NATIONWIDE & INTERNATIONAL 6-5-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

BRUCE LOGUE CINDY DUNCAN COLEMAN GRAU CRAIG DENTON DONNELL SPIVEY JUSTIN ANDERSON KATE WELLS LENORA HARRISON LEVY PORPINO MARTHA ANDREWS MARYBETH G. FRASER PAULY CAMPANARO ROSEMARIE DUMADARA KOERNER SAM ANTO SHERI TROCCHI TATIANA MONZON TIFFANY MORET ZUR ATTIAS

EVERY PLAYER IS VALUABLE:

HOW TO BOOST YOUR TEAM’S MORALE

Take My Word For It:

The Power of Testimonials & Making Word-of-Mouth Count

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS COVER STORY

HOPE HARTNESS

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.

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

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

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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HOPE HARTNESS

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Top Agent Hope Hartness discovered her passion for real estate when she and her husband began rehabbing houses, leading her to obtain her license and eventually establish her own agency, Hope & Company in Monticello, Arkansas, In the heart of Monticello, Arkansas, a real estate maven is flipping the script on the local housing market. Hope Hartness discovered her passion for real estate when she and her husband began rehabbing houses, leading her to obtain her license and eventually establish her own agency, Hope & Company.

With a knack for competition and a keen eye for detail, Hope has spent the past two years 8 Copyright Top Agent Magazine

building her dream in the charming town of Monticello. She focuses on serving the Southeast Arkansas region, spanning Drew, Lincoln, and Ashley counties. Monticello, often considered a hub for neighboring small towns, boasts the University of Monticello, a branch of the larger institution, attracting new residents and fostering growth in the community. The area’s hospital and a nearby Top Agent Magazine

mill in McGehee, Arkansas, also contribute to the thriving local economy, providing Hope and her team with ample opportunities to transform the real estate landscape.

Hope’s dedication to her clients is evident in the impressive 90% referral rate that drives her thriving real estate business. Her secret

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to success lies in the simple yet powerful principle of treating clients with the utmost respect and working tirelessly to ensure their confidence in her expertise. “We will never just put a sign in the yard and walk away,” Hope explains. “We follow up, build strong relationships, and make them feel like family.” Staying connected with past clients is

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Hope & Company has been voted the #1 real estate company for 3 consecutive years, and is continuing to reach great heights. “I love helping people achieve the dream of homeownership. It’s such a great feeling.” essential to Hope’s approach. Her love for handwritten notes and personalized touches like sending flowers or ordering custom cookies for special occasions. In addition to these unique ways of maintaining relationships, Hope utilizes social media and phone calls to keep the lines of communication open with her clients. The sweet touch of her candy-filled office further emphasizes 10Copyright Top Agent Magazine

her commitment to making clients feel welcomed and appreciated.

Hope’s dynamic marketing strategy is essential to her success in the world of real estate.

“We utilize different channels such as hiring a professional videographer and a photographer, using editing services, mailers, print media, digital billboards, regular billboards, Top Agent Magazine

and, of course, social media,” she says. This comprehensive approach has helped Hope and her team achieve impressive results.

Working together with her agent Brandi, the duo managed to close around $13.5 million in sales last year. In the process, they increased their market share in Monticello to 51%, despite competing with five other agencies in the area. Hope’s innovative marketing strategies and dedication to her clients have allowed her to excel in the competitive real estate landscape, even in a small town setting.

Hope is an active member of her community, generously giving back to various local organizations and causes. Her involvement includes supporting school athletic programs, youth baseball and softball teams, and the Call of Monticello, a foster care program. A highlight of Hope’s philanthropic endeavors

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is partnering with State Farm for their annual backpack event, providing new backpacks and water bottles to children in need, just in time for the start of the school year. In her free time, Hope cherishes moments spent with family and friends, rooting for Ole Miss football, and enjoying outdoor activities like fishing and camping. At the center of her life is her beloved Yorkie, affectionately known as “Maw Maw,” who brings joy and happiness to her and her family.

As her business expands, she finds her passion grows alongside it. She is eager to see where her path leads. Hope & Company has been voted the #1 real estate company for 3 consecutive years, and is continuing to reach great heights. “I love helping people achieve the dream of homeownership. It’s such a great feeling.”

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For more information about Hope Hartness, call 870-723-3443 or email hope@hopecorealty.com

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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BRUCE LOGUE

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BRUCE LOGUE

Bruce Logue of Atlanta, Georgia, has built his ten year career in real estate on a foundation of unparalleled customer service, dedicated community involvement, and professionally trained marketing expertise. “I love the people that I get to work with – my clients, the other agents, and all of Atlanta. I like to have a can-do attitude, and I try to start off every relationship on a positive note.”

Prior to becoming a REALTOR®, Bruce enjoyed an extensive career in marketing, training, and big data. “I worked for a data processing company that supported the publishing industry,” he recalls, “and my doctor told me the stress from my job was killing me. Then the universe did a miraculous thing: after getting my real estate license in March of 2013, my company decided to save money by laying off their senior account executives in June of that year. So I pivoted, and I haven’t worked a day since.” Bruce has worked with PalmerHouse Properties (recently

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acquired by HomeSmart) for the past seven years, and he has steadily built a book of business across all of Metro Atlanta that is eighty percent repeat and referral clients, bolstering an average annual volume that is between $4.5 and $5 million.

In addition to his penchant for marketing, Bruce attributes a significant portion of his constant success to the LGBTQ community in Atlanta.

“Back when I joined, we were the Atlanta Gay

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and Lesbian Chamber of Commerce,” he exudes, “and now I’m the proud Networking Chair for the Out Georgia Business Alliance.

I’m involved in implementing various business-builder luncheons across the state, and after-hours networking events for our community. That organization and the folks I met there have been one of the biggest catalysts for my success.” Bruce readily integrates attorneys, builders, vendors, and lenders into his practice, so long as they meet his high standards for client care. “I like to be the go-to. Any time my clients need somebody, I want them to be able to refer them to a great contact. A lot of my clients are members of the LGBTQ community, and sometimes our transactions require a lot of discretion and patience, so I make sure everybody in the room is respectful and supportive.” Additionally, Bruce is an affiliate real estate specialist for the Homes for Heroes program, which supports medical professionals, active military and veterans, first responders, and teachers. “A portion of my commissions helps support those heroes who might be experiencing a moment of crisis. I like supporting those families every chance I get.”

As Bruce prepares to transition to HomeSmart, he is excited by the prospect of launching several new initiatives to grow his enterprise. “I have a couple of podcasts coming up. ‘When Real Estate Gets Real’ is an opportunity to explore challenging transactions, and hear from seasoned agents and lenders or attorneys; the other podcast is centered on business owners who are members of the LGBTQ community. I’m really focused on sharing what I’ve learned with the rest of the world, and being able to connect with more people – I’m implementing a team this year, and I’m bringing on the first new team member who has just been licensed. He’s bilingual, so we’re excited to grow the team alongside a new community in Atlanta!”

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Contact Bruce at brucesellsatlanta@gmail.com, call 404-441-6930, or visit BruceSellsAtlanta.com, Facebook: facebook.com/BruceLogueLifespaces, Instagram: instagram.com/brucesellsatlanta, YouTube: youtube.com/@brucesellsatlanta or LinkedIn: linkedin.com/in/bruce-logue-67170978 www.

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5 STEPS TO ACHIEVE LONGTERM SUCCESS

AS A REAL ESTATE AGENT Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

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

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FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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CINDY DUNCAN

Cindy Duncan of Roswell, Georgia embraces a straightforward collaborative approach to real estate to fuel her successful business, where she serves North Metro Atlanta, including Marietta, Kennesaw, Woodstock, and Canton. “According to a couple who have sold and bought three houses with me in the past two years, people come back because of my attitude. I tell all of my clients up front that this is a team effort: ‘It’s me, the lender, and y’all. If we each do our part, then this is going to happen.’ People like that – and I deliver. Of all the houses I have ever listed, only one has taken more than a week to get under contract and that was due to Covid lockdown.”

negotiations to her dad. “I’m fortunate that I grew up with a father who taught me ‘the worst anyone can say is no’ so I am persistent in getting my clients what they desire. I want people to love the home they buy – I love the emotional investment and making people happy and those milestone moments move me.” Her business practices have placed Cindy firmly in the top ten percent of all agents in her brokerage for two of the past three

As a solo agent, her unparalleled dedication to client satisfaction forms a business model that demands her complete attention. “I try not to take on more than two clients a month so that I am able to dedicate time and effort to every client. I love helping people achieve their dreams of homeownership” she exudes. Cindy attributes her inherited disposition for perfecting the high art of 20

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years, and unsurprisingly, she is a regular recipient of the Excellence in Client Service Award. Her passion and determination sustain a clientele that is over sixty-five percent repeat and referral business, and she averages an annual sales volume of $4.5 million.

While she prides herself on her diligence as an independent agent with HomeSmart, she recognizes that her success is impossible in isolation.

“I couldn’t do this without the help of the brokers and agents at my brokerage,” she reflects. “The philosophy at Palmer House, before we were bought by HomeSmart, was and still is very much about community and lending one another a hand.

We bend over backwards to help each other out.”

In addition to her professional support networks, Cindy has a robust understanding of the industry from her family members. “My dad was a commercial agent, my brother is in mortgage compliance, and my sister is a mortgage lender – she and I team up quite a bit. It’s beneficial for my clients, especially first time home buyers, who can be a bit apprehensive about the process. When they see that my partnership with my sister works to their benefit, it reconfirms that they are in good hands.”

In addition to supporting each other’s businesses, Cindy and her sister collaborate on community education projects. They have created real estate videos and seminars to distribute on Facebook and Instagram, and they visit community service members to teach them about the myriad of homeownership opportunities available specifically to them. “We’ve done giveaways, and we occasionally bring lunch to the fire department or police department. Serving those who serve our community is an important way to give back.” Privately, Cindy supports a number of organizations and nonprofits that support women and children. Even though she is nearing retirement age, she plans to continue fueling those organizations with her enterprise every day. “I will never retire; they will have to kick me out – because real estate is more than my job – it’s my passion.”

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To learn more about Cindy Duncan, visit atlantahomewise.com, email cindyskey@gmail.com, or call 678.592.4397 www.

SOCIAL MEDIA Facebook (Personal & Business) Facebook (Business Only) Instagram | LinkedIn

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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COLEMAN GRAU Coleman Grau remembers it like it was yesterday when he expressed his concerns to his close friend and mentor, the frustration he felt after making continuous calls but getting nowhere. But with hard work and perseverance, those calls eventually paid off.

Today, Coleman is one of the most successful agents along the coast of Alabama and Florida as well as a Hall of Fame member with Re/MAX Paradise. Before working in real estate, Coleman worked with his family business selling commercial equipment, but he was always fascinated with the industry. In 2017 he obtained his real estate license.

Today Coleman works with buyers and sellers throughout Orange Beach, Alabama, and Perdido Key, Florida.

“I like the fact there are so many things to do in this business,” states Coleman when asked what he likes most about working in real estate. “When I first started, I had no idea what an email drip campaign was, or how an open house worked. At first, it was all about the morning routine and making phone calls. Now I am focused on marketing.” Whether it’s making phone calls for a few hours, following up with his assistant regarding deals, or shooting videos for marketing, he thrives on the constant change in routine.

going to the beach, boating, and visiting the many local seafood restaurants in the area.

He also just recently took up golf.

When asked what his plans are for the future, Coleman wants to move forward in his career. His long-term goal is to become one of RE/MAX’s diamond agent grossing a million gross commissions in one year.

He believes with what he learned from his Tom Ferry training style; he can achieve this within six years.

Prior to that, he hopes to obtain the chairmen’s club at 500,000 and the Titan status at 750,000.

Coleman’s close friend and mentor suddenly passed away two years into his new profession at the young age of 43. But he still spoke highly of him believing the impact he had on him completely changed his life.

Smiling as he talks about his friend, Coleman said, “He didn’t really teach me how to conduct real estate as much as he taught me how not to give up. Success comes from getting up and doing the same thing over and over and eventually good things will happen.”

Coleman’s unique approach to marketing includes more than just listing his properties on common websites. A trainee and formally a Tom Ferry coaching member, Coleman utilizes what he learned by personalizing his showings with catchy headlines, unique connotations, music, and a link back to his website’s landing page containing sign-up forms. He also hosts chic-style open houses with wine tastings and other upscale amenities. “I treat everything I do like a business.

I’m operating a business that produces results and that is also the service I like to provide for my clients.”

And when real estate is not enough to keep this high-energy success story on his toes, he has two young children ages 2 and 4. He and his wife love enjoying what the coastal area has to offer. His favorite activities are Top Agent Magazine

To learn more about Coleman Grau, please call 850-449-2782, email Coleman@alabamaparadise.com, or visit coleman.gulfshoresobarealestate.com www.

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CRAIG DENTON Craig Denton is not your typical REALTOR®.

While most brokers would prefer to sit across the table from their clients to negotiate a deal, Craig prefers to do that on the ski slope, golf course, or biking through the Vail, Colorado countryside. “What I love most about the business are the people,” says Craig, “and I love the negotiations.” For him, playing sports with clients is not only an excellent way to bond, but it has been the winning formula that helped Craig grow his business into the top-producing real estate team for Berkshire Hathaway Home Services Colorado Properties since 2016, with a staggering $2 billion in sales volume.

Craig’s journey in the industry began in 1978 after he retired from a career as a tennis pro. “It was a very lucrative business, and it was just an exciting time,” he recalls. His passion for real estate emerged when he got married and decided to make a career shift. He founded his own team, the Denton Advisory Group, which currently includes his two oldest sons, Kyle and Kevin. Throughout his years in the Vail Valley, he has continued to be one of the premier selling and listing brokers for exclusive mountain properties, also representing many successful development projects throughout the Vail region.

Over the years, Craig has witnessed the area’s growth, and his business has grown with it. What sets him apart is the high percentage of repeat and referral business he gets. “Pretty much all of my business is referral business right now,” he says. “We’re a local family real estate team, and we’re known throughout the area for our knowledge, longevity, candor, and honesty.” Craig stays in touch with his current and past clients through personal contact. “Phone calls, text messages, emails, every and anything,” he explains, “it’s the personal contact that matters, and that includes skiing and golfing with clients.” It is crucial, he believes, to maintain that personal connection with his clients long after the deal is done.

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When you’ve been a leader in the industry for 45 years, as Craig has, you are bound to experience many changes in the industry, including the rise in the number of people moving to iconic resort areas like Vail.

“People are flooding in from cities right now,” Craig explains, “and it’s for full-time living, not just second homes anymore.”

He adds that with the prices of homes increasing, hitting a sales target of $40 million is no longer considered extraordinary. Just one of his current listings is priced at more than $34 million.

Yet changes in the market are simply a part of the business that Craig finds challenging and exciting.

“It’s an ever-evolving market, with ever-changing cycles,” he says, “especially in the resort market. So, it just keeps you going. You know you have to adjust and adapt along the way.”

Craig is not just a real estate agent and broker; he is a people person who prioritizes relationships above all else. As part of a sports-minded family business, his team has found that the key to success in this industry is to build and maintain a personal connection with clients. “We socialize as much as we can with our clients,” says Craig. “People just drop in and say hi all the time. I’ve got an open-door policy.”

To learn more about Craig Denton, call (970) 376-0087, email craig@vaildenton.com, or visit vaildenton.com www.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 28

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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DONNELL SPIVEY For the past three decades, REALTOR® and broker Donnell Spivey has helped countless individuals throughout the greater Baltimore, Maryland metropolitan area buy and sell residential properties.

His interest in real estate began while he was working at Amtrak and began investing in properties on the side. Within a short period of time, he decided to change career paths and become a full-time REALTOR® in 1985. Today, Donnell oversees twenty-two seasoned agents as the Broker and Owner of EXIT Spivey Professional Realty. Together, their team is recognized throughout Ellicott City and beyond as trustworthy, client-focused and knowledgeable about the local and national markets.

The recipient of numerous awards, Donnell continues to receive positive feedback as he leads his team and works with clients. Some of the accolades he has received over the years include The National Association of Real Estate Brokers’ W. Bill Hamilton Award as Realist of the Year. He has also been presented with a citation from U.S. Congressman Elijah Cummings for being the first African-American Real Estate Broker to offer real estate services in Howard County. Finally, he was recognized by the Baltimore Sun as one of the Top Nine Real Estate Agents in the Baltimore area.

Over half of Donnell’s clients come from people he previously sold homes to, which is a testament to their satisfaction with his service. “I always put my clients first and take pride in finding what they are looking for,” says Donnell. Throughout the year, he constantly stays in touch, whether by sending notes and gifts or hosting fun client appreciation events. For example, Donnell hosts an annual Memorial Day cookout for his past clients, where as many as 200 people gather for food and a good time. On a more routine basis, Donnell spreads the word about his listings through drip campaigns, postcards, and most recently, Youtube videos. He has shaped a supportive office environment where agents share their listings weekly to gain maximum exposure.

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Very close to his heart is Donnell’s involvement with The National Association of Real Estate Brokers (NAREB). Formerly the President of the organization from 2013-2015, Donnell continues to be an active member on a local and national level. Through this group, he has made connections with real estate professionals in every major city across the country. “I send them referrals and they send me referrals. It is a huge network that I’m proud to be a part of,” he explains. Donnell also created the Home Makeover Program, which helps sellers renovate and sell their homes. The cost of repairs is deferred until closing. In his spare time, Donnell enjoys fishing and hunting as well as playing basketball, volleyball and cards.

As a leader in his office and the broader real estate community, Donnell has a wealth of knowledge that he is generous about sharing with those around him. On Saturdays, he hosts two radio shows where he discusses how to build wealth through real estate. Eventually, when he retires, he wants to start coaching to continue to share his experiences. “I’m always looking for ways of giving back and helping clients and my community.”

For more about Donnell, call 410-465-0083, email donnell@exitspiveypros.com, or visit his website: sellwithdonnell.com www.

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JUSTIN ANDERSON Local to the Greater Seattle Area, Justin Anderson has always been drawn to real estate. At an early age, he had an opportunity to learn the industry from the ground up through his father, who served as a prominent REALTOR® in the region.

Later, Justin would go on to author an accomplished career as a sales manager in the hotel industry, specifically within the corporate event and conference space. But over time, he found himself seeking a new opportunity that better spoke to his passion for helping others, returning to his lifelong passion for real estate. Inspired, he decided to pursue his license in 2020 and launch his career as an agent, quickly establishing a network of satisfied clients that spans the region.

Today, Justin is a Broker with Compass Real Estate, where he assists clients throughout the Greater Seattle Area.

Combining his elite business acumen with his penchant for client service, he has established a reputation as a lasting resource within the community, having cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Justin prefers a comprehensive strategy. Starting out, he helps his clients fully prepare their home for the market, supplying them with a suite of professional photography and videography services. From there, he broadcasts their listing to a highly targeted blend of digital and social media campaigns. He also gives his clients an added advantage through cutting edge outlets, like hosted video walkthroughs on social media, to ensure a seamless transaction throughout.

Elsewhere, Justin is just as attentive when assisting his buyers, carefully guiding them to the right investment for their best interests. Valuing open communication above all else, he takes a detailed approach when navigating

their purchase, keeping them informed through rigorous property inspections and making sure they are satisfied in their new homes. More than anything, though, he loves welcoming newcomers to his thriving Seattle community, from its iconic historic homes to the delightful culture and cuisine found in local hotspots like 909 Coffee and Wine or Treat Cookies in Burien.

Having completed close to $15 million and 18 transactions in 2022 alone, Justin remains dedicated to proven standards that set him apart. “I got into this business so I could give back to our community,” he says. “For me, there’s nothing more rewarding than helping families raise their independence and wealth for generations to come. Whether their transaction is for a $200,000 condo or $2 million house, every client receives the same level of attention and service.”

A member of the Seattle King County REALTORS® and Washington REALTORS® Association, Justin is dedicated to his industry, mentoring rising agents throughout the year. When he’s not with clients or giving back, he can be found traveling the world with his partner or frequenting the popular farmer’s markets in Burien and Fremont—enjoying all his city has to offer. He also loves exploring the vast array of wineries in Washington, as well as supporting local eateries and businesses alike.

As his volume maintains its steady growth, Justin intends on scaling his vision of client service throughout the region. “At the end of the day, my buyers and sellers know they have someone who can answer any questions they may have. Regardless of the client, I’m here to provide all the resources needed to make strong decisions and develop a plan that truly works best for them.”

To learn more about Justin Anderson, email jdabrokerwa@gmail.com, visit homesbyjustinimartini.com or call (253) 334-8445 www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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KATE WELLS Always going above and beyond for her clients, Kate Wells sets herself apart through what she calls “elevating the art of customer service.” Kate got her start in real estate when she bought and flipped her first home in San Diego, where she now lives, and this prompted Kate to get her license. The rest is history, and 12 years later, Kate is in love with her adopted home of San Diego and with her career helping clients make their real estate dreams come true.

Kate primarily serves north county San Diego, including Encinitas, Carlsbad, Rancho Santa Fe, Solana Beach, Oceanside, and other nearby communities, going wherever her clients need her. “I love this community that we live in,” Kate says.

“I moved here from the East Coast, and when I came to San Diego on vacation, I realized I had found my people. The SoCal lifestyle here is very earthy and organic, focused on fitness, clean food, living outdoors and activities like riding horses and surfing. I love where we live!”

Kate’s business is 100% referral-based, and it’s easy to see what keeps bringing people back. “Everyone needs a helping hand, and I go the extra mile for my clients. I very quickly become family, not just a business relationship, and it’s almost like you get an instant best friend with me. I provide support beyond just real estate.”

Having invested in real estate herself, Kate understands the market and has a passion for design. “I love coming in and helping my clients remodel,” Kate says. “A little bit of paint goes a long way, and then we get them top dollar for their house. I like it because they may not have the vision of what we can do, but I know the art of using

paint to open up a space, make it bigger, or add design to make a house feel more trendy and chic, and therefore get more money for your investment.”

Kate is excited to offer unique services that give her clients a great experience.

This past year, she brought new meaning to “elevating the art of customer service” by partnering with a client who owns a helicopter company. “Everyone loves drone footage, but now I have the ability to take my clients in the helicopter and see neighborhoods by air,” Kate explains.

“When clients come into town and are not familiar with the area, I can expedite and help them see over the hedges to get a view of what these communities offer.

It’s the new drive-by tour!”

In addition, Kate says, “I now obsess about every detail in remodeling properties to get the greatest ROl, statistical analysis/understanding markets, and harnessing my authentic nature to genuinely love and help my community. I’ve had many mentors in my life and today as I reflect with pure joy on this journey; I feel most grateful to have learned how to tailor my customer service to each client. Today I offer a bespoke customer service platform from designer home makeovers to milking your goat when you are unable.”

In the future, Kate looks forward to being there for her clients every step of the way. “I’m super fortunate to have found a career that I love,” she says. “This is a dream-come-true life for me, and I absolutely love living in my community and meeting people.” Rather than growing too big, Kate says, “I want to continue touching on my clients, because they are the ones who matter most to me.”

To find out more about Kate Wells, you can call her at 760-707-7370, email soldbytheseasd@gmail.com or visit soldbytheseasd.com www.

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans36

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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LENORA HARRISON REALTOR® and broker Lenora Harrison’s career has been shaped by her commitment to professionalism, love for her community and attention to her clients’ needs. She began selling real estate in Florida, eventually moving to another scenic destination, where she currently resides — Roseville, California. Within two years of starting her real estate career, Lenora had already begun receiving awards for excellence.

She was named REALTOR® of the Year in 1991 as well as a member of the Million Dollar Club. Since then, she has earned her broker’s license and Senior Residential Estate Specialist designation (SRES), as well as completing the Graduate Realtor® Institute 1, 2, and 3. She is also a Life Member of the Placer County Board of REALTORS® Masters Club, which is obtained by just 10% of members. Lenora now works alongside her son as they help clients find their perfect community and home.

Almost all of Lenora’s clients come from referrals and repeat business, likely because she provides a top-level service every time. Before real estate, she worked in sales and administration for many years, which taught her how to stay organized and communicate with clients. In almost thirty years of working in real estate, she has now honed her process from start to finish, which results in high numbers of successful transactions.

Having lived in the same place for the past twenty-eight years, Lenora is known throughout her community.

“Everyone knows me and see me as a locally-based REALTOR® they can count on,” she says. She’s a resale specialist for the 55+ communities of Sun City Roseville, Sun City Lincoln Hills, Springfield Whitney Oaks and Thae Club at Westpark. She frequently stops by to chat with her clients in these areas, or reaches out via email, phone, or social media. She’s Top Agent Magazine

always open to showing them around, whether they want to see the stunning 27-hole Billy Casper Signature golf course in Sun City Roseville, or visit the beautiful Lake Tahoe nearby.

Committed to giving back to her community however she can, Lenora supports numerous organizations including the Boys and Girls Club and several golf and softball clubs. In her spare time, she enjoys gardening, traveling, and socializing with friends and family.

Last year, Lenora’s team completed $20 million in sales volume, a number that she hopes to grow in the next few years. She can’t stress enough how much she loves living in Roseville and why others should consider moving there. “There’s nothing better than meeting and assisting our clients during this important time in their lives. We love working together and usually become friends!”

To learn more about Lenora Harrison, call 916-765-4188, visit wesellsuncity.com or email lenorasellssuncity@gmail.com www.

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LEVY PORPINO Specializing in new construction in the DFW Metroplex of Texas, REALTOR® Levy Porpino brings 8.5 years of experience in the industry, expert sales skills, and a high-level of customer service to every project.

His career began in interior design and construction working for a development company. Moving into sales and investments, he realized his passion lay in real estate, which lead him to get licensed as an agent and join The Polsky Messer Team lead by Harrison Polsky. For the past three years, he’s been working alongside a team of six where he leads the New Construction Development Sales division with 90% of his business coming from developers and 10% from individual home buyers and sellers.

While he’s based in Dallas, Levy’s clients are spread throughout Texas as well as internationally, specifically in his homeland of Portugal. He’s built a strong network of agents and developers around the globe who he works with year after year. “Before we put something on the market, we pre-sell it through our network,” he explains. “Agents constantly call me looking for new construction, so I’m able to bring buyers to developers before the project has gone to market.” Connecting people in this way allows Levy to put most of his focus on project development, rather than prospecting.

To keep old and new clients updated on listings, Levy sends out frequent emails, newsletters, and market reports. He is concentrated on growing his marketing funnel this year by publishing his new development listings through Folio, which is Douglas Elliman & Knight Frank’s internal system for properties. “Folio helps us bring in local buyers as well as international 38

buyers through a network of agents,” he explains.

Levy’s spare time is spent with his family and the Jewish community in Dallas. His two main hobbies are hunting and collecting/tasting wine, but he’s also interested in all aspects of the real estate industry, from architecture to interior design. He spends a lot of time in Portugal and loves traveling throughout Europe. “Portugal is growing so quickly and a lot of Americans in particular are moving there, so it is really important for me to stay connected both personally and professionally there,” he says.

This year, Levy has a trajectory to do around $45 million in sales. Looking at his three-year goals, he’s planning to expand in the European market as well as do new construction projects closer to home in Austin, Houston, and Colorado. “I’m a natural born salesperson,” he says. “I love being able to grow my business and reach new areas. It’s what motivates me to work harder every day.”

To learn more about Levy Porpino, call 214-205-9985, visit levyporpino.com or email Levy.Porpino@elliman.com http://

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 39

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

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

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

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

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

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

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

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

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MARTHA ANDREWS For Martha Andrews, one of the best things you can do for people is to help them find a home. Graduating with her degree in business with an emphasis in real estate, she started her career in marketing with Trammell Crow where she worked with builders, designers, and PR firms, and also managed some of their projects.

Martha took a break from her role there when she had her four children, but as they got older, she decided she could do it differently—that she could implement an unconventional way to operate a real estate team. Today, she has been licensed for 11 years and has no plans on stopping.

Her team of 16 with Keller Williams serves the entire Arizona area, Martha herself specializing in Scottsdale and Paradise Valley. Her model for the team was that she would provide coaching and guidance: to mentor, provide support to and hold agents accountable. Working with her son, Charlie, Martha has made this innovative approach work. “We figured out how to support them yet provide them with the value of being with us,” she says. “There’s flexibility in the process. They can bring me in as a partner on a deal or bring in another team member. It’s a place to collaborate, learn, and have fun, yet you know how to do your job well.”

Martha’s repeat and referral business is an impressive 85 percent, and last year her volume was close to 139 million. Her team’s knowledge and dedication are a major factor in this continued success.

“There isn’t anything you can’t ask us,” Martha says. “We’re there to help make the process smooth. And we continue that long, long after the closing.” She is personally involved at every showing, if not only to receive feedback—an integral part to her commitment to their clients. “We maintain contacts and continue to foster them,” she says. “That’s our bread and butter: that they know we’re going to take just as good care of their friends and family. It’s truly the heart of our business.”

It goes without surprise that what Martha likes most about real estate is developing the relationships. “I want to be sure I’m making a difference in people’s lives. That’s why I do this,” she says.

“I love what I’m doing. It’s really impactful to people. And for me, it fills my heart up.” Her commitment to the community is equally as important.

Martha’s youngest son was diagnosed with type 1 diabetes at age nine, and she realized the need for open communication. Today, she sponsors a group for parents with children who have type 1, where they have an open platform to share.

When she is not working, Martha loves spending time with and cooking for her family. She also loves hiking, playing tennis, and reading. As for future plans, Martha hopes to continue to grow. They’re at a good place right now, Martha says, yet she will never turn down anyone who wants to talk. “It’s so much about making sure that I can offer value to my agents,” she says.

To learn more about Martha, you can call her at (480) 577-7311, email her at Martha@XsellAZ.com, or visit Martha.XsellAZ.com www.

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MARYBETH G. FRASER AND THE MAGNIFICENT MANORS TEAM From corporate executive to real estate powerhouse, Marybeth G. Fraser’s journey is a testament to her entrepreneurial spirit and continuous pursuit of excellence. In June 2013, she transitioned out of a thriving consulting business—where she advised CEOs and senior executives on how to build exceptional brands to increase shareholder value to follow her long-held dream of starting a real estate business. Her decision, spurred by a 3 a.m. epiphany, proved fruitful as she passed the Virginia and DC real estate exams, ultimately joining the esteemed Keller Williams brokerage. Marybeth quickly made her mark, earning the title Rookie of the Year in her first year in the industry and growing her solo real estate business into the Magnificent Manors Team. She selected the name to show her respect for her clients’ homes. Every home is special in its own way making it her client’s “magnificent manor.” A decade into her real estate career, she continues to break barriers, with her extensive business background fueling her team’s success on behalf of their loyal clients.

Marybeth sets her real estate business apart through her team’s local knowledge, expert negotiations, and focus on building real estate wealth for their clients, leading to lifelong friendships. Her talented team of Realtors, supported by a highly skilled marketing/social media director and executive assistant, ensures they are laser like focused on their clients’ needs. “We have to be experts in the economy, local neighborhoods, marketing, sales, home design, buyer behavior, negotiations, and pricing to advocate successfully for our clients,” Marybeth explains. Their clients recognize their remarkable value through repeat business and recommending the Magnificent Manors team to their friends, colleagues and family. To maintain these vital connections, the Magnificent Manors Team holds regular client appreciation events, ranging from neighborhood yard sales to cabarets and art shows, ensuring clients are valued and cared for even after their transactions are complete. “We care deeply about our clients – we consider them to be very dear friends,” Marybeth says.

Employing a multifaceted approach when it comes to marketing their listings ensures that each property is promoted

to the widest possible audience. “We have an extensive marketing program,” she says, which begins with listing the “magnificent manor” in the Keller Williams portal, making it visible to their vast network of agents.

From there, the property is added to the MLS, including Proxio, the international MLS, for broader exposure. In addition to leveraging online platforms, Marybeth taps into the power of word-of-mouth by advertising on neighborhood list serves and within various communities she’s a part of. To ensure each listing is as appealing as possible, her team uses high-quality photography, staging, and even remodeling when necessary. When working with clients on remodeling projects, her team handles the entire project from demo to the final reveal. The end results are quick sales and considerable returns on their clients’ investments.

Marybeth is deeply involved in her community, taking on leadership roles in various organizations. She serves as the co-chair of the VHC Health Foundation Women’s Health Circle, co-chair of the Mothers of North Arlington Business Entrepreneurs Network, and chair of the St. Ann Pastoral Parish Council. Additionally, she is an emeritus board member at Signature Theatre. When she’s not working or giving back to her community, Marybeth enjoys traveling the world with her husband and sons. An avid sports enthusiast, she partakes in activities such as skiing, Olympic weightlifting, tennis, and pickleball.

As Marybeth looks to the future, her plans include expanding her business and reaching Keller Williams’ “7th Level,” where she will continue to serve as CEO while also obtaining her associate broker’s license. Her primary focus remains on increasing her clients’ real estate wealth through meticulous financial assessments, upgrades, remodeling, staging, and expert negotiations.

No matter how much she grows, she will always make sure her team provides the same personalized, caring service to every client. “We always focus on quality over quantity. It’s critical to us because we want our clients’ “magnificent manors” to pay dividends for them not just financially but in the form of fulfilling their ownership dreams.”

For more information about Marybeth G. Fraser, please call 703-798-1803 or emailmarybeth@magnificentmanors.com

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 44

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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PAULY CAMPANARO A vibrant people-person with a love of investing, Pauly Campanaro has found his true calling as a REALTOR®. Originally from New York, he attended the University of Nevada Las Vegas to attend college, working on the Las Vegas Strip for several years in the hospitality industry. He happened to be in the city during its second major boom in the late ‘90s, and was quickly captivated by the explosive growth and potential for lucrative real estate opportunities. He began working part-time as an agent, and in 2008, the market crashed. Pauly persevered, eventually becoming an expert on all things short sale. In the first 4 years he closed 238 deals. With a passion for coaching and training, he transitioned into creating training platforms with two national brokerages, mentoring top producers across the nation. Recruited by Keller Williams in 2016, Pauly moved to Austin, Texas, where he and his business partner dramatically increased the sales of a struggling market center from $700 million to over $2 billion in just three and a half years. In the midst of a global pandemic, Pauly boldly returned to the real estate market as an agent, racing to 15 transactions his first six months back in the business and then closing $20 million in his next full calendar year. Now leading a team of professionals, he continues to make a name for himself, and is scaling his business to new heights.

Pauly focuses on serving the North Austin area, including neighborhoods such as Oak Knoll, Great Hills, and Spicewood Springs. While his expertise extends to Cedar Park, Leander, Round Rock, and Georgetown, he and his team specialize in the northern region. Catering to both traditional buyers and sellers, Pauly’s niche lies in working with investors who own multiple properties or are looking to invest. Leveraging creative financing strategies, Pauly

aims to help clients achieve financial freedom and a life by design, showcasing his belief that real estate is the ultimate path to the American Dream.

One way Pauly stands out as an agent is by using a multi-layered approach to marketing. He syndicates listings to 350 websites, posts to numerous social media groups, and creates a variety of videos for each property. “We’ll do short and long videos, organic videos, and professional videos,” he explains. Furthermore, his team makes over 10,000 calls per month to establish connections and relationships, resulting in a 99.6% list-to-close price ratio. Pauly’s passion for negotiation is another aspect that sets him apart. He believes the negotiation process is an underappreciated opportunity to bring value to sellers and create win-win scenarios for all parties involved.

Additionally, he’s highly involved in his community, giving back through his church, providing consultation and guidance, and offering free webinars and seminars on financial intelligence and real estate investment.

When Pauly isn’t working, he can be found spending time with his family, including his wife and their teenage children. They love to travel together and make it a goal to take small getaways every quarter. “We also love enjoying everything Texas has to offer.”

Pauly’s future holds an abundance of opportunities, as he plans to reach $100 million in sales within the next three years. He loves what he does, and can’t picture himself anywhere else. “Real estate is one of the most amazing industries to be in. There’s no limit to your growth, and most importantly, you get to help people with their real estate dreams. It’s so internally rewarding to put other people first.”

For more information about Pauly Campanaro, please call 702-354-0578 or email paul.visiongroup@hotmail.com

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ROSEMARIE DUMADARA KOERNER When you believe nothing is impossible you can accomplish many great things.

This statement is a personal mantra that real estate agent, Rosemarie Dumadara Koerner has lived her whole life. It’s also probably one of the reasons she’s considered one of the most successful agents along California’s Central Coast. For over 20 years, Rose has been helping clients sell and buy their homes through her real estate brokerage firm, New America Realty located in Santa Maria, California.

With over 40 transactions taking place each year, Rose is a real estate agent and mortgage broker. Her full-service brokerage firm provides a one-stop shop to residents and clients living in and around the Santa Maria and Santa Barbara areas.

When asked what makes her agency so successful, Rose says, “My service and the relationships I build. I believe that my ability to perform as a real estate agent and a mortgage broker allows me to assist my clients more.”

With an estimated 80 – 90 percent of her team’s clients coming in as repeat customers or from referrals, it’s obvious Rose and her team are extremely dedicated to their mission. Her relationships with her clients don’t end when the deals are made, or the paperwork is complete. She continues to support them in every aspect of their lives, sending out over 32 pieces of mail per year to past and current clients. Rose has attended many weddings, baby showers, and milestone birthday parties over the years building trust and relationships along the way. It’s always a wonderful feeling when a client turns into a lifelong friend, states Rose continuing with, “My goal is to make every real estate transaction as easy as possible for every single client.”

And while Rose doesn’t need to do much marketing, she utilizes tools such as Facebook marketplace, hosts a variety of open houses, sends out email promotions and text blasts to current and former clients, and mails 46

out postcards to neighboring areas and specific geographic locations. She prides herself on educating the general public on the importance of owning vs. renting, acknowledging that owning a home builds wealth over time.

When Rose is not concentrating on real estate, she is extremely active in the local Filipino community. As a former member and ambassador for the Chamber of Commerce in Santa Maria, she also participated in Santa Maria’s All America City Committee, founded to enhance civic pride and community strength throughout the city.

She is also involved heavily in her church and spends most of her free time participating in and attending local church or community-related events. On the off chance she finds free time for relaxation, she loves to travel.

Rose’s long-term goal is to expand and grow. She would also like to hire someone to help manage the everyday logistics of her business. “There is not enough time in 24 hours to take care of all the needs of your clients,” states Rose.” “After 20 years of doing this, I would like to have someone to take care of things while I focus on more quality time with my clients and helping my business to grow.”

To learn more about or contact Rose, please call 805-478-4784, or visit newamerica-realty.com www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 48

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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SAM ANTO When people made the move to Nashville, they would reach out to Sam Anto for real estate agent referrals.

Sam Anto is a leader in the community, and when he realized that there was more money to be made beyond the occasional gift card, he decided to get his real estate license in 2015.

Anto and his team of three agents work in both commercial and residential real estate. On the residential side, he shows listings all around Tennessee, and works nationwide on commercial listings. Last year alone, his team produced a volume of $34 million in sales, with a 90% return and referral rate. That success comes from “my personality!” Anto chuckles.

“I’m a go-getter, I have a really positive attitude. I bring the confidence that I can deliver.”

Aside from creating a personal network, Sam also sponsors and attends many community meetings and initiatives. He prides himself in his community involvement. Anto serves as the Chairman of the Carmel Maria Charitable Trust, which supports homeless children in India who have been affected by HIV. This trust especially assists girls and young women to further their education. Anto also co-founded the Kerala Association of Nashville, which is an organization for immigrants coming from Kerala, India.

Whether it is helping people of the community with personal issues, helping them discover new things in the city, or assisting them with immigration questions, Sam jumps to the rescue. “Whatever possible way,” Anto states. “I [will] help them.”

Anto utilizes the customer relationship management tools, more commonly referred to as CRM, that his agency, Compass, provides. Compass’s website receives millions of hits and reaches a large network.

He is able to connect with his clients using these, Top Agent Magazine

and other, marketing tools, such as Facebook and Instagram. Anto is driven to find the right properties for his clients, and works with patience and care to analyze both the properties and his clients’ financials in order to make the best match every time. “I always love to be mingling with people,” Sam states.

“And I [love] resolving their issues.”

Anto has clearly found success in creating relationships with his clients, as he was awarded the Greater Nashville Realtor®’s Rising Star Award in 2017, which is an honor that comes with much prestige.

Outside of work and his community involvement, Sam can be found meeting new people wherever he goes, working out, or spending time with his two sons.

As for the future of his business, Sam would like to continue his focus on residential and commercial real estate. His team is targeting $50 million in sales for 2024, and he’d love to expand his team with one or two more members. Anto has come a long way from receiving Starbucks gift cards for his referrals, and he is “very happy with what [he’s] doing.”

Contact Sam at (615)243-3312, or sam.anto@compass.com. To get a broader scope of his listings, check out compass.com www.

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SHERI TROCCHI After earning her MBA and working for over a decade in sales, Sheri Trocchi decided to take her business to the next level by getting licensed as a REALTOR® in 2011. She had always been interested in real estate and saw it as a means of helping others while continuing to grow her expertise in sales and negotiation. With an extensive network of personal contacts, she has since built a business representing clients at all stages of the real estate process. Currently serving as Vice President at J. Barrett & Co., Sheri works throughout the North Shore of Massachusetts to meet the highest standards of excellence in real estate.

As a part of a small, yet dynamic team of three, Sheri works on properties ranging from multimillion-dollar oceanfront villas to small vacation condos. Her strong reputation in the North Shore means that most of her business comes from repeat clients and referrals. While she loves working across diverse projects, much of her business falls in the mid-tier market segment, specifically single-family homes and investment properties.

Throughout the home buying and selling process, clients can trust that Sheri will make every transaction as smooth as possible. Even if the transaction requires extra support with financing, appraisals, or home renovations, Sheri goes the extra mile to make sure her clients’ needs are met. Past clients can keep up to date on the market through Sheri’s social media reels and posts, direct mailings, emails, and periodic phone calls.

In her spare time, Sheri is involved in a number of nonprofit fundraising efforts in her community. She cares deeply about supporting cancer research and 50

has participated numerous times in both the Susan G. Komen 3-Day Walk and the Pan Mass Challenge 200 mile bike event. Additionally, Sheri is an avid skier at Sunday River Resort and golfer at the Bass Rocks Golf Club.

When she’s not working, Sheri loves exploring the outdoors with her two Labradors.

As Sheri looks to the future of her business, she plans to bring in some younger agents to build out her team.

She is committed to serving clients at all levels to the highest of her ability and hopes that her team can be an extension of her efforts. “My life is enriched from getting to know my clients,” she says.

“Seeing them make their home their own is one of my greatest rewards.”

Contact Sheri at 617-852-4051, email sheri@jbarrettrealty.com, or visit jbarrettrealty.com www.

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Take My Word for It:

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

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

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show52

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

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

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

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

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TATIANA MONZON A longtime Georgia resident, Tatiana Monzon has always been passionate about helping others. She would get her start in the restaurant industry, where she developed the penchant for open communication and client service that she would later need to excel as a REALTOR®. Over time, though, she found herself seeking a new opportunity that still spoke to her entrepreneurial spirit, but afforded her the time to be there for her daughter and growing family. In 2020, she would earn her real estate license and launch her career as an agent, quickly establishing a network of satisfied clients that spans her region.

But most recently, she decided to take her work to the next level and join The Hester Group at Harry Norman REALTORS® Atlanta North. The rest is history.

Today, Tatiana is a REALTOR® with The Hester Group, where she serves clients throughout the communities of Northern Atlanta. Combining her elite business acumen with her strong foundations in the industry, she has cultivated a boutique process to meet the needs of any buyer or seller.

When assisting her buyers, Tatiana takes a comprehensive approach, carefully guiding them to the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done through regular check-ins, market updates, and even the occasional gift during the holiday season—all to make sure her clients are satisfied in their new homes. More than anything, she enjoys welcoming newcomers to her thriving North Atlanta community, from notable landmarks like The Mall of Georgia or Exchange@Gwinnett, to its booming economy and family friendly neighborhoods.

Elsewhere, Tatiana is just as dedicated when listing a property, leveraging the extensive resources at Harry Norman REALTORS® to ensure a seamless transaction. After helping her clients fully prepare for the market, she shares it to a highly targeted blend of digital and social media campaigns. She also utilizes proven methods like mailers to the surrounding areas and standout open house showings to give each client an added advantage throughout.

“Rather than only focusing on the transaction, I believe in building genuine relationships with all my buyers and sellers,” Tatiana says. “No matter the client, I will always look to go above and beyond for them; after all, these are among the most important transactions in our lives.”

Alongside her fellow agents at The Hester Group’s Johns Creek offices, Tatiana is dedicated to international outreach causes, volunteering to provide resources for children in need through organizations like From Hunger to Hope or Toys for Tots. When she’s not with clients or giving back, she can be found spending quality time with her family, dining out at popular restaurants in Auburn, or enjoying all the parks and natural scenery Georgia has to offer.

As her volume maintains its steady growth, Tatiana intends on expanding her reach further throughout the region. In the meantime, though, she looks forward to all the new clients and opportunities that await. “Throughout my life, I’ve always been a people person,” she says. “I truly cherish the process of helping my clients make such a significant decision.

For me, there could be nothing more rewarding than seeing them comfortable and happy on the day of their closing.”

To learn more about Tatiana Monzon, email Tatiana@MattHesterHomes.com or Tatiana.Monzon@HarryNorman.com, or call (678) 541-4521

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TIFFANY MORET Embarking on an enthralling career journey in 2000, Tiffany Moret initially set her sights on the commercial sector. “I wanted to open a bar or restaurant, so I got licensed to understand the ins and outs of executing leases and commercial spaces,” she explains. As fate would have it, she not only opened a bar in 2003 but also discovered her true passion— residential real estate. Raised by parents immersed in the industry, Tiffany’s love for real estate was deeply rooted in her upbringing. “My mom was an interior decorator, and my dad designed kitchens and baths, so I have been around this world my whole life.” In 2010, Tiffany decided to put her restaurant and bar endeavors on hold, entrusting the management to someone else, and fully embraced her calling in the real estate world. Since then, Tiffany has been successfully navigating the residential market with a unique blend of expertise and passion.

Serving the greater Chicago area, much of Tiffany’s business derives from repeat clients and referrals.

Her approachable demeanor and pragmatism when it comes to the home buying process makes her an invaluable asset to her clients. “I am definitely a hands-on agent,” she explains. “I’ll take them through every step of the process, run the numbers for them, and give them all the stats. But I’m also caring and understanding, knowing that this can be a very emotional journey.” This nurturing, one-on-one approach fosters trust and familiarity with her clients, leading to repeat business and referrals. Moreover, Tiffany treats each transaction, whether it’s a $2 million property or a first-time home purchase, with the same attentive dedication, ensuring that each client receives a consistently

exceptional experience throughout their real estate journey.

When it comes to marketing her properties, she employs a multifaceted approach. Tiffany leverages her brokerage’s advanced platform for advertising support. Additionally, she harnesses the power of social media, utilizing Instagram and Facebook for targeted advertising, as well as investing in banner ads to spotlight specific listings. Beyond these digital efforts, Tiffany also relies heavily on word-of-mouth marketing, tapping into her personal network of real estate professionals and clients to generate interest in her properties.

This combination of marketing strategies ensures that her listings receive optimal exposure and attract the right buyers.

Tiffany believes in maintaining strong relationships with her past clients, ensuring they receive ongoing support and care even after their transactions are complete. “I think it’s important to keep in touch with past clients to nurture those relationships,” she says. To stay connected, Tiffany uses a variety of methods, including regular check-ins, sharing market updates, and providing valuable information about home maintenance or improvements. She understands the significance of staying in touch, acknowledging that her clients are not only a source of future business but also a part of her extended real estate family.

As time goes on, Tiffany’s business continues to grow.

She loves every minute of her path, and can’t wait to see what the future holds. “I enjoy watching my buyers and sellers achieve their goals. I love the connections I have with them.”

For more information about Tiffany Moret, please call 773-991-2249 or email tiffany.moret@compass.com 54

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 56

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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ZUR ATTIAS For Zur, it is a family affair. As one of Massachusetts’ highest-producing real estate agents, he has lived and breathed real estate his entire life. Following in his father’s footsteps, Zur, like his siblings, worked for his father’s real estate investment business from a young age.

In 1999, he decided to break away and move to the beautiful historic Concord area where he started his own real estate practice, The Attias Group Real Estate.

Today, his team serves the entire greater Boston area.

With over 100 million in volume sold annually, Zur is consistently in the top ½ of the top 1 percent of the 27,000 registered realtors in his state. He believes part of this success is derived from having aggressive marketing plans for his clients and, “a knack for thinking outside the box.” With a prestigious reputation, Zur’s team is often privy to properties sold “off-market,” increasing their buyer’s purchasing options.

“When we are representing sellers or hunting for the right home for our team’s buyer clients,” states Zur, “we can often create private transactions for our clients with homes that may not be visible in the marketplace.”

The Attias Group Real Estate follows a very specific process. According to Zur, “When we consult with our buyers and sellers, often it involves long-term planning.

We start with an advisory services meeting and together we discuss things like, ‘What is my client trying to achieve? When is the best time of the year to achieve it? Are there outside influences that could impact the timeline or sales price?’” He refers to this analysis as the strategic piece of the home sales process. “I try to discern the best possible maneuvers for each party involved. We are in the brokerage business, but we are heavily advisory based. I think this commitment to being advisors and fiduciaries first, and brokers second, allows us to determine the best actions to take for each client we represent.”

With family being such an important aspect of Zur’s life, it’s no surprise his two sons are part of the business.

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“I have two sons on the construction side of things. This allows us to take advantage of putting together development packages. We can either utilize these for our clients or refer them to our partners looking to invest.”

When not busy practicing real estate, Zur and his team are heavily involved in giving back to society. His company gives a portion of each transaction to support educational efforts in Zambia. The Attias Group Real Estate works with the nonprofit Kiva as well, in order to micro-lend to other entrepreneurs. They also assist in Zambia by supporting the installation of water wells throughout the region.

When asked what his favorite part of the job is, Zur couldn’t help but smile and say, “The people. I love building a connection with the people we represent and exceeding their expectations.” He was also quick to add, “And I love having a business in which I get to work with my two sons.” In weaving the threads of family, philanthropy, and unparalleled expertise into the fabric of his practice, Zur and his team have crafted a real estate legacy that will last for generations.

You can obtain more information on Zur Attias via his website at: theattiasgroup.com, contact him by phone at 978-621-0734 or shoot him an email at: zur@theattiasgroup.com 57 Copyright Top Agent Magazine

Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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Laughs!

We’re still here!

Making the workplace happy is what we do.

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

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

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

for you!

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

grahamharrop.com

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