NATIONWIDE & INTERNATIONAL 3-6-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

RYANNE BUMPS ANETTE TREVINO GAY SMITH MEG MIDDLEMAN NICOLE ANTONOPOULOS SCOTT WANDELL STEVE SCHEURING WILLIAM ELET

COVER STORY

King County Specialist

RACHÉ BOSTON THE RACHÉ TEAM:YOUR PERSONAL REALTOR FOR LIFE

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

ANETTE TREVINO

“I REALTOR® Anette Trevino doesn’t in-personI d 7 An investor and 16 20 need to sell homes. that most W a mother, she works in real estate even going S because she has a passion for inspirtheir birthd it ing others to believe that they can lo is be home owners. She knows firstIn her sp mi hand how life changing it can be to YouWhether don’t have toyou talkinvolved to Candice Kin are purcha o very long to realize what makes he own a home and wants everyone to a or member rental property, are a se of the best Realtors in the country fr or even a firstquently time home be able to follow in her path. “Years warmth and quickness to laugh puts yv RACHÉ BOSTON ANETTE TREVINO put myself in their shoes,” she says.

Treating si ForRYANNE almost twoBUMPS decades, Senior Real Estate easeconsidering immediately, and the enthusiasm purchasing in ago, my husband and I were outreach p as if they were her only client has id Broker, renting Ryanne Bumps has built a business every client has for helping her clients shines thr a strong reputation to where her based on mutual trust, honesty and open earned heror Connecticut you in are hg a tiny one-bedroom apartment and I You’ll also valuereferral theneed matter-of-fact is now entirely based. “My p communication with her clients. She began business talk REO specialist which shetodiscusses her are driven by relationships with her career in the city of Chicago working referrals knew that we needed to stop throwing weprofession. canmyAn doW estate attorneys, mortgage bro- a with developers on new construction proj- clients, real “The thing I love most “There reallyin isn’t much difference lo away our money every month,” shethis is where she “cut her kers, and She also colleagues different markets.

I’mbet ects. She believes agents when it comes to the resource meeting all kinds of great CONTENTS teeth,” giving her a deeper knowledge and extremely grateful for that trust.” th Bobbi says. Specialist They decided to buy their first kids, whet King County Carlos Ortiz is oneCandice of those people“So you cansatisfaction offer,” it c understanding of the industry. Since joining Iexplains. get from hel in 1977 es Atput Properties in 2005, she is proud to be a meet for whom helping people isrelaxing second down to who you think work home that decision Anette orwill whereha 4) PLAYING THEand REAL 18) TIPS A firms in29) 5 SIMPLE MINDSET and save money,” Antho part of ON one of BEING the fastest growing the forimpulse you.” v nature—an he gets to exercise my per on the path of eventually getting her nation known for its cutting edge technology ESTATE MATCHMAKER– GOOD TEAM LEADER SHIFTS THAT WILL work with a lot of investo or brea daily as a And Realtor with Banker and upscale marketing. make no Coldwell mistake—no one tiw THEFOLLOW RACHÉ TEAM:YOUR THESE 8 DATING HELP YOU ACHIEVE “Real A real estate license. “My agent friend Last year, them in the right position Choice Properties. feel very luckyalmo toW harder than “I Candice.

You could ERSONAL FOR LIFE since I Ryanne sees her BEYOND roleso beyond brokering a YOUR real RULES REALTOR TO ENSURE 21)already CONNECT pointed outYOU that I was doing much of the lion in sales.

She’s consta she’s been in the industry since she wa wake upGOALS every day and have the opporbe profitable. On theAfter reta clm estate transaction and concentrates on life MATCH YOUR CLIENT REAL ESTATE TO ATTRACT little things for her mother, who was tunity to help someone find their dream Springs that buying/selling a houseto creates. process myself. While it transitions was really difficult get and expand as her tohopes use thetoknowledge ofshe c m career began in earnest in 2007and go WITH THE PERFECT HOME FUTURE 33) A STEP-BY-STEP She isCLIENTS there every step of the way to ensure home,” Carlos explains.

“It’s especially gained as in an Houston REO in started in this industry, I persevered went every community th as an unlicensed assistant.

Sheagent got 44 he for her client’s goals,and dreams and thetochallenges FOR THEM GUIDE TO CONVERTING rewarding when that person is a firstthat,find working with her mother 20 clients ofcould.” change are addressed.

“Clients hire me as fi a solid home atuntil akno rea class to learn everything Eventually, Anette ant to her to share her time homebuyer, theirToday surprise 25) 7Itheir REASONS TO estate g business partner and advocate to INTERNET lead her LEADS talentsseeing to Georgia.

Candic throughout the process and I consistently not TO only built her business in Houston, Texas, but people who don’t believe and excitement when we findProperties a houseRe 4 agents with Virtual 14) 6 WAYS WHYthem YOUR PROSPECTS REAL LIFE SALES “B Bobbi Aforall graduate in acommu clients over “Being the Atlanta Metro are that is perfect them.”

GET YOUR CLIENT AREN'T TURNING came out on top. ownership. part Group, Gwinnett and Walton counties. Stat In so 2 Eastern Connecticut TO TRUST YOU INTO CLIENTS Springs want themwith that ev millionto in show sales volume, around fo Carlos got into the industry in 2013, aft of El P working with business coming fromAgnelli referrals Rea or r When working with Anette, clients are walked Dougla an in the restaurant industry.

He had been lo with their marketin joy them Candice takes in helping them an busines through every document so that they truly understand new challenge, wanted a career that vw delivering the highest quality of gra serv sp thebut broker, and uponthat them coming back. him to meet lots of people while continu Phone 310-734-1440 310-734-1440 “Client it what is going on.| Fax “I hold their hand and don’t let go,” time job with the broke I get th a valuable“Iservice, something he had enjo approach every transaction as ifth mag@topagentmagazine.com | www.topagentmagazine.com says Anette. She attributes her personal connection good opportunity to wor busines his years in theCandice. hospitality industry. wa says “If my clients He can’t hsl generat No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine with clients to being the key to her success.

“There’s and provide an invaluabl Phone 310-734-1440 | Fax 310-734-1440 with the Realtor he worked when pur I’ll be there for themwith no matter how and Iitth is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top get, because if homebuyers. they’ve done the work home, who encouraged him to look into tors and I dbfe nothing better than making it to the closing table with them Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. mag@topagentmagazine.com | www.topagentmagazine.com en in the financial position to be able agent himself.

He got his license and to ne To subscribe or change address, send inquiry mag@topagentmagazine.com. looked back.” a client who thought it towas impossible.” While her job is to help them cross that finish li Thisex fa to Published in the U.S. back. “It’s been very rewarding. My RYANNE BUMPS

RACHÉ BOSTON

2

team. H clients are her top priority, Anette also spends a the lot restaurant business with taught me doesn’ how a Her relationship clients agent Anthony has been a Realt of time with new agents in her office, providing tips 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 about how to stand out in this competitive industry.

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 She is on a team of 15 people and appreciates the supChrissy them I’ll see them in a couple

close over $5 million by

NICOLE ANTONOPOULOS LAURA EVANS MEG MIDDLEMAN GAY SMITH

STACEY COULTHARD GROVE HOMES GROUP RACHEL HUDGINS dney, Ohio, has people to expand on their own horizons, Coming fromthea in background in fashion, Nicole’s I am trying to save island that way to get there is byMeg boat.

“There arew ng from a enjoyed background education one child at aaccomplish time. also suppor 24estateand 28Hudgins 31 Real hasI Situated been that partat ofRachel Paige thisHorse is by implementing is of based and in Marietta, The aspect American Quarter Association the northern edge of success in the real love each of them have their 68 59 Evanshas 64 theto 60 63 and does business love,” declares Laura while no bridges the island.

It’s a and very Georgia, allschool across most excitin Grove’s lifeown forthing decades.

Paige ough marketing “We sp sychology, Meg Middleman been local system as a strategies.

Business Al Nicole Antonopoulos was inspired toIt’sMaricopa in lasting Arizona’s County, very well the bond between rider an by grounding her work going.After great to watch them west side of the state.

She developed an ent, and eve graduated from the University of the word amongst our brokerage w discussing her beloved Smith Island. peaceful existence.

I can ride my bike community, pursuingthrough a grow.”the Gaylittle has purposefully team of South having the right resources town of Wickenburg ng her enter clients the realindustry estate member Pasadena Educ interest inbuilt reala estate as a importance child, of whenthe andbuye learns nt the real estate by one of One Georgia in 1991, she decided to earn her ever we have a listing,” Paige says. estyle, less and holding the fulltime residents, that represents all of Shelby County, and With than 200 around the whole place.” she used to ride with her uncle, a realtor, finds sellin riding lifestyle.

She’s an at offindin isAlthough knownshe worldwide for its real estate license. took aindustry also advertise on expert hundreds webs gabove andherher selling since 1986.

Foundation.

When she’s not ing. worki own. retail “I justprocess in addition to imparting hermade speasevents, he the rounds showing houses.for She lov clients.

“My broker, Lillian ture being property her buyers. many rodeo and has Smith Island is known as the last inhabAside from her work, Laura is passionbreak to raise her children, she was intake professional photos, and make Rachel admired hergiving uncle and back, his busi- Meg loves to read, people, esp working to help cific expertise, she encourages her agents gple and that time, sheofhas built Montalto strong, dan volved in the building industry for years. the home looks its best.” made thelittle county a that premier ted island off the shore of Maryland, aboutto say, being involved in localth ness piqued her interest; Montalto Lillian Signature thethepossibly suppo its specifically for them. to embrace “the things” helpateneedless “SosatisI was alwaysdestination staying updated on Rachel obtained license When andin hasher now ever made. asting among active church, time with it “I comes to spend her listings, Stacey for western-style ow who went to school businesses thrive. “The small thingsherare ocated onrelationships Chesapeake Bay. The island community. am involved in virtually Properties International, was one of resilient, tD current market trends,” she says.

After During any free time, Paige been working as an agent for 19 years. in helping RACHEL HUDGINS OKSANA BOGOTT STACEY COULTHARD LAURA EVANS GROVE HOMES GROUP sellers on preparing and staging theirand hom riders everywhere. if you ANTHONY LA PENNA or I took care of their what’sAUSTIN important.

I’mLAPP notBRENT bigAnd into gifting MAHAGAN lients and fellow agents alike. ly, and walk the dog with her husban CANDICE KING NATANEL MALKOUKIAN the wide“M ra s recognized worldwide by its famous everything that island!” her Meg kids were grown and she had remarstayhappens active in on the this community. when people back clients andevery sort enthusiast of thing, butlooking I have a are athat horse to thedaughcontemporary buyer.

Withinvolved the help mycome top clients five years, and competitiv w ried, Paige decided to begin againRachel in realworks with year started the CDAWG Founda a partner –isherthe Austin Lapp has for never been athe one-sizetrack to close around $12old million in Smith own throughout her area of southern multi-layered Smith Island Cake, She manager of creates the Island you know they trust you, phone rotation so that I can keep up with Top Agent Natanel Malkoukian – Managproblems have come up.”

She also stays manage ng for your first Having entered the world of real estate working directly with the lo energy and derful assistants, she professional to move to the center of the action, you are going to asing resources Agnelli provides as one of the ter, Peyton about who just started in money estate.

Joining Century 21, her knowledge new which raises children can’tins a fits-all of GAY Realtor.

Since getting sales volume by end of 2021,forAustin 77the 78 who 71 72his 75of NewLamb, time shekindwould come in, she would market tterone feeling.” them and call them frequently.

Plus we SMITH MEG MIDDLEMAN NICOLE ANTONOPOULOS ticipated in official state dessert, and its abundant Cultural Center, owns the island’s only ing Director at Nest amongs in touch through annual client appreciaer ornia as a trustworthy resource for all As for what future holds, Meg in 2019, Brent Mahagan is a caring to try to put together a fund January – team’s and aDevelopment buyer’s agent, Zach Fox. the of the home and the surrounding property want to contact Realtor Stacey Coulthard. construction led to her being a part of a new extracurricular activities,” Paige explains.

“So w WILLIAM ELET license in 2013, he has seen people move gets half of his business from easoned investor, largest brokerages inabout the area enables deliver doughnuts to The almost eighty comcharity with SCOTT WANDELL team averages $10 toYork $13 million Seekers International in New – isgiving a in tionbecome events, orwho via interactions social y.

Her encourage home Soon Paige became so busy that she always back to that, and I’m also aperso board professional goes out ofon his way the team so thatm reshly caught seafood.

To Laura, hair salon, she is awrestling notary, an electoral me to an agent,” ible to market the listing on the MLS, social for“The many different reasons, andit’s sodivision. knows repeat clients or referrals.

It’s a diverse sebuyer, real estate. real estate business “I have a nice strong business now These qm with foster licensed REALTOR panies here in town – it’s only once a year, but they look since 1988, and annual sales, and their rate of repeat and toclients spend more time generating new hardworking, intelligent real estate profesmedia.

Candice keeps all him ofthe her you at if you are encouraged her husband, David Grove, to earn his ber of the 400 North Association of REALTORS to provide his clients with best serget new uniforms next yea and has even up thatbefore market knowledge is only part of native clientele, Austin caters to the websites. local dedicated real She also r AoutMaricopa County who has spent much ofjudge, imply herexciting home—and as loyal resvery involved with her many gl forward it! You have toleave be a developpart of people’s existence national franchise breaking referral business an astonishing 95%.

Rachel attrisional who hasreviews made a israpid ascent inand his Dallas-Fort Worth Clients glowing about their een very forneed me,” Meg says. all Iand want tocharacterized do isestate make itWilliam better.

Cus Nicole explains.

Though Nicole had and itteamed sho updated ontothe latest market m she With a passion for helping people and say license.

It wasn’t long before Paige and Dave formed nyears Massachusetts inventory for buyers.

Those resources are Christmas toy drive.

She vice.

With a knack for thinking outside his background, Brent sup what clients from their agent. farming community by the 32 35 36 butes this to the large sphere of influence both she and his servi if you’re going to do a good job.” ago.

Since then, she has steadily agents buyers in she her sphere her ments life in on theher back of together. anewsletter. horse, Stacey is experienced living her aScottsocial firs dent, she’s doing everything her church.

Inhisand thepotential rareknow event that does chosen industry.

Natanel, who began with monthly rough. s, Wandell is time One recently said, “Scott just Opportunities await Paige and Dave,Legion asdiscov they pla Grove Homes Group.

Determined, highly American chapte Peyton possess, asmy well as their capacity for personalalways new, it’s about people.

I get to service is #1 priority, and I’m always area’s large Mennonite population, as the a difference in his commubest for. the box and a determination to help enforcement and first resp com: Wa never thought about selling homes, she available ess whileto living onbecause a farm inmaking Sidney going want to a boon for the investors he works with of able network given her many years in the best life, combining her love of horses with her pasjourney in real estate in 2018, and currently t way ing motorcycles, playin move their team to a larger location.

They wa and focused on service, Paige and Dave have led their power to restore it to its previous glory. have free time, she likes to relax with ws every commuhelped me buy my house.

He ROCKED IT ized service and a casual and approachable demeanor.

“It didn’t take me long to realize that this well as to those seeking vacation homes Natanel prides herself on the long lasting impact she sband.

“We have livestock and animals Candice isGay always looking for ways to give others, buyers and sellers can always well.

He of recently started all kinds oftheir great people, and I’m always trying what’s the next level in terms how to hou help pH with family) in the her fr works alongside partner Michael Bethony, as a lifelong resident theher area. sion forWhile helping people find the right property to care nthony La Penna. course, but even more soexpanding for peonity, William came to real estate continue their welcoming both team toElet close almost $75 million in realperhaps in 2021.

Most ofestate their clients end being “friends, family ofofgroup, eventually realized it might be the perbest of the hiseach clients in OUT OF THE PARK! We are in a up crazy emained older While serving as the manager of the family and friends. is a very emotional business,” Austin on the Finger Lakes.

The different needs Nathan will have on the industry, she is equally boastful of the we have our own space where we back to her community.

One cause that is count on him to have their best interHeroes program where first BRENT MAHAGAN NATANEL closed more than half aofbillion dollars in Rachel’s CANDICE KING ANTHONY LA PENNA AUSTIN LAPP friends or friends friends,” thus pracCARLOS ORTIZ and experienced people on board.

With her oldest forto them.

She got her license inextended 2003, partnering with about this job is ple shopping a“I’ve home toandare live in.

“My dneys to“There’s make the transaction better.” through the of purchasing orLooking selling ato after working as ahas high school history toh market right now and hefor helped me navRYAN RAFFETTO explains.

“You haveBOBBI bein amind. good of hisprocess clients are reflected inreceive Austin’s footprint she on hereXp community. o ways ourhere. business.

We have two horses, he MARIE-FRANCE VACHON PRICE KAITLIN WHITCHER close to herlistener. heart isleft thewith nonprofit orgatween ocal Cultural Center, Laura realized MALKOUKIAN tice is almost completely reference-based.

Rachel offers anand interesti fect path for her talents.

With a love of beyond fo est Affiliated Realty, ers $1000 dollars volume in 2021 alone, and the pair on children working in her office, it’s a family busi Serving the entire state as the Century 21 #1 Team in Stacey still loves to ride in her leisure time her mother for four years before the market crashed been on the school board, I’ve worked with the Kiwanis ree goats, twoestate,” parrots, and a pony.

Plusmeeting very ho I’ve always enjoyed people and marketing strategies, which include both ved in real igate the process seamlessly.

We looked nization she helped establish to ensure es we plans: “I think where Iag a tPrice people, and experience has given me aever keen eye for Imarketing, don’t think you totally arrive, you’re just track to hit more than one billion in 2022. teacher for 9I’ve years.

“I got says, “My and anyone who joins is the treated just the same.

“Ev Georgia and based inoriginally Atlanta, who work with he serves clients throughout Colorado closing costs from his comm hat there was athe large demand for afor real Through her love for island, and her munity.

Park were began herhearing real estate career When itbegan comes tothose Bobbi truly 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 of COVID-19.

The key many local trails with family or friends.

M in 2007.

While the real estate business was down, club, done just about everything you could do – and my two German Shepherds,” she lives.

“I truly care about my clients,” he highly re people and a passion helping others, edge you their personal stories anyway, and a heavy social media presence and print of my business to be.”

S a safe and equitable environment for all comes to eliminate stress, at sets aGroup few houses before we found ‘theclients, one’ To staydo in touch with past Rachel swears herfamily. onegetting here is part ofby the It’s89been so rewar Grove Homes are flags consistently blown away 86 85 81 82 lping them red about ato property,” says Anthony.

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

“I wanted to get of into awhen business herself apart.

“We lot of print and The Team serve South Pasadena on the journey of better better.” real estate while she was working as aHDR will career 35 years ago, thanks to the encourphotography and Matterp Raffetto Real Estate at Pointe3 Real his marketing success isa ensuring my license in order to buy my own by reaching state professional who advise drive, Laura isand positive that she with theclients. place she has but you figure I’m eighty now, so Iin kind ofathroughout pick my “It’s a bit ofMiddleman a make zoo, but you can Natanel began his career in about real estate need hisrem friends are once and future She she began riding professionally again, competing as afierce I think taking thecould time to learn the why ad campaigns. patented “quarterly pop-bys,” which she undertakes says.

“That means going to bat for them, students at academy she attended ardest to work as a group together and watch everyone by their guidance, coaching and support enjoyable for all his and he never once said anything I would be totally responsible for advertising and online advertising,” she Nicole knew she would flourish in this her, we laIg they do. real estate paralegal for law firms around and ply wants to continue wo of her father, who was aTrot, commertours on each and every oneorofthro my Estate, Ryan Raffetto isagement a buy prominent that all histo listings areof innovating and specialties.

We support the Turkey Compassionate m a busy day at behind work and snuggle up highracer ony explains.

“I “I can help them steer clear homes during holidays, back school, or other important working for the highly reputable Ryan Serhant Team someone’s decision to or sell with them at various riding events, barrel on the rodeo circuit.

She returned to real school.

“Those students come from visitors interested in purchasing propercan bring about the changes she hopes he surrounding northeastern Los Angeles area, and succeed.” the transaction.

“We are all in this together,” Paige properties,” Williams says.

“But when people as to start In additio and looking out for their interest 100 rformance, and I’d name either in make explains.

“I believe intoadvertising.

Even ds howsaylife-changhow far out he had drive, atand whatever people and making frien There areFor many oth thelegendary Seacoast of New Hampshire.

“Idrives loved them the itthem Seattle real estate marleading the online especially cial real estate agent.

Marie-France got rentals,” she says. certain aCare, former law enforcement official, moments throughout thehas year.

Sheplatforms, toeven about 100the downtown revitalization Sidney Alive, ’s just my life is a little different.

IAs at the Nest Seekers International.

“My perhelps me2019, serve better.

People will Austin helped shape the community everywhere inin the world, and arrive with explains.

“All of our team members work to benefit ors directly to put where the repair costs are prohibitive, field.

In she took the leap into most perfe sends on holidays and other special occasi estate full time 2014, but has never lost her connecak it on my own,” Bobbi recalls. though very few people do print anymore, ies on the island.

She obtained her license shortly after. to see.

“I want everyone to fall in love with this island percent.

But it also means always tellrole in Natanel’s su he only wants what time, he was just up for it.

Once we found diving into the paperwork and documents, feed ding Pasadena, South Pasadena, San Marino, favorite part estate iswill meeting new houses and drops offmedia. desserts or real toys, and thisstarted ket.

Appreciated for his personalized social Another essential Iconnect sold my first home to my wife’s best as ateam, trusted her license in 1987, and the rest is history.

Marie-France invest in works we helped raise $4 million in aMeg’s couple of years to ion for individualism helps herback knows how to look others Brent hisalso SOC spective and myprint, mindset were always to go after new keep coming to Brent you if they know care.” he150 serves ason asomember of oneof of the local planning ato variety of needs. means aafter lot tothe me to the team asyou aItover whole.

We’re all extremely close and estate seemed like a good match, I’ve had good luck with I keep ® tion the horse-riding scene, or many wonderful unique approach undoubtedly contributes to her repuwould be his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I 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 Leading the Marie-France Vachon team, photography and pamphlets. m very empathetic ‘the one’ he was quick to get my offer in While many REALTORS and see the beauty and calmness that exists living here. work tirelessly to find their build our animal shelter and support SCARF – that’s nena, her geographic service area, which ost say real estate and hasn’t looked back since.

She earned the ibly thoughtful, kind, an development the same way did,” recalls Natanel. in stressful times.

Understanding how Homes—where his wife w tricts prese in the Village of he Penn Yan, and has contributed Alhambra, Gabriel, Sierra pleallasisinThis and relationships with them.

“Hav come from ahow variety of backgrounds.” results make sure they are well cared for.” friend and I Arcadia, saw happy ittoboards made Phoenix are SCOTT WANDELL STEVE SCHEURING WILLIAM ELET Is loved sales houses and I knewSan sales.” investing in it.”

Bobbi aforming member tation aalso warm and in friendly and, subsequently, “It was really interesting toagent me.

Ithe got brokerage’s internati As for future of her business, Stacey l people itshe gave her the opportunity meet. helping people,a he strives to provide approaching all listings with the same services the greater Montreal area, the County Animal Rescue Foundation; my husimply as “everything She as 9 years old, doing says.

Much like a tocountry!” even though he had to drop everything that situation that isn’t right for them, even “So, during my first nine months of working with that ail side, I’m able people to smooth the process and put the Austin originally entered the industry as athat 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, Laura, who has a Shelby cohesive team works diligently to accomplish important and nerve-wracking a transphotographer—in order to moving from California Coloradofor ofwatched several networking groups, including the network of references she isofalways building. mythat real estate license asnopart my job Look ods utilized include Rookie of The Year Award from Northeast Association thank her enough and are exceptional service and experiences. mindset, matter the price point.

“I e, Monrovia, Duarte, Bradbury, Temple City, psychology background and being interested in p her, I got such a feeling of fulfillment assistance.

Ih to helping more and more people as the including the island of Montreal and the Community involvement is impo band and I love being a part of organization.

We re between Dayton, Lima, Columbus, Going forward, Candice will be adding an administraalso a Realtor.

Her team, I was fortunate enough to get my first excluen and then advise morning because of how crazy this market manager when an investor reached out to him in 2011 Street.

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

I client goals.

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

She is a can be for clients, he takes his agents, andmedia that platforms, continues construction I’ve home in shape when westarted findand situation its rich history, who will honor past.

My many ofher the island homes become abandoned and left asconnected aabout paralegal, and Iall really toa love have al Ryan started inToday realaction estate 16 years ago, give my listings the same level ofWHITCHER KAITLIN may beMeg’s spread out, but we’re all here!” border, serving a county of nearly surrounding suburbs.

Aeven rainmaker for her Marie-France andIits her team.

In 20 mputers, restriction CARLOS ORTIZ BOBBI PRICE tive assistant to the team in January, which will allow eiana joined mother MARIE-FRANCE RYAN RAFFETTO horse community continues to grow.

Sh Stacey ishad aclients horse property specialist with West sive project inbeyond the Bedford Stuyvesant neighborhood ot started.

The rest is history, and member of the Pikes Peak Association of that past have asked to join their team. rose, and more.

About 70% of business I believe that everybody has something that’s ver for to help managing his vacation rentals inhelped the Finger with his wife and daughter, hiking, playing music, and knowing that I somebody do, and I .”

Scott decided is.

He went above and your normal Rachel utilizes all of the standard methods for marof Realtors.

Nicole is located in Andover and serves agent.

Thank you would think my 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 partnering up with downtown Seattle concentration.

What sets me apart are Maximum, targeted to help families that works.” goal is to let the buyers know what living here entails. n dire conditions, it became a mission to help homes team, Marie-France currently has three was named Keller Williams Amb VACHON agents to give even more attention to their clients.

She’s eryears, license soonhas after of Brooklyn, which was eight units.

That’s how I got Bobbi been serving her Realtors , the Denver Board of Realtors , “When we first started, about half of our team was like to expand her team, bringing on and c USA Realty in Peoria, representing clients all over keting her listings, but prioritizes social media, which Lakes area of to Upstate New Austin was onlyto23take bee keeping. r the pandemic hit, ‘REALTOR ’ on and he never once me acial few clients for themade benefit ofsuccessful, the lawofthat keep cess.

“IYork. do the best I Ican care of the people be andsix become a achieved, household developers support sales incontinuing their highthe in-depth custom video reels my sasonable from repeat and referral clients, an impressive and unique about them contributes to the w always alo achieve their dream. soon realized agents in Ar team members, with a goal set for 2022 to Culture for Canada because also putting together education classes to 011, whenall she took of Massachusetts, she’s extremely knowledgeable and helping them achieve their real and the Pueblo Board of Realtors .

Her my start, and we sold out that whole project within has come to be a great fit for her social and personmade of past clients,” Paige says.

It’s very remote, so I need to make them aware what ind their loving owners. price.” atfully the but and had established a six reputation agents who share“renovate herI dedication to in offerin Maricopa County, with aadds, particular emphasis theit, Ion firm, and before Iin knew was falling in to ou co sa that hebook could control feel like ateam burden.” rise time, buildings.

HeIalready now leads a is of agents media team collaborates creating together.

Also, career serve,” he says, and “I not to overload Southern Colorado. did 50whether deals first When itreach comes tocould marketing his listlding her of of business bytrain connectat least 10 agents, with a try hub toapproach service them. dedication to helping others, in or able toAustin real estate.

“Social media isgrowing how goals. great relationships with other agents helps to get the help new agents, and excited to help them build ce leads a team months, which was tremendous.

We were then given hat demonstrates the trust and confidence she inMeg says.

“I try to discover that.

When I meet p that I could have a bigger impact in as a hard worker and someone people trust.

As Going forward, wants to continue his The sky is the limit love real estate each day!”

The rest isservice. mayb customer West An enviable 100 percent of her business their day-to-day life will look like in quaint and assists andValley. sellers throughout theher Metro with the pandemic going on, itShe was imperative to ofthis Anthony stays in touch with the investors about her region.

“North ofinsight Boston awith very unique Deeply involved in the Ash tealty, and instinct, he and went for itbuyers fullGay’s entrepreneurial streak helps her Iensure built my business,” she says. also makes use myself with too many deals atis one time because Ifull and I’m hoping to every yea real estate industry.

One thethat ways she and word out about listings.

“My listings get very ings, meets contemporary buyers their own business by sharing her experiences.

“It’s representing other projects in the neighborhood.

I’ve been able todouble As team leaders, Paige and Dave that all mema native ofarea. the area, he Carlos also had great into the business, bringing on andyears, training new agents, investexactly what he’s history, and for the past 17 Kaitlin You can reach Ra Seattle present potential buyers an authentic peek inside .unications She continues her relationships with her clients I immediately look for everything about them that comes from referrals or repeat clients, many of whom the community and on people’s lives For William of personalized brochures for each listing, which nzing Gay Smith / Associates who quiet fishing village.”

Because I leading care much for the island, I’d like to see isagents one ofat the agents forcreating The Platinum coverage, not just here, but outside ofcomes this area assuccess ever since. was the best When Scott isn’t working, he’s giving back to the comAbout 80% of Marie-France’s business from give back is bybranchvolunteering to people help a local w from he’s worked with, often just to see how to each person with the utmost care and my wanting to help the that berstreat are on the same page anda maintain the same core build my reputation from that and start about something that everyone—agents and ea with aplace,” focus on“Itso they are at, which means heavy local market, andwhere in want 2015 he decided to begin offering in homes his team toneighborhood help them beteam successful.

“I love being she says.

“I was born and raised in Salem, so I become a prominent figu the most valued realn become long resid has been helping her clients achieve their This or rlmiller1013@ include photos, statistics, and much of the without them ever having to step outesent a wide swath of professionals and , where she and her small team serve Colorado well,” she says. are horse owners and competitive riders themselves. repeat and referral clients, an impressive feat that shelter in Montreal. ott explains. munity through the local FFA chapter.

He also loves value of putting client first.

Acknowledging that out into other areas, including downtown Brooklyn.” clients alike—want to be a sellers part of,” says Candice.

“I’m 2021 she closed $5emphasis after the closing, and they know that because of If you’re always looking for the things thatpassed are he l through real estate.” ing people.

“I love meet ome of the neglected properties improved and cared and work as hard asing I can to make sure they for them toagents. help meanyone grow and ge ing that knowledge torespect, buyers and full time.

He in aon position tothem help both my not clients and my and betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert tohelp, new opportunion social media, targeted marketing real estate goals. took and more information.

His impeccable client service and ability to connect side,” he says. s 90 and the surrounding area.

This includes all ve got a sheriff’s deputy, a captain of demonstrates the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. this is one of the largest transactions someone can know it very well.

And people have started moving to most notable efforts is h Soon came a project on Long Island City consisting very excited about our future.” dor.” percent of that traveling for scuba diving and spending time with his get what they want and that we have a great time want to keep mentoring them and help the big mistake.happy bought outyear aof boutique brokerage andfor has been delivSometimes I feel like Iyou’re won the lottery.” company with ove toasclients personally is drawn from the high percentLaura’s mission has been quite successful far, ter 23 years Google, and all of the dedicated real estate websites those connections,” he sa s years of they can always turn to her about going to have a very Paso County, asaexperience well parts Pueblo, Teller, Looking to theso future, Bobbi says, “I people, plan to keep al Estate his senior to help ties, which he is constantly on the lookout.

On the an auctioneer, surgical nurse, and one “More than three-quarters of my business is comLooking to the future, Marie-France says, “ make in their lifetime, Paige and Dave take their roles ofwell.

77Having units, and –built after splintering offmost from Ryan repeat clients.

The “So Itoknow network very And I’ve sndooking home expertise is business from repeats daughter.

Scott ishis planning for his future as well and worked asfor a my solo for ofthe hermove career, emphasizes that it’s ering excellent service hisit.clients. clients ever since.

“Iclients fell age of repeat and referral Ryan understands Ryan’s passion helping others extends beyond doing Ithat really goof to bat for them.” successful and out on their event own.” as, Park counties.

An impressive 98% ofRealtor.com.

Bobbi’s going like I’m going.

I’m 79 and feel like I’m 60!agent these areas from Boston after the pandemic.” cancer event.

The starts next week –tolike everyone isAs differnd she managed to complete five transactions in her for aderives Zillow or All beneseriously.

“We are professional, and we do everything ing back to me because clients were happy with my been in real estate for I am For more about Paige and David Grov Serhant Team and joining forces with Bethony in 2019 part of The Laughton Team, William serves the biggest purchase of thinkin arelatio per ecommendation of a trusted vendor to help them ng.

His work ethic impressed rare occasions when he is not working, Anthony enjoys Contact Gay at 937-497-7961, her dedication reputation as someone who is very familiar with both Kaitlin took on her longtime friend Carol Lavigne as35 years, is creating the importance of placing client needs at the forefront real estate and into his personal life.

He’s a sponsor in love with the process,” says Austin.

“It’s a blessing es above and beyond to get his hopes to expand into a bigger team.

“I want to get more ss comes from repeat and referral clients, a feat I’m going to keep working until I can’t, and I have no r own first group and skills.

I as learned that we can to she find our buyers their dream home at a great services,” explains.

“I have quite a few raving fans my 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 tallest residential building in New REALTOR Vendors and Real Estate Companies— very weekend an agent.

“I was worried that vice is what keeps gaysmith.com or visit a of buyer’s agent.

Carol has beenClub, ingolf, real 22 years, also my There’s network o the past three years, with of each transaction andPhoenix ensuring that clients achieve the Washington Athletic theestate Seattle Yacht to be able to help and that’s always my focus. the area and the unique needs oftraining horses.

My clients peaks to trust and confidence she inspires. plans to retire before then.”

Above all, Bobbi looks aduating he was apeople, full spending time with his family, or playing basketgreater area, including all the surrounding ing us with that. anything they need. ls.

“What sets me apart from involved in mentoring and new agents.”

Brent focuses on forming lasting bonds with clients oker: if the you’re going tooffered have a othbusiprice, and get our sellers the most for their properswant a real architectur as well!

These clients will refer me to their friends, help them build their own clientele, and also grovehomesgroup@youneedresults.co York outside of the Manhattan skyline tower consisting uing to offer vlog he posts on YouTube.

“I offer advice on buying and works with buyers so Kaitlin can specialize in listfriendships.

I care email gsmith@woh.rr.com their desired outcomes.

“I’m all about building relaClub.

In addition, he donates to various causes near ts keep coming back because they like me and forward to continuing to be there for her clients.

“I terage’s was a low number, but then I asked my friend on I’m not concerned about pushing clients to buy or sell relyportion on me help them find the right property foraclients everyone to to be a the same.

You m beginning end, I ask a want lot and just how he’d want to802 be treated. ty outlying intothem the shortest amount ofings. time.”

One way they REO team.

“It was a treats ball and football with his friends and coworkers.

As for family, and care of mine.

I also have goal of face expanding With growing of her business deriving from and over $30,000 raised cities and areas.

All of William’s that joy ona their wh of 67 stories, $1.1 Billion sellout which Get Nationwide & International exposure!

“Carol isunits, absolutely awesome, and this has not necessarily abo tionships with my Iinformation want to colleagues.” be they their broker and dear to his heart, including those aiming to been help he job done,” Bobbi says.

“I get a transactions lot ofclients. repeat love serving my clients, and they can feel that Iand really oyed during or selling, tips for current homeowners, or updates on as much as giving people the need to he mainland how many she had done in riding and training.” it were my own,” eir journey and am really dialed He finds his path endlessly rewarding and is eager to see “I’m not in it for the money.

People are not just nummarket centers throughout the province of Que as of this writing is more than 50% sold. a great way to streamline our business.

We love our many families I h rk with top agents, learn a lot, the future of his business, Anthony’s short-term goal for life.

Whether it’s their first home, a second investthe LGBTQ community, Homelessness, and Cancer ss, and in some cases I’ve worked with three do care about them.” make the right decision for themselves and their fam- Nicole currently come from referrals, aclients’ testament to up, the It’s especially when it’s some working with sellers, Meg says, “The first goal as impressed trends in the market.” repeat clients and referrals, it’s clear iswithout going aCanada.” fun and slerchasing others leep, I the can’t For 8itIbrokerage, years, Marie-France has with Keller elsewhere inthe Above all,pink-the Marie-Franc Copyright Topbeen Agent Magazine bers to me.

I want to help them find forever homes cott says.

“Isleep. help them get what where takes him.

“Seeing my eyes light No portion of this issue may be reproduced inmake any manner whatsoever prior consent ofhe publisher. her first year, while working at a big and dynamic, and our clients love it too.” what’s important to tions of same family!

I care about my people, ment, or their children’s home, want to sure Research in Seattle.

In his spare time, loves to ski, I’m good at communicating my observations, soCurrently, if Top Agent Magazine is seen by Real Estate Agents service for this area’s invesisbefore to double his volume next year.

He looks forward tobetothe Natanel and Michael are representing multihiswaters wrketing murky trust he builds and the quality of service he provides. able to buy a ho Williams, aWhenever company she was drawn tousually because they forward towould continuing provide the same e is toily. price the home correctly. a She laughs, adding, “The house is the and create memories.

When my son passed away, I thattothe shows.

They feel that, and that makes Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure accuracy time truly understand.

From and knowing we were part of the process, that’s the best that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time above and beyond to meet their needs.

“I’m super everyone in the commun tkehink turned out she completed four transactions in her I don’t think a particular transaction is right for someple new development projects in all five boroughs of the to put themselves becoming an Carlos reaches out frequently to past clients to see dove into it headfirst and never many years of helping investors, and hopes to begin are known for the sophistication of their models and real estate experience to all her clients.

With Great Island Realty, Kaitlin serves Strafford eel comfortable me.” and in every U.S. city Internationally! with hisand beloved lastBrokers thing we talk about.” that money isattracts just money.

You can’t take itCharlie. ofwith published Top Agent Magazine be responsible for expressed facts supplied by its and tofirst theon last hour ofmaterials, closing part about what Ielse.” do.” ilestone Steve util “I’m not in real estate for the money, I’m indog, it torecent help aorbig part of Nicole that, the gmeet comes the market that’s priced right, itcannot one, I’ll advise them to look for something ntire year!

That’s when Ilearned knew that IMarie-France wasn’t doing Bigheld Apple, along with aIopinions big, get: aNew 35-story, 450 afford a approachable, home, myifEmphasizing and I just gravitate towards people. love Additionally, and systems. also incorporates her own sysCounty and Rockingham County in Hampshire, education, Ryan believes in walking ever looked there’s anything he can do for them, whether it his own portfolio soon. youbuilding when you die.

But your memory can live authors. To subscribe orwith change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. pretty good friendship.”

His cliunit building ininto downtown Los Angeles.

“I incrediContact Stacey at ine!” people out,” William explains. afeel continuation of623-606what I s.

After that, you have to the out onvery this amily feel also in clients the makeup of Bobbi’s temsword into the process.

“When I’m meeting new buyers oo bad.” covering the area from the Seacoast to the Lakes Region. his through the transaction process Heading 2022, Ryan will remain true to his core Please contact mag@topagentmagazine.com xperience inshows has anything toget do with estate or not.

He’s also on through others for aastep-bylong time.

Memories are Stacey understands.

As member of the Professional That foundation of honesty hasreal helped Austin build itygranddaughter to make buying and selling hearing their stories and I’m sensitive to the fact that this event that Andover has, bly fortunate,” says Natanel. or email scoulthardre@gmail Her and partner, Jade, is a licensed Kaitlin’s business comes from repeat and or sellers, I usethe a questionnaire to 50% really understand step to know what tothis expect throughout process. About values andofcommitment to consistently advocate for I can oviding ing channe whatever to help pe home!”

Meg accomplishes via online markettoend listen to active in his community with the volunteer work he ’t atbeen the finish a find very successful business over the last six years.

Asad always going to be more important than money.”

Rodeo Association, National Barrel Horse Association or call 310-734-1440 for rates and information.

He helps them the home of and has working with Bobbi for 12 years. referral clients, an impressive feat that demonstrates “Education leadslargest to empowerment. people perhis best interests and provide them with the members of what their I’m real aestate project is andclients’ what they’re looktor for two years now, licensed is probably the transaction they are ever going to being active Fortunate, yes, but backed by deep industry and market lds strong relationbroker and owner ofmy Wine Trail Properties, hehelping leads With theas ferocious speed which modern world important does with local elementary schools, build agoing obbi’s daughter, Jade’s mom Lori, isat unlicensed keeps relationships long for them and making sure their sg’s well working with her extensive network ofIahave trust confidence she inspires.

Part oftheir whatdreams keeps son, and I William want clients to bethose happy and to feel highest ofstrong service while making ingthe for,” she says.

“Then aand meeting with them Contact Austin atmore 315-882-2343 knowledge thatlevel keeps both developers and buyers flock-orLaura Evans To learn about nd Connecticut.

In his first year have become good team of around a dozen agents who deliver 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 Through online site make in life.”

Nicole aims to eliminate stress and make looking for float for the Torchlight Parade in Old Saybrook, or confident about the decisions they’re making.

My goal come true.

He’s currently looking to hire two For 33more ab s moving, it’s no surprise that many are deciding to where I go deeper into their answers, because I want yet aligned with their budget.

At Top Agent Magazine Top Agent Magazine after the closing.

He stays with his clients ing to touch him for his services.

“I think a lot of it has to addido ssales in the area are always looking for properemail alapp@winetrailproperties.com After the closing, Iwho service to Yates County and theinto surrounding area.

Onin That’s in addition toand another part-time assistant, Contact Candice at 404-660-9565 email ladylauraevans@gmail.com, ethic.

“I love being busy,” Kaitlin says.

“I can’t sit still, volume is on pace to To learn more about Brent Maha is to help people build wealth, manage their investtional agents and is launching a new website along involved their local community.

He serves as the please them feel that I’m there to help them out and be of participating in his “Icommunity’s “Trunk or being Treat” ts his sellers inthing getting theBobbi most unplug relocate to more remote areas.

Adding tohandwritten with different, yet being consistent andNicole thinking looks ahead,c it an enjoyable experience for all involved.

A great lisAs y.

“It’s a and family here!” says. of weeks.

Because or email myrealtorcandice@gmail.com in a variety of ways, from cards to text and that serves my clients really well because I’m dedirthe their clients.

That’s in addition to promoting the ments, and grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, greater service to them.

I present all the strategies that email brentm@socodream.co email Nata Vice President of the Ellicott Metro District Board end of 2021. He has found or call (443) 235–4649

STEVE SCHEURING ®

®

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https://

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event on on Halloween.

When he’s not working or the givment, placing their homes the outside box,” says Natanel, when asked how he has

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

Top Agent Magazine

Top Agent Magazine

It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

Top Agent Magazine

Top Agent Magazine

King County Specialist

RACHÉ BOSTON THE RACHÉ TEAM:YOUR PERSONAL REALTOR FOR LIFE Top Agent Magazine

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“My mission is to provide ‘Excellence in Real Estate Services’ to all of my customers and clients by conducting business with the highest levels of professionalism, honesty, and integrity.”

An award-winning agent for over 24 consecutive years in the Real Estate industry, Raché Boston and The Raché Team have helped hundreds of families thru-out any and all economies and help them create wealth along the way.

Raché is highly skilled and experienced in all facets of real property. Her natural skill in dealing with clients is truly a talent. And with all of her years of experience, you can be assured of efficient and accurate service with your own unique property.

Raché and her team serve the greater Puget Sound Area, including Seattle, Bellevue, Renton, and parts of South King County, going as far south as Tacoma. Additionally, Raché is a relocation specialist and helps her clients relocate across the United States and the world.

Repeat and referral clients make up 95% of Raché’s business, demonstrating the strong relationships she’s built with her clients over the years. Raché’s top priority is providing exceptional customer service and exceeding her clients’ expectations. “We spend 100% of our time delivering first class service to you.

8Copyright Top Agent Magazine

Top Agent Magazine

We are able to spend our time working for you, because you, our ‘client for life,’ recommend us to your family and friends and work associates knowing that you can be confident they will receive the same level of service you have come to expect from us. You receive our undivided

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attention and the dedication to detail you have come to expect from us. We are continuously reevaluating and updating our systems in order to provide you with better service. We want you to be so thrilled with our service that you can’t wait to tell your friends about us.”

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“As your Personal Realtor for Life, I feel it necessary to provide all my clients with a relationship they have grown to trust, and to provide value and service after the transaction so that the changing needs of each of my clients are addressed on a continuing basis.”

“With all of our clients, our friendly team prides itself on being pro-active with communication and highly strategic in obtaining the greatest benefit for the client,” Raché explains. “My mission is to provide ‘Excellence in Real Estate Services’ to all of my customers and clients by conducting business with the highest levels of professionalism, honesty, and integrity. My team approach is designed to use my combined knowledge, experience and expertise to provide Copyright Top Agent Magazine 10

the service my customers and clients deserve.

Whether you are a first-time buyer or seller, considering a move to a larger or smaller home, or merely wondering about real estate as an investment, my unique counseling approach will provide a ‘plan of action’ designed especially to help you make prudent real estate decisions.

After that, my goal is to ensure a smooth process in the purchase or sale of real estate. I view all challenging and difficult situations related to Top Agent Magazine

a real estate transaction as opportunities to use my professional skills to find solutions that best achieve the real estate goals of my clients.”

hear, and truly understand your needs, a quality of business conduct that seems to have been forgotten in today’s highly automated society.

As your Personal Realtor for Life, it is Raché’s job to not only understand your needs, but to respond to them promptly, professionally and with integrity. “It is my pledge to provide you with sound real estate advice, helping you to understand the strategies of decision-making and the future implications of the decisions you make,” she says. “As your Personal Realtor for Life, I feel it necessary to provide all my clients with a relationship they have grown to trust, and to provide value and service after the transaction so that the changing needs of each of my clients are addressed on a continuing basis.”

When it comes to marketing her listings, Raché places a strong emphasis on pricing and staging.

She believes that the best chance to sell a home for the best price is within the first 30 days, and that staging creates an emotional connection with the buyer. Raché also utilizes drone shots, professional photography, video and mega-open houses to make sure that her listings receive maximum traffic.

Being your Personal Real Estate Consultant for Life is not only Raché’s business philosophy, it’s a life-long commitment to providing you with exemplary personalized service beyond your expectations. It is also her philosophy to listen,

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Raché is a mentor for a new real estate agent by providing guidance and support in various aspects of the business, including learning the basics of real estate, taking listings, working with buyers, and writing contracts. Having an experienced partner to work alongside can help accelerate the new agent’s learning curve and increase their chances of success in their first real estate transaction .

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Raché is also committed to giving back to her community, sitting on the board at her church, helping seniors navigate through the real estate process and volunteering for Dress For Success, a program that helps women prepare for job interviews. In her free time, Raché enjoys traveling, cooking, reading, working out and spending time with family.

Looking toward the future, Raché says, “I want to make sure my business is strong and

robust, continue adding and building onto it.

Continue having repeat and referral business.”

Nurturing those relationships comes naturally to Raché. That’s what she truly loves about real estate. “I love people, real estate is a people’s business,” she says. “I love to meet new people and make them my clients for life. That is the thing I love the most, because I’m here with you every step of the way. Even after our transaction is done, the Raché Team will always be here for you.”

For more about Raché Boston, please call her at 425-652-6473, email racheb@johnlscott.com, or visit racheb.johnlscott.com www.

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

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 14

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

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

Top Agent Magazine ®

Top Agent Magazine

1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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RYANNE BUMPS

For almost two decades, Senior Real Estate Broker, Ryanne Bumps has built a business based on mutual trust, honesty and open communication with her clients. She began her career in the city of Chicago working with developers on new construction projects. She believes this is where she “cut her teeth,” giving her a deeper knowledge and understanding of the industry. Since joining At Properties in 2005, she is proud to be a part of one of the fastest growing firms in the nation known for its cutting edge technology and upscale marketing.

put myself in their shoes,” she says. Treating every client as if they were her only client has earned her a strong reputation to where her business is now entirely referral based. “My referrals are driven by relationships with my clients, real estate attorneys, mortgage brokers, and colleagues in different markets. I’m extremely grateful for that trust.”

Ryanne sees her role beyond brokering a real estate transaction and concentrates on life transitions that buying/selling a house creates.

She is there every step of the way to ensure her client’s goals, dreams and the challenges of change are addressed. “Clients hire me as their business partner and advocate to lead them throughout the process and I consistently 16

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Moving to Northbrook almost 10 years ago was one of the best decisions she’s made for her family. “Most people move to Northbrook because of our award-winning schools with easy access to the city,” she explains. Being a community expert in Northbrook and surrounding areas is very important to Ryanne, as she prides herself on being a go-to resource for her clients, friends and neighbors. Her belief is that “you’re not just buying a house, you’re moving into an entire community.”

As the President of her neighborhood HOA, Ryanne enjoys solving local issues and helping neighbors. She also serves on a board for a cause very close to her heart – All Kids Play, a nonprofit dedicated to increasing kids’ sports participation in low income areas. And, when she’s not cheering on her children from the sidelines of their multiple sports activities, she enjoys walks before sunrise, yoga, skiing and spending time at the lake with her family.

Ryanne’s clients praise her for being honest and forward-looking while consistently going above and beyond, and even adding a little stress-free fun and humor in the process. She strategically maintains a level of business between buyers and sellers to ensure that her quality of service is never compromised.

Ryanne’s creativity and drive keep her from ever being complacent. She is constantly learning and working on new ways to make the process of home buying and selling easier and always puts the needs of her clients first. “This is often the biggest financial and emotional decision of someone’s life, and I’m honored to be a part of it” she says.

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To learn more about Ryanne Bumps please call 312-802-0790, email rbumps@atproperties.com or visit ryannebumps.com or Instagram/rybumps www.

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

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 18

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

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

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

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

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

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

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

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

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

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ANETTE TREVINO REALTOR® Anette Trevino doesn’t need to sell homes. An investor and a mother, she works in real estate because she has a passion for inspiring others to believe that they can be home owners. She knows firsthand how life changing it can be to own a home and wants everyone to be able to follow in her path. “Years ago, my husband and I were renting a tiny one-bedroom apartment and I knew that we needed to stop throwing away our money every month,” she says. They decided to buy their first home and that decision put Anette on the path of eventually getting her real estate license. “My agent friend pointed out that I was already doing so much of the process myself. While it was really difficult to get started in this industry, I persevered and went to every class to learn everything I could.” Eventually, Anette not only built her business in Houston, Texas, but came out on top.

When working with Anette, clients are walked through every document so that they truly understand what is going on. “I hold their hand and don’t let go,” says Anette. She attributes her personal connection with clients to being the key to her success. “There’s nothing better than making it to the closing table with a client who thought it was impossible.” While her clients are her top priority, Anette also spends a lot of time with new agents in her office, providing tips about how to stand out in this competitive industry.

She is on a team of 15 people and appreciates the support that comes from working within the group.

Marketing isn’t a huge part of Anette’s business and she prefers it that way. She has a Facebook page, but is more focused on personal communication through phone calls, texts and emails. Anette has a large 20

in-person social network and finds that most clients become friends, even going so far as to invite her to their birthdays and holiday events.

In her spare time, Anette is very involved in her church. She’s been a member for thirteen years and frequently volunteers through their outreach programs to help those in need in her community. “Anything we can donate, we donate,” she says.

She also loves spending time with her kids, whether going out to the movies or relaxing at home together.

Last year, Anette completed $8.1 million in sales. She’s constantly learning and growing and hopes to expand her reach within the Hispanic community in Houston this year. It’s really important to her to share her knowledge and resources with people who don’t believe they are capable of home ownership. “Being a part of their lives is a gift and I want to show them that everything is possible.”

Contact Anette Trevino at 832-605-5551, email anette@loyalproperties.com or visit facebook.com/people/Anette-Trevino-Lifestyle-Real-Estate

www.

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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 Top Agent Magazine

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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n 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 22

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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 Top Agent Magazine

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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GAY SMITH Gay Smith of Sidney, Ohio, has enjoyed thirty-five years of success in the real estate industry by grounding her work in growing her community, pursuing a free spirited lifestyle, and holding the desires of others above her own. “I just love meeting people and working to help them find what fits specifically for them.

I’ve got clients now who went to school with my kids, or I took care of their grandparents – when people come back to you like that, you know they trust you, and there’s no better feeling.”

Gay has been a licensed REALTOR® since 1988, and she was part of a national franchise before breaking out on her own three years ago. Since then, she has steadily grown her business while living on a farm in Sidney alongside her husband. “We have livestock and animals everywhere, but we each have our own space where we can give 100% to our business. We have two horses, nine donkeys, three goats, two parrots, and a pony. Plus my two Scotties and my two German Shepherds,” she itemizes happily. “It’s a bit of a zoo, but when you can come home from a busy day at work and snuggle up with a horse – let’s just say my life is a little different. I love it.” Her passion for individualism helps her connect with everyone in her geographic service area, which Gay describes simply as “everything country!” She works everywhere between Dayton, Lima, Columbus, and along the Indiana border, serving a county of nearly 40,000 citizens.

In addition to building her book of business by connecting with clients, Gay’s entrepreneurial streak helps her lead a team of ten agents at Gay Smith / Associates who collectively represent a wide swath of professionals and personalities. “I’ve got a sheriff’s deputy, a captain of the police force, an auctioneer, a surgical nurse, and one new agent who starts next week – everyone is different and has their own group and skills. I learned that from my first broker: if you’re going to have a business, you don’t want everyone to be the same. You want 24

people to expand on their own horizons, and I love that each of them have their own thing going. It’s great to watch them grow.” Gay has purposefully built a team that represents all of Shelby County, and in addition to imparting her industry specific expertise, she encourages her agents to embrace “the little things” that help businesses thrive. “The small things are what’s important. I’m not big into gifting clients and that sort of thing, but I have a phone rotation so that I can keep up with them and call them frequently. Plus we deliver doughnuts to almost eighty companies here in town – it’s only once a year, but they look forward to it! You have to be a part of people’s existence if you’re going to do a good job.”

While Gay prides herself on the long lasting impact she will have on the industry, she is equally boastful of the footprint she has left on her extended community. “I’ve been on the school board, I’ve worked with the Kiwanis club, I’ve done just about everything you could do – but you figure I’m eighty now, so I kind of pick my specialties. We support the Turkey Trot, Compassionate Care, the downtown revitalization Sidney Alive, and we helped raise over $4 million in a couple of years to build our animal shelter and support SCARF – that’s the Shelby County Animal Rescue Foundation; my husband and I love being a part of that organization. We may be spread out, but we’re all connected here!”

Contact Gay at 937-497-7961, visit gaysmith.com or email gsmith@woh.rr.com https://

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

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

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

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

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

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

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

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

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the 26

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

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

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

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

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

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

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

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

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

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

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

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

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

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MEG MIDDLEMAN Coming from a background in education and psychology, Meg Middleman has been guiding her clients through the real estate buying and selling process since 1986.

During that time, she has built strong, long-lasting relationships among satisfied clients and fellow agents alike. Meg is known throughout her area of southern California as a trustworthy resource for all things real estate. “The real estate business has been very exciting for me,” Meg says.

“It’s always new, because it’s about people. I get to meet all kinds of great people, and I’m always trying to find ways to make the transaction better.”

Meg and The Middleman Team serve South Pasadena and the surrounding northeastern Los Angeles area, including Pasadena, South Pasadena, San Marino, Altadena, Alhambra, San Gabriel, Arcadia, Sierra Madre, Monrovia, Duarte, Bradbury, Temple City, Montrose, and more. About 70% of Meg’s business comes from repeat and referral clients, an impressive feat that demonstrates the trust and confidence she inspires. She continues her relationships with her clients long after the closing, and they know that because of Meg’s years of experience they can always turn to her for a recommendation of a trusted vendor to help them with anything they need.

one child at a time. Meg also supports the local school system as a Business Alliance member of the South Pasadena Education Foundation. When she’s not working or giving back, Meg loves to read, dance, be active in her church, spend time with family, and walk the dog with her husband.

As for what the future holds, Meg says, “I have a nice strong business now, and all I want to do is make it better. Customer service is my #1 priority, and I’m always discovering what’s the next level in terms of how to help people through the process of purchasing or selling a home.

I don’t think you ever totally arrive, you’re just always on the journey of getting better and better.”

Meg’s favorite part of real estate is meeting new people and forming relationships with them. “Having a psychology background and being interested in people, I believe that everybody has something that’s very special and unique about them that contributes to the world,” Meg says. “I try to discover that. When I meet people, I immediately look for everything about them that I like.

If you’re always looking for the things that are likable about people, you’re going to have a very happy life!”

When working with sellers, Meg says, “The first goal of marketing is to price the home correctly. Whenever a listing comes on the market that’s priced right, it attracts buyers. After that, you have to get the word out on this great home!” Meg accomplishes this via online marketing, as well as working with her extensive network of agents in the area who are always looking for properties for their clients. That’s in addition to promoting the listing to neighborhood residents and past clients.

Meg likes to give back to her community. She is an active member of the Chamber of Commerce, as well as the South Pasadena Kiwanis Club, an international service club dedicated to improving the lives of children 28

To find out more about Meg Middleman, please call 626-755-5551, email Meg@MiddlemanTeam.com or visit MiddlemanTeam.com www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

3

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 30

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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NICOLE ANTONOPOULOS Coming from a background in fashion, Nicole Antonopoulos was inspired to enter the real estate industry by one of her retail clients. “My broker, Lillian Montalto of Lillian Montalto Signature Properties International, was one of my top clients for five years, and every time she would come in, she would encourage me to become an agent,” Nicole explains. Though Nicole had never thought about selling homes, she eventually realized it might be the perfect path for her talents. With a love of people and a passion for helping others, Nicole knew she would flourish in this field. In 2019, she took the leap into real estate and hasn’t looked back since. She earned the Rookie of The Year Award from Northeast Association of Realtors. Nicole is located in Andover and serves all of Massachusetts, she’s extremely knowledgeable about her region. “North of Boston is a very unique place,” she says. “I was born and raised in Salem, so I know it very well. And people have started moving to these areas from Boston after the pandemic.”

With a growing portion of her business deriving from repeat clients and referrals, it’s clear Nicole is going above and beyond to meet their needs. “I’m super approachable, and I just gravitate towards people. I love hearing their stories and I’m sensitive to the fact that this is probably the largest transaction they are ever going to make in life.” Nicole aims to eliminate stress and make it an enjoyable experience for all involved. A great listener with tremendous empathy, she loves to guide her buyers and sellers throughout the process, ensuring no stones are left unturned. Even after the transaction, she stays in touch and remains a trusted advisor, ready to update them on the current market conditions and provide any advice they need.

Nicole’s work truly stands out, resulting in lasting relationships with her clients.

One buyer recently said, “I cannot picture being first-time home buyers without the support and drive of Nicole. She is resilient, thorough, trustworthy, and very competitive. Nicole knows the housing market inside and out and is an incredible person. She truly enjoys her career and it shows in her work. She is always available and always kind. Nicole is the best of the best. Nicole goes above and beyond for her clients and has the knowledge you need to succeed. Because of her, we landed our perfect home in the most perfect town for us. She is incredibly thoughtful, kind, and understanding. We cannot thank her enough and are so blessed to have her as our agent. Thank you would be an understatement!”

Deeply involved in the Andover community, Nicole has become a prominent figure in the area. One of Nicole’s most notable efforts is her brokerage’s annual breast cancer event. The event has grown tremendously over the past three years, with over 200 people in attendance and over $30,000 raised for breast cancer awareness.

It’s a fun and pink-themed cocktail party open to everyone in the community and all of Nicole’s clients.

Additionally, Nicole and her office participate in every event that Andover has, and they pride themselves on being active members of the community.

As Nicole looks ahead, she plans on continuing to grow as well as mentor new agents. “It’s something I’m really excited about, as it’s so rewarding to help others succeed.” She can’t imagine herself in any other field and can’t wait to see what the future holds. “It is so special to be part of the American Dream and meet amazing people. The sky is the limit.”

For more information about Nicole Antonopoulos, please call 508-843-0231 or email nicole@andoverhomes.com Top Agent Magazine

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SCOTT WANDELL Having lived in the Dallas-Fort Worth area for nearly 50 years, Scott Wandell is a local expert. He knows every community and loves guiding his clients in their buying and selling journeys here. “There’s a lot of emotion involved in real estate,” he explains. His goal is to eliminate stress, making the experience enjoyable for all his clients. Scott understands how life-changing this chapter is, and he only wants what is best for his clients. “I’m very empathetic to their situations,” he says. Much like a doctor prescribes, “I listen and then advise what steps to take next.” Scott decided to take a leap of faith after the pandemic hit, as he wanted a business that he could fully control and grow in. Trusting his gut and instinct, he went for it fulltime, and it’s been amazing ever since. “It was the best decision of my life,” Scott explains.

A growing portion of his business derives from repeats and referrals, as he goes above and beyond to get his clients toward their goals. “What sets me apart from others in real estate is from beginning to end, I ask a lot of questions through their journey and am really dialed into what they want,” Scott says. “I help them get what they want, and I take the time to truly understand. From day one of when we meet to the last hour of closing day, I’ve developed a pretty good friendship.” His clients appreciate his ability to make buying and selling a seamless experience. He helps them find the home of their dreams, advocating for them and making sure their offers are competitive yet aligned with their budget. At the same time, he assists his sellers in getting the most for their family investment, placing their homes on the top real estate websites he tells a story of why buyers should choose their home through drones and photography. With a unique approach to marketing “I usually provide large full color 12-page brochures all about their home very little about me for each home I list, and I also have a website set up for them with their address as the domain name. Going above and beyond is the service I preach and strive for every time.”

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Clients leave glowing reviews about their time together. One recently said, “Scott just helped me buy my house. He ROCKED IT OUT OF THE PARK! We are in a crazy market right now and he helped me navigate the process seamlessly. We looked at a few houses before we found ‘the one’ and he never once said anything about how far out he had to drive, at whatever time, he was just up for it. Once we found ‘the one’ he was quick to get my offer in even though he had to drop everything that morning because of how crazy this market is. He went above and beyond your normal ‘REALTOR®’ and he never once made me feel like a burden.”

When Scott isn’t working, he’s giving back to the community through the local FFA chapter. He also loves traveling for scuba diving and spending time with his daughter. Scott is planning for his future as well and hopes to expand into a bigger team. “I want to get more involved in mentoring and training new agents.”

He finds his path endlessly rewarding and is eager to see where it takes him. “Seeing my clients’ eyes light up, and knowing we were part of the process, that’s the best part about what I do.”

For more information about Scott Wandell, please call 469-815-9054 or email wandellscottrealty@gmail.com Copyright Top Top Agent Agent Magazine Magazine

A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 34

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

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

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

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STEVE SCHEURING After beginning his work life as a social worker, Steve Scheuring has remained committed to serving his community.

When he and his wife decided to start a family, Steve tried various sales positions, selling cars and computers, before a friend suggested he try a career in real estate. Since then, he’s become a top-producing agent in his home town of Oak Park, Illinois. As a real estate agent, Steve’s work helps others through the important life milestone of home ownership while providing him with a lucrative vocation. Through real estate, he’s also discovered other unique ways to give back to the local community in recent years.

know firsthand the challenges of an older house; typical homes in Oak Park were built between 1890-1940.

In addition, the town’s historic districts present unique requirements and restrictions such as no tear-downs and “renovate to original”. Being a lifelong resident gives Steve an edge of expertise in this uniquely desirable, architecturally rich town.

A fourth generation of his family to call Oak Park home, Steve is a born area expert! He works as a solo agent working primarily in the Oak Park and neighboring River Forest markets, just west of Chicago’s downtown loop. This area is attractive to young families; the bulk of Steve’s clients fit a younger demographic and are seeking a home where they can start and raise a family. The area is also a tourist hot spot, drawing over 1 million visitors per year pre-pandemic with its proximity to Chicago and cultural attractions. The area boasts one of the largest collections of notable architecture by Frank Lloyd Wright and is also the birthplace of writer Ernest Hemingway.

With his deep roots in the community, Steve’s business comes almost entirely through referral and repeat customers. His personal knowledge of the area from the school system to the housing supply are key to the value he offers clients. Steve and his wife have purchased and renovated two homes of their own and

Steve utilizes a number of marketing channels for his listings including online sites and print ads in the local newspaper, The Wednesday Journal. In a community with a diverse but older population, the newspaper has wide circulation and provides solid exposure for marketing new listings; Steve also believes in supporting local media. With online advertising being the primary driver in today’s market, Steve found, during the pandemic, that adding drone video tours significantly increased the online traffic to his listings.

The pandemic provided Steve with another insight, a special way to utilize the photography skills he’s honed as a real estate agent to give back to those in need in his community. Steve and a fellow photography enthusiast heard about The Front Steps Project after it was started in Massachusetts in March of 2020. The project inspired photographers from around the world to photograph families outside their homes with all the proceeds being donated to food pantries, animal shelters and other nonprofit organizations and charities. Steve and his friend Corey Kessler, through Corey’s not-for-profit @photosforFOOD, have raised nearly $100K thus far for their local food pantry, Beyond Hunger, and even appeared in a book about the project!

To learn more about Steve call 708-369-8043, email steve.scheuring@compass.com or visit his website: compass.com/agents/steve-scheuring.

You can also learn more about the Front Steps Project online at thefrontstepsproject.com. www.

www.

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WILLIAM ELET With a passion for helping people and making a difference in his community, William Elet came to real estate after working as a high school history teacher for 9 years. “I originally got my license in order to buy my own properties,” Williams says. “But when I sold my first home to my wife’s best friend and I saw how happy it made her, I got such a feeling of fulfillment knowing that I had helped somebody achieve their dream. I soon realized that I could have a bigger impact in the community and on people’s lives through real estate.”

As part of The Laughton Team, William serves the greater Phoenix area, including all the surrounding cities and outlying areas. All of William’s clients currently come from referrals, a testament to the trust he builds and the quality of service he provides.

“I’m not in real estate for the money, I’m in it to help people out,” William explains.

William keeps those relationships going strong long after the closing. He stays in touch with his clients in a variety of ways, from handwritten cards to text messages and social media. When it comes to marketing his listings, William uses social media to ensure optimum exposure. He has also found success through sending out flyers to neighbors and the surrounding area, as well as a variety of other methods depending on the home and the community.

William’s approach is custom tailored to each listing’s individual characteristics.

William loves to give back to his community any way he can. He is deeply involved in coaching high school football. When he is not working or giving back, William enjoys spending time with his daughter and his wife. “Family is everything to me,” 36

William says. “That’s who I strive to be the best for.”

Looking toward the future, William says, “My goal is to grow my business by reaching out and helping as many people as I can. I want to be known as a trusted REALTOR® in the greater Phoenix area that people come to for assistance. I strive to be the best in what I do, and I want to be one of the top agents in Arizona.”

For William, it all comes back to helping people. “I love meeting new people and making those connections,” he says. “We’re dealing with the biggest purchase of a person’s life, and they’re trusting us with that. There’s nothing better than seeing that joy on their face when you give them the keys, especially when it’s someone who never thought they would be able to buy a home. I get to know that I was a big part of that, and they’ll always remember it. It’s a continuation of what I did as a teacher, just doing whatever I can to help people.”

Contact William Elet at 623-329-8317, email william.elet@laughtonteam.com or visit myhomegroup.com/mhg-agents/william-elet www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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

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