NATIONWIDE & INTERNATIONAL 9-7-20

NATIONWIDE & INTERNATIONAL EDITION

PROPERTIES: The Good, The Bad, And The Ugly

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

Every Player is Valuable:

How to Boost Your Team’s Morale

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

NATIONWIDE & INTERNATIONAL EDITION Remi-sons Investments, LLC. is proud to congratulate

ROBIN REMILLARD 11

6

17

23

29

SANDY DONATUCCI ROBIN REMILLARD

CHRISTIE ELLIS

on being featured for the State of Passionate and informative, Jeff Dettlo’s relentlessMagazine! drive and commitment to New Hampshire in Top Agent 38 35

REMI-SONS

educating his clients have built him a fantastic reputation as one of the go-to residential real estate experts in his INVESTMENTS, community. LLC.

AUDREY MILLER

JEFF DETTLO 42

PO Box 219, Derry, NH 03038

Attracted by the meaningful nature of

p: (603) 432-4317 | f: (603) 432-8109 the work, Jeff first decided to pursue a career in real estate six years ago. “I was

SANDY DONATUCCI GALYA GEORGIEVA always interested in the industry—with

JEFF DETTLO

ANGIE PELUSO

T.R. VISWANATHAN

Jeff says. To achieve this, he has created a number of educational tools to help teach 46 45 his clients everything they need to know.

“For buyers we have a whole packet Ben that Garner was working at a q For Top Agent explains how to use technology to look for national advertising company and homes, what websites to go to, and how estate is in him embarking on his first house-hunt to download home finding apps,” Jeff father was a sucl tells top agent. “For our sellerswhen we have he decided to make the pivot investor in Saleh a packet that explains everything about to real estate.

Growing up, his aunt so Adam wasM our marketing strategy, and we provide ADAM HEDIO BEN GARNER washome one of the most industry successful them with a ‘10 ways to prep your from M a for sale’ flyer, and a ‘what to expect when in Southern Maryland, Realtors “While I was gra you’re inspecting’ file whichand explains considering his background my dad with ae everything related to home inspections.”

BEN GARNERADAM H

T.R. VISWANATHAN

this job you get to make people happy and help them create positive memories in their life,” Jeff explains. “One of my in sales, he spotted thefrom opportuflippingm first clients called me six months after and acted.

“I decided to get s I sold her a home just to thank me. Since I’d CONTENTS helped Jeff’s contact with his clients doesn’t endnity with the cleaning them up in between tenants,” her find that perfect house in that perfect location, she close of the transaction, and he uses a combination my license,” he remembers. it was that the I wa a fairly“Quite youngfrankly, age I decided finallyHABITS felt comfortable having her 32) family PROPERTIES: at her house of phone calls GOOD, and Christmas cards to NEWER stay in touchAGENTS: 4) 5 MORNING THE 55) best decision I made.

I only wish I had done it sooner.” his footsteps.

I started off investing, p for Christmas. That’s what this job is all about for me.” with all of his former clients. In addition, whenever TO MAKE YOUR DAY SUPER THE BAD, AND THEwith UGLY QUESTIONS rental and the next natural B s he works a buyer he makesMORE sure to send them aproperties,TO Today Jeff is one of the top-producing agents at postcard at the end of the year that reminds them to In the four years since, Ben has carved out a reputap license and start selling houses.” to stay in touch with past clients through phone Sandy Donatucci’s passion for real estate began at PRODUCTIVE ASK YOURSELF—ARE YOU 37) ARE YOUfile DOING Springer Realty, a full-service real estate brokerage for a homestead. tion media. for his STUMBLING speedy communication, market insight, a calls as well as some social an early age with her mom, who was a real estate OR UP AND that has THE served Northwestern Indiana for over 50AS YOU ON 9)agent.

UNTANGLING BUSINESS Sandy would go to her mom’s open houses and personal touch.

Under the banner of Monument d Justhis one and a half years after becom years. Based out of his office in Schererville, Indiana, Outside of work, Jeff loves to travel the world with RUNNING? BIDDING WAR: A BUYER’S FACEBOOK? In order to make each transaction as easy and and help clean them, and slowly started to learn Sotheby’s Realty, he spearheads tight-a stelh Jeff runs a thriving book of business throughout the wife and daughter, bowl, golf, International and spend time with his Adam agent, has alreadya built northwestern portionshe of the and occasionally two dogs.knit In addition he extremely involved transparent asrescue possible, Sandy likes to educate basics of the business. After got state, married, &the SELLER’S PERSPECTIVES himself one of the top agents team ofis59) nine agents and aasfull-time support staff. in rh EVERY PLAYER IS 40) HOW TO OVERCOME venturesmove acrosswith state lines into Illinoisdue where he also in community.

He is off the treasurer for the Board of heris clients onhisthe processTogether, right the bat.

“When she would frequently her husband Wells, Maine.

As an agent with RE/Mh they serve buyers and sellers across the greater VALUABLE: a licensed broker.

Jeff has enjoyed tremendous success Directors of FEARS the Schererville Chamber of Commerce, aHOW TO BOOST 14) TOP AGENT TIPS AND to his military background.

This helped her YOUR mas- IWORKPLACE first meet with a client Baltimore I goLions through the analytics more than $2.7radius millionofinthe transaction area, a three forty-mile city over the course of his career, and he is already at the member of the local Club, and a within referee for YOUR TEAM’S MORALE QUESTIONS FOR CHOOSING of repeat the market.

It’shigh real important know what ter the process of figuring out which houses 43) were BRANDING BAD IN REAL point where 90% of his business comes from different school sports. addition, is a member year, and is on track to business double that in center.

To Into date, a significant contingent of his A clients and referrals. of the board of directors for Humane Indiana. the neighborhood is doing, and what the commugood to buy and good to sell, as well as what traits YOUR LISTING AGENT Operating out of his office in Kenneb

ESTATE MARKETING

is generated 63) by referral clientele his advice 6 WAYS TO who GETtrust YOUR

s

she liked in real estate agents. Sandy obtained her nity is doing. Whether the market istrack trending upwith homes all across the price speg and proven record.

“Communication is something 20) 5 TIPS TO GET NEW If you ask Jeff how he has managed 47) to rampEASY up his busiLooking to the future, Jeff has plans to eventually expand CLIENT TRUST YOU BLOG TOPICS FOR or down, so that we can accurately set the priceTO license about five years ago and is an indepenYork and Cumberland County, but saf ness so quickly, he will credit his focus on educating into his hometown in South Florida, and he is excited I pride myself on,” says. to “We’re so connected in this CLIENTS dent agent. for Afterwards I help themtheir with stagYOUR REAL ESTATE BLOG his clients as being one of the primary drivers ofthe his house. continue helping people achieve dreams of homewherever his clients need him.

HABITS THAT day and age 66) there’sDAILY no reason to not get information to G ing feels the home, letting them the know different ideas I’m success.WHY “My goal is to make sure my client ownership.

“Closing transaction is secondary, 26) 7 REASONS people as quickly as possible.

I also take a high level p 51) THINGS YOU CAN DO WILLINCREASE YOUR confident every and step of the way,clients, and there was always my fornever marketing thefocused house.”on building relationships with With a solid rate of repeat referral If you ask Adam how he has manage YOUR PROSPECTS AREN'T of care with my clients.

I don’t leave any questions “ they did not understand was going on,” clients and helping them achieve MENTAL their goals.” STRENGTH TO ANTICIPATE YOUR Sandy’s secret atotime keeping clients happy iswhat good book of business so quickly, he wil unanswered, and that builds trust. It’s a big emotional s TURNING INTO CLIENTS is an important aspect of why Sandy loves communication.

“I try to reach out and let CLIENT’S them Variety NEEDS communication stylemy andclients deep commit For more information about Jeff Dettlo, call 219-670-9902, email jdettlo5@comcast.net decision to buy or sell a house, and I want to know what their home values are, where they’re her work. “I like everything about what I do. I love his clients withinworld-class zillow.com/profile/jdettlo54 springersellshomes.com I have theiratbest interests mind, I’ll service go to as work with aknow lot of that different people at in the market. I like to keepvisit them abreast on that I get to or drivers of his success.

“I’m 100% avai bat forand them, and Ithere selling. love are no dumb questions. I want what trends are taking place.”

Sandy310-734-1440 also likes all different stages of buying Phone 310-734-1440 | Fax anytime, anywhere.

I always answer peopleCopyright to feel comfortable working with me, and if they Top Agent Magazine email, and tell Facebook messenger mag@topagentmagazine.com | www.topagentmagazine.com Copyright Toplevel Agentof Magazine have that comfort, they’ll their friends and rig explains.

“My whole business is base No portion of this issue may be reproduced in any manner whatsoever without family.” prior consent of the publisher. Top Agent Magazine is customer service.

I don’t want anybo published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent from the saleaddress, and feelsend like they didn’t Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change When embarking upon the listing process, Ben and his sentation, or advice, or guidance dur inquiry to mag@topagentmagazine.com. Published in the U.S. team take a tech-forward approach that ensures each The discipline that Adam brings to his home is documented in its best light. High-end photogis a reflection of the drive he develope raphy is secured for every listing, while 3D cameras 2 Top Agent Magazine in the Marine Corps. After graduating provide an immersive look for prospective buyers.

Military Institute, Adam became an of www.

www.

From there, early buzz is generated through pre-listing

BLAKE NELSON

YAN KAMINSKY VAL LEMOINE

Yan Kaminsky has been working in year, while traveling with his family real estate for 24 years, Last and has worked 50 Val 49 countries and 28 states, with his business partner, Ryanseven Doell, across since 2012. As brokers at Landmark Lemoine could still be seen fighting for his Brokerage, Yan and Ryan have forged clients. While abroad, he utilized his was long Joshua Hersz lasting bonds over the years with their standing connections to complete nine transclients, building trust and providing non-profit sector actions during his travels. By harnessing excellent personal service.

also stays in touch with clients through and your clients have a home to call email, Facebook, and text. Hedone, sends out 57 personal text message53 videostheir to check own,” he says.54“Taking that feeling of in and let clients know he issatisfaction, there for I just want to do this over and them, whatever they may need.

RENAEorP Calm and insightful, Blake Nelson’s a painter, JOSHUA HERSZ commitment to providing his clients wantToptoAgent meetR Keller Willi over again.” certainly aa working in the I also like being my own boss, that’s world-class service has built him learn more Realty in N Yan and Ryan’s marketing strategy advantage.

Being able to be there whenOhio my–kids with his wife Outside is of his career, Val takes his role in the concentrates primarily on digital a stellar reputation as the go-to that she was home, and being able to steer theare there towa to a when found working Rea media. The team puts together virtual a network built over years they of success as aout community very seriously. Beyond serving company real estate in tours and aerial tours of homes they Yan, Ryan residential and their team he serve about th realtor, was able to stay expert in the game.

“Ihis in hePACE and myKeller ownWilliams’ vision Red are Day, hugewhere drives for This me.”caresapproa pregnant with their second child.

RENAE VAL LEMOINE BLAKE NELSON YAN KAMINSKY HERSZ list, and they promote their listings the entire Denver JOSHUA metro area, from many gratefu go 100 miles an hour,” Val says.

“Whenever his fellow agents help out around their town, community. withthey people, With a sudden needacross for additional POPP MEIGHAN SWEENEY all social media platforms.

Brighton toBARBARA Castle Rock. Over 90% of are buyin HAILEY SIMPSON my clients need me, I pick up thePOTOK phone.” Their listings are featured ERICA Valallenlists his family to assist those in need. on the their business comes from repeat and Knowing how stressful the process of purchasin financial resources,major Joshua toyed Blake’s busin a focus on he Each month, Sweeney he takes 10% Five years ago, Meighan was of his profits and, $8.5-million in syndication sites, including referral clients, impressive Hailey Potok hasan15+ years innumber sales and need who can listen to your real estate over 150 andyou Barbara the The CRS designation is thehas Top years, Agent Erica Simpson –someone ofcontinues Platinum Real highest creden built a6sof Val started out as an investor.

After picking along with his wife and children, settles on house can be for many people, Joshua, who is with the idea of entering real estate. on the hunt for her next professional chalrange of priceZillow.

Yan also sends out email blasts that illustrates the loyalty Yan and his 58 62 65 67 61 to becoming ain the real clients re marketing and Blake’s a degree frompath USC. She keep –connected you Group inconcerns, Juneau,deeply Alaska is a calm, hard- and walk you tial awarded to residential sales and agents an arsteam sheinspire has family Estate tradition of being ness that continues to Baltimore grow day after agents area to generate interest for listings. in their clients.

“We tell our clients, we’re totoearn lenge.

She had a background in sales,as but Cou up a few rentals, heHe’d decided hisethical real various local charities and foundations toyears 9 and is known the Giant in Real Estate, stri always enjoyed talking to working, real estate professional who takes most agents to achieve. egan her real estate career because of through the entire process.”

And part of real to the hecommunity. is craved active her donations. her expeexceptional and reputation as a here estate for you for the long run,”license.

Yan explains. estate agent began when he wasthat aShe theinmany opportunity to be her “It’s own truly boss. anearned Prince Geo estate Sure “We’ve enough, realized he support through amazing is truly committed to had providing her er love for sales, and inteher commitment to clients iscreate staying ain relaxed to atmosphere for his clients. “ people and helping them, and had Outside of real estate, Yan is a health enthusiast, and people we’ve marketing, sold homes to, and then several advocate who always places her custo y.had Barbara church, St. John Paul II, having served Ultimately, Meighan made the leap into a knack for and found buyers his passions gravitating rience each month,” he says. and sellers with the very best service Another major factor in Erica’s succes ioryears design. She wanted to encounter be student the realty type touch with them, even after the transaction third-year at law school.

“I wanted to work in When it comes to listing a prope sometimes his clients will even ask him for hishasn’t favorite the road if they an issue, they and center during every transaction. real estate, and looked back.

In the Beyond the off llf agent her down life, on the Parish Council and the Board of pretty laid back and down to earth, and I do my the innate ability to problem-solve—traits that would towards the industry. hesmoothie is a Realtor for Keller inrecipe. theends.

Land of the Midnight Sun. story is her thorough and intelligenb that could help and helpToday, She likes tocare do soof through a monthly “I like to take my health, know they can just reach out topeople us and we’ll them available half-decade since, Meighan has carved local comm Having built her business on a foundation of marketing ofprocess. her Professiona the service industry so I could help people accomplish use professional photographs to Bellarmine Education.

Barbara isbeasharp member of Williams, where hefor services clients the to the some future, Val plans on this fostering a listings. make the that transaction process as smooth newsletter and via social media.

I throughout can’t and atLooking thethe toplocal ofahead my bring game through issue, whatever it may be.” to humor to Iher just want certainly be useful a realbecause estate agent.

Six months “I was working full-time as a Purch out a reputation for her transparency, track tion Back on M honesty, integrity and deep industry knowlphotography (including drone footage) i Atlantaher metropolitan area. alongside well as asotheir Chamber One Southern serving to help clients unless Indiana, I do,” he team says.

Whenonhe ishis notbusiness, which would allow him to s possible, she obtained license goals.

My father was a builder, and I didn’t want to hensive online advertising cam client to be happy at the end of it.” after his daughter was born he began real estate record, and personal touch. six different ho a corporate office,” recalls Renae, edge, Erica hastaking earned her sterling reputation utilized exclusively to ensure each prop NANCY ERICA SIMPSON MEIGHAN HAILEY POTOK BARBARA POPP working, Yan enjoys traveling and spending time with Clients value Yan and Ryan’s expertise and experience take a likes growing volume of clients while still maintaining while being pregnant with her fourth work,of Hailey to stay involved om Indiana the board and as theBesides past Chair Economic helps as a family. trusted real estate advisor whoand consiserty isbegan shown inon its bestinMeighan light.

Radio an she her career real estate.

“T ROWBOTHAM SWEENEY his Ryan isaher an avid hunter runner.

Whenofoffour in the field.

One advantage that they is that, classes and then obtained his license.

He currently When listing aprovide property, Val offers his clients varied his lofty service.

Butmedia he also plans do the same thing he did, so I chose law school,” Blake social and numerous web hild.

She started at Berkshire Hathaway in community.

As astandards mom real estate, Development.

She has also served on the tently goesworking, above and for her clients.and ads compliment Erica’s expert use Meighan spearheads her work under print offers those exo he is not he beyond enjoysToday, hiking, fishing horse having previously owned a mortgage company for ten money for early retirement, my husb approach.

On top of digital advertisements, he extends continuing to serve his clients and his community with Home Services and then moved to Pacific kids, she YMCA, often donates tois local schools, Although he has busy schedule asoutlet, asoplatforms real est works in a“But small Philly The Burbs, with hismy s years, with heris aexplains.

Board ofAnd Directors of the and internet andIn social media back riding.

Yan Licensed Mortgage Broker.Iteam, Even though the banner of Cummings & Co. routine wasn’t happy there.

One of classtoRealtors, theira the listings. addition, Bla to start flipping houses, itaseemed Sothebys International.

Hailey owns her business, fundraisers and When she’sdear. not “The mostmake their reach through targeted Erica mailers.

Meanwhile, he theevents. values he holds important thing began her career in real estate in 2017. certain that each listing is seen he doesn’t service mortgages in his everyday experience, involvedAdam with the United Way, Boy agent, finds time for activibi wife Amy, and their partner, Brown. servingthe clients across theJoshua greater Baltimore about bringing to get myextracurricular license.”

Renae’s career wn Corporation andthat works withwhen herhis team working, she loves toagent. spend time within can lean on network atfuture, Keller Williams you can do in life is give back,” Valpower says.

“While I’ve suggested I talk to her mom, who was an I the of word-of-mouth In the Yan and Ryan plan to continue growing Yan is able to mates offer expertise hisextensive clients need A few years prior she had been looking to as many potential buyers as possible.

Th City and County areas, though she is his content to follow running community,” she Scouts ofher America, and the American so much that the couple has yet to balance He so referees bask ncluding Bridget Waldman andwell, more—specializing husband and kids, workseen atHeart theto gym, enjoy I’m theout to match with its ideal Through plenty of success, always at life. my happiest when their customer base, remaining aclients local boutique it. “I know the lending endbetter really anda Ihome still retain purchase abuyer. condo forwhile herself.

“I out was kind most frequent outcome iscollege a fast sale for tost wherever may lead.

To date, almost the entirety carries over her active a home.

Renae was also named Ro Association.

Barbara is a highly active was very reluctant to leave law school, so I interviewed concerted effort to advertise thro ® n the outdoors, and healthy. shop.

“We want tostay provide best service possible my Orange mortgageCounty license renew it every Yanforof itand though, Val year,” is there hisexcited clients, catering hisofthe I’m helping somebody who can’t return the favor.” it, because ither was my firstis house,” sherepeat dollar, not to mention happysoftball clients. ball, and plays and incompetitions local me who’s been inabout the business for Formarket. aall,REALTOR business driven by andbasketball referral clientele and CrossFit by her previous Keller Williams of in Indiana as as member of the Indiana University alumni community, to weren’t people,” Yan says.

“In the last couple years, we’ve to says.

“I do it as a well benefit to provide to our clients, so who was supposed recalls.

“I called up a REALTOR approach to their needs.

“If it for my wife, with her seven times before finally deciding to jump in. whowanting trust her experience andHe incisive counsel.

“People with family and loved one leagues. also spends a lot of time at his childre close to five years, Joshua has had a great number of resigned from her career to become a noticed a trend from people to do things if they have a mortgage question I can always lay a Being the business for a relatively amount Hailey isaAlumni very goal oriented she’s forward be one ofIU the best in Juneau, andand we met atlooking the condo.

I “I really love helping people through the process of buyin ers ininboth states. IThe having chaired the Association Board would do this short for free,” he Global says with laugh.

“But that I’m in really honest, and I don’t try to sell themselves, to now seeing itappreciate start to flip around the second set of eyes onmanaged it. I It really helps me,an andincredibly itclients. really wasn’t activities.

When discussing his future plans Jos repeat and referral “Our business is almost there for five minutes before she started checking or selling,” says Erica, when asked what she enjoys mos Once did, I immediately realized that I loved it.”

Blake’s contact with his clients from time, Hailey has to grow to accomplishing many of her objectives this year, repeat and referral Managers. was the itpast chair theon Indiana seriously,ofwhen you loveShe whatother youdirection. do, doesn’t feelof them anything that’s not the right fit,” sheCurrently, says. “I As for future, Meigh Now people want the kind of personal helps our clients.” is the a solo who watch and telling me she had to be somewhere about what she does for a Renae living. “They are agent entering int mpressive level of repeat referral clients, totaling her and further growing in the business of real else estate.his notes that short-term goal is to bring on m entirely made up of people from our network or from likeand work.” ith Barbara and recomUniversity Southeast Board of Advisers, and various IU take pride in focusing on relationships first.

I’m always going steady as she cont service we provide.

When you call us, you speak close of a transaction, and he in fifteen minutes, andtoshe started pressuring me to make what may be $4 the million biggest last financial of thei year,transaction an impressive fe n Staying the last in 12touch months alone over 16 million in sales.

She would like add on to her team and continue directly to us and talk to the same person every time. with clients We isSoutheast crucial to Yan and honest with sellers and buyers about expectations, and potentially gather a team family becausereferrals. of her Alumni Roles. agents to the team grow the while don’t pay foranany leads,” he says.

And offer.

I thought to myself that if this isthat the will best that lives.

I alsoand just love looking at business, homes at with people an business is escalating such a rem But, it’s her drive and work ethic that earns her such creating her brand, ocforeverhomes, make a Twenty years and thousands of transactions later, Blake is phone calls, monthly emails, an You’re going to be workingIwith and we’rewith always Ryan’s approach.

They have marketing Furthermore, Val atakes this same enthusiastic approach treatus,everyone the equalhaving respect they deserve, continue work ininto the noyal to customers. be referral-based a solid,heupfront Juneau has ato constant offer, then needed into the clients know thather ifan we walk she will soon be hiring administra myself everything I know. meaningful impact in Iher community andworking her real clients. long-term plan isfun. to My bring aoralso Keller Williams office ensures that his and team part oftoifget here for you.” and team in place to “I dotaught outreach on social media, Yan remains no matter we’re with a $100,000 home years of experience and when helping buyers.

Through his honesty proven estate business.”

Erica, who worked extensively thedeal,in home together,both I’m going to be brutally if we will walint me andhadwhat I didor for AsI an original andbroker past owner the of largest Real now the lead ofofBlake and touch.

In addition Blake likes her husband andhonest daughter never a mentor, anyowner help, justand learned from “My favorite part this job isAssociates theEstate last partNo ofinone the his home of Australia. their clients’ lives by keeping in touch through social a $700,000 home. iscountry put on the back burner.”wrong Sweeney considers what negotiation skills, he can guide them every step of the tourism industry, became licensed and immediately set in and I see something with it.

For me, it’s neve experience two company in enough Southern Indiana second largest in the face after I their own licenses and will“No joinday her as he ground up.serving The firstTo client Real Iout had more liked me when I getand to see the smile on somebody’s about Yan Kaminsky and Ryan Doell, Likewise, Meighan leverages her in sales field. is Premier Estate, aabout Keller Williams key partner, personalized notecards to let peo building a in thriving based on exceptional beenexperience about the money, I just chosen love to help people, wherea wayfind to their dream homes.

Better yet, he prefers to staybusiness media, calling, texting and socializing person. othe refer me Louis to another deal, and that person referred hand them the keys to their new home.

What I do truly Saint Federal Metro Louisville Region, Barbara’s current focus is on to guide and educate clients through the transactional “I really enjoy the flexib please call 720-248-7653, email Team@landmarkcolorado.com, customer service. a lot of other agents are dollar-driven.” in contact long after closing to make sure his clients are includes four me to anotherwith deal, so Ithe do zero marketing,” changesteam people’s lives.” where healmost leads aneighborhoods. six person that Perhaps most and accurate barome onnections all her own Real Group, Barbara Popp Real Along Estate REALTOR Vendors and Real Estate Companies— process. the way, she about cultivates them. lasting rela- themyself, help others in or findinthem online atEstate www.LandmarkColorado.com happy their new “The magic is in the he says.

And it also helps that for Hailey, this job is a customer service is the amount of n her region,agents, mean that Services.

This dynamic group of Realtors® consists of Currently, nearly half of Erica’s business is based on referErica is also extremely involved in her community.

Sh tionships with those she serves, keeping the lines of Marketing is a big component of Joshua’s success, a up,” director of operations, andyou’re a client concierge he end. says.“I“You let people know rue calling, and not justfollow a means to an don’t doyour referrals and repeat rals and positive word of mouth, a significant for generated the last eightby years on the Greater Junea communication open long afterhas theserved closing table has ge and a strongand profesher son, Kendall Kemp, Matt Lincoln, Don Lincoln,achievement Get Nationwide & International Exposure! there for them.”

Copyright Top Agent Magazine outside of doing all the typical stuff such as signs his for the money, I love what I do and it’s what I was Renae can boast that over 80% ofto realtor.

Operating out of office in Prairie Village, Outside of work, Blake likes intheir the highly competitive world of real estate.

Although Chamber of Commerce board of directors, she currentl been reached. become friends,” she servetoher Tatiana Mascetti, Coleman, and Mark Bedair. “My clients Foroften more about Val Lemoine meant do.clientele.

I think it’sopen very evident in the amount ofDarlene these clients.

“I’m fair, and I’m h being born marketing and raised in Juneau, Erica doesn’t serves as the Vice President of the Southeast Alaska Boar and houses, the focus of his strategy says. “Because of limit that, her keeping in touch over times ForIand his hard work andprocess loyalty, Val anreferrals.

Blake his team runsuccess a hasthriving book of business restaurants, drive hislocal collect email new val@valdiditagain.com, ervice I give my clients. manage the entire , and asked is also involved with charities towon wordhimself of mouth Erica pours herself of REALTORS when how she manages to ach comes naturally.” is and social media advertising.

He utilizes a Barbara lot works of loves outstanding reputation around Atlanta, with the vast ler start Bauer Real Estate When she is not working or giving back, rom to finish, sometimes even afterwards.” including animal rescue organizations andloyalty.

Free the Girls into education andarea continuously to improvevisit her valdiditagain.com sive levels of customer “Also throughout the Kansas City metro and its outlying ibles, and give back to his com majority of his volume coming from repeat clients and targeted ads to promote his listings through Facebook which raises funds for women who have been rescue knowledge and skill set so she can be the best resource internet marketing, as gardening, especially planting flowers.

She also loves my clients, which they appreciate.

I call (404) 512-2501 Top Agent Magazine is seen Real Estate Agents and numerou Whenby embarking upon or the listing process, Meighan from sex trafficking or other compromising situations. for her clients as possible.

Shortly after receiving her real referrals.

“The true reward comes when it’s all said and Another traittheir that sets Hailey apart from her peers is cities.

Incredibly, Blake personally closes between 100 team have sponsored o promote listings, reading, exercising, and spending time with family.

“I extremely accessible to them should and Instagram. And his social media game plan tailorshas her approach for each home hitting the market. estate license, Erica obtained her Military Relocation he willing to commitalways to her clients. have any from questions.”

All properties are equipped high-end documenps time withshe’s local Business likewith to“Some be on the go,” Barbara says.

Brokers in every U.S. city and 120 transactions a year, placing him within top with organizations rescues definitely paid off, the team making 25 million Currently studying forMagazine her Broker’s pet License, Erica’s plan to and betterthe serveInternationally!

Juneau’s gents only answer their phones from 8 to 5. I’m avail- Professional (MRP ) designation Copyright Topimmersive Agent tation that offers prospective buyers and he word out about new for the future are to continue growing her business, whil extensive veteran population, and in the fall of 2019 (only ble to my clients at practically all hours of the night. dollars in sales just last year. .5% ofherall agents in the Kansas City area. andofexpothey also routinely or firstestate impression.

From there,teams, wide-ranging hemselves: she and In the future, Barbara plans to continue growing her busisacrificing none the amazing customer service that ha two and a half years into her real career) Erica earned like them to feel that not only am I their agent, but sure is secured through placement on the leading Forlast more become synonymous with her name. her Kemp, Certifiedhas Residential Specialist (CRS ) designation.

For more about Hailey Potok on in volume per year as ness.

Her son, Kendall recently begun his own itable events.

For example, hat I’m also their friend. This is an emotional process, Please contact mag@topagentmagazine.com online listing platforms, social media campaigns with email Me email hpotok@pacificsir.com, Asthat a man with aninin extensive in mut “flip” houses career real and she wants tosports, pass onreal some of nd a from big decision a person makes theirestate, life. background targeted ads, and demographic mining drive that draws If you ask Blake how he has managed to enjoy so much a coat to collect winter visit coa Meig ocforeverhomes.com, visitErica For more about Simpson, callLast 907-523-2774 or closed email roughly EricaM_Simpson@yahoo.com There are different obstacles that happen during each 0 riverfront properties, her knowledge andcompetitive expertise.

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“I love I get toproviding make that drives him tocredit work harder in order tothat succeed, For more about Joshua Hersz a difference in people’s lives,” Barbara says. “Iof gethis helpbusipremier service as being thewins primary driver Copyright Top Agent Magazine and be able to celebrate new every day.

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“We do we can to satisfy our Looking to the future, Blake is ex as lived Top in the area Magazine for that.everything I love it, and I know my clients appreciate it.”clients to Agent 3 visit phillyandtheburbs.com, grants him the ability to be a present father.

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or call (215) 287–6317

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 4

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

Top Agent Magazine

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

Top Agent Magazine

Top Agent Magazine

5

ROBIN REMILLARD

Robin Remillard started her career as a reading teacher, but left when her mother-in-law became ill. After taking care of her until her passing, Robin wondered what to do next. “My husband owns an excavation company that builds homes,” she explains, “so I’ve always been involved in real estate, in a sense, helping him by designing and cleaning. People would drop by the homes while I was there and I would talk to them and give them the tour, so I was kind of doing the job anyway.”

In her unofficial capacity, Robin would pass the clients’ information along to an agent, but after reflecting on her options, becoming a real estate agent herself seemed like the natural choice. “So I took the class, and here I’ve been for two-and-a-half years!” she says. Today, she works with a group collaboratively. “The group has been a wonderful thing. We’re there for each other and we can all help each other,” she says. Robin and her colleagues serve Southern New Hampshire, as well as some of the northern part of the state. And despite being relatively new in real estate, almost all of her business is repeat and referral. “I have 6

a degree in education, and I think it’s what helps,” Robin says of her success. “I can really connect with people. I try to listen and figure out what they’re really looking for and what their needs really are, and lead with that. Communication is key. If my phone rings or I get a text, I’ll always answer, even if I can’t help them at that moment. I’ll never leave them hanging.”

“I’m really just trying to help. It is a job and a career, but it came from a place of not what I needed to do, but what I wanted to do,” Robin says. “I really

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enjoy it, and I think I can earn a lot of trust.”

Her communication and understanding has also led Robin to a uniquely personal way of both staying in touch with clients. “I am not one to do the normal marketing on the computer. I pick up the phone and I call people,” she says, “or I’ll drop them a little card. I don’t mind texting, but I’d rather have voiceto-voice.” As for marketing, Robin relies on MLS and Facebook, as well as in the local real estate magazine. Being such a sellers’ market, though, she says marketing has been especially easy. She also credits her husband’s business as a built-in way of meeting new clients.

“I just really enjoy helping the buyers. There’s nothing like a closing day when the keys get exchanged, it’s such a joy,” Robin says, “whether it’s a first-time buyer or someone who’s downsizing, they do that final walkthrough and there’s tears in their eyes. For me, it’s just a great feeling to be a little part of that.”

When she’s not working, Robin and her husband work with a number of charity projects, including those created by Keller Williams, such as food drives. Robin has also been on a number of local community boards. She also enjoys spending time with her family, playing games, and reading.

“I hope to keep growing my business,” Robin says of the future. “I’ll probably have another ten or 15 years before I retire, so I’d like to just keep the referrals coming, and of course keep my husband building, that doesn’t hurt! And I’d also like to have people join our group, who are looking to help each other out. We don’t make money off one another, it’s really agents working together.” To that end, Robin remembers the words of Gandhi: “‘The best way to find yourself is to lose yourself in service to others.’ Doing something for someone else, that’s just a great feeling.”

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To learn more about Robin Remillard, call 603-235-1499, email rremillard@kw.com, or visit facebook.com/RobinRemikw www.

Copyright Top Agent Magazine 7

Remi-sons Investments, LLC. is proud to congratulate

ROBIN REMILLARD

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

REMI-SONS INVESTMENTS, LLC. PO Box 219, Derry, NH 03038 p: (603) 432-4317 | f: (603) 432-8109

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 10

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

Seller’s Perspective: How powerful is cash?

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

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

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Top Agent Magazine

Christie Ellis

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CHRISTIE ELLIS

Based out of Phoenix, Arizona, Top Agent Christie Ellis is head of a four-person team at HomeSmart—the Christie Ellis Team—focusing on residential real estate throughout the Southeast Valley region real estate.

Tenacious, experienced and a Certified Go-Giver Coach, Christie Ellis’ upfront approach has built her a stellar reputation as one of the go-to real estate experts in her community. Christie decided to become an agent 17 years ago when she discovered something funny on the HUD statement for an investment property she had just purchased. “I saw that there were the names of agents on the HUD statements who I had never met, or maybe spoken to once. I realized that these agents were calling the new home builders to let them know they were sending me over and then collecting a commission,” Christie recalls. “Since I was doing all the work I decided to go get my license so I could represent myself. At the time I was working as a social worker at a local hospital and only intended to do real estate part-time. But when my division of the hospital got sold so I decided to go for it full-time.”

HomeSmart, the Christie Ellis Team, a full-service team that focuses on residential real estate. Based out of their office in Phoenix, Arizona, Christie and her team run a thriving book of business throughout the Southeast Valley region, and are on track to close over $20 million in transaction volume in 2020. In addition to managing her team and mentoring her agents, Christie herself regularly closes 40 transactions a year.

Seventeen years and hundreds of transactions later, Christie is now the head of a four-person team at 12

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Christie credits her upfront, educational approach as being the largest driver of her business. “I’m very direct and honest with everybody. I tell them upfront how the process is going to work and what kind of issues may arise,” Christie explains.

“I prepare, coach, and educate them, so that they know that they are going to get the information that will allow them to make the most informed decision possible.” This clearly resonates with people as 100% of Christie’s business comes from repeat clients and referrals.

When it comes to listing a property, Christie uses professional photos, video walk-throughs, and drone footage to create a comprehensive online advertising campaign that leverages ads across social media and more than 3000 websites to drive attention to her client’s property. In addition, she will reach out to her network of local realtors to garner further visibility.

Outside of work Christie loves to spend time with her husband and their identical twin teenage daughters and is heavily involved in her community. She is an active member of the Ahwatukee Foothills Community Foundation and Chamber of Commerce, the VP of fundraising for the Desert Vista High School Cheer Booster Club, and the Chair for the Grievance Committee at her local real estate board. She also works closely with attorneys as an expert witness and Special Commissioner for the court, and sponsors numerous charities and nonprofits ranging from Wings for Warriors and Lost our Home Pet Rescue to the Festival for Life and the Phoenix Zoo. “I tell everybody that if there is anything they ever need support with to just call me. People know that if there is anything the community needs that I will be there to help,” Christie tells Top Agent.

Looking to the future Christie is excited to continue mentoring the agents on her team, and eventually hopes to get her daughters involved in the business. “I love digging deep, collaborating, and finding ways to make things happen so that our clients are happy and get what they want at the end of the deal.”

Top Agent Magazine

For more information about Christie Ellis, visit theChristieEllisTeam.com, call 480-201-3575 or email christie@thechristieellisteam.com www.

https://www.facebook.com/pages/category/Real-Estate/Beth-Stern-Springs-Realty-103918107810642/

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 14

Top Agent Magazine

Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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AUDREY MILLER Top Agent Magazine

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AUDREY MILLER

As part of the brokerage Northwest Wisconsin Realty Team, Top Agent Audrey Miller serves Hayward, Wisconsin and the surrounding area.

Audrey Miller began her real estate career in 2018, and since then she has established herself as a trusted resource for those looking to buy or sell a home. She approaches real estate with a focus on relationships. “For me, real estate is very much about connection,” Audrey says.

“When I’m working with someone, I don’t look at it as just a transaction. I’m working for the client, and I want the end result to be that the client is happy.”

their friends and family, because they appreciate the excellent level of personal service she provides. “I love helping people find their perfect place,” Audrey says. “I love the interactions and connections I make. Often I get to be friends with my clients, especially if I work with them on more than one purchase or sale, and I really appreciate that. A connection to a broker friend is what got me into the business in the first place, and connection is what I thrive on in my daily work.”

As part of the brokerage Northwest Wisconsin Realty Team, Audrey serves Hayward, Wisconsin and the surrounding area. Many of her referrals come by word of mouth, as well as from a firm she works with in the Twin Cities, a source of many second-home buyers. People keep coming back to work with Audrey, and referring her to

For that reason, staying in touch with past clients is important to Audrey’s business. She sends out cards to commemorate the anniversary of a client’s purchase or sale, as well as holiday cards and gifts.

She is also sure to reach out with a personal call or text to let clients know she’s thinking of them, and many times clients will respond in kind, with

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friendly invitations to come see their new home after a deal is closed.

Audrey quickly distinguished herself in her local market by taking an innovative approach to marketing. She gets many of her leads from online advertising, especially on Zillow. Other platforms where she markets her listings include Facebook and Realtor.com. “These days people do most of their shopping online,” Audrey explains, “so it’s helpful to have a presence on those sites.”

The results are impressive: in 2019, her first full year in real estate, Audrey closed 24 transactions, with just under $4.3 million in total sales. She is on track to match or exceed that volume in 2020, and recently she sold her first million-dollar home, a big milestone for her.

Community involvement is important for Audrey. “I’m always looking for ways to help and give,” she says. Amid the coronavirus breakout, she and her colleagues set up a “virus free pantry” outside their office, containing donated canned goods and other non-perishables for anybody in need to pick up. They also hold an annual toy drive for a local school, and Audrey is currently helping to organize a trivia night at a local wine shop to benefit community endeavors including a playground project at a local park.

In the future, Audrey plans to continue building on her success and growing her client base. “The most rewarding thing about my job is the connection with people and the ability to play a part in fulfilling a dream of theirs,” Audrey says.

“I listen to my clients so I can understand what is important to them and make that a priority.”

Top Agent Magazine

To find out more about Audrey Miller, please call 715-350-8000, email audrey.agent4you@gmail.com, or visit zillow.com/profile/audreyrealtor4you www.

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

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 20

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

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

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

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

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

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

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

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

Top Agent Magazine

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

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

5

Create a Website that Offers Real Value to Potential Clients

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

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

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

Top Agent Magazine

ANGIE PELUSO Top Agent Magazine

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ANGIE PELUSO

Top Agent Angie Peluso of RE/MAX Select Realty serves clients throughout the area of Beaver County, Pennsylvania.

Right out of college, Angie Peluso started working for a local real estate company that hired her to help with their marketing. Very quickly she realized this job could be so much more.

She was inspired by the agents she assisted and liked the personal interactions and relationships they all had with their clients. It became clear the real estate industry would be the perfect career for her. That decision would indeed be the right choice for her, 19 years later she continues to be passionate about real estate and currently serves the area of Beaver County for RE/MAX Select Realty.

The majority of Angie’s business comes from repeat and referral clients, who appreciate her thoughtful approach to this important time in their life. “A home in this area is a very spe24

cial thing. It’s not a transient market. Typically, when you’re selling your home here, you’ve been living in it for quite a while. There’s a lot of memories involved, it’s more than just a house,” she says. This considerate perspective translates into how she treats those she works with as well. Angie’s clients are more than just clients to her, they frequently become her close friends. And because of that, it’s not really difficult for her to stay in touch with them, whether it be via social media or by grabbing a cup of coffee together.

For Angie, when it comes to listing a client’s property, effective marketing is a crucial part of the real estate process and is a major reason why she added a marketing assistant to her team a few years ago. Before the listing even Copyright Top Agent Magazine

hits the market, her and her assistant establish a marketing plan using social media, print marketing and other marketing channels to help raise anticipation about an upcoming listing. Once the listing goes live, there is already a buzz around it, and a good potential network of people interested even prior to an open house.

What Angie enjoys most about her work, apart from meeting new people and making life-long friendships with her clients, is the diversity of it and the promise of constant growth and learning. “Real estate transactions are like snowflakes. There are no two that are the same. Every transaction is some type of learning experience,” she says.

When she’s not busy working, Angie spends her time as one of the board members of the Salvation Army, an international charitable organization. She is also a member of the Beaver County’s Chamber of Commerce, and her son’s Parent Teacher Association. When she’s not busy giving back to the community, she loves to spend time with her family, two kids Ella and Jake, husband Greg and two dogs Charlie and Sherman.

Moving forward, Angie is excited about the launch of her new website, which she hopes will help further her business even more. But most importantly, she’s looking forward to serving clients and doing what she does best, which is connecting people. “I love bringing buyers and sellers together. Seeing everyone hug each other when the transaction is done, that’s what I really love about real estate and what keeps me motivated.”

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To learn more about Angie Peluso email apeluso@remax.net, or call 724-494–5021 Copyright Top Agent Magazine 25

7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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Top Agent Magazine

If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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T.R. VISWANATHAN Top Agent Magazine

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T.R. VISWANATHAN

A Hall of Fame Lifetime Achiever, T.R. Viswanathan spearheads his work solo under the banner of RE/MAX Destiny and serves clients across the greater Chicagoland region.

T.R. Viswanathan arrived in the United States back in 1993 by way of India. “I truly believed in Gandhi’s philosophy,” he remembers, “that you should become the change you wish to see in the world.” When he arrived in Chicago, T.R. cut his teeth in rehabbing homes, embarking on a circuitous path as he honed his skills in the real estate sector.

Ultimately, he made the transition into residential real estate. At the height of his career, he would close an average of $23-million in annual volume. While T.R. has narrowed in on his segment of the market, prioritizing quality over quantity, he remains committed to superlative client care, wise counsel, and a personal touch.

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Today, T.R. spearheads his work solo under the banner of RE/MAX Destiny and serves clients across the greater Chicagoland region.

A Hall of Fame Lifetime Achiever, T.R.’s industry experience is second to none, and he has earned a host of accolades and accreditations along the way, including as a Senior Real Estate Specialist (SRES), an Accredited Distressed Property Representative (ADPR), a Certified Negotiation Expert (CNE), and a Certified Residential Specialist (CRS)— to name only a few. These days, T.R. fields almost the entirety of his business from repeat and referral clientele who trust his seasoned counsel, winning experience, and proven track record. “My philosophy has never changed,” Copyright Top Agent Magazine

he says. “I always put the client first. I stick to the people, and the people stick with me.”

When listing properties, T.R.’s approach puts a unique emphasis on premarketing.

Getting to know his clients, their needs, and goals are essential to planning a proper marketing campaign for every home.

Because T.R. has been in the business for decades, he taps his sizable network of past clients, industry contacts, and colleagues.

As a result, he is able to source buyers from within his existing network for roughly 80% of the listings he undertakes. “T.R. also stands for Trusted Realtor,” he says.

“In this industry, if you don’t do right by the people you work with, your reputation will be demolished. That’s why, if you do the right thing, focus on customer relationships, and talk to people about their needs—they’ll always come back to you.”

Beyond the office, T.R. gives back to his community by supporting local and global causes. He and his family are regular volunteers and fundraisers for worthy causes.

He belongs to his local Realtor board, and using his knowledge of four distinct Indian languages to help those in community as they ascend the ranks of the industry. “A lot of younger agents come to me for advice,” he says. “I have been in this country for a long time now, and it’s important to give back what you’ve learned along the way.”

As for the future, T.R. intends to keep progress moving ahead organically, as he continues to share his knowledge and look back on the long, successful legacy he has built. Now, with decades of experience and insight behind him, the future looks assuredly bright for T.R. Viswanathan.

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To learn more about T.R. Viswanathan email TRVICHU@att.net, visit his website at trrealtor.net, or call (847) 804–8610 www.

Copyright Top Agent Magazine 31

Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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GALYA GEORGIEVA

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GALYA GEORGIEVA For Galya Georgieva, entering the real estate industry came about from a chance encounter with an agent with the purchase of her first home. “I loved her kindness and the way she was doing business,” Galya says.

“She suggested I get into real estate, so she took me under her wing, and here I am today.” That was in 2009, and although she got her start in one of the toughest economic times, she flourished and fell in love with the career. “I remember my broker saying, ‘if you make it through these years, you’ll feel confident and ready for the rest of your life,’” Galya recalls. Her broker was right, as Galya’s business now consists largely of repeat clients and referrals. With multiple designations, including Certified Staging Consultant, Military Relocation Specialist and Short Sales and Foreclosure Resource, she is well-versed in every aspect of real estate. Serving Chicagoland, Galya always goes above and beyond to get towards her clients’ goals.

“What sets me apart is the way I treat people,” she says. “It’s not about the transaction, it’s about the experience the clients have. It’s about helping them through the process.” Galya knows this can be a stressful time, as buying/selling involves one of the biggest investments they will ever make. With this in mind, Galya offers guidance and support. “I love coaching them and educating them about what to expect. I like for them to be familiar with everything from the beginning rather than throwing all the documents to them once they find the right house.” By preparing everyone beforehand, Galya’s clients enjoy a smoother process. Her clients know she is available 24/7 for them, even when out of town.

After the transaction, clients leave glowing reviews, spreading the word about her work. One recently said, 36

“Galya helped me with my first property search for a very long time until I found my perfect home that fit all my requirements and needs. She was so patient with me, never pressuring me and always provided the best information. As a first time home buyer, I had many questions and she had all the answers.

Galya was so quick at responding to my messages and setting up appointments to look at properties. She was on top of it like a pro. I would highly recommend Galya and I look forward to another path of home ownership with her in the future.”

When Galya isn’t working, she’s giving back to her community through her kids’ schools, Coldwell Banker Charities, and people in need in the community. During her free time, she’s hanging out with family.

As Galya looks ahead, she is eager to continue growing and reaching more clients. No matter what the future holds, she will love every minute of her work. “When you get to the closing table and see how happy your client is, that’s what really matters.

The notes that I get from them afterwards, the ‘thank you,’ that is priceless.”

For more information about Galya Georgieva, please call 630-965-7328 or email Galya.Georgieva.gg@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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SANDY DONATUCCI

Sandy Donatucci’s passion for real estate began at an early age with her mom, who was a real estate agent. Sandy would go to her mom’s open houses and help clean them, and slowly started to learn the basics of the business. After she got married, she would frequently move with her husband due to his military background. This helped her master the process of figuring out which houses were good to buy and good to sell, as well as what traits she liked in real estate agents. Sandy obtained her license about five years ago and is an independent agent.

With a solid rate of repeat and referral clients, Sandy’s secret to keeping clients happy is good communication. “I try to reach out and let them know what their home values are, where they’re at in the market. I like to keep them abreast on what trends are taking place.” Sandy also likes 38

to stay in touch with past clients through phone calls as well as some social media.

In order to make each transaction as easy and transparent as possible, Sandy likes to educate her clients on the process right off the bat. “When I first meet with a client I go through the analytics of the market. It’s real important to know what the neighborhood is doing, and what the community is doing. Whether the market is trending up or down, so that we can accurately set the price for the house. Afterwards I help them with staging the home, letting them know different ideas for marketing the house.”

Variety is an important aspect of why Sandy loves her work. “I like everything about what I do. I love that I get to work with a lot of different people at all different stages of buying and selling. I love Copyright Top Agent Magazine

“I’m a positive person and look for Positive solutions...

When I first meet with a client I walk them through the analytics of the market. It’s important to know what the neighborhood is doing, and what the community is doing.” finding them a home or helping them sell a home so that they can move,” she says.

Sandy believes in the importance of giving back, which is why she’s involved in the Keller Williams RED Day initiative, helping to provide meals for families. And when she’s not working, Sandy likes spending time with her family. She enjoys mountain biking with her youngest son, and taking walks with her daughter.

In a business that some might describe as stressful, Sandy tries to be optimistic. “I’m a positive person and look for positive solutions, so even if things don’t go the way we would have hoped, I can sit down and review what happened and look for solutions. I think my clients appreciate that type of positive attitude.” And she means it when she says she always tries to look on the bright side and truly loves her work. “When I first started doing real estate I got breast cancer within the first nine months. It was a real gift to have real estate at that time, because it kept me centered and focused on other people through all of it,” she says. Sandy has been a member of NAMAR Million Dollar Club since 2017. Going forward Sandy’s goal is to grow her business and potentially put together a small team of agents.

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To learn more about Sandy Donatucci and Keller Williams Atlanta Partners email sandydhomes@gmail.com, visit sandydhomes.com, or call 770-712–9020 www.

Copyright Top Agent Magazine 39

How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, Top Agent Magazine

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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JEFF DETTLO Passionate and informative, Jeff Dettlo’s relentless drive and commitment to educating his clients have built him a fantastic reputation as one of the go-to residential real estate experts in his community.

Attracted by the meaningful nature of the work, Jeff first decided to pursue a career in real estate six years ago. “I was always interested in the industry—with this job you get to make people happy and help them create positive memories in their life,” Jeff explains. “One of my first clients called me six months after I sold her a home just to thank me. Since I’d helped her find that perfect house in that perfect location, she finally felt comfortable having her family at her house for Christmas. That’s what this job is all about for me.”

Today Jeff is one of the top-producing agents at Springer Realty, a full-service real estate brokerage that has served Northwestern Indiana for over 50 years. Based out of his office in Schererville, Indiana, Jeff runs a thriving book of business throughout the northwestern portion of the state, and occasionally ventures across state lines into Illinois where he is also a licensed broker. Jeff has enjoyed tremendous success over the course of his career, and he is already at the point where 90% of his business comes from repeat clients and referrals.

If you ask Jeff how he has managed to ramp up his business so quickly, he will credit his focus on educating his clients as being one of the primary drivers of his success. “My goal is to make sure my client feels confident every step of the way, and there was never a time they did not understand what was going on,”

Jeff says. To achieve this, he has created a number of educational tools to help teach his clients everything they need to know.

“For buyers we have a whole packet that explains how to use technology to look for homes, what websites to go to, and how to download home finding apps,” Jeff tells top agent. “For our sellers we have a packet that explains everything about our marketing strategy, and we provide them with a ‘10 ways to prep your home for sale’ flyer, and a ‘what to expect when you’re inspecting’ file which explains everything related to home inspections.”

Jeff’s contact with his clients doesn’t end with the close of the transaction, and he uses a combination of phone calls and Christmas cards to stay in touch with all of his former clients. In addition, whenever he works with a buyer he makes sure to send them a postcard at the end of the year that reminds them to file for a homestead.

Outside of work, Jeff loves to travel the world with his wife and daughter, bowl, golf, and spend time with his two rescue dogs. In addition he is extremely involved in his community. He is the treasurer for the Board of Directors of the Schererville Chamber of Commerce, a member of the local Lions Club, and a referee for three different high school sports. In addition, is a member of the board of directors for Humane Indiana.

Looking to the future, Jeff has plans to eventually expand into his hometown in South Florida, and is excited to continue helping people achieve their dreams of homeownership. “Closing the transaction is secondary, I’m always focused on building relationships with my clients and helping them achieve their goals.”

For more information about Jeff Dettlo, call 219-670-9902, email jdettlo5@comcast.net visit zillow.com/profile/jdettlo54 or springersellshomes.com www.

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Branding Bad in Real Estate Marketing

by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are.

Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have.

If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one.

Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you.

The choice that the vast majority of agents make to brand or co-brand Top Agent Magazine

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients.

In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important.

By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client.

And there is another devastating result—the agent ends up financing the brand of their brokerage.

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The major brokerages today rely on online search success as much as any business—by promising leads to their agents they need a tremendous amount of Google Juice. So, they offer the agent leads, but also offer them a unique co-branded page or presence on their website. By having hundreds, or even thousands of agents with pages on their website, they are gaining massive website traffic (links) and having those agents pay them for it.

down and focus on marketing, followed by strategic branding of the agent alone.

The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over.

The solution for any agent is to drill 44

agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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BEN GARNER Ben Garner was working at a national advertising company and embarking on his first house-hunt when he decided to make the pivot to real estate. Growing up, his aunt was one of the most successful Realtors in Southern Maryland, and considering his background in sales, he spotted the opportunity and acted. “I decided to get my license,” he remembers. “Quite frankly, it was the best decision I made. I only wish I had done it sooner.”

In the four years since, Ben has carved out a reputation for his speedy communication, market insight, and personal touch. Under the banner of Monument Sotheby’s International Realty, he spearheads a tightknit team of nine agents and a full-time support staff.

Together, they serve buyers and sellers across the greater Baltimore area, within a forty-mile radius of the city center. To date, a significant contingent of his business is generated by referral clientele who trust his advice and proven track record. “Communication is something I pride myself on,” he says. “We’re so connected in this day and age there’s no reason to not get information to people as quickly as possible. I also take a high level of care with my clients. I don’t leave any questions unanswered, and that builds trust. It’s a big emotional decision to buy or sell a house, and I want my clients to know that I have their best interests in mind, I’ll go to bat for them, and there are no dumb questions. I want people to feel comfortable working with me, and if they have that level of comfort, they’ll tell their friends and family.”

When embarking upon the listing process, Ben and his team take a tech-forward approach that ensures each home is documented in its best light. High-end photography is secured for every listing, while 3D cameras provide an immersive look for prospective buyers.

From there, early buzz is generated through pre-listing campaigns that have proven effective in eliciting multiple offers, pushing homes under contract sometimes as Top Agent Magazine

quickly as a week from their debut. Additionally, social media campaigns, placement among the leading online listing platforms, and connecting with fellow agents helps source ideal buyers in short order. As a lifetime Maryland resident and graduate of the University of Maryland, Ben uses his native knowledge to his clients’ advantage. What’s more, he accounts for every detail to ease the turbulence of this milestone transition. “I try to make it fun and take the stress out of the situation,” he says. “I want my clients to be able to enjoy the process and make it easy as possible.”

Beyond the office, Ben gives back to his community by participating in and sponsoring Believe in Tomorrow’s annual Port to Fort 6K, in supporting of adoptive children. In his free hours, he most enjoys time spent with his family and friends, running, sampling new restaurants, and tackling challenging recipes for fun alongside his fiancée.

As for the future, Ben intends to keep progress going strong in the years to come. “We want to continue to grow and bring on the right agents,” he says. Now, with four years of experience and insight behind him, Ben Garner considers what he enjoys most about his chosen path. “This is a major life event for people,” he says.

“To share in that is a rare and special opportunity to help someone, and there’s nothing more rewarding.”

To learn more about Ben Garner, email Ben.Garner@monumentsothebysrealty.com, visit BaltimoreHouseSearch.com, or call 240-216–7841 www.

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ADAM HEDIO For Top Agent Adam Hedio, real estate is in his blood. Adam’s father was a successful real estate investor in Salem, Massachusetts, so Adam was exposed to the industry from a very young age.

“While I was growing up I helped my dad with all the nitty-gritty, from flipping apartments to cleaning them up in between tenants,” Adam recalls. “At a fairly young age I decided that I wanted to follow in his footsteps. I started off investing, picked up a couple rental properties, and the next natural step was to get my license and start selling houses.”

Just one and a half years after becoming a real estate agent, Adam has already built a stellar reputation for himself as one of the top agents in his community of Wells, Maine. As an agent with RE/MAX, Adam closed more than $2.7 million in transaction volume in his first year, and is on track to double that in his second year.

Operating out of his office in Kennebunk, Adam works with homes all across the price spectrum throughout York and Cumberland County, but says that he will go wherever his clients need him.

If you ask Adam how he has managed to ramp up his book of business so quickly, he will credit his open communication style and deep commitment to providing his clients with world-class service as being the primary drivers of his success. “I’m 100% available to my clients anytime, anywhere. I always answer my phone, text, email, and Facebook messenger right away,” Adam explains. “My whole business is based on best-in-class customer service. I don’t want anybody to walk away from the sale and feel like they didn’t get the best representation, or advice, or guidance during the process.”

The discipline that Adam brings to his work in real estate is a reflection of the drive he developed through his time in the Marine Corps. After graduating from the Virginia Military Institute, Adam became an officer in the Corps, and has since spent five years in the reserves. His experiences in the military have shaped who he is as a person, 46

and he seeks to apply the same values he learned from those experiences to every aspect of his business.

When it comes to marketing his listings, Adam uses a combination of modern and traditional techniques.

While he mails out postcards to houses in the neighborhood and places the property on the MLS and other websites, he also implements a comprehensive online marketing strategy that leverages social media to drive attention to his listings.

Outside of work, Adam loves to spend time with his family, and is an active member of his community. He is the president of the board of the Water Crest Motels and Cottages Association in Wells Maine, and is a member of the board for the Wells Chamber of Commerce. Through both of these organizations, Adam spends a good deal at this time during the year volunteering for various events going on in Wells and the surrounding area.

Looking to the future, Adam is excited to continue expanding his business at RE/MAX so he can help more people achieve their real estate goals. “I love working with first-time homebuyers or someone who is getting out of renting, and seeing the happiness on their face at closing. There’s nothing more satisfying than knowing that I helped these people get into a better situation for themselves and for their future.”

For more about Adam Hedio, please call 207-604-2723 visit his website here, or https://www.remax.com/real-estate-agents/adam-hedio-york-me/102040832 email Adam@yorkmaine.com Copyright Top Agent Magazine

Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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JOSHUA HERSZ Joshua Hersz was working in the non-profit sector with his wife when they found out that she was pregnant with their second child.

With a sudden need for additional financial resources, Joshua toyed with the idea of entering real estate.

He’d always enjoyed talking to people and helping them, and had the innate ability to problem-solve—traits that would certainly be useful for a real estate agent. Six months after his daughter was born he began taking real estate classes and then obtained his license. He currently works in a small team, Philly And The Burbs, with his wife Amy, and their partner, Adam Brown.

For a REALTOR® who’s been in the business for close to five years, Joshua has had a great number of repeat and referral clients. “Our business is almost entirely made up of people from our network or from referrals. We don’t pay for any leads,” he says. And he ensures that his team remains a constant part of their clients’ lives by keeping in touch through social media, calling, texting and socializing in person.

I also like being my own boss, that’s certainly a big advantage. Being able to be there when my kids get home, and being able to steer the company towards my own vision are huge drives for me.”

Knowing how stressful the process of purchasing a house can be for many people, Joshua, who is 6 foot 9 and is known as the Giant in Real Estate, strives to create a relaxed atmosphere for his clients. “I’m pretty laid back and down to earth, and I do my best to bring some humor to this process. I just want the client to be happy at the end of it.”

Although he has a busy schedule as a real estate agent, Joshua finds time for extracurricular activities to balance out his life. He referees college basketball, and plays basketball and softball in local men’s leagues. He also spends a lot of time at his children’s activities. When discussing his future plans Joshua notes that his short-term goal is to bring on more agents to the team and grow the business, while the long-term plan is to bring a Keller Williams office to his home country of Australia.

Marketing is a big component of Joshua’s success, and outside of doing all the typical stuff such as signs and open houses, the focus of his marketing strategy is social media advertising. He utilizes a lot of targeted ads to promote his listings through Facebook and Instagram. And his social media game plan has definitely paid off, with the team making 25 million dollars in sales just last year.

As a man with an extensive background in sports, real estate brings out that same competitive edge in Joshua that drives him to work harder in order to succeed, and be able to celebrate new wins every day. Aside from helping him fulfill his ambitions, real estate also grants him the ability to be a present father. “I have a desire to help people, and this job allows for that.

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For more about Joshua Hersz email joshuahersz@kw.com, visit phillyandtheburbs.com, or call (215) 287–6317 www.

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YAN KAMINSKY Yan Kaminsky has been working in real estate for 24 years, and has worked with his business partner, Ryan Doell, since 2012. As brokers at Landmark Brokerage, Yan and Ryan have forged lasting bonds over the years with their clients, building trust and providing excellent personal service.

Yan, Ryan and their team serve the entire Denver metro area, from Brighton to Castle Rock. Over 90% of their business comes from repeat and referral clients, an impressive number that illustrates the loyalty Yan and his team inspire in their clients. “We tell our clients, we’re here for you for the long run,” Yan explains. “We’ve had people we’ve sold homes to, and then several years down the road if they encounter an issue, they know they can just reach out to us and we’ll help them through that issue, whatever it may be.”

Clients value Yan and Ryan’s expertise and experience in the field. One advantage that they provide is that, having previously owned a mortgage company for ten years, Yan is a Licensed Mortgage Broker. Even though he doesn’t service mortgages in his everyday business, Yan is able to offer that expertise when his clients need it. “I know the lending end really well, and I still retain my mortgage license and renew it every year,” Yan says. “I do it as a benefit to provide to our clients, so if they have a mortgage question I can always lay a second set of eyes on it. It really helps me, and it really helps our clients.”

Staying in touch with clients is crucial to Yan and Ryan’s referral-based approach. They have a marketing team in place to do outreach on social media, and Yan

also stays in touch with clients through email, Facebook, and text. He sends out personal text message videos to check in and let clients know he is there for them, whatever they may need.

Yan and Ryan’s marketing strategy concentrates primarily on digital media. The team puts together virtual tours and aerial tours of homes they list, and they promote their listings across all social media platforms.

Their listings are featured on all the major syndication sites, including Zillow. Yan also sends out email blasts to agents in the area to generate interest for listings.

Outside of real estate, Yan is a health enthusiast, and sometimes his clients will even ask him for his favorite smoothie recipe. “I like to take care of my health, because I can’t be sharp and at the top of my game to help clients unless I do,” he says. When he is not working, Yan enjoys traveling and spending time with his family. Ryan is an avid hunter and runner. When he is not working, he enjoys hiking, fishing and horse back riding.

In the future, Yan and Ryan plan to continue growing their customer base, while remaining a local boutique shop. “We want to provide the best service possible to people,” Yan says. “In the last couple years, we’ve noticed a trend from people wanting to do things themselves, to now seeing it start to flip around in the other direction. Now people want the kind of personal service we provide. When you call us, you speak directly to us and talk to the same person every time.

You’re going to be working with us, and we’re always here for you.”

To find out more about Yan Kaminsky and Ryan Doell, please call 720-248-7653, email Team@landmarkcolorado.com, or find them online at www.LandmarkColorado.com 50

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 52

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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VAL LEMOINE Last year, while traveling with his family across seven countries and 28 states, Val Lemoine could still be seen fighting for his clients. While abroad, he utilized his long standing connections to complete nine transactions during his travels. By harnessing a network built over years of success as a realtor, he was able to stay in the game. “I go 100 miles an hour,” Val says. “Whenever my clients need me, I pick up the phone.”

Val started out as an investor. After picking up a few rentals, he decided to earn his real estate license. Sure enough, he realized that he had a knack for realty and found his passions gravitating towards the industry. Today, he is a Realtor for Keller Williams, where he services clients throughout the Atlanta metropolitan area.

When listing a property, Val offers his clients a varied approach. On top of digital advertisements, he extends their reach through targeted mailers. Meanwhile, he can lean on his extensive network at Keller Williams to better match a home with its ideal buyer. Through it all, though, Val is there for his clients, catering his approach to their needs. “If it weren’t for my wife, I would do this for free,” he says with a laugh. “But seriously, when you love what you do, it doesn’t feel like work.”

Furthermore, Val takes this same enthusiastic approach when helping buyers. Through his honesty and proven negotiation skills, he can guide them every step of the way to their dream homes. Better yet, he prefers to stay in contact long after closing to make sure his clients are happy in their new neighborhoods. “The magic is in the follow up,” he says. “You let your people know you’re there for them.”

For his hard work and loyalty, Val has won himself an outstanding reputation around Atlanta, with the vast majority of his volume coming from repeat clients and referrals. “The true reward comes when it’s all said and Top Agent Magazine

done, and your clients have a home to call their own,” he says. “Taking that feeling of satisfaction, I just want to do this over and over again.”

Outside of his career, Val takes his role in the community very seriously. Beyond serving in Keller Williams’ Red Day, where he and his fellow agents help out around their town, Val enlists his family to assist those in need.

Each month, he takes 10% of his profits and, along with his wife and children, settles on various local charities and foundations to support through donations. “It’s truly an amazing experience each month,” he says.

Looking ahead to the future, Val plans on fostering a team alongside his business, which would allow him to take a growing volume of clients while still maintaining his lofty standards of service. But he also plans on continuing to serve his clients and his community with the values he holds dear. “The most important thing you can do in life is give back,” Val says. “While I’ve seen plenty of success, I’m always at my happiest when I’m helping somebody who can’t return the favor.”

For more about Val Lemoine email val@valdiditagain.com, visit valdiditagain.com or call (404) 512-2501 http://

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BLAKE NELSON Calm and insightful, Blake Nelson’s commitment to providing his clients world-class service has built him a stellar reputation as the go-to residential real estate expert in his community.

Blake’s path to becoming a real estate agent began when he was a third-year student at law school. “I wanted to work in the service industry so I could help people accomplish their goals. My father was a builder, and I didn’t want to do the same thing he did, so I chose law school,” Blake explains. “But I wasn’t happy there. One of my classmates suggested I talk to her mom, who was an agent. I was very reluctant to leave law school, so I interviewed with her seven times before finally deciding to jump in.

Once I did, I immediately realized that I loved it.”

Twenty years and thousands of transactions later, Blake is now the owner and lead broker of Blake and Associates Premier Real Estate, a Keller Williams key partner, where he leads a six person team that includes four agents, a director of operations, and a client concierge realtor. Operating out of their office in Prairie Village, Blake and his team run a thriving book of business throughout the Kansas City metro area and its outlying cities. Incredibly, Blake personally closes between 100 and 120 transactions a year, placing him within the top .5% of all agents in the Kansas City area.

If you ask Blake how he has managed to enjoy so much success, he will credit his relentless focus on providing premier service as being the primary driver of his business. “We do everything we can to satisfy our clients to the best of our abilities. Having a full-time concierge wholly devoted to our clients’ needs really sets us apart,” Blake tells Top Agent. “We don’t just help our clients buy a house. Once you move in we want you to develop roots and love the community, so if you need

a painter, or a hairdresser, or you want to meet the local principal to learn more about the schools, we are there to help you get it done.”

This approach clearly resonates with people, as more than 90% of Blake’s business comes from repeat clients and referrals.

When it comes to listing a property, Blake and his team use professional photographs to implement a comprehensive online advertising campaign that leverages social media and numerous websites to drive attention to their listings. In addition, Blake is a strong believer in the power of word-of-mouth, so his team makes a concerted effort to advertise through their clients.

Blake’s contact with his clients doesn’t end with the close of a transaction, and he uses a combination of phone calls, monthly emails, and social media to keep in touch. In addition Blake likes to periodically send out personalized notecards to let people know he is thinking about them.

Outside of work, Blake likes to travel, hike, explore new restaurants, drive his collection of vintage convertibles, and give back to his community. Blake and his team have sponsored numerous charities and local organizations from pet rescues to children’s baseball teams, and they also routinely organize their own charitable events. For example, last winter they organized a coat drive to collect winter coats for the city’s homeless population.

Looking to the future, Blake is excited to find new ways to improve his business’ efficiency and reach while maintaining its attention to detail. “I want to grow the number of people we serve, by creating the most efficient, streamlined business, so that every person we work with becomes a raving fan.”

For more information about Blake Nelson, please visit blakenelson.com, call 913-406-1406 or email blake@blakenelson.com https://

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

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ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 56

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

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RENAE PACE Top Agent Renae Pace – of Keller Williams Chervenic Realty in Northfield Center, Ohio – is an honest, hardworking Realtor who truly cares about the wellbeing of her many grateful clients, whether they are buying or selling. With a focus on her integrity, Renae has built a solid, thriving business that continues to grow day after day, and she has earned her exceptional reputation as a trusted real estate advocate who always places her customers’ needs front and center during every transaction.

“I was working full-time as a Purchasing Manager in a corporate office,” recalls Renae, when asked how she began her career in real estate. “To earn some side money for early retirement, my husband and I wanted to start flipping houses, so it seemed like a good idea to get my license.” Renae’s career instantly took off, so much so that the couple has yet to find time to flip a home. Renae was also named Rookie of the Year by her previous Keller Williams office in 2017 and resigned from her career to become a full-time Realtor.

Currently, Renae is a solo agent who has closed almost $4 million last year, an impressive feat. However, her business is escalating at such a remarkable pace that she will soon be hiring an administrative assistant, and both her husband and daughter will soon be getting their own licenses and will join her as part of her team.

Perhaps the most accurate barometer of excellent customer service is the amount of business that is generated by referrals and repeat customers, and Renae can boast that over 80% of hers is based on these clients. “I’m fair, and I’m honest,” she says, when asked how she manages to achieve such impressive levels of customer loyalty. “Also, I don’t pressure my clients, which they appreciate. I also make myself extremely accessible to them should they need me or have any questions.”

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For further proof of the excellent service Renae provides, one needs to look no further than Zillow.com, on which site she holds a perfect, five-star overall rating. Just one of the many glowing testimonials include this one: “From the moment I met Renae, she was like family. She took care of everything from start to finish…Renae made the process so easy…With every home we looked at, Renae was always honest and gave great advice and I always felt like it was more about me and what my family needed then what she would earn from the sale. I will always come back to her if I need anything in the future.”

When she isn’t working, Renae gives back to her community in myriad ways, including her hands-on involvement with the nation-wide Women’s Council of Realtors, a collaborative organization comprised of all Brokerages across the country that focuses on continuing education and other matters of vital importance to the real estate industry. Renae is also passionate about spending time with her husband, three children and one grandchild. Additionally, she owns her own Harley Davidson and enjoys going for long rides, and she has ridden through 49 of our 50 states.

“I love helping my clients achieve their dreams,” says Renae, who recently earned her Broker’s license and is studying to obtain her license to sell in South Carolina.

“Giving a customer the keys to their new home is one of the most rewarding experiences I’ve ever had.”

For more information about Renae Pace, please call 216-402-8185 or email RPaceRealtor@gmail.com 57 Copyright Top Agent Magazine

BARBARA POPP Barbara Popp began her career in real estate in the 1980s, and for over 30 years she has been deeply involved in the local real estate industry and business community. Barbara has lived in Southern Indiana all her life, having earned an MBA from Bellarmine University in Louisville, as well as a Bachelor’s degree in Business from Indiana University. Through her years in real estate, she has built strong relationships with her clients, who value Barbara’s experience, knowledge, and expertise.

Barbara is a licensed Realtor® in Indiana as well as Kentucky serving buyers & sellers in both states. The majority of her business comes from repeat and referral clients, who continue to work with Barbara and recommend her to their friends and family because of her excellent reputation. “I’m known to be a solid, upfront person, and people remember me and what I did for them,” Barbara says. Barbara’s experience serving two terms on the Louisville branch of the Saint Louis Federal Reserve Board, as well as her connections with all the other Realtors® and companies in her region, mean that she brings a wealth of knowledge and a strong professional network to help her better serve her clientele.

Barbara heads a team at Schuler Bauer Real Estate Services. She and her team use internet marketing, as well as local direct marketing, to promote their listings, and Barbara’s strong relationships with local Business Community also help her to get the word out about new listings. The results speak for themselves: she and her team consistently close $30 million in volume per year as a group. Their listings run the gamut from “flip” houses in the $60,000 range to $800,000 riverfront properties, and everything in between.

Barbara’s involvement in her community extends far beyond real estate. Her family has lived in the area for

over 150 years, and Barbara continues the family tradition of being deeply connected to the community. She is active in her church, St. John Paul II, having served on the Parish Council and the Board of Education. Barbara is a member of the local Chamber One Southern Indiana, serving on the board and as the past Chair of Economic Development. She has also served on the Board of Directors of the YMCA, and is involved with the United Way, the Boy Scouts of America, and the American Heart Association. Barbara is a highly active member of the Indiana University alumni community, having chaired the Global IU Alumni Association Board of Managers. She was the past chair of the Indiana University Southeast Board of Advisers, and various IU Southeast Alumni Roles.

As an original and past owner of the largest Real Estate company in Southern Indiana and second largest in the Metro Louisville Region, Barbara’s current focus is on her own Real Estate Group, Barbara Popp Real Estate Services. This dynamic group of Realtors® consists of her son, Kendall Kemp, Matt Lincoln, Don Lincoln, Tatiana Mascetti, Darlene Coleman, and Mark Bedair.

When she is not working or giving back, Barbara loves gardening, especially planting flowers. She also loves reading, exercising, and spending time with family. “I always like to be on the go,” Barbara says.

In the future, Barbara plans to continue growing her business. Her son, Kendall Kemp, has recently begun his own career in real estate, and she wants to pass on some of her knowledge and expertise. Above all, Barbara wants to continue serving her clients. “I love that I get to make a difference in people’s lives,” Barbara says. “I get help people through their journey in life, and I work hard to do that. I love it, and I know my clients appreciate it.”

To find out more about Barbara Popp, please call 502-552-2228, email barbara@barbarapopp.com, or visit barbarapopp.com www.

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 59

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

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

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

2

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

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

3

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

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

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

Top Agent Magazine

HAILEY POTOK Hailey Potok has 15+ years in sales and marketing and a degree from USC. She began her real estate career because of her love for sales, marketing, and interior design. She wanted to be the type of agent that could help people and make the transaction process as smooth as possible, so she obtained her license while being pregnant with her fourth child. She started at Berkshire Hathaway Home Services and then moved to Pacific Sothebys International. Hailey owns her own Corporation and works with her team including Bridget Waldman and more—specializing in the Orange County market.

Being in the business for a relatively short amount of time, Hailey has managed to grow an incredibly impressive level of repeat and referral clients, totaling in the last 12 months alone over 16 million in sales.

But, it’s her drive and work ethic that earns her such loyal customers. “I taught myself everything I know.

I never had a mentor, or any help, I just learned from the ground up. The first client I had liked me enough to refer me to another deal, and that person referred me to another deal, so I do almost zero marketing,” she says. And it also helps that for Hailey, this job is a true calling, and not just a means to an end. “I don’t do this for the money, I love what I do and it’s what I was meant to do. I think it’s very evident in the amount of service I give my clients. I manage the entire process from start to finish, and sometimes even afterwards.”

Another trait that sets Hailey apart from her peers is the time she’s willing to commit to her clients. “Some agents only answer their phones from 8 to 5. I’m available to my clients at practically all hours of the night.

I like them to feel that not only am I their agent, but that I’m also their friend. This is an emotional process, and a big decision that a person makes in their life.

There are different obstacles that happen during each transaction, and it’s not enough to just have an agent, Top Agent Magazine

you need someone who can listen to your concerns, keep you calm, and walk you through the entire process.” And part of her commitment to clients is staying in touch with them, even after the transaction ends. She likes to do so through a monthly newsletter and via social media.

Besides work, Hailey likes to stay involved in her community. As a mom of four kids, she often donates to local schools, fundraisers and events. When she’s not working, she loves to spend time with her husband and kids, work out at the gym, enjoy the outdoors, and stay healthy.

Hailey is very goal oriented and she’s looking forward to accomplishing many of her objectives this year, and further growing in the business of real estate.

She would like to add on to her team and continue creating her brand, ocforeverhomes, that will make a meaningful impact in her community and her clients.

“My favorite part of this job is the last part of the deal, when I get to see the smile on somebody’s face after I hand them the keys to their new home. What I do truly changes people’s lives.”

For more about Hailey Potok email hpotok@pacificsir.com, visit ocforeverhomes.com, or call (714) 878–0877 www.

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NANCY ROWBOTHAM Nancy Rowbotham began her career in real estate with the Walt Disney Company as part of the team that developed the town of Celebration.

The experience of being part of the planning and development of a new town from the very beginning and learning all the facets of real estate from industry leaders fueled her passion for real estate. After Celebration, Nancy worked with several different companies before becoming licensed in Minnesota in 2018. Today, Nancy serves all of the Twin Cities area as well as the western suburbs, and has been recognized by Berkshire Hathaway as one of the top 2% of agents in the company nationwide in addition to being awarded the Berkshire Hathaway HomeServices North Properties Rookie of the Year award for Minnesota/ Wisconsin in 2019.

Her dedication to customer service has helped her develop a strong base of customers and repeat business. “For just having been [here] for two years, it’s about 36% already,” she says. “I have clients who I sold to a couple of years ago who have already come back to buy again.” She attributes this to customer service. “Having worked with Disney and going through their customer service program, I always put the customer first,” Nancy says. “It’s about helping people. I love helping people find the right house and providing them with concierge-level service. I’m always available if they have questions.”

Besides using the typical REALTOR® tools to stay in touch with her clients, Nancy takes a more personal approach.

“If I know that I’ll be in their area, I’ll call and we’ll get together for coffee or a meal and catch up. I believe the element that is sometimes missing in the rush of the home search is the personal connection. Taking time to get to know my clients and their needs, before, during, and after the sale, develops the long-term relationship that sustains my business and our friendship.”

To market her listings, Nancy uses the many tools offered by her company, such as AdWerx, social media advertising, and virtual walk-throughs. She develops a personalized advertising plan for each of her sellers, which 62

includes advertising directly to her seller’s neighbors and the local community.

Giving back to her community is a core part of her business. She volunteers with her local Chamber of Commerce, on the local planning commission, with her kids’ sports and schools, and in her church. “Part of having success is giving back,” she says. “Your community is a vital part of your business so it is imperative to contribute to it.”

When she’s not working or helping with her kids’ activities, Nancy and her family love exploring the state of Minnesota, whether that be its natural beauty, a sporting event, or experiencing the newest restaurant.

The highlight of Nancy’s job is the people. “I love meeting different people, seeing all the different houses, and trying to find the perfect fit.” she says. “Sometimes there are hurdles but working through them and helping my clients achieve home ownership is so rewarding.” My goal is to make the process as painless and fun as possible using my knowledge and experience to help my clients enjoy one of the biggest transactions of their lives.”

Looking to the future, Nancy’s goal is to double her sales this year and to develop her long-term expansion goals.

“Right now the focus is on building within the office and I’m working on getting my license in Wisconsin with the possibility of obtaining my license in Arkansas where my brother-in-law owns a real estate company,” she says. Her advice for other agents: “The key to everything is customer service: Take care of your client, provide them with superior customer service with a personalized approach and the sale will come to you!”

For more about Nancy Rowbotham, email nancy.mnhomes@gmail.com or call (763) 259-8393 Copyright Top Agent Magazine

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

Top Agent Magazine ®

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

Top Agent Magazine ®

Top Agent Magazine

ERICA SIMPSON Top Agent Erica Simpson – of Platinum Real Estate Group in Juneau, Alaska – is a hardworking, ethical real estate professional who is truly committed to providing her many buyers and sellers with the very best service available in the Land of the Midnight Sun. Having built her business on a foundation of honesty, integrity and deep industry knowledge, Erica has earned her sterling reputation as a trusted real estate advisor who consistently goes above and beyond for her clients.

Erica began her career in real estate in 2017.

A few years prior she had been looking to purchase a condo for herself. “I was kind of excited about it, because it was my first house,” she recalls. “I called up a REALTOR® who was supposed to be one of the best in Juneau, and we met at the condo. I wasn’t there for five minutes before she started checking her watch and telling me she had to be somewhere else in fifteen minutes, and she started pressuring me to make an offer. I thought to myself that if this is the best that Juneau has to offer, then I needed to get into the real estate business.” Erica, who worked extensively in the tourism industry, became licensed and immediately set about building a thriving business based on exceptional customer service.

Currently, nearly half of Erica’s business is based on referrals and positive word of mouth, a significant achievement in the highly competitive world of real estate. Although being born and raised in Juneau, Erica doesn’t limit her success to word of mouth referrals. Erica pours herself into education and continuously works to improve her knowledge and skill set so she can be the best resource for her clients as possible. Shortly after receiving her real estate license, Erica obtained her Military Relocation Professional (MRP®) designation to better serve Juneau’s extensive veteran population, and in the fall of 2019 (only two and a half years into her real estate career) Erica earned her Certified Residential Specialist (CRS®) designation.

The CRS® designation is the highest credential awarded to residential sales agents and takes most agents years to achieve.

Another major factor in Erica’s success story is her thorough and intelligent marketing of her listings. Professional photography (including drone footage) is utilized exclusively to ensure each property is shown in its best light. Radio and print ads compliment Erica’s expert use of the internet and social media platforms to make certain that each listing is seen by as many potential buyers as possible. The most frequent outcome is a fast sale for top dollar, not to mention happy clients.

“I really love helping people through the process of buying or selling,” says Erica, when asked what she enjoys most about what she does for a living. “They are entering into what may be the biggest financial transaction of their lives. I also just love looking at homes with people and having fun. My clients also know that if we walk into a home together, I’m going to be brutally honest if we walk in and I see something wrong with it. For me, it’s never been about the money, I just love to help people, whereas a lot of other agents are dollar-driven.”

Erica is also extremely involved in her community. She has served for the last eight years on the Greater Juneau Chamber of Commerce board of directors, she currently serves as the Vice President of the Southeast Alaska Board of REALTORS®, and is also involved with local charities, including animal rescue organizations and Free the Girls, which raises funds for women who have been rescued from sex trafficking or other compromising situations.

Currently studying for her Broker’s License, Erica’s plans for the future are to continue growing her business, while sacrificing none of the amazing customer service that has become synonymous with her name.

For more about Erica Simpson, call 907-523-2774 or email EricaM_Simpson@yahoo.com Top Agent Magazine

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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Top Agent Magazine

MEIGHAN SWEENEY Five years ago, Meighan Sweeney was on the hunt for her next professional challenge. She had a background in sales, but craved the opportunity to be her own boss.

Ultimately, Meighan made the leap into real estate, and hasn’t looked back. In the half-decade since, Meighan has carved out a reputation for her transparency, track record, and personal touch.

Today, Meighan spearheads her work under the banner of Cummings & Co. Realtors, serving clients across the greater Baltimore City and County areas, though she is content to follow wherever clients may lead. To date, almost the entirety of her business is driven by repeat and referral clientele who trust her experience and incisive counsel. “People appreciate that I’m really honest, and I don’t try to sell them on anything that’s not the right fit,” she says. “I take pride in focusing on relationships first. I’m always honest with sellers and buyers about expectations, and I treat everyone with the equal respect they deserve, no matter if we’re working with a $100,000 home or a $700,000 home. No one is put on the back burner.”

Likewise, Meighan leverages her experience in sales to guide and educate clients through the transactional process. Along the way, she cultivates lasting relationships with those she serves, keeping the lines of communication open long after the closing table has been reached. “My clients often become friends,” she says. “Because of that, keeping in touch over times comes naturally.”

When embarking upon the listing process, Meighan tailors her approach for each home hitting the market.

All properties are equipped with high-end documentation that offers prospective buyers and immersive first impression. From there, wide-ranging exposure is secured through placement on the leading online listing platforms, social media campaigns with targeted ads, and demographic mining that draws ideal audiences. Last year, Meighan closed roughly Top Agent Magazine

$8.5-million in volume, serving a wide range of price-points and localities across Baltimore County, Anne Arundel County, and Prince George’s County.

Beyond the office, Meighan gives back to her local community through the organization Back on My Feet. In partnering with six different homeless shelters in the area, Meighan helps lead a running club that offers those experiencing homelessness an outlet, a routine, and a community. “It’s all about bringing people together through the running community,” she says. In her free hours, she carries over her active streak through weight-lifting and CrossFit competitions. She also enjoys time spent with family and loved ones, and cooking.

As for the future, Meighan intends to keep progress going steady as she continues to build her business, potentially gather a team in the years to come, and continue her work in the community. Now, with five years of experience and insight to her name, Meighan Sweeney considers what she enjoys most about her chosen field. “No day is ever the same,” she says.

“I really enjoy the flexibility, the ability to work for myself, and help others in the process.”

For more about Meighan Sweeney email MeighanMoves@gmail.com, visit MeighanMoves.com, or call (410) 279–0087 www.

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