NATIONWIDE & INTERNATIONAL 12-12-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS AMY HAUSMAN BETH ELLERS KATHERINE SHUBERT NADIA MOHAMMED

FEATURED AGENTS

SHILOH JONES

JENNIFER PIET

BRIAN DURHAM

JOE CIRRONE

PAIGE HAILS ANDREA PEREZ DEL CASTILLO

KATHERINE MOREFIELD

CHERYL HAND

MEGAN FINKE

DARCY HARDY

RICK O'CONNOR

FLESHIA VOLPE

STEVEN THOMPSON

LEAH WHITEMAN

COVER STORY

CINDY AMBUEHL A FAMILIAR FACE

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

KATH

BETH ELLERS

AMY HAUSMAN

“I I d W S it lo CINDY AMBUEHL AMY HAUSMAN BETH ELLERS KATHERINE BRIAN DURHAM is PA SHUBERT With a can-do attitude and a work ethic that drives given me the edge I need to keep moving forward her to go the extra mile for her clients, Amy Haus- in this business.” m YouWhether don’t have50 toyou talk to Candice Kin man sets herself apart in her local market. Amy are purcha 35 41 46 found her passion for real estate through work- Clients give Amy high marks for her willingo very long to realize what makes he ness to do whatever it takes to help them achieve ing in a real estate office for 6 years. “In 2020 I Throughout her life, Beth Ellers has always her outgoing personality with her str rental property, or are a se decided to take my real estate office knowledge their real estate goals. “I go above and beyond of the best Realtors in the country an entrepreneurial spirit.

Prior to ness acumen and tireless work ethicfr t for my clients,” Amy explains. “I will do whatand obtain my Broker’s license,” Amy recalls. “It possessed or even aoffirst time home warmth and quickness to laugh puts yr current status as my an hands accomplished real esdemands any transaction—from ever is needed and get dirty, whether was an easy decision for me and with Team Baker her si thatagent means in changing light bulbs or re-caulking and Platinum Partners behind me, I knew I had tate the Capital District, she ease would homes to farmland and relocations. immediately, and the enthusiasm considering purchasing in the support I needed to succeed.” build a successful career first in agriculture id has for helping her clients shines thr and later in education. Over time, though, she When listing a property, Bethare takesga or Connecticut you And succeed she has! Serving the entire You’ll also value the matter-of-fact Chicagoland area, Amy has created a found herself seeking a new opportunity that hensive approach. After helping ph name for herself by providing top-level talk todiscusses REO specialist An which she herhome profession.

Katherine Shubert of Chicago, Illinois better spoke to her self-motivation and pasfully prepare their for the m W customer service. Another unique trait broadcasts it over a series of regio sion for helping others.

With the onset of the NADIA SHILOH JONES BRIAN DURHAM PAIGE HAILS built a successful real estate business that helps Amy stand out is her self-pro“The thing I with love mostbet a isn’t much difference lo COVID-19 pandemic, she decided to“There tran- really systems, along a highly targe claimed moniker, the Broker that Rides!

MOHAMMED on perfectionism, a love of Chicago, a “I ride a 2018 Harley Davidson Heritage sition into real estate and quickly found her of digital and kinds social campaig agents when it all comes tomedia the meeting ofresource great th and I mean RIDE!” Amy says. “I average Bobbi niche in farmland properties, as well as resiover,Candice she those utilizes proven resources unwavering commitment to client satisfa Carlos Ortiz is one of people you can offer,” explains.

“So it c about 15,000 miles annually and most of satisfaction I get from hel in 1977 dential homes, establishing a robust network advertisements in magazines and lo CONTENTS those miles are ridden with other women. nextyou eighteen theyes m Brian Durham of Burnsville, has “IMinnesota, don’t want to call myself amonths perfectioni meet for whom helping people is second down who think will work of satisfied clients and colleagues that spans to papers to give her clients an addedha a I even ride to my appointments whenever where and save money,” Antho approximately 177 transacti built an ironclad reputation in the real estate I can. It is one of the ingredients that has se, butfor I impulse like to beheinvolved in every you.”ensuring va the northeast. a seamless transaction thro nature—an gets to exercise my per 4) INCORPORATING 38) SUCCESS– THESE 61) 4 REASONS Brian has experienced nearlyH industry by prioritizing clients Born and leveragand raisedwith in South Florida, Paige work atolot of investo ofevery marketing and make sure that it is or brea tis daily as aCapital Realtor with Coldwell Banker CHARITABLE GIVING IN YOUR 7 HABITS ARE THE ing REAL WHY MULTITASKING real estate industry, working his financial background hebeen has always drawn estate.

Comin And make nolived mistake—no one Today, Beth is a REALTOR with HS chance Having on real a farm all her life, Bw “Real and beautiful –anthorough especially now when wb broker presently gets.

“I’m a firm that ifage, you do the REAL ESTATE PRACTICE SECRET TO SUCCESS CAN ACTUALLY them in theowner, right position Choice Properties.

“I feel very lucky tothe as when itand comes to Realty, LLC. wherebeliever she assists clients throughshe had opportunity to master the W harder than Candice.

You could almo since I WeGo Real Estate brokered right for your clients and put their needs out thing the Capital District and its surroundand selling of farmland properties, competing to get the attention of buye DERAIL YOUR DAY ness from the ground up through her father, she’s been inand the industry since she wa wake up every day have the opporbe profitable.

On the reta cl After m ing and her listings through unique puI ing communities.

Having served clients Managing for Rea first, everything falls into place, andallyou purchased and renovated numerous prope 14) CONNECT BEYOND 44) TAKE MY WORD FOR IT: else I do most that myself.

InBroker addition, littleof things for her mother, who wasth tunity help someone find their dream Springs throughout Newrelationships York State, shewith hasto combined like Lancaster Farming to extend build lifelong clients and to use the knowledge of c m around Miami.

After launching several succe REAL ESTATE TO ATTRACT THE POWER OF TESTIMONIALS 65) always 4 EASY WAYS TOin earnestand loved architecture, each career began in 2007 ashom she and go the community.”

Hisown, current position has Br home,” Carlos explains.

“It’s especially businesses of her Paige would find he FUTURE CLIENTS & MAKING WORD-OF-MOUTH REDECORATE YOUR gained as anto REO in as an unlicensed assistant.

Sheagent got he its personality.

Soheestate, when the buyer for 44 wants be,right and he is indu exc returning to real noting how the rewarding when that person is a firstCOUNT OFFICE THAT WILL that, working mother 20 clients Originally, Brian enjoyed a through successful career and prosperity with fi the door, Iwith canher immediately se find asuccess solid home atuntil aperson rea perfectly complemented her outgoing 7

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20) MY CRYSTAL BALL: YOU CAN PREDICT YOU'LL BE SUCCESSFUL SELLING REAL ESTATE 26) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 32) WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION

Phone 310-734-1440 | Phone 310-734-1440 | Fax

time homebuyer, seeing theirToday surprise BOOST MORALE estate to Georgia.

Candic on the financial side of the real estate industry. and her entrepreneurial spirit. Inspired, she has g twinkle in talents their&eye.”

48) HOW TO ANSWER IMPRESS CLIENTS “I spent nine years working theon banking and andin excitement when we find a house 4 agents with Virtual Properties Re to author an accomplished, 11-year care Bobbi finance world and had athat broker owner that I THE INEVITABLE QUESTION: A graduate in commu clients all over the Atlanta Metro are an agent and establishing a robust“B n is perfect for Broker, them.”

Initially licensed in 1996, Katherine worked and partnered with had been afGroup, WHY SHOULD I CHOOSE YOU? 69) who 5 LESSONS FROM Gwinnett and clients Walton counties.

In so 2th work ofEastern satisfied and colleagues Connecticut Stat ter me for years to become an agent.

In Springs thrived inthe2013 diverse markets leveragin spans state.

SILICON VALLEY TOsales million in volume,bywith around fo he approached me about Carlos an opportunity toworking pairthe got into industry in 2013, aft of El P with Agnelli individualistic, entrepreneurial streak, 52) 5 TIPS TO GET up with a hedge fund toMODERNIZE AND MONETIZE business coming from referrals Rea oranr buy properties.

That ® Dougla an in the restaurant industry.

He been lo Today, Paige iswith the REALTOR and Brok has perfected her systems forhad managing NEW CLIENTS YOUR them their marketin joydown Candice takes in helping them an appealed to my financial side, soBUSINESS I flew business of Motivated Connection Realty, where newhedge challenge, but the wanted career that vw delivering highest quality of gra serv step offund transactions.

“I likea to stay in cha to Chicago, met with the leadthat sp the broker, upon assists clients throughoutand Palm Beach, Browa 57) 5 THINGS YOU ership, and the following 73) IStoFINDING A of them coming back. while continu himMonday meet lots people I started “Client it County,time and thejob surrounding communities with the broke on this side of real estate.”

Brian led service, a teamRIGHT CAN DO TO ACHIEVE NICHE MARKET I get th a valuable something he had enjo South Leveraging her deep roots in “I Florida. approach every transaction as iftht of seven people, and over the course of the opportunity YOUR BIGGEST GOALS FOR YOU? good to wor busines areain and work she has He develop his years thetireless hospitality industry. wa says Candice.

“Ifethic, my clients can’t hsla generat an expert workflow to meet the needs of and provide an invaluabl Fax 310-734-1440 with the Realtor he worked when pur I’ll be there for themwith no matter how and transaction, from residential real estate to Ico itth get, because if homebuyers. they’ve work home, mercial who encouraged him todone lookthe into tors I dbfe 310-734-1440 them sales,and new construction, short-sal

mag@topagentmagazine.com | www.topagentmagazine.com en in the financial position to be and able to mag@topagentmagazine.com | www.topagentmagazine.com agent himself.

He got his license ne looked back.” job is to help them cross that finish li Thisex fa to No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent is published

by Feature My back.

“It’sMagazine been very rewarding.

team. H Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials,Top Agent Magazine cannot be held responsible for the restaurant business taught me how a Her relationship with clients doesn’ agent opinions expressed or facts supplied by its authors.To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. a Realt Anthony has been

2

however.

Candice naturally W people andline, learn their particular needs.

It’ Andbuil Bo in both Massachusetts an ships with people, and many clients and is to understand someone what they’reish Top Agentand Magazine friends by the end of the process. years.

T he closed $2 million in “A in order totell serve them well.” uso Chrissy them I’ll see them in a couple

close over $5 million by

DREA PEREZ DEL CASTILLO CHERYL HAND

DARCY HARDY LAURA EVANS

FLESHIA VOLPE

A her hardworking agent byCOULTHARD her passion attitude with After staying home for son dueGROUP diligence so that clients know exactly For Cheryl Hand, real estate runs in the comfort level established they’re STACEY uiding buyers canto care obtain information ondriven thebecause GROVE HOMES RACHEL HUDGINS 55 for® several 56 59 Fleshia 60 for helping her me clients succeed, tiple offer s family. “My mom was a Realtor and familiar with and my track record, so years, Darcy Hardy was what they’re dealing with.

Andrea property 24/7. That’s in addition tocreate open I am trying to ansave island way to get there is by boat.

“There are managing office inthe the late 80s,” she it’s easy for us to a strong relationreadyReal tothat reenter the workforce.

She Volpe takes caring, personal service to there my estate has Situated been partat the ofRachel Paige accomplish thisHorse is by implementing Hudgins is of based and in Marietta, The for aspect American Quarter Association northern edge t in her houses, just listed postcards, mailings to explains.

“At the time I was looking for ship from the start,” she explains. knew that she wanted a career that Darcy is actively involved with her son’s 68 59 Evans Grove’s 64 60 63 another level.

Ever since her experience homebuying love,” declares Laura while no bridges to the island.

It’s a very Georgia, and does business all across the most excitin life for Arizona’s decades. After Paige ough marketing strategies.

“Wean sp Maricopa County, very well the bond between rider and a new career, and my mom wasoffered begging more freedom and and flexibility private school, Montessori. ised in her database, more.

“There lotstate. west shadowing side ofathe She archideveloped an the Woodinville ent, and eve high school a local graduated from thein University ofare wordIamongst our brokerage w discussing Smiththan Island. peaceful existence. can ride my bike meher to get beloved my real estate license.

So evenWhen it comes to marketing her listings, the corporate jobs she hadlittle worked The school the highest of having theeducational right resources the town of Wickenburg interest in realon estatehomes as a importance child, when offers and learns tect, Fleshia has known that and Giving backnt estate of steps involved in putting a house Georgia in 1991, she decided to earn her ever we have a listing,” Paige says. tually I decided to follow her advice.”

It Cheryl relies on word of mouth, as her in the past. A negative experience with worldwide standards through place.” aShe’s personalized educa-finds With thanup 200 fulltime residents, around whole used to ride withits her uncle, athe realtor, sellin riding lifestyle. an expert isAlthough known for design are she her passion.

Fleshia combines antattofindin Flesh being one of the best decisions reach wide.

She utilizes direct mail, real took a have also for advertise webs some-less ended the estate market,” says.

“You to a property rental license. agent Andrea inspired her tosheisas tionhouses. experience childrenon 18hundreds monthsing.ofShe he made the rounds showing lov Cheryl has ever made, as shelast has found social media, and more.

She hosts events this enthusiasm with her knowledge of to the WAI property for her buyers. many rodeo events, and has Smith Island is known as the inhabAside from her work, Laura is passionbreak to araise her children, she was intake professional photos, and make give real estate try because she felt she through 18 years.

Darcy has been instrus liked monitor the market closely and keep cliRachel admired herinuncle and his busipeople, esp her dream path. Today she works as a solo throughout the year to stay touch with market conditions toa yield positive results addition couldvolved offer better It was also mental inbeing planning the annual in theservice. building industry for years. the home looks fundraising its best.”inpossibly made the county premier ted islandagent offwith the shore of Maryland, about involved local piqued her interest; needless to say, th ed that ents informed of what’s on.” a licensed administrative assisher going pastness clients and get toHARDY knowate new ones.

ANDREA PEREZ CHERYL HAND DARCY FLESHIA VOLPE in the for her clients.

Habitat for a perfect compliment to her background gala for several years which can bring in KATHERINE MOREFIELD “So I was always staying updated on Rachel obtained her license and has now ever made.

When it comes to her listings, Stacey destination for western-style serving and The Monmouth Whether she’s assisting a buyercommunity. or a seller, JENNIFER PIET JOE CIRRONE LEAH WHITEMAN DEL Middlesex CASTILLO ocated Chesapeake Bay. island am in virtually as you ontant, in finance, interior design and herabove MBA. as years. much as“I $250K in involved donations.

She loves annual promD current market trends,” she says.

After During anyand freestaging time, Paige and been working as anyou agent forsellers 19 in helping Counties in New Jersey. Growing up COULTHARD in New Jersey, she goes their creating a positive RACHEL HUDGINS ® expectations, OKSANA BOGOTT STACEY LAURA EVANS AUSTIN LAPP GROVE HOMES GROUP on preparing their hom riders everywhere.

And if give back to the community.

She helps For the past 3.5 years that REALTOR Since completing her real estate license helping to support something she believes BRENT MAHAGAN o client service and has also been posting videos to her Joe Cirrone of Malden, Massachusetts, of Somerville, which closed at $600,000 With Selling ADK, Fleshia serves the entire Capital working or giving back, ple.”

It Andrea is always trying to give back to CANDICE KING In 1989, REALTOR® and broker her community, NATANEL MALKOUKIAN the wide“M ra s recognized by famous everything that happens on this island!”

Cherylworldwide is extremely knowledgeable about its neighexperience for workall involved. said,mentor all herKatherine kids were grown andbeen she had remar- One recent client stay active inher the community. the new agents in office Morefield has 63 itseight 64 67 68 passion for her cliYouTube channel to reach potential years ago, Darcy’s business has in for her own child and it’s also a woncombines geographic flexibility with an above asking price.

“I’m very good as a a horse enthusiast theher contemporary buyer.

With the Leah Whiteman decided toto get United Way Foun Region, including Saratoga, Washington, and Warren with her dog, who ishelp aw re borhoods andLapp communities.

She been loves guiding her “I are highly recommend Cheryl as looking awith real estate broker. involved ried, Paige decided to begin again in real year old started the CDAWG Founda Andrea her community.

She donates a portion of Rachel works a partner – her daughand supports multiple organizations ing in real estate, she has established Austin has never a one-sizetrack to close around $12 million in nds apart in Chicagounwavering buyers there. use socialfull-time media platmulti-layered Smith Island Cake, the She isencourtheone manager of the Smith Island dedication to communicalisting agent.

I estate guarantee aofcompetitive grown into a“We successful career derful way to make business connections real license atquestions the– of Commerce, a clientsfirst throughout the process, providing endless supShe was extremely responsive to all my Top Agent Natanel Malkoukian Managproblems have come up.”

She also stays manage ng for Having entered the world of real estate working directly with the lo energy and derful assistants, she creates professional to move to the center of the action, you are going to counties.

A strong 80% of Fleshia’s business comes media and has led to her asing your resources Agnelli provides as of the that provide for children inchildren need. “If who can’t a her reputation as as a we highly personter, Peyton Lamb, who just started in money estate.

Joining Century 21, atmosphere, her knowledge about new which raises for was born and raisedtion forms to reach as many can, and integrity to fuel his real estate and I one stop every single perfits-all kind ofreal Realtor.

Since getting hispeople sales volume by the end ofthe2021, Austin eir real every commission she receives to of 77 78 71 that has exceeded her expectations. with people in community.

72 75 agement of a relative.

Joining their She is also very port throughout their estate journey.

With her sloand concerns during the negotiating process.

She gave ticipated in ® and official state dessert, and its abundant Cultural Center, the island’s ingappreciaDirector at Nest amongs touch through annual client one opened I’m doing well andowns I can help someone able, hardworking, reliable agent from aofsure sign that clients trust herhis to activities,” take agent with the fur inin 2019, Brent is areferrals, caring to try to put together aonly fund January –New and aDevelopment buyer’s Zach Fox. yerfather hisenterprise. because we know a lotMahagan of buy“I’m a ‘get out there and meet son comes the door ofagent, myof the and theestate surrounding property to contact Realtor Stacey Coulthard. construction ledmillennial to her being awho part of athrough team’s new Paige explains. w in Best 2013, hewant has seen people move gets half of business from she various holds a Managing Broker’s brokerage, she began toextracurricular make ahome raising for“So a with sch easoned investor, largest brokerages inabout the area enables gan license being “The ‘Hands’ in Today, Real Estate,” Cheryl meplatforms,” several recommendations for lawyers, inspectors the nonprofit organizations she charity else do well, I will.

I want to improve Pennsylvania and Maryland.

77,Her the year I was ers are outacross there using these the people’ kind of guy, because the ‘peoopen house to highlight everything the The team averages $10 to $13 million in Seekers International in New York – is a tion events, or via interactions on social y. care of their friends and family, and it’s easy to see hiking, visiting local bu home division.

Soon Paige became so busy that she always giving back to that, and I’m also a board professional who goes out of his way the wrestling team so that reshly caught seafood.

To Laura, it’s hair salon, she is a notary, an electoral license and manages a small team.

Giving back to the real estate community by mentoring to market the listing on the MLS, social m name and business for herself that one of her agent puts tremendous effort towards giving her clients an and movers to use, which was very helpful since we for many different and so knows repeat clients or referrals.

It’s a diverse These qm with foster around it,” Jennifer Jennifer explains. everyone acrossnew the board,” says.

After getting an unconventional start ple’ portion of my business reasons, is what I love house has to offer, explain my pricing supports.

These include Comfort Cases, annual sales, and their rate of repeat and ebuyer, you are him to spend more time generating ® hardworking, intelligent real estate profesmedia.

Candice keeps all of her clients why.

Fleshia builds longstanding relationships with her withshe friends and family. you at if encouraged her husband, David Grove, to earn his ber of the 400 North Association of REALTORS has grown every year since then.

In In her spare time other agents is another passion for Darcy.

She is already exceptional experience. weren’t from the area.

She went above and beyond in to provide his clients with the best serget new uniforms next yea dimply to make realher estate

by County answering Facebookwho adstrategy from aand thehome—and most market – meeting people just being where Imuch think it’san todedicated and has even up that knowledge is only part of anative clientele, and Austin caters to the websites. local real estate Sheteamed also r AandMaricopa has spent ofgoing as loyal resjudge, and very involved with her many gl referral business is astonishing 95%.

Rachel attrisional who has made a rapid ascent in his clients based on trust and integrity.

“My contact with licensed in Virginia, International Rescue Committee, Save the Children, ® updated on the latest market developm she 2008, her relative decided to mentoring retire doing usSeattle throughout the purchase of our house.”

Darcy’s team serves thehelping city ofbefore and surroundmanaging and newerare agents as a broker but and join the familyhelpful. I learned these traits from Clients can ask Jennifer for her advice on license.

It wasn’t long Paige and Dave formed looking toinventory build a outside team, year, Katherine has already com-outdoors, REALTOR my end up.

I have never an offer not go n Massachusetts for buyers.

Those resources toy drive.

She vice.

With a knack for his background, Brent sup what clients need from their agent. farming community characterized byChristmas thethat butes this to had the sphere of This influence both she and his servi agents and potential her sphere her life on the back of athinking horse, Stacey is living her Much of her is based on referrals from repeat she has An been helpany aspect of the real estate process.

“I’m and Leah tooklarge opportunity to spending time wi dent, she’s doing in her church.

In the rare event she does my clients does not stop atthe thewho closing table,” Fleshia Inbuyers the future, Fleshia look ing communities that make up the Eastside including plans to build out her mentoring services into ain fullchosen industry.

Natanel, began his mother, andbusiness thateverything carries into every aspect above asking.”

Katherine joined the industry and pleted 25 transactions with a plan to ments with her monthly newsletter. rough.

Opportunities await Paige and Dave, as they pla Grove Homes Group.

Determined, highly experienced land. impressive and Fundacion Arco Iris in Bolivia.

“I love giving back American Legion chapte Peyton possess, as well ashe their capacity for personalarea’s large Mennonite population, asyear. the box andBothell, determination to help enforcement and first resp com: W ve their real estate your one-stop shop,” sheBellevue, says.

With an going to want to a boon for the investors works with of clients, as those who workbest with her appreciate hera exWhenever possible, Cheryl gets involved with her strike out on her own.

With just of my life.” learned everything she needed to close 2 more by the end of the Woodinville, Kirkland and Redmond. fledged coaching program.

Darcy sees a need for more able network given her many years in the life, combining her love of horses with her pasexplains.

“I love continuing that relationship with them businesses and continuin journey real estate in a2018, and currently t way ing location. motorcycles, playin move their team to a likes larger They wa and focused onnot service, Paige andin Dave have led their power to restore it tohas its previous glory. have free time, she to relax with ized service and casual and approachable demeanor. on referrals from her because I know that I’m only helping my clients, JENNIFER PIET JOE CIRRONE KATHERINE MOREFIELD LEAH WHITEMAN eye for design and rehab, Jennifer says, pertise.

Cheryl had an long unconventional journey in community.

She assists with fundraising events Beyond his professional networks, Joe “It didn’t take me to realize that this well as to those seeking vacation homes three agents including herself, Leah Receiving aroun strike outisand on her own as an indepenis currently takingHe therecently course toestate The Seattle area known asfor the technology hubtheir of the education inas the nitty gritty details of the real Candice is always looking ways toalongside give others, buyers sellers can always well. started the H MEGAN FINKE and celebrating lifeto Iwork like toShe present myself great in myNatanel fifth ye with her family) in her fr works partner Michael Bethony, afrom lifelong resident of the area. sion for helping people find the property care nthony Lareal Penna. course, but perhaps even so for peocontinue expanding their group, welcoming both team to close almost $75 million real inevents.

2021.

RICK O'CONNOR “Whether you are buying or selling, I right Most ofestate their clients end upmore being “friends, family ofdoing Ten years ago, Joe was to of the world of real is actively involved inin his greater community.

“IFinger estate which has ledintroduced to a refinement of her skills.

Berkshire Hathaway hosts for The Sunshine Kids, began to build her own agency from referr become licensed as a learn broker and has aness dent agent only six months later. oes to show the trust I’m doing something for my community too,” Andrea While serving as the manager the family and friends.

US hosting corporate offices for Google, Microsoft, business and hopes to help others from her years is a very emotional business,” Austin on the Lakes.

The different needs Nathan back to her community.

One cause that is count on him to have their best interHeroes program where first as a trustworthy and positive agent for them, and my I love being there for m top leader in Chican into aPENNA property andwith know roughly BRENT MAHAGAN NATANEL more than half aof billion dollars CANDICE KING ANTHONY LA AUSTIN LAPP friends or friends friends,” and thus Rachel’s pracCARLOS ORTIZ and experienced people on expanding board. her oldest estate by a close friend, in the pastgodecade his busilots ofclosed different charities, but my favorite thing to for them.

She got her license in 2003, partnering with She worked for years asand a sales associate, then after their corporate charity.

“I have also been involved plan toinrun a couple of branches of herWith the ground up.

Covering Elk and to her a place where Throughout his life, Steven Thompson Elsewhere, Stev about thisher job isgrown ple shopping for a home to live in.

“My Amazon, Facebook/Meta, Oracle and T-Mobile as well of experience.

She also plans to continue RYAN RAFFETTO explains.

“You have to be a good listener. of his clients are reflected in Austin’s and he MARIE-FRANCE VACHON BOBBI PRICE relasays.

When she’s not working, Andrea loves spending ves wherever what it will cost to give it some zhuzhin touch with clients through email and nng tolong-lasting facilitating our clients’ KAITLIN WHITCHER close to her heart is the nonprofit orgatween Rick O’Connor chased his dream and people have known when it comes to ness has steadily each year.

Today in 2022, Joe do is referee high school basketball.

I belong to Board clients become my friends.

I have clients who keep trustworthy and passionat ocal Cultural Center, Laura realized MALKOUKIAN tice is almost completely reference-based.

Rachel an interesti est inlarge mind.

Affiliated with eXp Realty, dollars to volume in 2021 alone, and pair are on obtaining her Broker’s license, spent over 10 years with Play for Pink, a Cameron big golf event that raised monchildren working in receive her office, it’soffers aleisure family busi Serving the entire state as the Century 21expec#1 Team inthe Often working with referrals, Katherine sets own brokerage in the future.

“Iers hope to offer services counties, Pennsylvania, on educating he 71 75loves as gaming companies such as Nintendo, Niantic, business through sustainable growth with a$1000 focus on Stacey still to in her time heralways mother for four years before theShe market crashed o. “I cover a hugeworks ing-up!

Ithe can suggest improvements asparticipate asalways a solo with Advisors 27, and they in72 the Special Olympics, so I a keen very ho I’ve people and marketing strategies, which include both has possessed an entrepreneurial assisting his bu turned it collaborating into ameeting career almost 40 years real estate, whether you are buying orride nization she helped establish to es we video marketing. hosts several events fulfilling,” shares Megan plans: “I think where Ine that people, and the experience has given me eye for as the manager ofagent aenjoyed busy Manalapan Office.

When ey and awareness for breast cancer research.”

During reaching out to me and me pictures of what they going to help out my fea rea does.

“I keep in time with her kids and staying active. tations with clients early so thatensure they know what isshow that I’ve noticed that other brokerages are lacking,” they are now eight agents strong trying to find track to hit more than one billion in 2022. and anyone who joins is treated just the same.

“Ev Georgia and based in Atlanta, those who work with he serves clients throughout Colorado closing costs from his comm Valve, and Big Fish.

It’s also major for the maintaining aof high-level of service. there aleft large demand for aback real Through her love for the island, and her keview, Lincoln was Park, Roscoe Vilwellarm asin provide contractors and designers toalways do itacomes all.

Price her real estate career When itbegan tocenter Bobbi truly Living, the residential ofreturned Boston Realty Advisors, am out there.

Itmarketing, gets mewas a little bit ofyour exercise Marie-France Vachon her real estate way for optimum exposure.

“I alw Kaitlin Whitcher found her passion for think Premier Residential Broker and Founder the beginning COVID-19.

The key many local trails with family or friends.

2007.

While the real estate business down, ago, and hasn’t looked since.

Born selling home.

He helped us find our ® began Cheryl lives.

“I truly care about my clients,” he highly re management and to the sales side, Cheryl’s free time, she loves relaxing with her family, hearing their personal stories anyway, and a heavy social media presence and print realistic and achievable.

She provides all the inforshe says.

“I’ll travel anywhere my clients need me, of my business to be.”

S a safe and equitable environment for all comes with Leah at the helm. as she looks to th did their house and want to stay in says contact with tactics with myM and CEO Florida throughout the year, such as and Pints TOR To stay inblown touch with past clients, Rachel swears by herwinning spirit.

Abiotech prominent businessman in the Fort to the right ker Park, orthem all the way toof the north I also offeraround stagers when needed, and I can help buyers one here is part me, the family.

It’s so inves rewar Grove Homes Group are consistently away em check in and industry.

With Seattle aswith the thriving urban 89been 86 servicing everything inentrepreneurial and Boston.

“I 35 squeeze in the wintertime, plus I“We meet tons of different people.”

85 81 82 lping make red flags about atoPies property,” Anthony.

Springs and the Eastern Plains. atoofensuring show of appreciation for em 7.

“I to wanted to get into awith business sets herself apart. do achildren, lot of print an spirit, he always first home and has continued work real estate while she was working as a will career years ago, thanks to the encourHDR photography and Matterp of Raffetto Real Estate at Pointe3 Real his marketing success is mation they need tohome make informed decisions while but I am only one person.

Building a larger team she quickly topped the charts for production volume, including her husband, adult three grandstate professional who could advise fierce drive, Laura is positive that she with the place she has Natanel began his career in real estate need his ing emphasis on expanding he friends are once and future clients.

She she began riding professionally again, competing as a I think taking the time to learn the why ad campaigns. northwest suburbs, where I was by helping them with design for their next and patented “quarterly pop-bys,” which she undertakes is just the greatest feeling.

Building that because ifwatch I can share any my rw says.

“That means going to bat for them, students at academy she attended in ardest in as many deals Looking as Lauderdale Ifor have people who tofuture, work While hewhich thrives within his expanding circles, Joe readwith eXp Realty.

Before atwould Thanksgiving time and acity local Polo event. center, residents enjoy all the amenities asupport large toand work asfamily arelationgroup together and everyone g bywant their guidance, coaching and throughout area, he first take an More than I would be totally responsible advertising and online advertising,” she ys.

“I make sure I’m toward the Andrea says, “I plan to grow knew he wanted to build his own busiwith us and our entire over the also giving them space to breathe.

“I’m known for would allow me to help more people while continubecoming the Number One agent in her office.

“I’m sons, three brothers, her Mom, nieces, nephews they do. real estate paralegal for law firms around and ply wants to continue wo ofwork her father, who was ahelp commertours on each and every one ofoffice mya Estate, Ryan Raffetto isagement awith prominent that all his listings areareas, innovating and nifer says. them a realistic budget to with.”

Known for their lush, rural wooded the two plans to open abe satellite ony explains.

“I “I can them steer clear of homes during holidays, back to school, or other important for the highly reputable Ryan Serhant Team with me.

I work ingiving very different but equally desirable ily places a working single network above all others: his steadily behind someone’s decision to buy or sell ship with them is really heartwarming.” ing them to stronger coupled the beauty of Puget Sound. world-class with them at various riding events, or thro barrel racer on the rodeo circuit.

She returned to real high school.

“Those students come from visitors interested in purchasing propercan bring about the changes she hopes and succeed.” the transaction.

“We are all in this together,” Paige gan worked as a producer and looking out for their interest 100 my quick response times “I andbelieve available almost ing tothat grow.” rformance, and I’d name either make it explains. in advertising.

Even a locations creative thinker and marketer,” explains.

Acther dachshund, Lacey. ness one day.

After graduating from course of including theespecially sale ofsiblepeople and making frien There areFor manyof oth counties Leah focuses onInternational. attract manytoeven couples to different areas her the Seacoast of New Hampshire.

“Idrives loved them my business.

Ireal would love to help more people, maybe ents call me for any in the Seattle real estate marleading the online –me Somerville and Cambridge are urban, but growing family!

“We’re very involved grandparents –span interest in estate following aam negative newcomers to h cial real estate agent.

Marie-France got she says.

As ashe former law enforcement official, moments throughout thehas year.

Sheplatforms, about 100at the legendary Nest Seekers “My perrestaurants shopping, arts, culture and professional helps serve them better.

People will Austin helped shape theIfrentals,” community theirother clients too.” certain everywhere inin the world, and arrive with 24/7,” she says.

“However, I let my clients make up explains.

“All of our team members work to benefit ors to the repair costs are prohibitive, ing as aput real estate agent, a invested resource and anand advisor, sends on holidays and special occasi estate full time 2014, but has never lost her conneccollege, Rick in real estate, and my late mother’s home recently. you of business comes from As for what the future holds, Jennifer says, “Iwhere plan nakJennifer’s industry for fifteen years Megan has also adopted the skills she learned itdirectly onthe my own,” Bobbi recalls. though very few people do print anymore, ies on island.

She obtained her license shortly after. to see.

“I want everyone to fall in love with this island moving away from big cities in search of a more as neighboring towns.

Wherev further north like in Lynnfield they’re more suburban.

I we have a three, a two, a one year old, and another on percent.

But it also means always tellrole in Natanel’s su diving into the paperwork and documents, feed ® 150 houses and drops off desserts or toys, and this ket.

Appreciated for his personalized on social media.

Another essential her license in 1987, and the rest is history.

Marie-France will also invest in works adding a buyer agent and forming a small team.”

For here for!” sports teams.

The Eastside where Darcy lives is great Brent knows how to look after others Brent started his team, SOC spective and my mindset were always to go after new their own minds in their own time— I’d never presexperience with aandgo.”

REALTOR ,or in which he nity,she’s from itsguide fa itall comes to marketing her listings, Fleshia brings keep coming back tofrom you if they you care.” he serves as asoofmember of one of local planning ients, a sure signCheryl of the is trust and to grow myself my team.

I When would tocontinue making clients happy and As Cheryl’s career continues, she plans to keep helpwastomatch, hooked that moment on.

“Iwhole. want best, youloves have tothe contact Rick atoher variety of needs.

It means a good lot to me to the team as ain We’re extremely close and really don’t like place limitations on where Iknow will the way in November.

We spend aplace lot time at the estate seemed like a committed good I’ve had luck with print, keep peaceful toIthe live.

Leah working with ents need, er hometown.

Eventually, the television industry to market listings ® tion to the horse-riding scene, the many wonderful unique approach undoubtedly contributes to her repuwould behere histo expert deeds and title searches,” Kaitlin recalls. keep nres. to and but Ischools can also connect them with the right approach, upbeat attitude, and drive for component in his recipe for success is ing them the truth, helping them avoid for families and known for and strong Leading the Marie-France Vachon team, photography and pamphlets. sure them to buy orofexcellent sell.”

While REALTORS and see the beauty and calmness that exists living here. work tirelessly to find “A succeed lotmany of my clients are clialso love to launch my career into more atheir rehab/ ost say going beyond to ensure they achieve their goals.

“I ing people achieve their real estate dreams.

She loves development in the same way he did,” recalls Natanel. added value to her clients inreal the form of her photogAndrea, it all comes back to helping her clients succeed.

His lack of limitations extends beyond Massachusetts: park or indoor playgrounds.

I’m grateful that estate was going to attend medical school, but and his staff.

Rick’s knowledge ofcontributed theyou in stressful times.

Understanding how Homes—where his wife w boards in the Village of Penn Yan, and has come from a variety of backgrounds.”

This results in young families who are new to the area, especially find a house to make you make sure they are well cared for.”

I loved houses and I knew sales.” investing in it.”

Bobbi is also a member lacked the support needed to make a well-inarea highlights tation assolid a warm andthis friendly agent and, subsequently, Vas industry, began which entails having aall social media plains.

“I have repeat clients who design program.

IHampshire, looking to his branch out and godoes, to Montreal “It was really interesting to me.

Ithe got community involvement. brokerage’sStacey internatil As for future of business, people itam gave her the opportunity toto meet. helping heNew strives to provide approaching all listings with the same will do whatever ispeople, best fora them,” she says.

Maintainwhat she and is happy about where path has she services the greater area, JoeAustin isrehabbing also licensed to work in and allows me that flexibility, and my day-to-day life lets 9sellers, years old, doing I Colorado really fell in love with investing, and McHenry County area is unmatched by her situation that isn’t right for them, even “So, during my first nine months of working with that raphy expertise.

She has owned her own photography ail side, I’m able people smooth the process and put the first-time homebuyers who have a palpable sense originally entered the industry as a property to the growth of a number of the businesses along Main I want to fill the island with good families who care lients the perfect home, for Laura, who has watched a cohesive team that works diligently to accomplish important and nerve-wracking a transphotographer—in order to h “Real estate is the best investment anyone can make, s, and invesmoving from California to of several networking groups, including the network of references she isof always building. iness, which is wonderful.”

Asbe for theformed next level.”

MEGAN RICK O'CONNOR STEVEN THOMPSON When itAscomes to marketing, Katherine employs all decision on his purchase.

Motivated Now personally nalso realized itingprofessional would ad-the through Facebook, Instagram, a presence in community through marketing taken her in life andand in her career.

“I seeing people my real estate license as part my job Look network shows no signs ofFINKE slowing. a presence me grow my family my business atlove the same time. ods utilized include exceptional service and experiences. mindset, no matter the price point. to helping more people asimpo the decided to earn my real estate license anyone in this area.

His staff is spending friendly including the island of Montreal and theexceptional Community involvement is of excitement for the process ofget getting afirst home.

“Iand“Imore Going forward, Candice will be adding an administraa Realtor.

Her business since before embarking on her real estate team, I was fortunate enough to my exclu® ming back, Jennifer says, “It’s the manager when an investor reached out to him in 2011 Street.

When he’s not working, he loves time if it’s not something they want to hear.

I client goals.

They make the experience so s, Bobbi went to real estate school the Elite 25 and Peak Producers.

She is a the most well-known tactics, from sending automated action can berunning for clients, he takes his agents, andmedia that continues 35-year resident ofand Malden (and Somerville native), Joe You can’t beat that.”

Understanding how overwhelming the estate prowe as REALTORS giving her aher special are very blessed.

Being able to campaigns and newspaper articles, those who work happy and helping my clients move towards the next construction I’ve home in shape when we find situation its rich history, and who will honor its past.

My many the island homes become abandoned and left asreal aabout paralegal, and Iaall really started love have her toofher get real estate Google Ads, and even Facebook marketplatforms, alh Ryan started in real estate 16 years ago, give my listings the same level ofWHITCHER instead,” he explains.

“Iteam started and pleasure to with and theircontinues love seeing their faces light up.work Ittoa makes me feel KAITLIN by this challenging transaction, he decided deals per year, surrounding suburbs.

A rainmaker for her Marie-France and herto team.

In 20 I treat every client very well, CARLOS ORTIZ BOBBI PRICE tive assistant to the in January, which will allow eness. joined mother MARIE-FRANCE RYAN RAFFETTO horse community grow.

Sh Today Stacey is aclients horse property specialist with West career, and she takes all of the photos herself for her sive project in the Bedford Stuyvesant neighborhood emails to posting on popular real estate platforms like ot started.

The rest is history, andthink member of the Pikes Peak Association of relies on word-of-mouth to bolster his endeavors, and that past have even asked to join their team. for help managing his vacation rentals in the Finger with his wife and daughter, hiking, playing music, and with Cheryl already have a sense of trust.

“There’s a phase of life.” cess can be is essential to providing clients with the Rachel utilizes all of the standard methods for marmy clients value that.” time and walks them through every step of the promain focus going forward.

“My plan is the marketing aspect of real estate.

I took to co my own real estate business and have communication is top notch!

Bottom line ger and flipping investhelp people realize their goals is an amazing feeling.” good to help them find the perfect place to start partnering up with downtown Seattle concentration.

What sets me apart are estate is a concierge business.

Maximum, targeted buying and selling place.

As a result of her efforts, Megan ® ® to help families that works.” goal is to let the buyers know what living here entails. nalenjoyed dire conditions, it became a mission to help homes team, Marie-France currently has three was named Keller Williams Amb Zillow, Realtor.com, and Homesnap.

She also has VACHON he isbeen on track to finish hisgive mosteven successful year. agents to more attention to their clients.

She’s listings, ensuring professional quality toto present each license soonhas after of which was eight That’s how Iyour got years, Bobbi serving her Realtors ,Rick theBrooklyn, Denver Board of Realtors , units. to pursue his own real estate license in 2015 standards that se “When we first started, about half of our team was personalized service they need.

Darcy tailors her serlike expand her team, bringing on and c USA Realty in Peoria, representing clients all over keting her listings, but prioritizes social media, which area of Upstate New York.

Austin was only 23 bee keeping. re you’re giving yourLakes clients your been doing it ever since.”

Today, he leads the is if you want a good experience and you want their new life,” she says. on a few clients for the benefit of the law keep cess.

“Itoaverages do the best Iproviding can to take care of the be successful, andsixmy become a achieved, household developers to support sales incontinuing their highthepeople in-depth custom video reels professional photos taken toclasses showcase her listings always alo ® any type of client,” her niche process and eventually tranbetween twenty and thirty million dollars in team members, with a goal set for 2022 to of Culture for Canada because home at its absolute best. also putting together education to 011, when she took and helping them achieve their real and the Pueblo Board of Realtors .

Her vices each individual referral for property For more information about Cheryl Hand, my start, and we sold out that whole project within has come to be a great fit for her social and person® made of past clients,” Paige says.

It’s very remote, so I need to make them aware what ind their loving owners. t just a transaction, their life, asonable price.” ataddition the time, had already established aCornerstone reputation agents who share Also, herI dedication to in offerin Maricopa County, with aadds, particular emphasis the !”together.

O’Connor Group at Realty Executives in home to sell fast he is your soresidenhe could better navigate the local houssociety, Init’s to his but growing Joe inhe the best light.

Where her approach is isIin firm, and before knew it, IREALTOR was falling in to hi co rise buildings.

Hecall now leads a is team of six agents media team collaborates on creating Iclient serve,” says, and “I not to overload Southern Colorado. didtech 50whether deals first When itrelationships, comes tocould marketing his listContact Darcy 206-557-9103, please 732-598-0355 or email cheryl.hand@bhhsnj.com Sarasota work in the volume annually. reach at least 10 agents, with a try hub todifferent service them. dedication to helping others, in or ou repairs and offering assistance with moving from able approach toAustin real estate.

“Social media isat how thing is market giving them t.ceForleads a lot of people it’s a giant goals. great relationships with other agents helps to get the help train new agents, and excited tothat help them build a team of months, which was tremendous.

We were then given While the buying side is all about listening to Northern Illinois, and has developed a reputation for goes toa great lengths to connect with local agents.

“It’s asto hard worker and someone people trust.

As Going forward, wants to continue growing his the personal touch she puts into the relationships The sky is the limit love with real estate each day!”

The rest isservice. mayb customer West Valley.

An enviable 100 percent of her business their day-to-day life will look like in quaint and andtaken assists buyers and sellers throughout theher Metro with the pandemic going on, itI’m was imperative to ofthis Anthony stays in touch with the investors ing market.

Within two hours Human interacti ntfield. to makeToday sure theyMegan are well supplying boxes toof disposing of unwanted items they Igetting built my business,” she says. makes use email darcy@hardygroupre.com, with too many deals atof one time because Ifull and hoping every yeah real estate industry.

One thethat ways she and word out about listings.

“My listings very Fleshia is especially proud have been awarded Post and husband, important for meher toown goarea, toings, themyself open houses.

That’s my Carlos meets contemporary buyers what the needs oftoher clients are, thealso selling side their business by sharing her experiences.

“It’s ealty, representing other projects in the I’ve been able todouble Giving back isget anneighborhood. important part ofShe Rick’s life.

Heto has delivering excellent service.

Most hisPaige clients find As team leaders, and Dave ensure that all memshe has with clients.

For example, she always sends hese important a decinative of the he also had great insight into the business, bringing on andyears, training new agents, investexactly what he’sRas history, and for the past 17 Kaitlin g a solid investment.”

You can reach Seattle area. present potential buyers an authentic peek inside need to leave behind.

She tries to protect clients from comes from referrals or repeat clients, many of whom of personalized brochures for each listing, which first opportunity to form a relationship with the listing quiet fishing village.”

Because I care so much for the island, I’d like to see is heavily about doing.

To begin with, Leah helps isaone ofa the leading agents for The Platinum coverage, not just here, but outside of this area as Star’s Best of the Region #1 First-time Homebuyers out home anniversary, holiday, and birthday cards to licensed, Steven would attract his first cliso much more About 80% of Marie-France’s business comes from give back is by volunteering to help a local w hardygroupre.com or visit served on the local Economic Development Committee, him via word of mouth, as Rick goes above and beyond unications from he’s worked with, often just to see how s team, where they built the business Despite Megan’s impressive success, she enjoys seewant to treat each person with the utmost care and my team wanting to help the people that bers are on the same page and maintain the same core build my reputation from that success and start branchabout creating something that everyone—agents and ea with focus on where they are at, which means ahas heavy ling, or investing local market, and inmy2015 he show decided to begin offering in“If his team toprep help them bestatistics, successful.

“Imuch love the most valuedThis realn been helping her clients achieve their or rlmiller1013@ unwanted surprises through inspections and agent –small I in get along well with colleagues, and ifclients they include photos, neighborhood and of the homes without them ever having to step out-being tohas market and properties, which starts with that she meticulous is thinking of them. my cli, where she and her team serve Colorado well,” she says. and participated in Chamber of Commerce events. to ensure their goals are achieved. are horse owners and competitive riders themselves.

Agent in 2021 and 2022.

“I’ve always been a very repeat and referral clients, an impressive feat that shelter in Montreal. rketing her listings, Jennifer uses a value of putting the client first.

Acknowledging that nd up.

Impressively, Megan has been ing clients happy and helping them find the home of out into other areas, including downtown Brooklyn.” clients alike—want to be a sellers part of,” says Candice.

“I’m 2021 she $5emphasis ome ofclosed theknow neglected properties improved and cared and work as hard asing Iforcan to make sure they help, not for them help meanyone grow and ge ent, and by the end of the year, he would find exactly wha that ‘Joe Cirrone is going toservice dot every ‘i’ and ing that knowledge torespect, buyers and full time.

He in astaging, position help both my and mytoagents. and betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert them to new opportunionincludes social media, targeted marketing on real estate goals. took and passed he more information.

His impeccable client and ability to connect ents need anything, I’m there them,” she explains. setting the price, and taking photography. side,” says.

Rick ishe also ana to ordained pastor andclients loves visiting snd90 and the surrounding area.

This all approaches to ensure optimum outgoing person with go-getter mindset, and Iconsisting love the Contact Fleshia Vo demonstrates the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. this is one of the largest transactions someone can cross every ‘t,’’ then I’m the guy they’ll want to work Soon came a project on Long Island City very excited about our future.” dthe percent of that top agents in the Sarasota area for their dreams.

At the finish line, she is there to celebrate get what they want and that we have a great time want to keep mentoring them and help the big mistake.with ove bought out aof boutique brokerage andfor has been delivSometimes Iallfeel like I won the lottery.” company “We take the stress away so that our clients toas clients personally is drawn from the high percentcomplete 35dedicated transactions—leveraging his or.”

Laura’s mission has been quite successful so far, Copyright Top Agent Magazine heavily on years the technology-focused local jail to share his love for Christ.

During anythe free “We always put our clients’ needs first,” he “IBobbi ter 23 and all of the real estate websites Paso County, aswith well parts Pueblo, Teller, Looking to theexplains. future, says, “I plan to keep al Estate his senior year to help ties, which he is constantly on the lookout.

On bringing my passion for my clients into that relationifGoogle, all other offers are equal.”

While representing “More than three-quarters of my business is comLooking toof the future, Marie-France says, make in their lifetime, Paige and Dave take their roles email fleshia@sellin of 77 units, and –her after splintering off from the Ryan repeat clients.

As she homeschools her son, it Ryan’s was important to “So Itoknow that network very well.

And I’ve built my ears. the transaction with the client.

She and husband are can focus on packing and getting ready for their @properties to boostThe herage listings Having worked as a solo agent for most her career, emphasizes that it’s“ ering excellent service his clients ever since.

“I fell of repeat and referral clients.

Ryan understands passion for helping others extends beyond doing it.

I really go to bat for them.” successful and move out on their own.” time, he can be found attending church, going hunting, genuinely want them to be blessed.”

At every step of the For more about Katherine Morefield, sellers, Joe prides himself on cultivating a competitive as, Park counties.

An impressive 98% of Bobbi’s going like I’m going.

I’m 79 and feel like I’m 60! deep ties to the community and strong founSteven’s traject nd she managed to complete five transactions in her ship, especially first-time homebuyers,” Fleshia says.

“I tings, Andrea uses a ooking for a like Zillow or Realtor.com.

All of his clients beneKatherine to find a career that offered her a flexible seriously.

“We are professional, and we do everything ing back to me because clients were happy with my been in real estate for 35 years, I am thinkin ms her likeHis Realtor.com, and For more about Paige and David Grov ContactJennifer Piet at his 773-544-SOLD (7653), move,” she explains.

Serhant Team and joining forces with Bethony in 2019 ng. work ethic impressed rare occasions when he is working, Anthony nd dedication tolove online at sellinga also involved in the community, where they volunteer or participating in conservation work. transaction, Rick makes sure buyers are forJoe To more about Le reputation as someone who is very familiar with Kaitlin took on her longtime friend Carolenjoys Lavigne islearn creating relatio Contact Cirrone atnot 617-968-8675, atmosphere and ensuring his clients are well informed the importance of placing client needs atto the forefront real estate and into his personal a sponsor inZillow with the process,” says Austin.

“It’s aprepared blessing please calllife.

410-287-3629 oras email ss comes from and referral clients, a feat I’m going keep working until can’t, and I both have no lifestyle.

Real estate was thetheir perfect fit, Iallowing her know it’s stressful, and Itallest really like tomy share my He’s positive social media like repeat Instagram and we can to find our buyers dream home at a great dations in the insurance industry to excel as foundly influen timum exposure.

In email jenniferpiet@atproperties.com, services,” she explains.

“I have quite a few raving fans legacy.

I want to have a solid team with would allow fit from “In Your Corner,” the weekly informational please call 770-757-2773 or email a major coup: the residential building in New very first weekend as an agent.

“I was worried that and stress-free.

Recently celebrated transactions what comes next.

He explains every aspect thoroughly, vice is what keeps email jcirrone@advisorsliving.com or visit call 814-781-1393, visit a buyer’s agent.

Carol has been in real estate 22 years, also my network o ensed a trust total of years, today, with the local baseball team.

When she isn’t working, HomeGirlRealtyLLC@gmail.com of eight each transaction and ensuring that clients achieve of the Washington Athletic Club, the Seattle Yacht towas be able to helpshe people, and that’s always my focus. the area and the unique needs of horses.

My clients peaks tofor theopen and confidence inspires. plans to retire before then.”

Above all, Bobbi looks aduating he offered a full spending time with his family, or playing golf, basketto not only spend more time with her son, but also addition to houses, email Brent focuses on forming lasting bonds clients Leah’s influence extends far beyond the office.

PietProperties.com her advice online at include ato house that soldorforvisit $285,000 over asking, and price, and get our sellers the most for their properas well!

These clients will refer me towith their friends, help them build their own clientele, and also grovehomesgroup@youneedresults.co In the next fewManhattan years, Rick has his sights set on continuand provides expert to lead them down the right York outside of the skyline tower consisting ket, Andrea helps advisorsliving.com/realestate/agent/joe-cirrone uing tocoming vlog he posts on YouTube.

“I offer advice on buying or email leah@elkco an agent.

The rest is history. friend, Rory Marsh, owner of t and works with buyers so Kaitlin can specialize in listfriendships.

I care and reverse prospecting.

Jennifer their desired outcomes.

“I’m all about building relaClub.

In addition, he donates to various causes near husband’s region of service is an area she enjoys exercising, yoga and paddleboarding, and ts keep back because they like me and forward to continuing to be there for her clients.

“I terage’s was aoffer low number, but then I asked my friend on I’m not concerned about pushing clients to buy or sell She is be on“We the board ofcoworkers. multiple organizations inAnd relyand on me tothem help them find the right property for the most expensive single-family home the history treats just how he’d want to treated. tyinball insales the shortest amount ofings. time.”

One way they REO team. was a and football with his friends and As for ous growth. take really good care of everyone. path.“It Providing residential and property managefamily, and colleagues.” care of mine.

I also have a goal of expanding of 67 stories, 802 units, and a $1.1 Billion sellout which “Carol ishis absolutely awesome, and this has not necessarily abo any necessary fixes tionships with my clients.

Iinformation want to be they their broker dear to heart, including those to been helpCayman. he job done,” Bobbi says.

“IRanch, get a transactions lot ofhis repeat love serving my clients, andand they canfuture, feel that I really oyed during or selling, tips for current homeowners, orin updates on asota called Lakewood which with her family.

As for the Megan ashow much as giving people theboating need to inaiming Jamaica, With RoC God continues to numbless us.”and ment services, experience is for vast.

Rick has seen all he mainland many she had done riding and training.” it were my own,” “I’m not in it the money.

People are not just market centers throughout the province of Que Copyright Top Agent Magazine Copyright Top Agent Magazine as of this writing is more than 50% sold. amore great way toTop streamline our business. We love our many familiesCopyrig I h rk with top agents, learn awith lot, the future of his business, short-term goal forcommunity life.

Whether their first home, second investthe LGBTQ community, Homelessness, and Cancer ss,impressed and in some cases I’ve worked do care them.”

Copyright Agent Magazine th clients on staging one master planned init’s the her husband plan focus on the luxury market. make the right decision for themselves and their famas trends in the market.” types of real estate scenarios, and isaabout happy toto provide “When Ithree went into real estate, my goal was toAnthony’s prevent others denly in March of Stev leep, I the can’t sleep.

For 8 Ibrokerage, years, Marie-France has been with Keller elsewhere inthe Canada.”

Above all,2022, Marie-Franc bers to me.

I want to help them find forever homes Nofamily! portion of this issue may be reproduced in any manner whatsoever without prior consent of publisher. her first year, while working at a big and dynamic, and our clients love it too.” what’s important to tions of same I care about my people, ment, or their children’s home, want to make sure Research in Seattle.

In his spare time, he loves to ski, guidance.

For hisin buyers, he isto determined to find them ily.marI’m good communicating my observations, so ifrelocation Top Agent Magazine is seen by Estate Agents Additionally, Megan’s mainat focus They will also focus on for Real ages and oldservice for this area’s invesisbefore double his volume next year.

He looks forward to they Contact at 240-447-8719, otos.

Andrea’s Currently, Natanel and55Michael are representing multirchasing hiswaters wle murky from ending up in the same situation as my family,” Steven core values shared lead Williams, a Andrea company she was drawn tousually because they forward to continuing to provide the as same e She laughs, adding, “The house is the and create memories.

When my son passed away, I hink that the shows.

They feel that, and that makes Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time the property that meets their needs while remaining tphotos, turned out she completed four transactions in her I tours, don’t think a particular transaction is right forshares, someactive adult/55+, relocation and new er.many Lastly, Megan “It’s so muchmodels work to getinto ple new development projects all five boroughs of the virtual keel tocomfortable putinto themselves becoming an Carlos reaches out frequently to past clients to see dove itofwith headfirst and never years of helping investors, and hopes to begin are known for the sophistication of their and real estate experience to all her clients. email andrea@homesdcarea.com, With Great Island Realty, Kaitlin serves Strafford me.”within and in every U.S. city and Internationally! budget.

When thefor time comes to cannot submit offers, with his beloved dog, Charlie. lastBrokers thing we talk about.” says.

“There’s no feeling worse than saving up for your forward my efforts will contin that money is just money.

You can’t take itway.” published materials, Top Agent Magazine be held responsible for opinions expressed or facts supplied by its one, I’ll advise them to look something else.” the area rapidly grows.

Inwhen 2023, the the end, but I client truly enjoy every detail along ntire first year!

That’s Ilearned knew that IMarie-France wasn’t doing Big Apple, along with athe big, recent get: aNew 35-story, 450 a home, myproeafford property.

She systems. also incorporates her own sysCounty and Rockingham County in Hampshire, Rick negotiates to get each and every the best Emphasizing education, Ryan believes in walking ever looked if there’s anything he can do for them, whether it his own portfolio soon. you whento you die.

But memory canRight liveLosfrom HomesDCArea.com orbuilding visit authors.50,000 To subscribe orwith change address, send inquiry toyour mag@topagentmagazine.com.

Published in theStacey U.S. to this dream home, only have your hopes shattered.

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“I feel incredipects ansoalso additional homes tothecontact Contact at 623-606ine!”bad.” possible deal.

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“When I’m meeting new buyers oo covering the area from the Seacoast to the Lakes Region. his through the transaction process step-byHeading 2022, Ryan will remain true to his core Please mag@topagentmagazine.com istings interested xperience in has anything to do with real estate or not.

He’s also on through others for a very long time.

Memories are Stacey understands.

As a member of the Professional That foundation of honesty has helped Austin build bly fortunate,” says Natanel.business thewhat start, I or knew I properties. wanted to raise the bar.” s time, Megan and her husband aexpect ers inJade, getting for their He utilizes orfrom email scoulthardre@gmail Her granddaughter and partner, ishave atop licensed About 50% ofcommitment Kaitlin’s comes repeat and sellers, I usethe a questionnaire to really understand step to know todollar throughout process. values and to consistently advocate for toend listen active in his community with the volunteer work he ’t atbeen theto finish a 20%, very successful business over the to last six years.

Asad always going be more important than money.”

Matterport 3D tour technology, and offers a private Rodeo Association, National Barrel Horse Association or call 310-734-1440 for rates and information. rral business of though, in 2023, and has working with Bobbi for 12 years. referral clients, an impressive feat that demonstrates the Outside of “Education leads to empowerment. people perhis clients’ best interests and provide them with what their I’m real aestate project is and what they’re looktor for two years now, licensed yes, but backed by deep industry and marketreal estate, Steven i URL so local it’s easier for potential buyers to view.

“It’sFortunate, just lds strong broker and owner ofmy Wine Trail Properties, hehelping leads a trust With the relationferocious speed which the modern world ’s does with elementary schools, build aMagazine Copyright Top Agent obbi’s daughter, mom Lori, isat unlicensed cusimportant heavily onJade’s these partnerships and and confidence she inspires.

Part oftheir whatdreams keeps ® son, and I want clients to be happy and to feel highest level of both service whileatmaking ing for,” she says.

“Then I have a meeting with them Contact Austin 315-882-2343 orLaura Evans Today, Steven is deliver a REALTOR International and a fr Homes Realty, that keeps developers andKiwanis buyers flockahis better way to promote our listings, as people canknowledge getwith Steli To learn more about nd Connecticut.

In first year become good team of around a dozen agents who exceptional the team’s transaction coordinator for over 30 clients coming back is Kaitlin’s dedication and work Outside of work Brent and his wife are deeply looking for float for the Torchlight Parade in Old Saybrook, or ow their referral business.

Additionalconfident about the decisions they’re making.

My goal come true.

He’s currently looking to hire two addiFor 33more ab shave moving, it’s no surprise that many are deciding to where I go deeper into their answers, because I want TopAgent AgentMagazine Magazine Top an interactive, virtual tour and walk through the home ing to him for his services.

“I think a lot of it has to do email alapp@winetrailproperties.com nizations like the Jack and Jillc where he leads an elitelocal team to On assist clients throughout Fort After closing, Iais service Yates County theinto surrounding area.

That’sthe in addition toand another part-time assistant, Contact Candice 404-660-9565 email ladylauraevans@gmail.com, “I agents love being busy,” “Iwebsite can’t sitalong still, sales volume is on pace toand To learn more about Brent Maha to to help people build wealth, manage their investtional and launching asays. new partnerships with couple of different involved their community.

He serves as the please them feelatthat I’m there toethic. help them out and be of Kaitlin as if they’re physically there.” participating in his community’s “Trunk or Treat” unplug relocate to more remote areas.

Adding to with being different, yetis being consistent and thinking y. a and family thing here!”

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“I of “It’s weeks.

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In104, addition, service toBeach, them. alland the strategies that brentm@socodream.co he many retiree clients and President ofis,” the Ellicott Metro District Contact 815-477-3000 theworks endwith of 2021.

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ANTHONY LA PENNA

STEVEN THOMPSON

www.

https://

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

www.

www.

www.

Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

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

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

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

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

Find causes that speak to you.

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

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

Unite your team for the common good.

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

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

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

Include clients in the process.

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

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

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

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CINDY AMBUEHL A FAMILIAR FACE

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CINDY AMBUEHL Most people would say Cindy Ambuehl has a familiar face. There are some very good reasons for that. From being deeply ingrained in her Santa Monica Canyon community, to being featured in Top Agent Magazine yet again, to gracing TV screens with her roles in JAG, The Bold And The Beautiful, Seinfeld, or dozens of other roles, it seems like no matter where you are, Cindy is there, ready to help.

Hitting rewind a few years, when Cindy was actively on screen, whenever she received 8Copyright Top Agent Magazine

any sort of studio bonus, she bought property.

This started around Chapman University, but would soon spread to engulf luxury homes throughout the region. While it started as just a fun hobby and a simple unadulterated love of property, even those properties soon got into show business. Dealing with homes and being in the entertainment environment, she found herself in unique situations, including having one of her properties featured in Tom Hanks’ ‘That Thing You Do’. Once the first twins of her eventual family of six boys showed up, she Top Agent Magazine

decided the television lifestyle schedule would be too much and the obvious other direction of career was her love of real estate. She wrapped up her story line on JAG and transitioned to the role of mom. It was then she realized that properties would also become an all-consuming passion.

She licensed with Coldwell Banker in Pacific Palisades and learned the ropes during the beginning of 2007 into the 2008 recession, some of real estate’s toughest years. This was Top Agent Magazine

during a huge downswing in the market, and the job wasn’t just placing a sign in the lawn and waiting for the inevitable buyers to show up. This was learning to fight for each and every client in an upside-down market, finding the right person for the right property and getting a match that was a winning combination through hard work and dedication. When the market regained strength, Cindy didn’t simply rest on her laurels. She came in fighting hard, and the regrowth of the market only fed her passion. Any moment she is not watching her Copyright Top Agent Magazine9

It’s a personal level of care and consistency that keeps Cindy’s client base strong, with a 90% referral rate leading up to $300 million in recent yearly sales. boys on the university football fields or on a basketball court, she’s digging deep into what makes each property unique, and what unique individual would be the best new owner.

She spends her days taking care of her clients, letting them know just how important they are and how she takes a deep personal interest in creating the right match to a property. She knows that fabulous garage needs to find a car enthusiast to fill it. Many of her clients come from a high-end midtown Orange background Copyright Top Agent Magazine 10

and she works for their hard earned trust to become a valued resource. Every home is carefully examined with every client’s needs kept in mind. Consistency of effort is key, no matter how unique the offering.

It’s that personal level of care and consistency that keeps her client base strong, with a 90% referral rate leading up to $300 million in recent yearly sales. That client base is her second family. With weekly eblasts and updates to her Instagram account (@CindyAmbuehl), Top Agent Magazine

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Cindy is a marketing master for the properties north and south of Sunset. Coming up next would be embracing new technologies for digital marketing, with one foot still in the print world at LA Times and others, branching into development and digging in to the tools and assets for client outreach. Cindy is

always there. For her clients, her family and her community, ready to guide and help. Her personal love of the area was exhibited when they decided on a remodel of her own home rather than consider being anyplace else. Just look around the football crowd and you’re bound to find her.

For more about Cindy Ambuehl please call 310-321-9148 or email cindy@cindyambuehlgroup.com Copyright Top Agent Magazine 12

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

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 14

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 16

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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AMY HAUSMAN Top Agent Magazine

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AMY HAUSMAN

With a can-do attitude and a work ethic that drives her to go the extra mile for her clients, Amy Hausman sets herself apart in her local market. Amy found her passion for real estate through working in a real estate office for 6 years. “In 2020 I decided to take my real estate office knowledge and obtain my Broker’s license,” Amy recalls. “It was an easy decision for me and with Team Baker and Platinum Partners behind me, I knew I had the support I needed to succeed.”

given me the edge I need to keep moving forward in this business.”

Clients give Amy high marks for her willingness to do whatever it takes to help them achieve their real estate goals. “I go above and beyond for my clients,” Amy explains. “I will do whatever is needed and get my hands dirty, whether that means changing light bulbs or re-caulking

And succeed she has! Serving the entire Chicagoland area, Amy has created a name for herself by providing top-level customer service. Another unique trait that helps Amy stand out is her self-proclaimed moniker, the Broker that Rides!

“I ride a 2018 Harley Davidson Heritage and I mean RIDE!” Amy says. “I average about 15,000 miles annually and most of those miles are ridden with other women.

I even ride to my appointments whenever I can. It is one of the ingredients that has 18

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a shower because clients are not able to. I’ve even cleaned entire houses if my sellers are out of town and can’t get a cleaning company out in time! I do what needs to be done to get my clients top dollar.”

When it comes to marketing her listings, Amy gives every home the star treatment to help it stand out from the rest. That includes professional photos for every listing. “Even if it’s a house that needs updating or a full-on rehab, I make sure we get professional photos taken,” Amy says. “I also take the time to create a floor plan for all my homes.” Those pictures are used to create a professionally printed brochure, and each listing gets its own website that Amy uses for marketing on social media. Amy also uses more old-school methods such as sending out Just Listed postcards to the surrounding neighbors, because as Amy says, “You never know where your buyer will come from!”

Much of Amy’s community involvement comes through the motorcycle groups she belongs to.

She and her fellow riders have collected coats and packed meal boxes for MorningStar Mission. Amy also does a Star of Hope every year to give a kid in her community Christmas gifts and a Christmas food box. She does Toys for Tots annually, as well as donating her time several evenings a year to Feed my Starving Children. Throughout the year, Amy does runs for many charity benefits that help support everything from breast cancer to child abuse.

“I try to do as many runs each riding season to support as many non-for-profits organizations possible,” Amy says.

Looking toward the future, Amy says, “I plan to expand my goals each year in my business and one day I may even start my own Team.

Other than that, I will keep on doing my best to keep my clients moving with as much ease as possible!”

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To find out more about Amy Hausman, you can call her at 630-333-8902, email Amy@teambaker-pprhomes.com, or visit teambaker-pprhomes.com http://

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla

Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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BETH ELLERS Top Agent Magazine

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BETH ELLERS

Throughout her life, Beth Ellers has always possessed an entrepreneurial spirit. Prior to her current status as an accomplished real estate agent in the Capital District, she would build a successful career first in agriculture and later in education. Over time, though, she found herself seeking a new opportunity that better spoke to her self-motivation and passion for helping others. With the onset of the COVID-19 pandemic, she decided to transition into real estate and quickly found her niche in farmland properties, as well as residential homes, establishing a robust network of satisfied clients and colleagues that spans the northeast.

her outgoing personality with her strong business acumen and tireless work ethic to meet the demands of any transaction—from residential homes to farmland and relocations.

Today, Beth is a REALTOR® with HS Capital Realty, LLC. where she assists clients throughout the Capital District and its surrounding communities. Having served clients all throughout New York State, she has combined

Having lived on a farm all her life, Beth is just as thorough when it comes to the purchase and selling of farmland properties, amplifying her listings through unique publications like Lancaster Farming to extend their reach

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When listing a property, Beth takes a comprehensive approach. After helping her clients fully prepare their home for the market, she broadcasts it over a series of regional MLS systems, along with a highly targeted blend of digital and social media campaigns. Moreover, she utilizes proven resources like print advertisements in magazines and local newspapers to give her clients an added advantage, ensuring a seamless transaction throughout.

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throughout the Greater Northeast. “In my lifetime, I’ve had an opportunity to build a network in education, agriculture, and numerous statewide organizations,” she says.

“Because real estate is my third career, my business has a remarkably diverse sphere of influence, making it easier for me to cover a greater area and navigate challenging transactions for my clients.”

Elsewhere, Beth is just as attentive when assisting her buyers, drawing from her acute knowledge of the region to uncover the right investment for their best interests. In fact, she prefers to keep in touch well beyond the closing to update her clients on the state of the market and connect them with local vendors and specialists so they can better acclimate to the area. Having completed $5.7 million in volume in 2022 alone, she remains committed to the core values that brought her to real estate in the first place.

Outside of real estate, Beth is dedicated to her community. On top of volunteering for the Mohawk Hudson Valley Humane Society, she also contributes to area food drives and backpack programs to provide meals for children in-need.

Going forward, Beth has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on expanding her social media and marketing presence while scaling her vision of compassionate service throughout the region. “I love the process of discovering different homes and forging connections with so many buyers and sellers,” she says. “At the end of the day, there is nothing more rewarding than seeing a client find the right fit for their needs and building a friendship that lasts long after the deals are done.”

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To learn more about Beth Ellers, email bethchittenden12@gmail.com, visit elizabethellers.com, or call (518) 929-5099 www.

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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KATHERINE SHUBERT Top Agent Magazine

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KATHERINE SHUBERT

Katherine Shubert of Chicago, Illinois, has built a successful real estate business based on perfectionism, a love of Chicago, and an unwavering commitment to client satisfaction.

“I don’t want to call myself a perfectionist per se, but I like to be involved in every aspect of marketing and make sure that it is strong and beautiful – especially now when we are competing to get the attention of buyers, so I do most of that myself. In addition, I have always loved architecture, and each home has its personality. So when the right buyer walks through the door, I can immediately see that twinkle in their eye.”

everything when it comes to listing the property, marketing, and following up with clients.”

While she relies on the strength of her toolbox,

Initially licensed in 1996, Katherine has thrived in diverse markets by leveraging her individualistic, entrepreneurial streak, and she has perfected her systems for managing every step of transactions. “I like to stay in charge of 30

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she recognizes the contributions of the industry professionals that she has connected with over the years, particularly those she has come to depend on since opening her own business with City Homes. “I would consider my preferred loan officers, attorneys, inspectors, appraisers, contractors, and photographers as part of my team, though they don’t work for City Homes – they are the team that helps me succeed!” This delicate balance of interconnectedness and individualism has Katherine poised to complete her best year in the industry by the close of 2022.

With the help of her citywide connections, Katherine can consistently garner competitive offers for her clients all over Chicago and its suburbs. “I have my marketing strategy down to a science. First, I like to visit the property to prepare it before we list it and help clients sell it for the maximum market value. I might bring a few staging items to make the home look its best. There is always something unique about the property I like to show off for a new buyer.” Then, after staging a home, Katherine broadcasts the listings digitally and manually by targeting specific buyers and their agents.

“I use Facebook and Google advertisements to let people and agents know about a property before it heads to market.”

With her position in the industry cemented, and her record-setting year coming to a close, Katherine is excited by her prospects as her business continues to grow. “I would like to expand my company at some point, in another year or two, and open more offices in Chicago.” When she’s not busy growing her enterprise, Katherine enjoys spending time with her daughter, visiting art galleries, and, when time permits, traveling to Poland to visit her family.

Photos by: Zuzanna Mendez | ZuzapixPhotography.com

To learn more about Katherine Shubert, visit cityhomeschicago.com, email katherine@cityhomeschicago.com, or call 773-517-4411. www.

www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 32

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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NADIA MOHAMMED Top Agent Magazine

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NADIA MOHAMMED

With a wealth of expertise that she loves to share, Nadia Mohammed makes educating her clients a top priority. Whether through her Facebook page or one-on-one with clients, Nadia helps members of her community to understand what it takes to buy or sell a home. Her own real estate journey began with a desire to learn more about real estate, and it grew from there. “My father worked as a real estate contractor, so I had this passion even when I was a kid,” Nadia recalls. “I love houses, and I love to help people.”

Facebook page. “When I started my Facebook page, I started to write a blog about real estate,” Nadia recalls. “Many of my clients are not English-speaking; they speak my language, Arabic. So I started to translate information and add more information I knew from my real estate experience, and put it on my Facebook.

People got really interested with these blogs, and now I have many clients because of that.”

Nadia serves the East Valley and West Valley in the Phoenix area.

About a third of her business comes from referrals, an impressive feat that demonstrates the trust and confidence Nadia inspires. Much of her business also comes through her 36

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When it comes to marketing her listings, Nadia combines a variety of methods to achieve optimum exposure. In addition to marketing via the MLS, she uses her personal connections with other agents to help get the word out about her listings.

Nadia also stays in touch with previous clients, especially the investors she knows, and contacts them when she has a listing they may be interested in. That’s in addition to high-quality professional photography that ensures a home will stand out in its best light.

Nadia enjoys giving back to her community.

She is a member of the North Valley Association and of the REALTOR® Association in Phoenix. When she is not working, Nadia enjoys going to the gym, reading, and spending time with her family. She is a proud wife and mother of four boys.

Looking toward the future, Nadia plans to expand on her mission of bringing useful knowledge to her community. “I want to be more creative about the blogs I write on my Facebook page,” she says. “I also plan to produce a booklet about real estate, which will be in English and Arabic. It will be a resource for many immigrants who come here to this country and don’t know anything about real estate or about how to buy houses.

I want to put these books in all Arabic stores where they will be useful to people.”

Nadia looks forward to continuing to give her clients the knowledge they need to succeed. “When I talk with my clients, I teach them so much about real estate that when we are done, they tell me that they feel like they got a professional education in real estate!”

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For more about Nadia Mohammed, you can call her at (480) 599-9183 or email nadia1978h@gmail.com Copyright Top Agent Magazine 37

Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 38

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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6

BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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SHILOH JONES Top Agent Magazine

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SHILOH JONES

A lifelong resident of the Metro Atlanta area, Shiloh Jones has always been drawn to real estate. She would get her start serving alongside a prominent closing attorney and later an area lender, which gave her an opportunity to learn the industry from the ground up. Seeking a career change that better spoke to her passion for helping others, she was inspired to switch tracks and pursue her real estate license by her mother-in-law and sister-in-law, both accomplished agents outside of Savannah. After launching her career as a REALTOR® in 2018, Shiloh would find quick success in residential homes and development properties, establishing a robust network of satisfied clients that spans the state.

Today, Shiloh is an agent with The Hester Group, powered by Harry Norman REALTORS®, where she assists clients throughout Cobb County, Cherokee County, and the surrounding communities of the Metro Atlanta area.

Alongside a team of more than 100 agents, she 42

has cultivated a boutique process to meet the needs of any buyer or seller.

When assisting her buyers, Shiloh is there for her clients each step of the way. Valuing education and open communication above all else, she thoughtfully guides them to the right investment for their best interests. More than anything, though, she loves welcoming newcomers to her thriving Atlanta community, from its booming tech and film industries to family friendly destinations like Centennial Park or the Fernbank Museum of Natural History.

Elsewhere, Shiloh is just as attentive when listing a property, helping her clients fully prepare their home for the market and supplying them with a suite of targeted digital and social media campaigns. Most recently, she was recognized as part of The Harry Norman REALTORS® Success Circle, an achievement that recognizes those within the company who are performing at a high-level industry Top Agent Magazine

benchmark of annual production. On pace to exceed 20 completed transactions in 2022, she remains committed to the core values that set her apart. “I always take the time to explain the process to my clients in a way they can understand,” she says. “Right from the start, I make sure I’m giving them as much information as possible to make the right decision for them and their family.”

Outside of real estate, Shiloh is dedicated to her community. An avid runner and mountain biker, she assists with trail cleanups throughout the year, while also partnering with local rescue groups to provide a safe home for animals. Meanwhile, she is equally committed to her industry, coaching new agents through their first two transactions via the comprehensive Agent Success Ambassador program at The Hester Group. When she’s not with clients or giving back, she can be found spending quality time with her family and her fur-babies, Leela, Charlie, Emma, and Toby—all rescues.

As she looks to double her volume in the coming year, Shiloh intends on pursuing her Broker’s License, having recently earned her Accredited Buyer Representative Designation—all while scaling the standards of service that brought her to real estate in the first place. “I strongly believe that the more you’re educated, the more you can help people,” she says. “Back when my husband and I bought our first home, I remember sitting at the closing table without any idea of what I had just signed. As an agent, I don’t want anyone else to experience that feeling— especially first time buyers or people who haven’t purchased for several years. At the end of the day, there’s nothing more rewarding than seeing them reach the finish line happy, excited, and without an ounce of regret.”

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To learn more about Shiloh Jones: email shiloh.jones@harrynorman.com, visit shilohjonesweb.harrynorman.com or call (404) 422-6125 www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The 44

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by showTop Agent Magazine

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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BRIAN DURHAM

Brian Durham of Burnsville, Minnesota, has built an ironclad reputation in the real estate industry by prioritizing clients and leveraging his financial background every chance he gets. “I’m a firm believer that if you do the right thing for your clients and put their needs first, everything else falls into place, and you build lifelong relationships with clients and the community.”

Originally, Brian enjoyed a successful career on the financial side of the real estate industry.

“I spent nine years working in the banking and finance world and had a broker owner that I worked and partnered with who had been after me for years to become an agent. In 2013 he approached me about an opportunity to pair up with a hedge fund to buy properties. That appealed to my financial side, so I flew down to Chicago, met with the hedge fund leadership, and the following Monday I started on this side of real estate.” Brian led a team of seven people, and over the course of the 46

next eighteen months they managed to close approximately 177 transactions. Since then, Brian has experienced nearly every facet of the real estate industry, working as a solo agent, broker owner, and presently as team lead for WeGo Real Estate brokered by Realty Group and Managing Broker for Realty Group LLC. His current position has Brian right where he wants to be, and he is excited to share his success and prosperity with the rest of his

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professional and local community. “Right now my focus is continuing to grow my team, Realty Group LLC, and mentor new agents coaching them to become the best that they can possibly be, and help continue to elevate our industry; that’s what I’m passionate about.” As the managing broker for Realty Group LLC, Brian works with Long Doan and Mike Bernier to manage six hundred and eighty real estate professionals spread out over three states.

Despite his coaching and managing workload, Brian maintains a stellar track record as a producing agent and team leader: his book of business is over eighty-five percent repeat and referral clients. He attributes his success to the strength of the relationships he has built over the course of his career, and his ability to problem solve in any situation: “You need to have all the tools in your tool belt – that’s where my network comes into play. I have relationships with construction companies, investors, loan officers or anyone else you may need to speak with; I can help clients figure out what will work best for them. It’s important to really hear their needs and wants, because every real estate transaction is different, and you need to tailor your game plan to meet your clients needs.”

In addition to his professional networks, Brian goes to great lengths to connect with Burnsville and surrounding communities. He has coached for a local youth baseball league, supports local nonprofit organizations such as Spare Key, United Heroes League, and Midwest Animal Rescue & Services as a former foster parent to over twenty rescue dogs. “I’m also a proud foster failure – I’ve ended up adopting a couple of dogs. One of them I named ‘WeGo,’ and even named my company after her.” When he’s not working or supporting his community, Brian can be found in the stands supporting the Minnesota Wild or touring the highways on his motorcycle.

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To learn more about Brian Durham, visit wegorealestate.com, email Brian@wegorealestate.com, or call 952-220-6386. www.

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How to Answer the Inevitable Question:

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

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 48

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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PAIGE HAILS

Born and raised in South Florida, Paige Hails has always been drawn to real estate. Coming of age, she had an opportunity to master the business from the ground up through her father, who purchased and renovated numerous properties around Miami. After launching several successful businesses of her own, Paige would find herself returning to real estate, noting how the industry perfectly complemented her outgoing personality and entrepreneurial spirit. Inspired, she has gone on to author an accomplished, 11-year career as an agent and Broker, establishing a robust network of satisfied clients and colleagues that spans the state.

foreclosures, and the leasing of residential and commercial properties.

When listing a property, Paige takes a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it via a highly targeted blend of digital and social media campaigns. Along the way, she personalizes her workflow to their distinct needs, highlighting the unique features of their property through a suite of professional photography and staging services.

Today, Paige is the REALTOR® and Broker of Motivated Connection Realty, where she assists clients throughout Palm Beach, Broward County, and the surrounding communities of South Florida. Leveraging her deep roots in the area and tireless work ethic, she has developed an expert workflow to meet the needs of any transaction, from residential real estate to commercial sales, new construction, short-sales, 50

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Elsewhere, Paige is just as helpful when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. In fact, she keeps in touch long after the deals are done to cultivate a lasting relationship and ensure her clients are satisfied in their new homes. Through the years, she has earned an excellent reputation all throughout Florida, with the vast majority of her volume coming from repeat clients or referrals.

Now averaging over $12 million in annual volume, Paige remains committed to the core values that set her apart. “I want to be a client’s Forever REALTOR®,” she says. “I’m always here for them, not just for the initial transaction, but also for any challenges or questions that may arise in the future. When you stick with your clients over time, they start to feel like members of your own family.”

On top of serving on the board of her local Women’s Council of REALTORS®, Paige supports a variety of causes and nonprofit organizations throughout the year, including the Pink Queen Foundation, Freeprenuers Inc., and the Living the Dream Foundation. She is equally dedicated to her industry, providing training and mentorship to rising agents in South Florida. When she’s not with clients or giving back, she can be found spending time with her family, relaxing at home with a good book, or taking the occasional spa day.

As her volume maintains its steady growth, Paige looks forward to joining the elite team at eXp Realty, combining her years of experience and proven standards to further elevate the quality of service throughout her region. “My goal is to help as many clients and families as possible,” she says. “At the end of the day, I love the process of being out in the field, getting to know my buyers and sellers, and sharing in the excitement of their transaction. For me, there could be nothing more rewarding.”

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To learn more about Paige Hails email motivatedconnection@gmail.com, visit motivatedconnection.com or call (561) 541-6023 www.

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5 Tips to Get New Clients

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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

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.

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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

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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 54

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.

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ANDREA PEREZ DEL CASTILLO With her market expertise and guiding passion for helping her clients, Andrea Perez Del Castillo sets herself apart in her local real estate market. Born and raised in Bolivia, Andrea got her start in real estate in 2012. “I decided I wanted to do something on my own, and I’ve always liked real estate,” Andrea recalls. “I loved that you get out of real estate as much as you put into it, and I love helping people.” It proved a natural fit, and since then Andrea has been helping clients make their real estate dreams come true.

With Samson Properties, Andrea is licensed in Virginia, the District of Columbia, and Maryland. An impressive 90% of Andrea’s business is based on referrals from her sphere and past clients, a feat that goes to show the trust and confidence she inspires. Building long-lasting relationships is just part of what Andrea does. “I keep in contact with my clients, calling them to check in and see how they’re doing,” Andrea says. “I make sure I’m their REALTOR® for life. Past clients call me for any advice they need. That’s what I’m here for!”

In addition to working with buyers, sellers, and investors, Andrea is an investor herself, giving her a special insight into the process of managing and flipping investment properties. “I can work with any type of client,” Andrea says. “The most important thing is giving them the best advice so they can make these important decisions, whether they’re buying, selling, or investing in a property.”

When it comes to marketing her listings, Andrea uses a thorough approach that ensures optimum exposure. In preparing to put a house on the market, Andrea helps to connect clients with contractors for any necessary fixes or renovations. Then she works with clients on staging the property to look its best in photos. Andrea’s marketing plan includes professional photos, virtual tours, and 3D floor plans depending on the property. She provides a 1-800 number in all her listings so interested Top Agent Magazine

buyers can obtain information on the property 24/7. That’s in addition to open houses, just listed postcards, mailings to her database, and more. “There are a lot of steps involved in putting a house on the market,” Andrea says. “You have to monitor the market closely and keep clients informed of what’s going on.”

Andrea is always trying to give back to her community. She donates a portion of every commission she receives to one of the various nonprofit organizations she supports. These include Comfort Cases, International Rescue Committee, Save the Children, and Fundacion Arco Iris in Bolivia. “I love giving back because I know that I’m not only helping my clients, I’m doing something for my community too,” Andrea says. When she’s not working, Andrea loves spending time with her kids and staying active.

Looking toward the future, Andrea says, “I plan to grow my business. I would love to help more people, maybe adding a buyer agent and forming a small team.” For Andrea, it all comes back to helping her clients succeed.

“Real estate is the best investment anyone can make, and we as REALTORS® are very blessed. Being able to help people realize their goals is an amazing feeling.”

Contact Andrea at 240-447-8719, email andrea@homesdcarea.com, or visit HomesDCArea.com www.

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CHERYL HAND For Cheryl Hand, real estate runs in the family. “My mom was a Realtor® and managing an office in the late 80s,” she explains. “At the time I was looking for a new career, and my mom was begging me to get my real estate license. So eventually I decided to follow her advice.” It ended up being one of the best decisions Cheryl has ever made, as she has found her dream path. Today she works as a solo agent with a licensed administrative assistant, serving Middlesex and Monmouth Counties in New Jersey. Growing up in New Jersey, Cheryl is extremely knowledgeable about its neighborhoods and communities. She loves guiding her clients throughout the process, providing endless support throughout their real estate journey. With her slogan being “The Best ‘Hands’ in Real Estate,” Cheryl puts tremendous effort towards giving her clients an exceptional experience.

Much of her business is based on referrals from repeat clients, as those who work with her appreciate her expertise. Cheryl has had an unconventional journey in real estate which has led to a refinement of her skills.

She worked for years as a sales associate, then after obtaining her Broker’s license, spent over 10 years as the manager of a busy Manalapan Office. When Cheryl left management and returned to the sales side, she quickly topped the charts for production volume, becoming the Number One agent in her office. “I’m a creative thinker and marketer,” she explains. Acting as a real estate agent, a resource and an advisor, Cheryl is committed to making her clients happy and going beyond to ensure they achieve their goals. “I will do whatever is best for them,” she says. Maintaining a presence in the community through marketing campaigns and newspaper articles, those who work with Cheryl already have a sense of trust. “There’s a

comfort level established because they’re familiar with me and my track record, so it’s easy for us to create a strong relationship from the start,” she explains.

When it comes to marketing her listings, Cheryl relies on word of mouth, as her reach is wide. She utilizes direct mail, social media, and more. She hosts events throughout the year to stay in touch with her past clients and get to know new ones.

Whether she’s assisting a buyer or a seller, she goes above their expectations, creating a positive experience for all involved. One recent client said, “I highly recommend Cheryl as a real estate broker.

She was extremely responsive to all of my questions and concerns during the negotiating process. She gave me several recommendations for lawyers, inspectors and movers to use, which was very helpful since we weren’t from the area. She went above and beyond in helping us throughout the purchase of our house.”

Whenever possible, Cheryl gets involved with her community. She assists with fundraising events Berkshire Hathaway hosts for The Sunshine Kids, their corporate charity. “I have also been involved with Play for Pink, a big golf event that raised money and awareness for breast cancer research.” During Cheryl’s free time, she loves relaxing with her family, including her husband, adult children, three grandsons, three brothers, her Mom, nieces, nephews and her dachshund, Lacey.

As Cheryl’s career continues, she plans to keep helping people achieve their real estate dreams. She loves what she does, and is happy about where this path has taken her in life and in her career. “I love seeing people happy and helping my clients move towards the next phase of life.”

For more information about Cheryl Hand, please call 732-598-0355 or email cheryl.hand@bhhsnj.com 56

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 58

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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DARCY HARDY After staying home to care for her son for several years, Darcy Hardy was ready to reenter the workforce. She knew that she wanted a career that offered more freedom and flexibility than the corporate jobs she had worked in the past. A negative experience with a property rental agent inspired her to give real estate a try because she felt she could offer better service. It was also a perfect compliment to her background in finance, interior design and her MBA. Since completing her real estate license eight years ago, Darcy’s business has grown into a successful full-time career that has exceeded her expectations.

Today, she holds a Managing Broker’s license and manages a small team.

Darcy’s team serves the city of Seattle and surrounding communities that make up the Eastside including Woodinville, Bothell, Bellevue, Kirkland and Redmond.

The Seattle area is known as the technology hub of the US hosting corporate offices for Google, Microsoft, Amazon, Facebook/Meta, Oracle and T-Mobile as well as large gaming companies such as Nintendo, Niantic, Valve, and Big Fish. It’s also a major center for the biotech industry. With Seattle as the thriving urban center, residents enjoy all the amenities a large city coupled with the beauty of Puget Sound. world-class restaurants and shopping, arts, culture and professional sports teams. The Eastside where Darcy lives is great for families and known for excellent schools and strong community involvement.

Understanding how overwhelming the real estate process can be is essential to providing clients with the personalized service they need. Darcy tailors her services to each individual providing referral for property repairs and offering assistance with moving from supplying boxes to disposing of unwanted items they need to leave behind. She tries to protect clients from unwanted surprises through meticulous inspections and Top Agent Magazine

due diligence so that clients know exactly what they’re dealing with.

Darcy is actively involved with her son’s private school, Woodinville Montessori.

The school offers the highest educational standards through a personalized education experience for children 18 months through 18 years. Darcy has been instrumental in planning the annual fundraising gala for several years which can bring in as much as $250K in donations. She loves helping to support something she believes in for her own child and it’s also a wonderful way to make business connections with people in the community.

Giving back to the real estate community by mentoring other agents is another passion for Darcy. She is already managing and mentoring newer agents as a broker but plans to build out her mentoring services into a fullfledged coaching program. Darcy sees a need for more education in the nitty gritty details of the real estate business and hopes to help others learn from her years of experience. She also plans to continue expanding her business through sustainable growth with a focus on maintaining a high-level of service.

Contact Darcy at 206-557-9103, email darcy@hardygroupre.com, or visit hardygroupre.com www.

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FLESHIA VOLPE A hardworking agent driven by her passion for helping her clients succeed, Fleshia Volpe takes caring, personal service to another level. Ever since her experience in high school shadowing a local architect, Fleshia has known that homes and design are her passion. Fleshia combines this enthusiasm with her knowledge of market conditions to yield positive results for her clients.

With Selling ADK, Fleshia serves the entire Capital Region, including Saratoga, Washington, and Warren counties. A strong 80% of Fleshia’s business comes from referrals, a sure sign that clients trust her to take care of their friends and family, and it’s easy to see why. Fleshia builds longstanding relationships with her clients based on trust and integrity. “My contact with my clients does not stop at the closing table,” Fleshia explains. “I love continuing that relationship with them and celebrating their life events. I like to present myself as a trustworthy and positive agent for them, and my clients become my friends. I have clients who keep reaching out to me and show me pictures of what they did with their house and want to stay in contact with me, which is just the greatest feeling. Building that relationship with them is really heartwarming.”

When it comes to marketing her listings, Fleshia brings added value to her clients in the form of her photography expertise. She has owned her own photography business since before embarking on her real estate career, and she takes all of the photos herself for her listings, ensuring professional quality to present each home at its absolute best.

Fleshia is especially proud to have been awarded Post Star’s Best of the Region #1 First-time Homebuyers Agent in 2021 and 2022. “I’ve always been a very outgoing person with a go-getter mindset, and I love bringing my passion for my clients into that relationship, especially first-time homebuyers,” Fleshia says. “I know it’s stressful, and I really like to share my positive 60

attitude with them, especially in a multiple offer situation. I love always being there for my clients throughout the whole homebuying experience.”

Giving back to her community is important to Fleshia. Every year she donates to the WAIT House at Christmas time, in addition to volunteering her time to Habitat for Humanity and holding an annual prom dress drive. When she’s not working or giving back, Fleshia enjoys spending time with her dog, who is a regular presence on her social media and has led to her becoming known as the real estate agent with the furry companion! Fleshia loves hiking, visiting local businesses, and spending time with friends and family.

In the future, Fleshia looks forward to sponsoring local businesses and continuing to serve her clients. “I’m doing great in my fifth year, which is an achievement.

I love being there for my clients, and being 100% trustworthy and passionate for them. I am also always going to help out my fellow agents. I love to share winning tactics with my brokerage and other agents, because if I can share my wins with them, I will be helping them to be stronger and a more positive force for their clients too.”

Contact Fleshia Volpe at 518-260-7626, email fleshia@sellingadk.com, or visit her online at sellingadk.com/fleshia-volpe www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 62

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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JENNIFER PIET With her dedication to client service and her unmatched compassion for her clients, Jennifer Piet stands apart in Chicago real estate. Jennifer was born and raised in the business. “My father opened his first brokerage in 1977, the year I was born, so I grew up around it,” Jennifer says. Jennifer decided to make real estate her full-time career and join the family business in 2004, and she has been helping her clients achieve their real estate goals ever since.

With @properties, a top leader in Chicago, Jennifer serves wherever her clients need her to go. “I cover a huge span, whether it’s Lakeview, Lincoln Park, Roscoe Village, Bucktown, Wicker Park, or all the way to the north side and some of the northwest suburbs, where I was born and raised,” Jennifer says.

An impressive 85% of Jennifer’s business comes from repeat and referral clients, a sure sign of the trust and confidence she inspires. “A lot of my clients are clients for life,” she explains. “I have repeat clients who keep referring me business, which is wonderful.” As for what keeps people coming back, Jennifer says, “It’s the way I handle my business. I treat every client very well, because I believe real estate is a concierge business.

You have to make sure you’re giving your clients your full attention. It’s not just a transaction, it’s their life, and I understand that. For a lot of people it’s a giant investment, and I want to make sure they are well taken care of and are making a solid investment.”

When it comes to marketing her listings, Jennifer uses a variety of platforms and approaches to ensure optimum exposure. She draws heavily on the technology-focused forward thinking of @properties to boost her listings across online platforms like Realtor.com, Zillow and Redfin, as well as social media like Instagram and Facebook. That’s in addition to open houses, email blasts to other agents, and reverse prospecting. Jennifer Top Agent Magazine

has also been posting videos to her YouTube channel to reach potential buyers there. “We use social media platforms to reach as many people as we can, because we know a lot of millennial buyers are out there using these platforms,” Jennifer explains.

Clients can ask Jennifer for her advice on any aspect of the real estate process. “I’m your one-stop shop,” she says. With an eye for design and rehab, Jennifer says, “Whether you are buying or selling, I can go into a property and know roughly what it will cost to give it some zhuzhing-up! I can suggest improvements as well as provide contractors and designers to do it all.

I also offer stagers when needed, and I can help buyers by helping them with design for their next home and giving them a realistic budget to work with.”

As for what the future holds, Jennifer says, “I plan to continue to grow myself and my team. I would also love to launch my career into more of a rehab/ design program. I am looking to branch out and go to the next level.”

ContactJennifer Piet at 773-544-SOLD (7653), email jenniferpiet@atproperties.com, or visit her online at PietProperties.com www.

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JOE CIRRONE Joe Cirrone of Malden, Massachusetts, combines geographic flexibility with an unwavering dedication to communication and integrity to fuel his real estate enterprise. “I’m a ‘get out there and meet the people’ kind of guy, because the ‘people’ portion of my business is what I love the most – meeting people and just being helpful. I learned these traits from my mother, and that carries into every aspect of my life.”

Ten years ago, Joe was introduced to the world of real estate by a close friend, and in the past decade his business has grown steadily each year. Today in 2022, Joe works as a solo agent collaborating with the Advisors Living, the residential arm of Boston Realty Advisors, servicing everything in and around Boston. “I squeeze in as many deals as I have people who want to work with me. I work in very different but equally desirable locations – Somerville and Cambridge are urban, but further north like in Lynnfield they’re more suburban. I really don’t like to place limitations on where I will go.”

His lack of limitations extends beyond Massachusetts: Joe is also licensed to work in New Hampshire, and his professional network shows no signs of slowing. As a 35-year resident of Malden (and Somerville native), Joe relies on word-of-mouth to bolster his endeavors, and he is on track to finish his most successful year.

In addition to his growing client relationships, Joe goes to great lengths to connect with local agents. “It’s important for me to go to the open houses. That’s my first opportunity to form a relationship with the listing agent – I get along well with my colleagues, and if they know that ‘Joe Cirrone is going to dot every ‘i’ and cross every ‘t,’’ then I’m the guy they’ll want to work with if all other offers are equal.” While representing sellers, Joe prides himself on cultivating a competitive atmosphere and ensuring his clients are well informed and stress-free. Recently celebrated transactions include a house that sold for $285,000 over asking, and the most expensive single-family home in the history 64

of Somerville, which closed at $600,000 above asking price. “I’m very good as a listing agent. I guarantee a competitive atmosphere, and I stop every single person who comes through the door of my open house to highlight everything the house has to offer, explain my pricing strategy and where I think it’s going to end up. I have never had an offer not go above asking.”

Beyond his professional networks, Joe is actively involved in his greater community. “I work with lots of different charities, but my favorite thing to do is referee high school basketball. I belong to Board 27, and they participate in the Special Olympics, so I am always out there. It gets me a little bit of exercise in the wintertime, plus I meet tons of different people.”

While he thrives within his expanding circles, Joe readily places a single network above all others: his steadily growing family! “We’re very involved grandparents – we have a three, a two, a one year old, and another on the way in November. We spend a lot of time at the park or indoor playgrounds. I’m grateful that real estate allows me that flexibility, and my day-to-day life lets me grow my family and my business at the same time.

You can’t beat that.”

Contact Joe Cirrone at 617-968-8675, email jcirrone@advisorsliving.com or visit advisorsliving.com/realestate/agent/joe-cirrone

www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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KATHERINE MOREFIELD For the past 3.5 years that REALTOR® Katherine Morefield has been working in real estate, she has established her reputation as a highly personable, hardworking, and reliable agent across Pennsylvania and Maryland.

After getting an unconventional start by answering a Facebook ad from a REALTOR® looking to build a team, Katherine joined the industry and learned everything she needed to strike out on her own as an independent agent only six months later.

Often working with referrals, Katherine sets expectations with clients early so that they know what is realistic and achievable. She provides all the information they need to make informed decisions while also giving them space to breathe. “I’m known for my quick response times and am available almost 24/7,” she says. “However, I let my clients make up their own minds in their own time— I’d never pressure them to buy or sell.”

give back to the community. She helps mentor all the new agents in her office and supports multiple organizations that provide for children in need. “If I’m doing well and I can help someone else do well, I will. I want to improve everyone across the board,” she says.

This year, Katherine has already completed 25 transactions with a plan to close 2 more by the end of the year.

She is currently taking the course to become licensed as a broker and has a plan to run a couple of branches of her own brokerage in the future. “I hope to offer services that I’ve noticed that other brokerages are lacking,” she says. “I’ll travel anywhere my clients need me, but I am only one person. Building a larger team would allow me to help more people while continuing to grow.”

When it comes to marketing, Katherine employs all the most well-known tactics, from sending automated emails to posting on popular real estate platforms like Zillow, Realtor.com, and Homesnap. She also has professional photos taken to showcase her listings in the best light. Where her approach is different is the personal touch that she puts into the relationships she has with clients. For example, she always sends out home anniversary, holiday, and birthday cards to show clients that she is thinking of them. “If my clients need anything, I’m there for them,” she explains.

As she homeschools her son, it was important to Katherine to find a career that offered her a flexible lifestyle. Real estate was the perfect fit, allowing her to not only spend more time with her son, but also

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For more about Katherine Morefield, please call 410-287-3629 or email HomeGirlRealtyLLC@gmail.com

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LEAH WHITEMAN In 1989, REALTOR® and broker Leah Whiteman decided to get her real estate license at the encouragement of a relative. Joining their brokerage, she began to make a name and business for herself that has grown every year since then. In 2008, her relative decided to retire and Leah took the opportunity to strike out on her own. With just three agents including herself, Leah began to build her own agency from the ground up. Covering Elk and Cameron counties, Pennsylvania, they are now eight agents strong with Leah at the helm.

Known for their lush, rural wooded areas, the two counties Leah focuses on attract many couples moving away from big cities in search of a more peaceful place to live. Leah loves working with young families who are new to the area, especially first-time homebuyers who have a palpable sense of excitement for the process of getting a home. “I love seeing their faces light up. It makes me feel good to help them find the perfect place to start their new life,” she says.

While the buying side is all about listening to what the needs of her clients are, the selling side is heavily about doing. To begin with, Leah helps to market and prep properties, which starts with staging, setting the price, and taking photography.

“We take all the stress away so that our clients can focus on packing and getting ready for their move,” she explains.

Leah’s influence extends far beyond the office.

She is on the board of multiple organizations in 68

her community, including that of the United Way Foundation, the Chamber of Commerce, and the local library.

She is also very involved with fundraising for a scholarship in honor of one of her agents who passed away.

In her spare time, Leah enjoys being outdoors, doing yoga, traveling, and spending time with her grandchildren.

Receiving around 75% of her business from referrals, Leah has gotten to a place where she is able to focus on educating her clients rather than trying to find new ones. In addition, as she looks to the future, she is placing emphasis on expanding her brokerage. She has plans to open a satellite office that would be accessible to different areas of her community as well as neighboring towns. Wherever and whatever clients need, she’s here to guide them. “We will help you find a house to make your home!”

To learn more about Leah Whiteman, call 814-781-1393, visit elkcountyre.com or email leah@elkcountyre.com www.

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

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

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

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

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 70

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

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

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

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

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

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MEGAN FINKE “The dedication to facilitating our clients’ dreams is so fulfilling,” shares Megan Finke, REALTOR® and CEO of Florida Home Group with eXp Realty. Before real estate, Megan worked as a producer in the television industry for fifteen years in Chicago, her hometown. Eventually, she left the TV industry, began rehabbing homes and soon realized it would be advantageous for her to get her real estate license. Megan enjoyed buying and selling homes through her niche process and eventually transitioned to the Sarasota market to work in the residential real estate field. Today Megan and her husband, Patrick, work as a team, where they built the business from the ground up. Impressively, Megan has been named one of the top agents in the Sarasota area for the last three years.

After being licensed for a total of eight years, today, Megan and her husband’s region of service is an area outside of Sarasota called Lakewood Ranch, which is the number one master planned community in the United States. Additionally, Megan’s main focus in the industry is active adult/55+, relocation and new construction as the area rapidly grows. In 2023, the community expects an additional 50,000 homes to be built. At this time, Megan and her husband have a repeat and referral business of 20%, though, in 2023, they plan to focus heavily on these partnerships and continue to grow their referral business. Additionally, Megan has partnerships with a couple of different lead sources. She works with many retiree clients and “snowbirds” who leave the colder months of their home state to enjoy the Florida sunshine.

Megan’s differentiating trait is her level of service and her ability to connect with clients on a personal level and ensure their needs are met throughout the home-buying process with her comprehensive understanding of relocation. As a result, her clients experience a smooth transition as Megan helps facilitate a transaction from a different state. Next, Megan stays Top Agent Magazine

in touch with clients through email and video marketing. She hosts several events throughout the year, such as Pies and Pints at Thanksgiving time and a local Polo event.

Megan has also adopted the skills she learned in the television industry to market listings which entails having a solid social media presence through Facebook, Instagram, Google Ads, and even Facebook marketplace. As a result of her efforts, Megan averages between twenty and thirty million dollars in volume annually.

Despite Megan’s impressive success, she enjoys seeing clients happy and helping them find the home of their dreams. At the finish line, she is there to celebrate the transaction with the client. She and her husband are also involved in the community, where they volunteer with the local baseball team. When she isn’t working, she enjoys exercising, yoga and paddleboarding, and boating with her family. As for the future, Megan and her husband plan to focus more on the luxury market.

They will also focus on relocation for ages 55 and older. Lastly, Megan shares, “It’s so much work to get to the end, but I truly enjoy every detail along the way.”

To learn more about Megan, email megan@meganfinke.com, call 941-253-7900, or visit floridahomegroup.com www.

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RICK O'CONNOR Rick O’Connor chased his dream and turned it into a career almost 40 years ago, and hasn’t looked back since. Born with an entrepreneurial spirit, he always knew he wanted to build his own business one day. After graduating from college, Rick invested in real estate, and was hooked from that moment on. “I was going to attend medical school, but I really fell in love with investing, and decided to earn my real estate license instead,” he explains. “I started running my own real estate business and have been doing it ever since.” Today, he leads the Rick O’Connor Group at Realty Executives Cornerstone in Northern Illinois, and has developed a reputation for delivering excellent service. Most of his clients find him via word of mouth, as Rick goes above and beyond to ensure their goals are achieved.

“We always put our clients’ needs first,” he explains. “I genuinely want them to be blessed.” At every step of the transaction, Rick makes sure his buyers are prepared for what comes next. He explains every aspect thoroughly, and provides expert advice to lead them down the right path. Providing residential sales and property management services, his experience is vast. Rick has seen all types of real estate scenarios, and is happy to provide guidance. For his buyers, he is determined to find them the property that meets their needs while remaining within budget. When the time comes to submit offers, Rick negotiates to get each and every client the best possible deal. At the same time, Rick assists his sellers in getting top dollar for their properties. He utilizes Matterport 3D tour technology, and offers a private URL so it’s easier for potential buyers to view. “It’s just a better way to promote our listings, as people can get an interactive, virtual tour and walk through the home as if they’re physically there.”

Rick forms lasting friendships with many people he serves. One long-time client writes, “I have known Rick for 25 years and he is one of the most kind and caring 72

people I have known when it comes to real estate, whether you are buying or selling your home. He helped us find our first home and has continued to work with us and our entire family over the course of that span including the sale of my late mother’s home recently. If you want the best, you have to contact Rick and his staff. Rick’s knowledge of the McHenry County area is unmatched by anyone in this area. His staff is friendly and a pleasure to work with and their communication is top notch! Bottom line is if you want a good experience and you want your home to sell fast he is your REALTOR®!”

Giving back is an important part of Rick’s life. He has served on the local Economic Development Committee, and has participated in Chamber of Commerce events.

Rick is also an ordained pastor and loves visiting the local jail to share his love for Christ. During any free time, he can be found attending church, going hunting, or participating in conservation work.

In the next few years, Rick has his sights set on continuous growth. “We take really good care of everyone. And God continues to bless us.”

Contact Rick at 815-477-3000 ext. 104, email rick@rickoconnorgroup.com, or visit RickOConnorGroup.com www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 73

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 74

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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STEVEN THOMPSON Throughout his life, Steven Thompson has always possessed an entrepreneurial spirit. A prominent businessman in the Fort Lauderdale area, he would first take an interest in real estate following a negative experience with a REALTOR®, in which he lacked the support needed to make a well-informed decision on his purchase. Motivated by this challenging transaction, he decided to pursue his own real estate license in 2015 so he could better navigate the local housing market. Within two hours of getting licensed, Steven would attract his first client, and by the end of the year, he would complete 35 transactions—leveraging his deep ties to the community and strong foundations in the insurance industry to excel as an agent. The rest is history.

“When I went into real estate, my goal was to prevent others from ending up in the same situation as my family,” Steven says. “There’s no feeling worse than saving up for your dream home, only to have your hopes shattered. Right from the start, I knew I wanted to raise the bar.”

Today, Steven is a REALTOR® with Steli Homes Realty, where he leads an elite team to assist clients throughout Fort Lauderdale, West Palm Beach, Miami, and the surrounding areas. There, he possesses the insight and integrity, and tireless work ethic to meet the needs of any transaction, living up to his time-tested motto: “Turning your dream into an address.”

When listing a property, Steven develops a personalized marketing strategy to show all a home has to offer, utilizing proven resources like virtual staging and specialized cocktail events to draw the interest of local and international buyers alike. Recently, for example, his team chartered a bus of area Brokers to an open house, integrating their presentation with informative insurance seminars to convert the showing into a lasting memory and lead to an efficient sale.

Elsewhere, Steven is just as attentive when assisting his buyers, carefully guiding them to the right investment for their best interests.

More than anything, he loves welcoming newcomers to his Southern Florida community, from its family friendly atmosphere to area highlights like the Hard Rock Hotel.

Now personally averaging between 35 and 55 deals per year, he remains committed to the standards that set his team apart. “In our high tech society, high touch equals high value.

Human interaction and a personal touch add so much more to a transaction, helping us find exactly what our clients are looking for.”

Steven’s trajectory in real estate was profoundly influenced by a close childhood friend, Rory Marsh, owner of the Keller Williams franchise in Jamaica, Cayman. With Rory having passed away suddenly in March of 2022, Steven continues to uphold the core values they shared as leaders in their business. “Going forward my efforts will continue to highlight the attributes Rory delivered to this industry,” he says.

Outside of real estate, Steven is a longtime member of local Kiwanis International and a frequent volunteer with organizations like the Jack and Jill Corporation, which provide support services to at-risk youth. When he’s not with clients or giving back, he can be found networking with strategic partnerships in the community, spending time with his friends and family, playing fantasy football, serving as the assistant coach to his son’s travel basketball team, and volunteering in youth leadership and development.

With the vast majority of his volume now coming from repeat clients and referrals, Steven intends on expanding his team to 150 agents while scaling his model of compassionate service all throughout Southern Florida. “When you’re passionate about what you do, it never feels like work,” he says. “At the end of the day, there’s nothing more rewarding than the joy of giving 150% to a transaction and seeing my clients reach the closing table, secure in their future.”

To learn more about Steven Thompson email steven@stelihomes.com, visit stelihomes.com or call (954) 487-0999 www.

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