NATIONWIDE & INTERNATIONAL 1-8-24

NATIONWIDE & INTERNATIONAL EDITION

5 TIPS TO GET NEW CLIENTS

FEATURED AGENTS

AMBER JAMANKA AMY ROSWALL BEA FLORES BRITTANY CLIFFORD CASSIE CLEMONS CHRIS SHORTINO CHRISTINA CALDERON CONNERY CALKINS DAN O'CONNELL JR DONNA PYLE LUKE STEELE MATT ARAGONA MITCH ASHBURN MONIKA BARTOSZCZE RYAN CUSTODIO SUSY GUREVICH TINA KRAFT

Is Finding a

BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION EVERY PLAYER IS VALUABLE:

HOW TO BOOST YOUR TEAM’S MORALE

COVER STORY

TOMMY NICHE MARKET

CRIVELLO

Right for You?

There Goes the Neighborhood:

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

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

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

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

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

Do your homework.

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

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

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

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

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

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

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TOMMY CRIVELLO Top Agent Magazine

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Top Agent Tommy Crivello launched his own brokerage firm in July 2021, called the Tommy Crivello Real Estate Group. His area of expertise is Southwest Ranches in Broward County—a unique equestrian community.

Growing up with a construction background and serving in the Navy, Tommy Crivello moved to South Florida in 2002 and initially carved a niche as a leading appraiser. However, the 2008 mortgage crisis prompted a sharp career pivot.

Tommy acquired his real estate license and began working in South Broward, focusing on luxury and ranch properties.

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His expertise grew over 11 years, culminating in the launch of his own brokerage firm in July 2021, called the Tommy Crivello Real Estate Group. Today, Tommy leads a dynamic team, including two full-time agents, several part-time agents, and an executive assistant. His area of expertise is Southwest Ranches in Broward County, a unique equestrian Top Agent Magazine

community known for its spacious properties and influential residents.

Tommy’s exceptional approach as a real estate agent is characterized by his remarkable results and genuine dedication to his clients. His impressive track record in

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Southwest Ranches, where he has conducted 48 transactions totaling nearly $93 million in sales over two and a half years, stands as proof of his expertise. Tommy can handle both sides of a transaction with ease, representing buyers and sellers in over 50% of land sales. What truly sets

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Ranking number 12 among approximately 15,000 agents in the county, Tommy is making great strides. “I am the number one land sales agent in Broward County this year,” he says.

Tommy apart, however, is his straightforward and honest communication style. “It’s a very simple concept,” Tommy explains.

“I answer my phone. I show up on time. I am upfront with my clients. I pride myself on that.” His faith-based approach imbues him with a personality that resonates with clients, fostering trust and respect.

Ranking number 12 among approximately 15,000 agents in the county, Tommy is 10Copyright Top Agent Magazine

making great strides. “I am the number one land sales agent in Broward County this year,” he says. But his impact extends beyond sales. Tommy is instrumental in shaping the landscape of Southwest Ranches, an area gaining recognition as the next “Hamptons of South Florida.”

This upscale equestrian community is witnessing the rise of mega-mansions, with properties selling for unprecedented amounts, one even reaching $26 million.

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Tommy’s role in these sales has not only elevated the community’s profile but also garnered national attention.

Truly passionate about his community, Tommy is active in local groups and organizations. He participates in the Homeowners’

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Association (HOA) of Sunshine Ranches, a neighborhood in Southwest Ranches, he contributes to the community magazine and regularly attends HOA meetings to stay connected with local developments.

His community engagement is further enriched by his active participation in his

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church, reflecting his dedication to both his faith and the local area. For relaxation and fun, Tommy turns to disc golf, an activity that allows him to enjoy the outdoors and stay active.

Looking ahead, Tommy envisions a measured and mindful expansion of his business,

prioritizing quality service over unchecked growth. His primary focus remains on maintaining the high standard of service that has defined his career, as he believes his reputation and referral business are essential to his success. “I just love the people, and I enjoy being out in the community. I wear many different hats and it’s always exciting.”

For more information about Tommy Crivello, please call 954-650-1766 or email tommy@tommycrivello.com

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 14

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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BEA FLORES

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BEA FLORES

Bea Flores’ journey into real estate began after her experience as a recruiter for Century 21 Brokers in Houston. Her initial role involved showcasing the company’s offerings, conducting career nights across their multiple offices, and offering insights on entering the real estate world. With 18 years of licensing under her belt, Bea transitioned three years ago to establish a brokerage after her daughter became licensed. Today, she nurtures and guides a team of agents for her brokerage, Luxe Living Group, as a Top Agent in Houston, Texas.

Primarily catering to traditional buyers and sellers in Houston, Bea’s niche extends to representing institutional buyers based in Florida for dealings involving property transactions in Houston, Dallas, and San Antonio. A remarkable 85-90% of her business stems from repeat clients and referrals, attributed to her commitment to client education throughout transactions and her conscientious approach to representing buyers and sellers. Bea ensures transparency at every stage of the process to both seasoned buyers and first-time homeowners, 16

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addressing their needs and providing necessary updates. Following her company’s motto, Bea shares, “Luxe Living Group is not just a lifestyle but an experience.” Bea strives to deliver a luxurious experience to her clients, ensuring seamless transactions and relieving clients’ stress by providing them with complete support.

In her efforts to market listings, Bea has embraced Facebook marketing and virtual tours, resulting in an impressive track record. In 2022 alone, she performed 116 transactions in Houston, 154 in Dallas, and 95 in San Antonio.

Despite her outstanding achievements, Bea finds the most delight in the processes involved in the home-buying journey. She also calls herself an “educator at heart.” For eight years, she has been teaching real estate licensing courses and finds fulfillment in mentoring agents and guiding clients through their home-buying journey, aiming to accomplish their dreams of finding their dream home.

Actively engaged in her community, Bea contributes significantly to the real estate network in Houston, offering her expertise at Champions Real Estate School. Her passion extends to supporting the Houston SPCA and sharing her compassion for animals. Bea plans to expand her involvement in community initiatives starting in 2024. Recognized for her outstanding production, Bea earned accolades, such as being among the top 25 agents in 2021, 2022 and most recently, ranking among the top five agents by the Houston Business Journal.

As for the future, Bea plans to scale back her personal production to concentrate on the company expansion of her brokerage, understanding the importance of having a knowledgeable, experienced representative for clients seeking representation. Look no further for those seeking a Texan agent defined by integrity—Bea Flores embodies precisely that.

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To learn more about Bea Flores, email bea@luxelivinggroup.com, call 832-623-2121, or visit her website: bea.yourhoustonareahomesource.com Copyright Top Agent Magazine 17

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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CHRISTINA CALDERON Top Agent Magazine

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CHRISTINA CALDERON

Christina Calderon’s real estate adventure kicked off during the tumultuous year of 2020 when, faced with the challenges of the pandemic, she made a bold decision to leave behind her career as a Cosmetologist and embark on a journey into real estate. ”I started to really rethink life and what it was that I wanted to do, and I realized that life is too short to be unhappy.” Her father, who does high-end real estate photography in Palm Springs, inspired her to go to real estate school, and she fell in love with everything about it.

Unlike many REALTORS® who are advised to focus on a specific niche, Christina thrives on being everywhere. From South Tucson to the far eastern corners of Tucson, to Marana and Rita Ranch, and even up on Mount Lemmon, she covers a vast territory.

“I don’t think I’ll ever want to create a geographic niche,” she muses. “I really like being all over the place. If I had listened to some of the early advice I received to focus on one area which is the Northwest side, I would have sold just one home by now.”

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A defining feature of Christina’s journey is how open she is about her four and a half years of sobriety. Initially advised to hide this chapter of her story, she decided to embrace it and be her authentic self. “Today I’m really active in the recovery community,” she shares. “I speak a lot and it’s something I’m really proud of.” Christina, whose own mother committed suicide, also volunteers to speak about suicide and assist people

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in the darkest places in their lives. “Addiction took me to a place where I tried to take me own life,” she admits, “but I fought for it, and I never gave up, and now my life is far better than I ever imagined it could be, so I love sharing that message of hope. I want to be 100 percent my authentic self. Just drown out all the sound around you.” Many of her current clients are people in the recovery community. “Some of them may never buy a house,” she says, “but it’s so exciting to help them get their credit into better shape and maybe it will help them get into a nicer rental property.”

Christina’s marketing strategy goes beyond the ordinary. Whether it’s going above and beyond with photography or personally knocking on doors and inviting people to her open houses, she believes in the power of personal connections, both within the world of real estate and in her personal life. When not working, Christina is a force to be reckoned with on the jiujitsu mat. As a Competitive Blue Belt, she not only competes at a high level and is an IBJJF double gold medalist, but also dedicates her time to teaching free seminars for women and children.

Her unique approach is to combine her passion for martial arts with a purpose of empowering and protecting others.

Christina’s future in real estate is bound to be as dynamic as her present career. While she didn’t initially plan to enter commercial real estate, she has embraced it wholeheartedly as well. She is also beginning to implement her plan to start a team sooner than expected.

Christina lives by her own version of the Golden Rule: “I just want to be so good to people that they want more, and they want to refer me to everyone because they know I will take such good care of the people they send me,” she enthuses. “It’s really that simple. Be honest. Be good to people. Take care of them.

Be your true self.”

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For more information about Christina Calderon please call 520-423-7888, email christinacalderonhome@gmail.com, or visit ChristinaCalderon.MyRealtyOneGroup.com www.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 24

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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MITCH ASHBURN Top Agent Magazine

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MITCH ASHBURN

After working as a mechanical contractor, Mitch Ashburn felt it was time for a career change. “I had a back injury, and I thought about entering the real estate field as it would be easier on my body,” he explains. Mitch and his wife, having already bought and sold various properties, decided to capitalize on their experience. Now, as a real estate agent with Century 21, Mitch brings his unique expertise to the team, focusing on West Central Minnesota.

His strategic move to Century 21 came after his current broker recognized the potential and offered him a leading role. Impressively, Mitch has already established a strong client base, with about 70% of his business coming from referrals, a testament to his growing reputation in a competitive field.

self on promptly getting back to clients, ensuring they feel valued and heard. Beyond transactions, he maintains relationships with past clients through inventive strategies. Mitch utilizes social media, particularly Facebook, as well as email campaigns to stay connected. His personal touch extends to sending birthday greetings, postcards, and even closing statements at year’s end.

Mitch’s approach to real estate sets him apart in a field crowded with competition. He embodies the Century 21 ethos of giving ‘121%’ to his clients, a philosophy that’s evident in how he dedicates his attention fully to clients during meetings, undistracted by calls or messages. His responsiveness is a key trait. Mitch prides him28

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When it comes to marketing, Mitch is community-focused. He utilizes a comprehensive blend of digital and traditional methods, ensuring maximum visibility for each property. “All listings are posted on the MLS,” Mitch explains. “I also post on our social media, encourage my clients to share on their social media profiles, and create dedicated landing pages for each property.”

He designs flyers for his listings and strategically places them in various local establishments like coffee shops, gas stations, and post offices.

His grassroots marketing doesn’t stop there, as he personally introduces himself to neighbors, handing out flyers and playfully suggesting, “Would you like to pick your new neighbor?”

This personal touch not only markets the listings effectively but also builds a sense of community and connection.

Mitch’s involvement in his community goes beyond his professional real estate duties. He plays an active role in the local Real Estate Association, serving on the Education Board, and is deeply engaged with the Chamber of Commerce, where he’s an ambassador and is set to become the vice president of the ambassador committee next year. His commitment to community service is further exemplified by his participation in various church organizations, assisting with the local food shelf, partnering to build a networking organization that helps local businesses grow, and supporting local charities, including the HOPE Pregnancy Center. When he’s not immersed in work or community service, Mitch enjoys a more relaxed pace of life. “I like to spend time with my family, exploring, traveling, cooking, fishing, and I’m actually looking at fish houses this weekend,” he shares.

In envisioning the future of his business, Mitch remains focused on the fundamental aspect of helping people, a core value that has guided his career. As the lead agent at Century 21, he aims to grow the team, bringing in new talent and fostering the development of the organization. “I want to be the best by always doing the right thing.”

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For more about Mitch Ashburn, please call 320-444-1945 or email mitch.c21re@gmail.com Copyright Top Agent Magazine 29

The Making of

A TOP AGENT In the hustle and bustle of Real Estate lies artistry and skill honed by top-producing industry leaders. What is it that makes specific agents stand out for their success?

As we glimpse into the unparalleled success of Top Agents, we find them comparable to an intricately woven tapestry of devotion, strategy, and skill, enabling these agents to 30

rise to the top, showcasing what is essential to their climb to the summit. Amidst this tapestry are unique threads, fabrics, and patterns that we will explore to share the making of a Top Agent.

First and foremost, one of the most fundamental factors determining an agent’s success

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is the level of service they offer their clients.

For example, Mauricio Umansky is a prime example; he earned his place on the cover of the Top Agent Magazine for his notable career success as a Southern California Top Agent and owner of The Agency. Mauricio and his team at The Agency are deeply devoted to providing an extraordinaire level of service, a crucial focus for his business. Whether exercising the role as an agent for an elite client or assisting clients through their company’s concierge program, the brokerage and its team members will find a way to provide their clients with whatever they need. The level of service an agent extends to their clients is paramount to their business ethos and directly correlated to the success they find.

Another feature of a top-producing agent is their devotion to nurturing sincere relationships with their clients. Agents who regularly stay in touch with clients acquire a strong repeat and referral business. Upon years of keeping up with past clients through pop-byes, client events, a simple phone call, or grabbing coffee, an agent’s business can become sustainable from this effort alone.

Little gestures like remembering a client’s anniversary or birthday can make a positive impression on clients as the agent fosters a genuine relationship with them. While real estate marketing strategies remain essential, nothing compares to satisfied clients driving Top Agent Magazine

word-of-mouth business. We’ve heard from agents featured in Top Agent Magazine who share that their clients often become life-long friends. Top Agents put their heart into their business and the relationships they build. At the same time, their business always stays strong.

The making of a top agent doesn’t stop there.

Agents who excel in success are often those firmly involved in the community through charitable work, associations, and events.

Active participation in one’s community and an interest in philanthropic causes build trust and integrity and display character and compassion. When a business is devoted to positively impacting the lives of others, it creates a favorable outcome for all involved, those in need and others who share the standard value of paying it forward. When kind actions create a ripple effect by helping those in need, all feel the benefit, further strengthening an agent’s brand image and business.

As we de-thread the tapestry of success required for Top Agents, we see their business is an interwoven fabric consisting of exceptional client service, relationship building, and giving back. Interestingly enough, the real estate industry epitomizes a “people business.” Devoted service to others makes the real estate world as it is.

The making of a Top Agent has little to do with financial reward and everything to do with an unwavering commitment to serving others. Let these top leaders and their insights inspire us. Are you the next Top Agent?

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SUSY GUREVICH

Susy Gurevich of Naples, Florida, has built a thriving career by grounding her enterprise in candid communication, repeat and referral business, and a lifelong enthusiasm for real estate.

“My efforts continue after the transactions are over. I always try to stay on to continue serving my clients – whether they need me to do home watches, pick up packages, rent them; anything I can do to make their away ownership easier. I do all of that as a courtesy, but once you establish that level of trust, you gain a client for life.”

Today in 2023, Susy is a solo agent and Associate Broker at Downing-Frye Realty, Inc., serving Naples, Isles of Capri, Fort Myers, Bonita Springs, Sarasota, and St. Petersburg. “I go wherever my buyers need me,” she exudes. “It’s a lot of work for me sometimes, but that’s what it takes to operate entirely by word of mouth.” In addition to her penchant for interpersonal networking, Susy leverages a robust digital footprint that includes Homesnap, HomeASAP, Facebook, Google, Back At You and Instagram. By combining her

Before formally entering real estate, Susy enjoyed a career as a dental hygienist. “After I retired I decided I wanted to reinvent myself,” she recalls.

“I’ve always been passionate about real estate, so it was a seamless transition.

I am still a hygienist at heart. A happy smile is everlasting.” Susy became a fully licensed REALTOR® in 2004, and in two short years she had obtained her Broker’s license and launched her own company in Miami.

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physical and virtual efforts, she is able to maintain an average annual volume of over $6 million plus. “I just love watching people get excited – it’s fun, and every day is different.

I’m blessed that I get to spend my life making other people happy.”

While this dedication to joy and service has been a lifelong pursuit for Susy, she has recently redoubled her efforts in honor of her mother, who passed away on August 1, 2023. “We did everything together,” she reflects. “Sunsets, volunteering, I took her to work with me, every outing was an adventure with a mom with Alzheimers. There’s a huge void that feels like it will never be filled, but I know she would be proud of what I’ve accomplished.” As an only child, Susy cared for her mother for nearly seven years, and the two were mainstays in Pace Immokalee where she has volunteered in different ways for many years and has served as a mentor to help them grow into successful young professionals. She is now actively involved in the Porsche PCA Everglades Region. Susy has taken on a leadership role in the organization in the women’s group and looks forward to many successful fund raising events to benefit our community.

“I also aim to get more involved with the Alzheimer’s Association in 2024. Turning some of that sadness into a positive impact is what she would want.”

Susy seizes every opportunity to enjoy her hometown. “I call Naples the ‘grown-ups playground.’ There’s so much to do every day, and when I want to relax, the beach is always waiting for me, you know where to find me… sunset with sugar white sand between my toes.”

In addition to joining the Alzheimer’s Association, Susy plans to stay the course with her business. “It’s worked for me so far – I plan to keep on track and give it my all so I can see as many smiles as possible!”

For more information about Susy Gurevich, please call 239-777-3880 or email LovingTheLifeinSWFL@gmail.com

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Laughs!

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AMBER JAMANKA, MPH Amber Jamanka’s passion for community is so dynamic that she is actively creating her own nationwide community of REALTORS®—a community she hopes to expand into a global partnership. Amber describes the concept as a “self-organized team” of agents. “We are working together,” she explains, “although it’s not a formal agreement.

Most of the people in the group are here in the Boston area, but through my eXp brokerage we’re already part of a larger group that is nationwide and in 24 countries.” Looking forward, Amber’s plans include expanding this partnership to every state in the US, as well as overseas.

Amber’s journey into the world of real estate began as a sort of mid-life crisis. With a background in public health and nearly two decades of experience in international public health, Amber thought she had found her dream job. Little did she know that a sudden wave of budget cuts in her profession would leave her jobless, prompting her to explore a new path. Enter real estate. “I took the class just because I had free time,” she shares.

“I got my license and didn’t tell even one person about it. I just woke up one morning and said, ‘Surprise! I’m a real estate agent now!’ ” Initially drawn in as an investor, her passion for real estate grew unexpectedly. The one-on-one connections with clients and the freedom to explore neighborhoods fueled her newfound love for the industry. “I fell in love with real estate,” she enthuses. “I love the day-to-day lifestyle, meeting people one on one and being part of the community.” Seven years later, with roots already strong in Cambridge where she grew up and raised her family, she is now making new connections in the world of real estate.

Her commitment to excellence extends to her marketing strategies. Utilizing a robust social media presence on platforms like Facebook, YouTube, Instagram and LinkedIn, she ensures her listings receive the attention they deserve. And through the Luxury Division high-end homes receive global exposure in prestigious media brands such as the Wall Street Journal, The Robb Report, Mansion Global, Unique Homes and many more.

“I provide luxury services for all price points,” she proudly states, emphasizing her dedication to offering a high-end experience to every client, regardless of price point.

Apart from her success in real estate, Amber’s community involvement is her other passion. Through the Facebook group “Life in Camberville,” she promotes local businesses, conducts interviews and fosters a sense of connection among community members. Her passion for dance and involvement in local dance studios further solidifies her ties to the communities she serves. As a mother of two, Amber balances her professional and personal life with grace. “I am part of a very strongly connected community,” she says.

Amber’s commitment to education and knowledge-sharing is evident in her video content, in which she interviews various real estate professionals, provides market reviews and offers valuable tips for buyers, sellers and fellow agents. “I like sharing education and knowledge and being a resource,” she notes. Well known as the REALTOR® who loves to dance and has a heart for her community, Amber is on a non-stop mission to build connections, foster community spirit and leave an indelible mark on the world of real estate, one home sale and one agent at a time.

For more information about Amber Jamanka, please call 617-281-3333, email MoveWithAmber@gmail.com, or visit amberjamanka.exprealty.com https://

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Is Finding A Niche Market Right for You?

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

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

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

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

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

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 37

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

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

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

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

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

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 38

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

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

Are you already serving a niche?

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

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

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

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

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AMY ROSWALL Amy Roswall’s unlikely journey from dentistry to dream homes is as fascinating as the properties she sells in the greater Seattle region.

“I worked in the dental field for 15 years,” she recalls, “and I got to the point where I was maxed out at income and feeling like I needed something else, something new.” In 2006 she made the leap to real estate, embarking on a successful solo career with Skyline Properties. “I have been a one-woman show since the beginning,” she declares, covering six counties across Washington state. “I don’t say no to anything,” she adds with a laugh, “whether it’s a $20,000 vacant lot or a multi-million-dollar mansion.”

With her talents expanding beyond simple sales, Amy is a savvy investor, and purchases raw land and turns it into thriving properties. Her background in new construction also sets her apart. “I started my career in new construction, so I have experience with that,” she shares. “I have a vast pool of knowledge that allows me to help a lot of people”—experience that includes new construction, land sales and development, as well as being a strong selling and listing agent. As a top producer at Skyline Properties, Amy knows how to market herself. From Instagram and Facebook to Zillow, her online presence is a vibrant reflection of her business. “I market through my own personal website,” she adds, “as well as my company’s website.”

illustrating her commitment to keeping her clients in the loop through various channels. Most of her business comes from repeat and referral clients.

“What I like most about my job is helping people find what they’re looking for, no matter what it is,” she explains. “Having worked in customer service, I take it very seriously. Real estate is not like buying groceries; it’s a very big deal.”

Beyond the world of real estate, Amy works with an association that supports parents of children with special needs. As a single mom to a nonverbal, autistic daughter, she understands the challenges and provides support with unwavering empathy. “I got involved with this group originally as a support group, and then I was asked to be a helping parent to others,” she explains. When not working, Amy loves to golf, exercise and spend time outdoors.

Amy’s plans for the future are as ambitious as her past achievements. She admits that she’s “a pretty big goal setter; I’m always trying to do better than I did the previous year.” In the long run, Amy’s career goals are “always to keep growing while maintaining the high level of customer service I provide.” In the ever-evolving world of real estate, Amy Roswall is not just an agent; she’s blazing a trail as a compassionate community member, and a goal-driven professional who turns property dreams into reality.

For more information about Amy Roswall, please call 206-818-2229, email amy@skylineproperties.com or visit amysmovingyou.com www.

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BRITTANY CLIFFORD In the Dallas real estate scene, Brittany Clifford stands out as a solo powerhouse with a heart for her clients and her community—and a personal touch that sets her apart from the crowd.

“Since I was young, I’ve always had a passion for real estate,” she says.

Five years ago, faced with an unexpected layoff while expecting a child, she decided to take a leap of faith, and turned her passion into a thriving real estate career.

Today, as a mom of two under the age of 10, Brittany prioritizes her business and clients and seamlessly integrates them into her family life. “As a solo agent I don’t know if a team is in my future,” she admits. “I try to focus on my business and my clients, instead of trying to put more attention into other agents.” This focus allows her to deliver personalized service in the Dallas-Fort Worth metroplex market. “Most of my sphere is in that area, and that’s where most of my business is,” she adds.

To maintain repeat and referral business, Brittany employs diverse strategies. She mails hundreds of postcards a month through the “From Your Friends” program, available through her brokerage offering community discounts to her clients. Personalized gifts, social media engagement and real estate reviews contribute to fostering lasting connections. Brittany’s marketing has paid off. Since she launched her real estate career five years ago, she is averaging about $7.5 million in sales a year, with a goal to hit the $10 million mark in the next couple of years by focusing on the luxury real estate market. Her involvement extends beyond real estate, with initiatives like the Adopt a

Dog program, food drives and blood donation efforts. “We set up at the local shelter and invite our clients, friends and family to help get some of the dogs adopted,” she explains, showcasing her commitment to community welfare.

Past clients rave about Brittany’s expert representation. “Thank you for making 2022 a great year for our family, Brittany!” one client expresses, capturing the gratitude of many for her honest approach. Another agent shares, “I had the pleasure of working with Brittany as a broker-to-broker REALTOR®. Our client relocated and Brittany was the perfect REALTOR®. She was attentive, honest and always available to me and our mutual client.”

Brittany’s list of awards speaks volumes about her achievements. She was named “Best Realtor for 2023”

by D Magazine, covering Dallas-Fort Worth. Coldwell Banker’s Apex Forney office named her one of the top three agents for production volume in 2022, and she has earned monthly “Outstanding Performance” awards from her brokerage, as well as Rookie of the Year for 2019. Brittany earned the 2023 Metrotex Association of Realtors 40 under 40 Award. She is proud to have earned the Global Luxury Certification as well as certification as a Luxury Home Marketing Specialist.

What matters most, however, is Brittany’s ability to help people. “I enjoy the challenge of helping people find a property, or navigate the market,” she explains.

“It really comes down to seeing the excitement of home buyers, walking them through what it takes to buy a house. I want to always be there for my clients so they can lean on me and trust me.”

For further information about Brittany Clifford call 214-797-4701, email bcliffordrealtor@gmail.com or visit bclifford.cbapex.com https://

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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CASSIE CLEMONS Cassie Clemons of Austin, Texas, has built a twenty-year legacy in the world of real estate. By combining her dedication to constant communication with a penchant for organic networking, she has reached great heights. “I answer my phone every single time it rings – especially if it’s a number already in my phone for a past transaction.

Nine times out of ten that phone call has nothing to do with real estate. I want people to contact me when they have those, ‘Do you know somebody who …’ kinds of questions. I’m not a one-and-done REALTOR®.”

Prior to formally entering real estate, Cassie moved to Las Vegas after spending sixteen years as a stock broker. “I just knew I wanted to do something different,” she recalls. “My mom had been in real estate when I was growing up, and I had a big sphere in the area, so after I got my license I was able to run on ninety-eight percent referrals.” After building up her book of business to include clients in California and abroad while simultaneously working as a property manager, Cassie and her husband relocated, and she decided to rekindle her enterprise in Texas.

Today in 2023, Cassie proudly represents one-eighth of the Synergy Property Group, which combines expertise in various markets around central Texas, including investment properties, commercial real estate, farm and ranch properties, and leasing. “I had to join the San Antonio, Central Texas, and Austin MLS Boards,” Cassie shares. “I had clients moving out of one territory and into another who

didn’t want me to pass them off to another agent, so I had to stretch my geography. Thankfully I’ve got a team around me to help me tackle new arenas and continue to grow.”

Her ability to chase the horizon of industry knowledge has helped her average between $13 and $18.5 million in collective volume the past few years, and in 2023 she was voted Best Realtor Austin by Real Trends.

With her position cemented in the industry, Cassie is excited to share her hard-earned knowledge and expertise with clients and team members. “I’m glad I got my start all those years ago,” she exudes. “We’ve adopted the same technology and professional photography as everybody else, but a lot of clients I work with prefer traditional floor plans and face-to-face communication. As long as you put your clients’ needs in front of your own and prioritize helping others, you can’t go wrong.”

Cassie admits her mentorship role is biased toward one newly minted REALTOR® above all others: her husband! “He likes to tell people he won me in Vegas. We wrote eleven different letters to homeowners together while I was looking for my house, and we discovered how much we had in common. He spent thirty years as a Master BMW technician, and I recruited him because I needed the help!” When they’re not growing their business or advocating for clients, Cassie enjoys traveling to Italy and France, beautifying her own home, and donating her time and treasure to St. Jude and PAWS.

For more information about Cassie Clemons, please call 512-210-4321 or email Cassandraclemons.realtor@gmail.com

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CHRIS SHORTINO If Chris Shortino were to sum up his real estate career—as well as his life in general—in just a few words, it would be: “I am blessed.” His journey from a 17-year stint as a vice president in the corporate world to becoming a solo agent with ENGEL & VÖLKERS is a tale of resilience, flexibility and dedication to his clients.

Chris’ entry into the real estate arena was unexpected but perfectly timed.

After his corporate role took a turn, a friend in the real estate industry saw potential in him. “I hadn’t really thought about it, but my friend thought I’d be pretty good at it,” Chris explains. What began as what he describes as “a part-time side hustle” blossomed into a full-time career over the last nine years. Navigating the real Dallas-Fort Worth regional market, Chris describes himself as an “equal opportunity agent” who goes wherever the client needs him. While residing in Coppell and covering surrounding areas, including Lewisville, Carrollton, Irving, and Flower Mound, his adaptability sets him apart.

Communication is also a key to Chris’ success. “I find it funny sometimes when people are surprised when I pick up my phone,” he says. “Communication in general is important, but having timely communication is very important.” Seventy-five percent of Chris’ business comes from referrals, a testament to the relationships he fosters and his ability to quickly respond to client needs. “I treat every single person in the exact same way,” he emphasizes, “whether it’s a $200,000 transaction or a $1 million transaction.” Communication, “emotional intelligence” and

thinking outside the box are the pillars of his client-centric approach. He leverages social media and taps into his pool of prospects to market his listings.

With a keen eye on technology, Chris utilizes his brokerage’s software system to streamline information sharing with potential buyers.

Achieving the Ruby Elite level of sales within his brokerage, Chris actively engages with his community.

Involved in church activities for more than two decades, he mentors high school seniors and supports the Special Olympics through his firm’s community initiatives.

When not immersed in the real estate world, Chris is a full-time dad to his five daughters. From coaching one of his daughter’s basketball teams to enjoying outdoor activities, family remains his top priority.

Married for 23 years, Chris enthuses, “I’ve got great kids, I’ve got a great wife, and I’ve been in the community for 23 years. I can’t complain about a thing because I’ve been blessed.”

Looking ahead, Chris plans to further enhance his business volume, delve more deeply into technology and expand into the realm of real estate investing.

He aspires to build a team, mentor new agents and make a lasting impact in the real estate domain. Chris always believes there are opportunities to do more for others. “The pillars that define me are positivity, honor, integrity and strength,” he shares. “There’s no greater joy than watching somebody’s face and being a part of helping them with one of the largest financial purchases they’re ever going to make. I don’t take that lightly.”

For further information about Chris Shortino, call 214-641-1890, email chris.shortino@evrealestate.com, or visit chrisshortino.evrealestate.com http://

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

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

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

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

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

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

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

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CONNERY CALKINS It didn’t take long for Connery Calkins to reach great heights in the real estate world. After entering the field, he quickly embraced the freedom of being his own boss, taking advantage of the limitless growth potential. His career transition was fueled by his extensive background in sales, where he excelled as a regional sales manager for a gym franchise in Michigan. There, Connery honed his skills in selling gym memberships, personal training, and marketing. However, it was his consulting role with about 50 gyms across the country that solidified his desire for a change. Dissatisfied with the corporate environment, Connery made a bold move to leave it all behind and dive into real estate full-time. Operating solo, he serves a wide area in central Michigan, primarily focusing on Genesee County and Flint. His adaptability and drive have also led him to work on unique deals in places like Houghton Lake and Saginaw, showcasing his versatility in the market.

Connery’s approach as a real estate agent is distinctively marked by his enthusiasm for cold calling, a trait not often embraced in the industry. “Because of my background in sales, I really enjoy cold calling expired listings and for sale by owners,” Connery explains.

“That’s how I’ve had the most luck.” Connery also excels in the art of persuasion, especially during critical moments like signing a listing agreement or turning prospects into contract buyers. His keen understanding of body language and use of varied tonalities gives him a unique edge in negotiations. Beyond his sales expertise, Connery stands out through his thoughtful client engagement strategies. He maintains contact with past clients via a CRM system, ensuring regular communication through personalized texts during holidays and special events.

His marketing strategy for real estate listings is both comprehensive and flexible, catering to the unique attributes of each property. “I post all my listings to the MLS and about 150 different websites,” he explains. His approach varies depending on the type of property. For instance, commercial or vacant land listings are promoted on specialized websites. Social media plays a significant role in Connery’s marketing efforts.

He utilizes his channels to amplify the visibility of his listings, creating a buzz around newly listed or just sold properties. Open houses are another tool in his arsenal. Ultimately, it’s a home’s unique design, style, neighborhood, and potential buyer, that dictates how Connery will market it.

Connery’s commitment to his community is evident through his active involvement in the Davison Chamber of Commerce and the Grand Blanc Chamber of Commerce. As a part of REMAX’s association with the Children’s Miracle Care Network (CMN), Connery donates a portion of his commission from each sale to CMN. He’s also planning future charity initiatives, including canned food drives and client events with a charitable focus like trunk or treat. When he’s not working, Connery is passionate about fitness, maintaining a regimen of exercising five days a week.

It’s clear Connery’s love for real estate runs deep.

He finds joy in guiding clients through one of their biggest financial choices – buying or selling a home.

He relishes the challenge of building his business from scratch, constantly learning and evolving in the process. “Every day is new, every day I’m learning something.”

For more information about Connery Calkins, please call 248-369-5954 or email connery.calkins@remax.net Top Agent Magazine

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DAN O'CONNELL JR. Dan O’Connell Jr. of Dracut, Massachusetts, combines a lifetime of industry expertise with a client-centered approach and an all-inclusive business model to lead the O’Connell & Company real estate team. “When you give to your community, your community gives back to you. Clients come back to us because we always do what’s in the clients’ best interest.”

For Dan, real estate is as much a childhood pastime as it is a professional vocation. “I like to tell people I sold my first house while I was still in kindergarten,” he recalls. “I overheard my teacher complain about her house once, so I asked for one of my dad’s business cards and brought it to her the next day. He’s sold her four houses so far!” Dan O’Connell Sr. launched the enterprise twenty-five years ago, serving all of Massachusetts and New Hampshire and specializing in REO properties and new construction, which created a foundation for organic growth and unparalleled service.

Today in 2023, Dan Jr. serves as the team lead of O’Connell & Company, spearheading a group of twenty-five total agents (which includes both of his parents – Dan’s mother handles the bookkeeping and leads the luxury department!) licensed in both states.

In addition to their broad geographic range, the team sports an in-house property management division, a construction company, and a snow removal department. “I want to be the first person people call when they have a problem,” Dan exudes. “Whether it’s real estate related or not. Any bumps you encounter

in your day-to-day life, I want to work to get rid of those for you. I love what I do – it gives me infinite opportunities to help people.”

This penchant for prioritizing others drives Dan and his teammates to donate time and treasure to their professional and personal communities.

Nationally, they participate in the National Home Builders Association and National REO Association; locally, they are proud to sponsor local golf tournaments for the local police and fire departments, and host an annual Christmas party alongside a local restaurant to provide food as well as donate to the local scholarship foundation in town. “We’re on the local radio here three times a week for one thing or another.

Sometimes that helps us bring more visibility to a listing, but more importantly, it lets us support our community and build up those around us.” By prioritizing the well-being of their clients, neighbors, and colleagues, O’Connell & Company boasts a book of business that is over seventy percent referral clients, spread across 150 - 400 annual transactions.

When he’s not recruiting additional agents or problem-solving for his clients, Dan enjoys golfing, skiing, fishing, and hunting. “I try to leave my earbuds at home sometimes, but I can’t help myself.

Real estate podcasts, shows, audiobooks – I love everything about it. When I first got started I realized that if you truly wanted to succeed, you have to completely immerse yourself, so that’s exactly what I did!”

For more information about Dan O’Connell Jr., please call 978-551-5644, or email danoconnell72@gmail.com

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

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

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

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

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

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

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

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

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

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

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

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DONNA PYLE Following multiple relocations across America with her family, Donna Pyle ventured into the world of real estate, gaining firsthand experience as she learned the art of buying and selling homes independently. During this time, she discovered an enthusiastic interest in the complex process of preparing properties for sale. Upon her children becoming more self-sufficient, Donna welcomed the opportunity to commit fully to her passion for real estate. “I feel truly blessed to be able to do something I love,” she shares.

Although licensed in Florida in 2016, Donna originally obtained her first license in Texas in 1993.

Presently, she leads a small yet effective team consisting of a buyers’ agent, a transaction coordinator, and an assistant, contributing to her ranking among the top 5-10% of agents in the Southwest Florida area. Her geographic region of service includes Southwest Florida, spanning from Cape Coral to Naples. With an impressive 80% repeat and referral business rate, clients return to Donna due to her conscientious approach, always having their best interests at heart. Through trust and transparency, she keeps clients informed about market conditions and stays connected through regular phone calls and emails to ensure they feel supported during the home-buying process and long after the transaction.

Donna utilizes a multifaceted strategy to market listings, from running Facebook ads to sharing

listings among top agents in the area.

She also hosts broker open events and open houses to showcase available properties, and recently began integrating video marketing to advance her business strategy. As a result of her efforts, Donna has surpassed her annual production goals. Despite her success, her greatest joy is providing a stress-free and seamless experience for buyers and sellers as they navigate their home-buying journey.

To stay involved in the local community, Donna and her team actively contribute to various causes, participating in initiatives like a Christmas toy drive.

Last year, their contributions supported children affected by the post-hurricane aftermath in Southwest Florida. When she isn’t working, Donna is an avid book reader and enjoys rounds of golf with her husband. They also spend time unwinding at the beach.

As for the future, Donna has plans to create listing and training videos to educate individuals interested in buying properties in Southwest Florida and become acquainted with the local community. Additionally, she intends to personalize her efforts through one-on-one collaborations through networking initiatives, emphasizing community connection with local businesses and community members. Donna looks forward to the continued growth and expansion of her real estate business, ready to guide homeowners with integrity and genuineness.

To learn more about Donna, email donna@pylegroupfl.com, or call (239) 771-3218

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LUKE STEELE Not many real estate agents can say they got started in the business right out of high school. But that’s exactly what Luke Steele did. “My brother Ron had been in real estate for ten years and opened the door for me to join the business when I graduated from high school,” Luke recalls. “I was only 18.” One of the first lessons young Luke learned was the importance of being surrounded by good people. “I wanted to be a top producer and provide the best service and I knew I couldn’t do it alone,” he says. “I needed to learn how to lead a team. Over time I realized hiring a business coach could be beneficial in doing so.”

Now twenty-five years from the start of his career, Luke is still surrounded by good people, and as a result, his agency, Steele Brothers Real Estate at Edina Realty, is thriving! His team has grown to eight now and includes an office coordinator, a listing coordinator, a closing coordinator, three buyer’s agents, a staging specialist, and a marketing coordinator. Together they form a cohesive and talented team of professionals that generates $60-$70 million in volume each year.

About 75% of that volume comes from referrals and current clients.

Steele Brothers is headquartered in Hudson, Wisconsin (population 15,000), along the east bank of the St. Croix River, which separates Wisconsin and Minnesota. The location is quite convenient, as it allows Luke and his team to easily do business in both states. “We represent clients from rural properties to high-end luxury options and every style in between,” Luke says.

Luke loves the area and feels great about the many relationships he has built over the years. As a team

leader, he derives a great deal of satisfaction from helping his agents and clients succeed in their real estate goals. “I take the responsibility of helping our clients very seriously,” he declares. “I enjoy helping them achieve their goals through our unmatched experience in this market.”

The experience and longevity of the team Luke has assembled is a big reason why Steele Brothers is so successful. Their extensive client database gives them a real advantage when marketing their listings. “Our database allows us to identify opportunities for both buyers and sellers with precision and efficiency,” he explains.

Luke has been active in his local community and supports the Chamber of Commerce, Rotary, and many youth sports in his area. An avid outdoorsman, he enjoys hiking, biking, fishing, and hunting and indulges in these activities as often as possible. He and his wife Holly have two teenage sons ages 13 and 14 who are heavily involved in sports and he supports all of their activities. “We chase them around to lots of hockey games,” he says with a laugh.

Because he got such an early start, Luke has 25 years in the business yet he is only in his early forties. That allows him to look to the future confidently, with no intention of slowing down. “We want to continue to build and grow,” he insists. “We want to continually hone our craft, grow our database, expand our team, and increase our market share. The object is to continue dominating the market we are in by providing unmatched representation to our buyers and sellers.”

Contact Luke Steele at 715-602-0310, email lukesteele@edinarealty.com, or visit steelebrothers.com www.

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 53

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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MATT ARAGONA Thirteen years ago, faced with a crossroads between a career in real estate and pursuing a nursing degree, Matt Aragona opted for the former, and hasn’t looked back since. Since obtaining his official real estate license in 2011, Matt has not only excelled in the field but has also cultivated a formidable team of 20 agents called The Matt Aragona Group at Compass. Together, they have carved a niche in Philadelphia County, extending their expertise to the tri-state area, including South Jersey and parts of northern Delaware. What truly sets Matt and his team apart is their impressive track record in repeat and referral business, with at least 75% of their clientele returning or coming through referrals. This staggering statistic is a testament to their exceptional service and the trust they have built with their clients in the community.

The team’s client-centered approach helps them stand out in this field, making every buyer and seller feel valued. “We do a really good job of focusing on our clients and our clients’ needs and our fiduciary to our clients,” he explains. This philosophy extends beyond the transaction, ensuring that clients feel confident and content, whether they’re buying or selling a house.

The key to their success lies in the trust they build, reassuring clients that their best interests are always at the forefront. It’s not just about closing a deal, it’s about fostering relationships and making sure clients are happy with their decisions.

Matt’s team blends traditional and modern marketing strategies to showcase their listings effectively. “We do traditional with MLS and all the syndications there,” Matt explains, laying the foundation for their marketing efforts. They complement this with a robust online

presence, utilizing social media platforms like Instagram, Facebook, and YouTube to broadcast new listings weekly. This digital approach is augmented by engaging listing videos, highlighting each property’s unique features. But it’s not all about the digital world. Matt’s team also values the impact of traditional methods like hosting open houses and ensuring all listings are presented with professional photography.

Recognizing the importance of presentation, they suggest staging when necessary, tailored to the market’s demands.

After working together, clients love to spread the word about Matt and his team. One recently said, “Matt and his team were great from start to finish when helping me find my home. Matt worked with me and my budget and was extremely accommodating regarding my work schedule. Matt was extremely knowledgeable and skilled throughout the inspection and negotiation phase to ensure I got a fair deal on my home purchase.

Overall, I’m very happy I chose him and his team to assist me.”

At the heart of Matt’s real estate career is a deeprooted passion for helping people. He finds immense satisfaction in guiding clients through one of their most significant financial decisions, striving to make the complex process of buying or selling a house as stress-free as possible. His future goals are ambitious yet focused: expanding his team to about 30 agents in the next five to ten years, transitioning to a CEO role, and dedicating more time to coaching REALTORS®.

Matt’s vision for his business is not just about growth, but also about sharing his wealth of knowledge and experience with upcoming agents in the industry, ensuring a legacy of excellence and client-centric service.

For more about Matthew Aragona, please call 610-745-3211 or email mja202@gmail.com

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MONIKA BARTOSZCZE When Tampa Bay REALTOR® Monika Bartoszcze says she’s a one-stop shop for her clients’ real estate needs, she’s not exaggerating. With two decades of experience under her belt, Monika is not just a real estate agent; she’s a busy entrepreneur, a licensed title agent and a mobile notary. Her story is a testament to resilience and determination.

Originally from Poland, she arrived in the United States thinking it was just a vacation. Little did she know that destiny had other plans. After the birth of two children, Monika decided to make a fresh start in sunny Florida eight years ago, moving from Illinois where her real estate career began.

Starting her real estate journey from scratch in the Sunshine State, Monika joined local real estate boards and business councils, immersing herself in the diverse culture of Florida. From learning the ins and outs of Florida’s real estate landscape to becoming a licensed title agent, she intentionally chose Tampa Bay because of its reputation. “This is one of the best areas in Florida,” she boasts. “We’re the second-largest tourist destination after Miami, so the market is booming. I did my due diligence before relocating here.” The average age of a resident of the region is 39, making it a younger and more diverse community, she notes.

Monika’s hard work has paid off for her. She recently wrapped filming an episode of HGTV’s House Hunters, a feather in her cap that she anticipates will boost her profile. Her success is built on a foundation of trust and dedication. With a repeat and referral

business percentage of close to 100 percent, her clients keep coming back.

“I still have my 708 area code from Illinois,” she says with a laugh. “Times have changed, but the true core of excellent customer service is still being able to help people. That’s why, after 20 years, people keep calling my original number.” Beyond being a real estate agent, Monika wears multiple hats.

She’s the only Polish-speaking agent in Florida who is also a licensed title agent and a mobile notary. Her dedication to her clients goes beyond the traditional roles, and she thrives on providing a holistic service.

While social media has its place, Monika believes in the power of traditional marketing. “I’ve been advertising through print media in Illinois in the Polish newspaper,” she relates. “I believe in good old-fashioned marketing.” She is also passionate about her community, is deeply involved in local business councils, and even participated in the Florida REALTORS® Trade Mission to Dubai. With so many international clients, Monika is proud to have earned her Certified International Property Specialist designation.

Monika’s motivation transcends her real estate transactions. “I know it sounds cliche, but I just like helping people, especially immigrants who come to this country to enhance their lives. It’s great when they can afford a house, or better yet if they can afford a second house, a vacation house. It’s just heartwarming because America really is a land of opportunity. If you work hard, you can accomplish anything, and I’m a perfect example.”

For further information about Monika Bartoszcze, please call 708-289-5203, or email monikabartoszcze@gmail.com

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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 58

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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RYAN CUSTODIO Ryan Custodio of Lakeville, Minnesota, combines a robust digital footprint with his penchant for interpersonal networking and over a decade of industry expertise to fuel his thriving real estate business in the Twin Cities. “I’m all about communication – preferably faceto-face over coffee, but I try to cover all of my bases. I’m always prompt in getting back to people, and I make sure that they know I’m here for them – even if it’s not related to real estate. I do the mailers and the coupon cards, things like that; but I think people just prefer a simple text message when you’re thinking about them. I know I do.”

For Ryan, real estate is as much a family inheritance and a passion as it is a vocation. “My mother-in-law owns a property management company,” he recalls. “So I always got to see that side of it. When I started investing in the early 2000s, I ended up with property in California, and after I bought my first house it was an easy transition.” He was also inspired by one of his closest friends. “He and his wife were a team, and invited me to work with them,” Ryan explains.

“They’re now a very successful large team and we still maintain a close relationship.” Ryan became formally licensed at the end of 2013 and began servicing a wide swathe of geographic territory surrounding the Minneapolis-Saint Paul metropolitan area.

Today in 2023, Ryan is proud to report that so far this year, his book of business has been one hundred percent repeat and referral clients. “It’s really humbling,” he exudes. “I’m always excited to get a referral – especially when I get to help a family member step into the next chapter of their lives. Whether that’s starting a new

family or just turning a new leaf, I like being able to problem solve for others.”

By combining this white-glove level of service with Keller Williams’s thirty-six point touch program, Ryan is able to organically grow his sphere of influence and maintain consistent production each year. “I’m just a people person. I enjoy getting to learn about different families and stories – every transaction is new. If you’re up front about the potential emotional roller coaster when you’re buying a home, people respond to that sincerity.”

Ryan also leverages his professional network to build anticipation for his listings, garnering competitive offers and advocating for his clients by strategically targeting prospective buyers. “We do a little bit of everything. Our ‘Coming Soon’ process involves all the usual websites, plus we do circle prospecting and door knocking to make sure neighbors know what’s about to hit the market. People are always looking to bring their own friends and family next door!” By combining his own social media profile with Keller Williams’s program and a keen eye for body language, Ryan has been able to consistently average between $9-13 million in annual volume for the last several years.

As his enterprise continues to blossom, Ryan is planning to add additional agents to work alongside himself, his transaction coordinator, and his marketing expert. He is excited to spread his knowledge and expertise to young agents as a member of his brokerage’s Leadership Committee in 2024. “I love what I do, and I want to spread that joy and passion! I’m always continuing to learn and grow myself, and having like minded individuals around you is a plus.”

For more information about Ryan Custodio, please call 612-590-2576 or email ryan@searchmnrealty.com

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

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 60

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

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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3

Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

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Create a Website that Offers Real Value to Potential Clients

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

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

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

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TINA KRAFT Tina Kraft’s journey from an ICU nurse to a sought-after real estate agent is a thrilling story, demonstrating it’s never too late to follow one’s dreams. Inspired by a friend’s suggestion, she decided to pursue real estate in 2016, embracing the allure of being her own boss.

Operating independently, Tina doesn’t just sell homes, she’s also a mentor, guiding up-and-coming agents. Her expertise spans the vast landscapes of North Dakota and the western fringes of Minnesota, a testament to her broad market knowledge. Remarkably, almost half of Tina’s business thrives on repeat and referral clients, highlighting her exceptional rapport and trustworthiness.

Tina’s distinctive approach as a real estate agent is rooted in her comprehensive understanding of the market and her robust network of professional connections.

She maintains a close relationship with various lenders, ensuring her clients have access to the best financial products suited to their needs. Her ties to the construction industry are invaluable, especially when sellers need to make pre-listing improvements. She also shares her deep market knowledge with clients, empowering them to make informed decisions. Her client relations extend beyond the sale, as she prefers a personal touch over automated programs, staying connected through occasional phone calls and text messages.

With cutting-edge marketing technology, like a 3D walkthrough camera, Tina can provide potential buyers with an immersive virtual experience of the properties she sells. Photography plays a crucial role in her strategy, where she collaborates exclusively with a professional photographer specializing in real

estate imagery. This ensures that each listing is showcased in the best possible light, capturing the key features of every home. Beyond the visual elements, Tina’s marketing strategy includes a mix of traditional and digital channels. She holds public open houses to welcome potential buyers personally, while also maintaining a strong online presence. “I put my listings on all the national websites, and then in our local media as well,” she adds. This blend of personal touch, technological advancement, and comprehensive marketing channels makes her listings stand out in a competitive market.

Her life outside of real estate is rich with family activities and community engagement. Traveling holds a special place in Tina’s heart, especially when it involves supporting her two college-age children, and one high school child, at their sporting events. “We like to travel and watch them do their activities,” she shares.

Her commitment to her community is evident in her involvement with various local initiatives. She actively participates in charities associated with her local high school and contributes to causes like cystic fibrosis research. Tina is also involved in Giving Hearts Day, supporting different community projects.

As Tina looks ahead, she envisions a future where the essence of her business remains consistent, grounded in her love for the real estate process and her dedication to her clients. “I enjoy the process. So I will probably just keep doing what I’m doing for many years,” she says.

At the heart of her work is a passion for meeting new people and being a valuable guide through the often complex journey of buying or selling a home.

For more information about Tina Kraft, please call 701-239-8093 or email tinak@tinakrafthomes.com Top Agent Magazine

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