on her extensive network to spread the word about the property. “We’re a town of 26,000, so it allows us to know each other, and it’s Top Agent Magazine

easy to become friends with other agents as well,” she says. “On top of that, I send out postcards, post on Zillow, Trulia, Facebook, Instagram and other sites.”

All of Kelly’s properties are professionally photographed as well.

When Kelly isn’t working, she’s giving back to the community. She joined the Benicia Mom’s Group almost 3 years ago which has over 200 members.

“We raise money to give back to the community, and right now we are focusing on the Benicia Teen Center powered by the Kyle Hyland Foundation. We want to ensure the future of our children is in good hands,” she says. She also volunteers her time to the Tim and Jeannie Hamann Foundation - supporting cancer patients in need, as well as Soroptimist International of Benicia. During any free time, she’s hanging out with her family, including her 2.5 year old and, in February 2020, her newborn baby girl.

In the future, she has her sights set on earning her broker’s license. No matter how much she grows over the next few years, there’s no doubt she will continue to enjoy every minute of her work. “It all comes down to my love for people. It just makes my job easy.”

For more information about Kelly Baldwin, please call 707-319-6392 or email kellybaldwin@hamannrealestate.com Copyright Top Agent Magazine 19

Laughs!

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BRITTANY BUSSELL Top Agent Brittany Bussell – of @properties in Chicago – may be relatively new to the real estate industry, but her intelligence, commitment to excellent customer service and deep reservoir of industry knowledge have already propelled her to being ranked among the top 5% of agents currently working in the Windy City. The aforementioned customer service that she provides has already translated into the fact that an impressive three-quarters of her overall business is based on repeat and referred customers, perhaps the most accurate assessment of quality service in the highly competitive real estate industry.

Brittany’s career in real estate seems almost preordained: her mother, father and older sister all work in the industry in the Indianapolis area. Despite having grown up immersed in the details of real estate and development, Brittany’s first career move was in the hospitality industry. “After graduating from Indiana University, I moved to Chicago and began working at luxury hotels, organizing weddings and other events. After eight years, I wanted to do something more entrepreneurial and started reading books about real estate and investing.

After receiving my license, I immediately fell in love with the industry.” Brittany began creating success for clients immediately in 2016, and her business has continued to grow exponentially each year.

Selling a wide swath of Chicagoland, Brittany’s focus on providing unparalleled customer service has its roots in her hospitality career, and her clients appreciate the care she takes and the education she provides regarding what to expect throughout the process. Demonstrating that care, Brittany recently landscaped a seller-client’s yard, and was seen climbing and trimming trees in the parkway to prepare the home for sale. Perhaps the most accurate assessment of the client’s appreciation can be found on her Zillow page, where she holds a perfect five-star overall rating. Among the glowing reviews she has received is this one, which perfectly encapsulates the experience of working with Brittany: “Brittany 22

was a true partner in our home purchase. She connected us to other trusted professionals (e.g. home inspection, attorney), highlighted blind spots and gave us clarity and confidence throughout the process. We were most impressed with her ownership and mindset - she behaved as if she would be owning the home herself, and she was all in with us. I look forward to using Brittany for all my future real estate deals!”

When assessing the factors behind Brittany’s rapid ascent in the industry, her fierce marketing and negotiation skills are chief among them, as is her commitment to being available to her clients. “It’s really important that my clients can reach me.” she says. “Availability during their purchase or sale is key to my clients’ success. After their purchase or sale is complete, I also enjoy the ongoing relationship we’ve developed beyond any transaction.”

When she’s not working, Brittany enjoys traveling, reading and yoga. She also enjoys being a mentor to newer agents, passing on her experience and client service skills. She doesn’t forget her time as a brand new agent and enjoys seeing other agents become entrepreneurs in growing their own businesses.

The future is bright for Brittany, and her plans for the future include adding support staff. Her major goal is to continue offering and increasing the level of service she provides her clients before, during, and after a transaction.

For more information about Brittany Bussell, please call 312-898-3269 or email BBussell@atproperties.com Copyright Top Top Agent Agent Magazine Magazine

How to Cut Down on Digital Distractions

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

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

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

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

Focus on one digital task at a time.

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

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

Give yourself a curfew.

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

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

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

Keep your inbox organized.

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

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

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

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REBECCA DURFEY When Rebecca Durfey wanted to find a new career, she turned to real estate and hasn’t looked back since. “I wanted something where I could provide a service to others, and I have family in real estate, so it seemed like the perfect fit,” she says. She’s now been in the business for 18 years, and has a full-time licensed assistant. Serving all of Maricopa county in Arizona, she’s built a business mainly on referrals from past clients. By putting her clients first and prioritizing their happiness above all else, she has become a top agent in her region and is only continuing to grow.

it’s vacant, I’ll go in and lightly stage. If it’s occupied, we’ll figure out a way to make the home feel neutral and welcoming. There’s a lot of pre-listing discussions to get everything prepared.” Her method includes posting a sign in front of the home as early as possible, as well as purchasing ads on social media and real estate websites to spread the word about the listing.

“My clients understand they come first,” she says.

“It’s most vital that they’re the top priority. Anyone can go to real estate school and learn how to put a contract together, anyone can learn the basics and the systems. But I think it’s more difficult to have that passion, communication and ability to negotiate.”

Rebecca’s love for what she does is palpable, and she makes sure to stay in contact consistently throughout the transaction. Getting her clients what they want is her ultimate goal, and she does everything she can to make that happen. “What sets me apart is being able to communicate, listen and navigate the problems that arise and do so in such a way that buyers, sellers, and the other agents all feel they are doing their best.”

As Rebecca looks towards the future, she wants to continue providing the same great service to the clients she loves. “I just want to make sure we never lose the integrity, the passion, and the ‘why.’ As long as we do that, no matter what happens in this industry, it will always be the right place for me to be.”

When it comes to marketing, Rebecca also goes above and beyond. She uses a professional photographer and prepares homes so they are looking their best before listing. Rebecca believes photos can make a difference of a buyer wanting to see a home or not. “I go through before the photos and talk to the seller about how we want everything to look. If Top Agent Magazine

After the transaction, clients have been great to spread the word about their time together. One recently said, “She spent the time advertising our home and doing open houses until the right buyer found it. Then she walked us through the closing process. It went so smoothly. We have closed on other homes, but this time it was easy because of Rebecca and her assistant Sherri. We can’t recommend them enough.”

For more about Rebecca Durfey, please call 623-297-4536 or email rmdurfey@cox.net Copyright Top Agent Magazine 25

SHAWN EDGAR With a love for helping others and a dedication to providing superior service, Shawn Edgar has made great strides as a real estate agent in the Tucson metropolitan region. She got her start 16 years ago, and now has two teams, including one that handles residential sales, and another for investments.

“I also buy rental properties that we flip and sell or hang onto,” she explains. By putting her clients first and guiding them throughout the transaction, Shawn’s business is almost entirely made up of referrals and repeat clients.

What sets Shawn apart is not only her commitment to her clients, but her extensive knowledge about the industry. “I’m always on the cutting edge of what’s going on nationally and locally. I attend seminars and am up to date on everything,” she explains. She also offers professional photography, staging and fun open houses. “We have catering, music, beverages, and invite everyone to come see the property.” But what keeps her clients coming back is her caring demeanor and thoughtfulness during the entire process. “Their needs come first, I’m always concerned about their mindset. I let them know I’m very much into educating them throughout, whether it’s their first time or fifth time. My job is to not only communicate with them on a high level, but to handle everything and make sure stress is kept to a minimum.”

Afterwards, she finds it easy to stay in touch, as many clients become friends. “I call them frequently and write personal notes. I am also meeting them face to face for coffee, lunch or dinner,” she explains. Shawn also loves to host client appreciation parties, and even has a pie giveaway every Thanksgiving.

Clients love to leave glowing reviews about their time together. One recently said, “My husband, daughter and 26

myself relocated to Tucson from California this year and I can 100% say with confidence that it wouldn’t have been possible without Shawn and Cassidy by our side! They both were so incredibly helpful and patient with us and all the challenges that come when you’re relocating over 800 miles. We found the perfect home, at a wonderful price and it was the smoothest real estate transaction we’ve experienced. We closed MUCH earlier than expected and to this day I can still count on them both when a question, home related or otherwise, arises.”

When Shawn isn’t working, she’s giving back to the community. She’s involved with an organization that provides safe housing for low income members in the community. She’s also on the Culture Committee for Keller Williams, raising money for many different activities that maintain culture within the company and community.

As Shawn looks towards the future, she is planning to continue growing, and loving every minute of her work.

“I take care of my clients and their families, sometimes even multiple generations in the same family. I have no plans to go anywhere, I want to continue delivering the same awesome service.”

For more information about Shawn Edgar, please call 520-403-7268 or email shawn@shawnedgar.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

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

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TOM EDWARDS Top Agent Tom Edwards – of RE/MAX Performance Realty in British Columbia – is a Realtor who is deeply committed to providing all of his clients with excellent customer service. With well over a decade of experience working with buyer and sellers within an hour’s circumference of his base in the North Delta area, Tom has earned his stellar reputation as a trustworthy real estate advocate; one who operates with both honest and integrity. Possessing a wealth of industry and local market knowledge, he has made a name for himself as someone who truly cares about his clients, and who consistently goes the extra mile to achieve the best possible outcomes for everyone lucky enough to work with him.

Tom’s real estate career began in 2006, when he began working with his father at the age of thirty-six. “We ran our business as a kind of tandem operation,” he recalls, “until he retired in 2011.” Currently working as a solo agent – though he expresses gratitude for the on-call assistant of another Realtor and his assistant, more than seventy percent of Tom’s thriving business is based on clients who return to avail themselves of his excellent customer service practices, and referrals from friend, family and his other grateful past clientele.

“I think it has a lot to do with honesty,” muses Tom, when asked to account for the exceptional loyalty he inspires in those he works with. “If an agent isn’t honest, I think that eventually shows through. If that agent behaves in a shady manner, it will eventually catch up to them.”

The appreciation Tom feels for his clients also plays a huge role in that impressive retention rate, and he demonstrates his gratitude through a variety of methods, including an annual client appreciate event. “I invite upwards of 120 people,” he says. “I rent a large hall, provide musical entertainment, and an open bar. Every woman who attends leaves with an item of jewelry, and most of the fellas go home with something, things like hockey tickets. Everyone who refers me gets a lifetime Top Agent Magazine

invitation, do any new business relationships for that year. Not only do I get to demonstrate my gratitude, but it also keeps me top of mind when someone is thinking about buying or selling real estate. Also, a lot of my clients become friends for life, and this event allows me to see them on a regular basis.”

When asked what he enjoys most about what he does for a living, Tom points first to the ability to help his clients achieve their real estate dreams and goals. “I also love the flexibility of this career, it allowed me to spend time with my kids were younger.”

When he’s not working, Tom enjoys golf, camping and boating, and he is also an avid philanthropist who is currently the Director of the non-profit Burns Bog Foundation, which provide funding for education programs and facilities that will enable the Burns Bog Conservation Society to continue and extend its work in conserving and protecting Burns Bog. Asked what advice he might have for those considering a career in real estate, Tom’s answer comes easily. “It’s a great business, and I think you get out of it what you’re willing to put in. But if you get greedy and only think about the money, it’s probably not going to work out for you. But if you concentrate on making people happy and getting them what they want, everything just seems to fall into place.”

For more about Tom Edwards, please call 604-341-6884 or email Tom@northdeltahomes.com Copyright Top Agent Magazine 29

VIVI GLORIOD Vivi Gloriod’s years of experience in the real estate industry has rocketed her to become one of the top ten producing agents in Denver, and recognized as such by the Denver Business Journal and the Denver Metro ® REALTORS Association. While her mother had been a REALTOR® in Colorado Springs, Vivi has blazed her own path; in the past ten years she has built Team Vivi, with dedicated marketing and operations staff as well as three other agents.

Team Vivi has seen extraordinary growth; they did as much business in the first six months of 2019 as they did all of last year. The team will be doing well over 200 transactions this year, with the average price point hovering around $530,000. More than that, Team Vivi is turning their properties around quickly, with about 90% of their non-construction properties spending only five days on market.

Just because Vivi comes from an economic perspective doesn’t mean she can’t have a good time. “I throw awesome, fun parties that my clients love,” she says. “I throw two huge parties at my home, and I throw First Friday parties where people come to my office for Casino Night, and we match all the money that gets raised and use it to buy school supplies for local teachers.”

For Vivi the future looks bright. “Right now I’m top ten in Denver,” she says. “My goal is to be number one. And more than that I would like to set an example for other agents when it comes to bringing more professionalism to the industry. I don’t look at other agents as competition, I look at them as business partners to help get my clients where they need to be. After all, my mission statement is that if we take care of people the business will follow.”

Vivi’s results have made her one of the most soughtafter agents in the Denver area, and as a result she works exclusively with return and referral clients.

“All general leads go to my other agents,” she says.

“If someone is not referred to me by a past client, they work with one of my other great agents.”

People refer their friends and family to Vivi because of her work ethic and her professionalism, as well as the way she approaches the job. “I’m more of an economist,” she explains. “Every six months I do something called Denvernomics, where I break down what is happening globally, what’s happening in the US, what’s happening in Denver. People look to me for information about the state of the economy, and it makes people feel safe because they know I’ll warn them before there’s fallout.”

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To find out more about Vivi Gloriod visit teamvivi.com, call 303.928.9217 or email her at vivi@teamvivi.com https://

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

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

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

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

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

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

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

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

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

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

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

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MORGAN GONZALEZ Morgan Gonzalez – Owner of Morgan Group Real Estate – may be based in sunny Southern California, but his expertise and dynamic, customized approach to his craft has resulted in a flourishing career that sees him traveling the world to provide his many grateful luxury niche clients with his unique, highly-successful and impressively dedicated assistance. A true renaissance man who has been at the helm of multiple business ventures, Morgan has more than earned his shining reputation as a real estate advocate who will go to almost any length to help his buyers and sellers achieve their real estate goals.

Morgan’s fascination with real estate stretches far back into his childhood. “When I was a kid,” recalls, “I remember driving around with my family, looking at homes in neighborhoods that they dreamed about living in. It was really fun for me. After getting my driver’s license when I turned sixteen, I found myself unconsciously doing the same thing by myself. I still have that passion; I love the sex appeal of beautiful homes.” After operating a real estate-related business, and he was beginning to invest in properties of his own, he was dismayed to find that the agents he worked with were, in many ways, sub-par to his expectations. “I knew I could do better,” explains Morgan, “so I got my real estate license initially basically so I could do my own transactions.” When his other business began to slow down a bit, he decided to become a full-time sales agent. That was in 2010, and since then his career has not only flourished, but skyrocketed to a height that few other real estate professionals have managed to achieve, with no end to his ascension in sight.

While home base is currently in the lovely Santa Clarita Valley just north of Los Angeles, Morgan’s real estate reach knows no geographic boundaries. A significant portion of his business consists of foreign clients looking to purchase in other countries, and he is one of the few agents – the only one, in fact, that this writer has encountered – who operates in such a globetrotting style. When asked to account for the incredible level of demand for his services, Morgan grow thoughtful for a moment before Top Agent Magazine

replying. “Really, it’s all about the service I provide. I don’t use a standardized approach like most other agents; not with marketing, advertising, or any other element.

I honestly feel that every home is like a snowflake; each and every one is unique. Everything I do is completely customized to that home.”

Morgan, whose goals do not include growing a huge team – he prefers a smaller entity that functions, as he says, with navy seal efficiency, is particularly grateful for his sister Megan – who he convinced to join him in the industry – and who has proven herself invaluable at maintaining his business locally while he travels abroad. “She’s really wonderful,” he says, his pride obvious.

Tomorrow looks even brighter than yesterday for Morgan Group Real Estate, and expansion plans are in the works to open additional branches. Currently overseeing teams located in New Jersey and Arizona, plans are afoot to establish a presence in New Jersey, Portland and eventually, South Florida, a region where Morgan – a serious boating enthusiast – plans to ultimately relocate to with his wife and two young children.

“I really love this business,” says Morgan, his sincerity and enthusiasm readily apparent. “I love the relationships I form with those I choose to work with; they become my friends, family almost. I get to go to work each day and have fun, there aren’t too many people who can say that.

Real estate is truly a passion for me.”

For more about Morgan Gonzalez, please call 661-733-3832 or email Morgan@MorganGonzalez.com Copyright Top Agent Magazine 33

TARYN KELZER When speaking with Top Agent Taryn Kelzer – of Coldwell Banker Burnet in Minneapolis – one can’t help but note the sincere enthusiasm she projects when speaking about what she does for a living. That enthusiasm, coupled with her deep reservoir of industry knowledge, her honesty, and her solid commitment to helping her clients achieve their real estate goals, have all translated into her stellar reputation as one of the best Realtors currently working the Twin Cities market.

Taryn, who has been consistently ranked a “Super Real Estate Agent” by Twin Cities Business Monthly and Minneapolis/St. Paul magazines, began her home selling career while still in her early twenties. “My mother had become a real estate agent,” she recalls, “and I found myself helping her out a lot. I was working in a corporate job that I just wasn’t enjoying very much. At the time, I had many friends who were becoming first-time home buyers, and I was referring them to my mother. I went through the transaction process with some of them, and I discovered that I really loved it. I decided to get my license, and I’ve never looked back.”

A consummate professional and member of Coldwell Banker’s Distinctive Homes Division, Taryn’s exceptional, ethical and dedicated business practices have resulted in a thriving business that is based significantly on returning clients and referrals, perhaps the surest metric of customer satisfaction in the highly competitive world of real estate. “I think it has to do with the level of customer service I provide,” she offers, when asked how she manages to inspire so much loyalty and trust. “I also like to think that I make real estate enjoyable for my clients, while still staying very pragmatic.” Additionally, Taryn’s willingness to go above and beyond the call of duty for her clients is remarkable, and a definite differentiator in the Twin Cities market.

Scores of glowing reviews and an overall, perfect fivestar rating on Zillow provide indisputable testament to Taryn’s abilities. “Taryn has the upmost professionalism and attention to detail. She was always quick to 34

communicate things with us and made the buying and selling process incredibly easy. We would recommend her 100x over,” reads just one of many.

Taryn’s full-service and strategic approach to marketing is also notable. Professional photography is utilized exclusively, as is staging when needed, both of which ensure each listing is shown in the best light possible.

Those listings are then exposed to the maximum number of potential buyers through a deft utilization of the internet and multiple social media platforms. The most frequent result is a quick sale for top dollar, and of course, happy clients.

When she’s not working, Taryn enjoys nothing more than spending time with her family and friends. She is also committed to giving back to her community, and does so in a variety of ways, including her sponsorship of the local pre-school’s early childhood education fundraiser, and the multiple community events she organizes.

When asked what advice she might have for anyone thinking of becoming a real estate agent, Taryn – who is currently mentoring new agents for Coldwell Banker – pauses for a thoughtful moment before replying. “I would tell them consistency, hard work and keeping a positive outlook can truly affect their level of success in this business. It’s all about creating a personal relationship with your clients, being consistent, and hard work.”

For more inforamtion about Taryn Kelzer, please call 612-819-0794 or email Taryn@TarynKelzerHomes.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 36

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

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

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

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

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

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Andy O’Shea, MA, CMM, CNE, SRES Andy O’Shea was a manager at a Fortune 500 company when a few friends from college—who also happened to be experienced agents—encouraged him to try his hand at real estate. Under their tutelage, Andy cut his teeth in the business and learned the ropes by playing every role, from transaction coordinator to broker.

Now, Andy has been in the business for more than sixteen years and has earned a host of accolades and accreditations in the process. What’s more, he has built a reputation for his knowledge, integrity, and commitment to his clients’ lasting best interests. Today, Andy spearheads his work independently, under the banner of Keller Williams.

There, he has a built a business substantially driven by repeat and referral clientele who rely on Andy for his full-scale service and many niches, among them luxury properties and waterfront estates.

Serving the entire Puget Sound area of Seattle, Andy has built and led teams that regularly closed more than 100 transactions annually. Some of his specialty certifications include: Certified Marketing Master, Certified Luxury Home Marketing Specialist, and. Certified Seniors Real Estate Specialist. He is also a repeat awardee of the 5 Star Realtor Award, selected by clients and colleagues.

“My goal is to provide world-class service and results for every person I work with,” he says. “I provide a very high level of personal attention, and I try to always be ten steps ahead so there are no surprises. I reach out to my client regularly, so they always feel comfortable, confident and that I’m keeping them well informed.”

When listing properties, Andy leverages his experience and training to the fullest. All properties are accompanied by high-end professional photography, drone shots, virtual tours, and HGTV-style walkthrough videos. Then, listings are disseminated across a broad range of social media platforms and listing portals, while Andy taps his own extensive network of fellow agents and prospective buyers.

Micro-neighborhood target marketing, along with mailing Top Agent Magazine

campaigns, ensure that buzz is created on a local level.

“I’ve done extensively more training than your average agent,” Andy says. “I have a Bachelor’s in Communication, a Master’s in Counseling, and have dedicated hundreds of hours to training courses, workshops and seminars. I’ve run real estate offices and teams for years, and coached hundreds of Realtors on how to be organized, efficient, and serve their clients well.”

Beyond the office, Andy gives back through his children’s school communities. He helped launch and coordinated Watch D.O.G.S. at two local elementary schools, a national program that encourages fathers to become more involved in school volunteer opportunities. He also helps volunteers with the local high school drama and band programs, and engages in speaking and coaching events in the area. In his free hours, he most enjoys time spent with family and loved ones, fly fishing, and photography. In fact, his office is decorated with dozens of his favorite photos taken while traveling all over the world and enjoying life in the Pacific Northwest.

As for the future, Andy intends to keep standards high and momentum strong. With sixteen years of insight, he now considers what he enjoys most about his career. “I love getting to know people, helping them understand what their goal is, then helping them achieve it,” he says. “It’s very exciting and rewarding to help others take that next big step in their lives.”

To learn more about Andy O’Shea email andrewposhea4@gmail.com, visit OSheaEstateHomes.com, or call (425) 422-3642 www.

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KARIN RADZEWICZ Karin Radzewicz wants to let the world in on a big secret: there’s a town in Arizona that has everything one could wish for and more.

That town is called Marana, and with a median income of $75,000 and an average home price of $245,000, living sure seems easy in this part of the country. Although Marana is still undiscovered by many, it is the third fastest growing city in Arizona. “There’s so much out here, it’s amazing,” Karin says. A short distance from Tucson and one hour and fifteen minutes to Phoenix, Marana is easily accessible, and is only continuing to expand. The Ritz Carlton Mountain Resort, the Gallery Golf Club, The Highlands (50+) community offers four sizeable golf courses. Marana offers a lifestyle like any other in Arizona, surrounding 5 mountain ranges with hiking, biking, golf, and don’t forget those Arizona sunsets!

For Karin, Arizona became home after living in both southern and northern California. She fell in love with it so much that she convinced her entire family to move with her, even her aunt who lived near the beach in Santa Monica. By the time Karin moved to Arizona, she knew she would continue working as an agent, as she had much success with that career path in California. “For 15 years I worked in the mortgage world, and when we moved to northern California I decided to become an agent, and I made Rookie of the Year my first year there,” she explains. Her extensive knowledge about lending helped her learn quickly. As the market changed, Karin and her husband took the leap and moved to the Tucson region, a decision they have never regretted.

Today, she helps people discover the beauty of this area but also guides them in making the best investment choices. “My tagline is ‘creating wealth for 38

clients,’ because I want them to make money,” she says. “I’m really picky about what they buy. I tell them what I like and don’t like about the property, and talk about resale before we even talk about purchase.” Many buyers in Marana are looking for second homes. Marana is perfectly situated to access all of the amazing nature southern Arizona offers, including Saguaro National Park, while supplying beautiful views, amazing restaurants and a genuinely relaxing environment. Karin supports her clients every step of the way to ensure they are making the best decision, whether it’s their second home or permanent residence.

“We have fun,” she says. “We make sure things get done, but we have a good time. You have to have a good time in this business or you won’t survive it.”

After the transaction, clients love spreading the word about her.

Looking towards the future, Karin will continue loving every minute of her work. She finds it extremely rewarding to help people find their home. “I just love getting people where they want to be. A home is a sanctuary, it’s where you create memories, it’s where you enjoy life, and Marana is a great place to do that.”

For more about Karin Radzewicz, please call 520-572-8180 or email Karin.radzewicz@azmoves.com Copyright Top Top Agent Agent Magazine Magazine

Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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JIMMY REED Perched comfortably – and deservedly – at the top of his profession, RE/MAX Hall of Fame member Jimmy Reed is among the of Realtors who have ascended to that pinnacle while still staying true to his ethical, honest and caring business ethos. Under his stewardship, The Read Team – of RE/MAX Coastal Homes - has achieved numerous impressive distinctions, including his company’s ranking as Zillow’s number one team in the entirety of Southern California’s Orange County, and he is among the 2018 recipients of their coveted Diamond Award. Additionally, RE/MAX has him ranked as their number one team in that county, and the number eight RE/ MAX team in all of California and Hawaii.

Jimmy’s journey in the real estate world seems almost pre-ordained; his mother was a licensed Realtor and Mortgage Broker. Though he initially studied for his real estate license in 1987, surprisingly – considering his industry status today – he did not pass his exams.

Disappointed, he went another route, joining the military and excelling there, eventually being recruited to the Presidential Escort Unit, where he provided protection for Presidents Ronald Reagan and the first George Bush. After retiring from the military, he pursued a career in business, opening and operating several very successful companies.

Finding that his interest in real estate had not disappeared, and he made a decision to give that career another shot. In June of 1999, he obtained his long-overdue license, and, as Jimmy says, “jumped in with both feet.”

Two decades on, Jimmy has achieved a level of success most of his competitors can only dream of achieving. At the time of this writing, nearly two-thirds of the entirety of Jimmy’s flourishing business can be attributed to satisfied returning customers and referrals, perhaps the most accurate measure of client satisfaction in the highly competitive world of Orange County real estate.

“It’s because my clients know that I’m passionate about truth, and very serious about helping them,” says Jimmy, when asked how he manages to engender such impressive levels of trust and loyalty. “Sometimes, that commitment to truth means that I need to tell them things that they don’t want to hear. Even if they find a home they really like, I’m going to tell them if I see a reason it would not be a good investment for them. Buying or selling a home can be a really stressful process, among the top five most stressful life events for anyone, right next to cancer and divorce.

I believe a part of my job is to help make everything as smooth as possible for my clients; to help alleviate that stress as best I can. I know they appreciate that.”

When analyzing Jimmy’s staggering success story to pinpoint the reasons it continues to grow in scope day after day, one can point to several elements that have played a substantial role. Among them would be his fierce yet ethical negotiating skills, him comprehensive and cuttingedge marketing strategies, and his deep commitment to his community.

It would be remiss to avoid mentioning that on industry website Zillow.com, Jimmy currently holds a perfect overall five-star rating. A five-star rating is not unheard of, obviously, but the fact that it is the result of nearly four-hundred client reviews is almost without precedent in the real estate industry.

The future is wide open for Jimmy and his business, and plans to expand are afoot, beginning with his goal of increasing his sales staff from nine agents to twelve.

Though committed to his company’s continued growth, his longtime objective of providing the best customer service available anywhere in the country will not waver. “I really love helping my clients,” says Jimmy, his sincerity readily apparent. “I’ve sold over a thousand homes over the course of my career. Being able to impact my customers lives in such a profound way is incredibly rewarding to me.”

For more information about Jimmy Reed, please call 949-973-3636 or email Jimmy@ReedTeamHomes.com Top Agent Magazine

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

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

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

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

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 42

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

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

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

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

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

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AERI SCHWARTZ Aeri Schwartz – Co-owner of California Property Experts in Mountain House, California – is a dedicated professional who is committed to providing her buyers and sellers with the very best customer service available in that state’s Central Valley.

Aeri’s deep well of industry knowledge, coupled with her commitment to keeping abreast of current market trends has translated into a sterling reputation as a trusted real estate advocate who consistently places her client’s best interests front and center during every transaction.

Aeri began her journey in the world of real estate after graduating at the top of her class from San Francisco State University with a degree in Business Management.

“I was twenty-three years old,” recalls Aeri. “I got started in the business in 2013 working as an assistant to a real estate agent. I got licensed shortly after that, in 2014, because I realized this career was a really good fit for me.” Eventually, she and that agent partnered up and formed California Property Experts; their company primarily serving the San Francisco bedroom communities of Mountain House, Tracy, Lathrop and Manteca.

Currently, Aeri and her partner employ seven full-time agents, and the quality of the service they provide can be measured by the fact that more than eighty percent of their business is based upon repeat and referred clients, and positive word-of-mouth.

When asked what it might be that inspires such impressive levels of trust and loyalty, Aeri pauses for a thoughtful moment. “I think my clients would say that they enjoy working with me, and that they sense my dedication to helping them,” she muses. “This is a service industry, so at the end of the day it’s simply about making sure I put their needs ahead of my own, predicting what those needs are, and delivering that to them, sometimes even before they even know that it’s something they need. I’m very intuitive and empathetic; I like to put myself in their shoes.”

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Another significant factor to be considered when assessing the reasons for Aeri’s success would be her overall knowledge of the areas she sells. “When I first started, I kind of had a chip on my shoulder about being so young,” she says, “so I really worked hard to learn as much about the industry and the local market, and how to understand trends…overall, just becoming an expert. That gave me an edge over even far more seasoned Realtors.”

There other reasons to be considered, including her highly effective and comprehensive marketing strategies. “I use social media a lot to market my listings,” she says. “I use targeted Facebook and Instagram ads, and I also reach out to top agents in my area.” Additionally, Aeri is not above pounding the pavement, delivering flyers to the neighborhood where the listing is.

When she’s not working, Aeri gives back to her community through a variety of sponsorships, and her participation in the Women’s Council. Recreation primarily consists of excerise, and taking her dog on long hikes.

Aeri’s future plans include growing her team, obtaining her Broker’s License and segueing into more of a manger’s role, along with become more involved with the development side of the business.

Asked what advice she might give someone considering a career in real estate, Aeri replies: “You need to give it 100% commitment and dedication. There are no secret shortcuts.”

For more information about Aeri Schwartz, please call 925-605-6965 or email Aeri@capropertyexperts.com Copyright Top Agent Magazine 43

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