NATIONWIDE & INTERNATIONAL 10-11-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

MINDY BACK SUE BRUNETTE ANGELA BERKE KIM CAO ALISSA CHRISTIE RENEE FATOLITIS GIALOUSIS JANELLE FLAHERTY ANGELA FOOTE TARA FURNARI MARIE GENTILE BECKY GREEN MELISSA GREEN SARAH HUBMEIER MATTHEW HURST RYAN JONES MICHELLE KEMERER DEBBIE KING JO-ANNE LABUDA TASHEA McDOUGALD GAYLE MONTISANO ERICA PHILLIPS MELISSA WALSH LACY WILMOTH

EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

COVER STORY

DAX OGLESBY

NATIONWIDE & INTERNATIONAL EDITION Kenneth Hufford is proud to congratulate

Mindy Back

We are proud to congratulate

GAYLE MONTISANO 7

GAYLE MONTISANO

14

MINDY BACK

19

DAX OGLESBY DAX

OGLESBY

27

ALISSA CHRISTIE

33

JANELLE FLAHERTY

on being featured in Top Agent Magazine on being featured for the state of Ohio for the state of California!

CONTENTS in Top Agent Magazine!

4) THERE GOES THE KENNETH HUFFORD42) INCORPORATING 67) THINGS YOU CAN DO Debra Yatsko &khufford@thefederalsavingsbank.com Gary Smith NEIGHBORHOOD: HOW CHARITABLE GIVING TO ANTICIPATE YOUR (614) 407-0303 Senior Account Executives TO LISTT: 800.282.7131 HIGH WHEN IN YOUR REAL ESTATE CLIENT’S NEEDS DebraY@orhp.com | Ext. 1490 | C: 619.887.2010 NEIGHBORS ARE A | C: 858.205.5446 PRACTICE GaryS@orhp.com | Ext. 1721 my.orhp.com/debraandgary THE DAILY SCHEDULE ALISSA71) CHRISTIE NUISANCE 48) 5 MORNING HABITS OF A SUCCESSFUL REAL 12) A STEP-BY-STEP GUIDE TO MAKE YOUR DAY SUPER ESTATE AGENT TO CONVERTING INTERNET PRODUCTIVE LEADS TO REAL LIFE SALES 75) EVERY PLAYER IS 52) UNTANGLING THE VALUABLE: HOW TO BOOST 17) HOW TO THROW A YOUR TEAM’S MORALE CLIENT APPRECIATION EVENT BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES NO ONE WILL FORGET 79) 6 WAYS TO GET YOUR 25) 5 REASONS WHY 55) 5 SOCIAL MEDIA CLIENT TO TRUST YOU YOU NEED A MENTOR MISTAKES REAL ESTATE 83) UNCOMMON CONTACT: AGENTS MUST AVOID 30) TOP AGENT TIPS AND CONNECTING WITH QUESTIONS FOR CHOOSING 59) THINKING OF LISTING? CLIENTELE THROUGH YOUR LISTING NINE WAYS TO GET READY SOCIAL MEDIA 35) KEEPING IN TOUCH – 63) EASY BLOG TOPICS FOR 86) CREATIVE WAYS TO SAY HOW TO STAY IN YOUR YOUR REAL ESTATE BLOG THANK YOU CLIENTS’ LIVES FOR THE LONG HAUL

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2

Top Agent Magazine

SUE BRUNETTE KIM 39

A longtime resident of the Houston area,

45 Kim Cao has always 54 50 been drawn to real

CAO

she always run ANGELA BERKE 57 analysis for the

estate. After starting out in the industry as an Coming from the corporate world, them according ads in Assistant for a local Broker, she would attend Angela Berke knows a thing She oralso provi Angel college and earn her degree in Advertising two about strong negotiation thetacpurchase an the tra tics and making sure that she not with a minor in Global Business. Seeking her buyers. “A an opportunity that complimented her only meets her clients’ needs, waybutI runand myse as frequently exceeds them.

“I got entrepreneurial spirit whileANGELA still giving her believe that wel ho BERKE KIM CAO SUE BRUNETTE MICHELLE KEMERER RYAN JONES “I love my real estate license 17 years the flexibility to be there for her family, she thing we can br goal is ago—completely fell in love with GENTILE FATOLITIS GIALOUSIS, PA, CRS TASHEARENEE MCDOUGALD decided to launch her career as a full time MARIE ANGELA FOOTE action the industry and haven’t looked RYAN JONES agent—and thestraightforward, rest is history.

With tra back since.”

Affiliated with Keller Williams Main Line eachabou position a top and colleagues alike, with the majority of With a asbackground in education and She responded immediately whenever I Honest, full of chaPassionate Top Agent Angela Foote – of Keller methods with deft utilization of more clients to a ran 69 Realty, she serves66clients TARA in the suburbs of Philadelphia FURNARI 58 her –business 62from referrals.

65a great ate business agent, Tashea But ownership, Renee Gialousis called and with a question, eased the risma, with sense of stress humor, finds waysAlong to giv Williams Spokane is one coming of those cutting-edge ideas that expertly exploit Today, Kim leads the Cao & Co Realthe Estate them from sta Comm throughout Main Line and the Greater Philadelphia career a paralegal. while having completed over $5 million in wasasdestined for success asrare a real estate that comes with selling a home, and ® Marie Gentile makes every transaction nity and causes real estate agents who consistentlyIn today’s market, you want the internet and social media to clients, gain now that I’m part ofth a REALTOR with my senior Top Agent Tara Furnari – of isand h also Area.

The Angela Berke team is one of the most successGroup LLC., powered by ApexPro Real Estate Group, companies, contractors, cle t various volume in 2020 alone, she remains focused agent. real Her estate first foray intoplaces the field was has great marketing and negotiating the needs of her many clientswith Sue’s maximum exposure her many list-Sue explains. a positive experience and for her clients.

“Every“I year knowledgeability integrity by ageforgroup myself,” try to we put Weichert Realtor-First Chicago tance Willia ful real estate teams on the Main Line and surrounding 1978, working for two years as a skills.

She is extremely knowledgeable sheintook anafter interest on the standards of openness and integrity where she Licensed assists clients throughout Houston’s Loop prepare herties listings.

For her front and center during each and everyyour result almostand always a fastuse helping side. in Florida inings.

2014,The Sue has is knowledge to good people transit She is a ferocious negotiator who’s that we don ® – mention isbrand a hardworking, consumtimes o areas.

She has built anot luxury and is–recognized as teacher. was a real estate salespersonHardworking, offirst Tarpon Springs and thesale surrounding , earning her“Ilicense that have setdedicated, her apartWest in the place.

Side.

There, she has cultivated a boutique workflow most trusted lenders, insura transaction. for top dollar, to happy fostered years of industry know-how and cuswhether they’re retiring or downsizing or w always looking to get her buyers and® Nationally from everyCreat clos ® for six months broker,” area.

Renee scheduled several showings and leading Realtors on Top 2% of Realtors ing her business as athen became “Clients know I will put them first,” she mately dedicated real estate anda truly knowledgeable about hertomer and returning and referring – customers. aroundservice valuesthat of help openness, integrity andwith compassion one they might need.

“We make her the “Sue-per” to live for in an active lifestyle best deal.

Affiliated thencommunity,” we send the shevolume explains.

In 1980, she opened a says. and®wethe were under contract three s her main“I don’t see them as asellers commission; Outsid the Main in Line and in the Greater Philadelphia professional who Area. possesses mark chosen industry, Angela has certainly everyeXp buyer or seller.

As one client describes, “After my moving parts within the pro REALTOR clients return to work with time and explains.

“It’s all about being that go-to per Realty, she serves clients throughsome volunteer business with to her husband, which had weeks!

Ours was a very smooth process th, Tashea decided rather, they are calling on me to help them enjoys more than twotrust decades of exam her stellar reputation as an hon-again.

When she’s not working, Angela enjoys MARIE GENTILE ANGELA FOOTE TASHEAearned McDOUGALD RENEE FATOLITIS TARA FURNARI “For me, it’s all about listening to your clithat my clients can to have that knowle first two phone conversations with Kim, I never looked clients have to worry about out New Jersey.recommend shelter,” she of explains.

When to 40 states est andand working and weI take highly Renee, and full her timetraveling and launch make aGIALOUSIS life-changing decision, and cook, Angela’s secret to success is anticipating the needs her experience helping many vides trusted real estate advocate forents nothing thanwhile spending time with andwould having real relationship with more them,” taking thethem stressthe offher of their shoulders.” back. the whole process, shea good brokelistener. down best experience po with the Department of Transportation. useaher again!” he rest is history. on theiralike. trust with a great dealThroughout of honor.” house clients and being Itfour is her impressive giving back herlevel time, Marie grateful clients achieve their and il both buyers and sellers her family, which includes her chilSue “Taking what you learn from that rela- pieces and the says, home buying process into easy bite-size Once her children grew up, Renee was MELISSA GREEN DEBBIE KING her fre of care, integrity, and knowledge to which she attributes her husband.

Focused on building relationships with buyers ent places with her dren.

SheHURST also running and hiking.

MATTHEW realand estate goals.

Ranked among new tionship to understand theisbest way to guide andloves With years of experience in theyears, SpringKim Hill m forMcDougald her next challenge.

“So eighteen years Renee loves community and always giving back defined real estate terminology for me that even areferral 10-year Through the a theready Tashea Team, Drawing from her ago own experiences asher a dual-career to her. high rate of repeat and clients.

“I’m a people perAngela, who is licensed in both She is also an ardent philanthropist who sellers, the majority of Marie’s business comes by the top three highest producherse In 2015, Sarah Hubmeier had been a When it comes to marketing, Sarah Melissa Green doesn’t consider selling real that many agents hand off to others.

I work help them.” ket, Sue brings that to bear when navigating I decided go All backSeasons to real estate full-time, and I’ve any chance she gets.

She helps out several different Properties andtoExit agent, Tashea believes strongly in giving back to Debbie King approaches every new real Active in he From an early age, Matthew Hurst knew easily contacted when you need him. family son by nature, so working with others and selling their home old would understand.” fantastic reputation throu Washington70 and Idaho, currentlyGREEN serves focuses efforts onthem child-focused ing agents in her the77 Chicagoland market among Weichert BECKY way of repeat and referral clients.

“A lot of Marie forward toprofe con 73 during 74 state justdoing athroughout job—she viewsshe her five-year with my clients from start to finish.

From 78 looks stay-at-home mom for eightd’Alene years prior, advertises her listings extensively it ever since,” says.

Bilingual and happy charities the year.

During any free time, she ists been clients Northern her industry.

Currently, she isthe a new IBuye dedic doesn’t feel like job torecommend me because it’s genuinely real estate was pathsalesperson for him.

“Ireal was I’dmultiple to their anyone looking Spokane, Coeur and the surrounding areas, organizations, including support ofa local schools andbusiness ahim estate transaction with a sense of really purpose her free tim majority of volume co Realtors, and the recipient of recognitions for her ® are drawn in by my honesty and my work ethic.

I her and she remain areerto as a everyone, true New calling, andShe has had much listing, and sometimes working Today, Sue isato a staging, REALTOR and help including those who share her loves spending time with her family, especially her ® and Downstate York. estate instructor, mentor toin dual-career agents. enjoyable.

When I meet with my clients, no matter how old became licensed as Greek anand agent in her 2019 following crisis nursery.

“I’m very inspired by my community,” and was looking for part-time work online through the MLS and her busiWhen she got Realtor ’s and TVRG are constantly expanding their network of always interested investing, so when to buy a home or to list a home.

Matt and drive to see her clients succeed.

Having local organi Whenwith listing aanything property, Kim empowers her viasuited referrals.

Having personally sales record, there are clients few toclients provide buyers exper don’t lettraveling slip byredesign me, and I never go better down her and their success uccess.

Her persistence hard She work has them tosays completely the decor Affiliate Broker with Pilkerton heritage, her motto isand ‘I the listen, I career care, Iinget results.’ grandkids, boating, or abroad. onwide presence, providing has also anyears upcoming detailing her lengthy the marketing arena. was helping Angela.

“I love getting to know my neighbors andall Alway they are orness how many homes they’ve bought or sold before, Iwritten was 17back I“Ibook took the real estate goes above and beyond toalone, makeare things license inold 2009, Becky contractors and other business owners to provide for started out as an admin, she knows the busiCounty Asso a full-service marketing package, ensuring they make ume this year she rem and sellers in The Windy City with excellent, honest real for to with a flexible schedule.

She got her Facebook page, and she partners without a fight,” she says, and adds, “Everybody sure that my clients alwa Realtors in Franklin, Tennessee. aid off, earning her a Charleston Realtor of in their homes.

If they don’t have a big budServing the greater Bay method area,estate thefor vast majority cy, and hands-on serviceTampa needed finding success inrecalls theOnce real estate market other real agents in had my area,” Angela, “so learning how to on help people and be of service.” fulfill I take the role of being their advocate.

I treat them exactly class,” he explains. his 18th birthright for his clients.”

Green a list of things she of their clients needs beyond the closing table.

“That’s ness inside out.

“I’ve learned from the ground serves as a di estate advocacy. the best impression possible.

After helping them prepare that has anchored her succ Primarily, Sue’s business derives who knows me, knows that I have a very big heart. vice they’re receiving.

My Distinction Award, which placed her in the get, I will bring in accessories to freshen up start as an agent’s assistant, but quickly with Adwerx, an online marketing of her business derives from repeats and referrals.

Content with her current path, Renee doesn’t plan to eller. a adual-career agent.

Meanwhile, Tasheaand deeply it felt as like natural step totoget my own license do down how I and would want to be military treated. I clients put a heavy emphasis Association, on day came around, he took theisto exam and wanted emphasize to especially important many who up anddistinhad master the contracts allour the “Itake rea their home and providing aenjoyment suite of professional phosure my clients are from and clients in expand into team, as she wants to for provide op 10% in sales. about homes the home.

Ireferral getalways lot of out of it.

Imaking never want toa see anybody get taken advantage business partnerads, forwell the pa involved in herestate, community.

On top of arepeat regumarketing for Since her start in the industry, Angela’s plan for the future includes obtaining her the An customer service and giving them a stress-free transaction.” camePassionate to love working in myself.” real and service that specializes in digital Matt loves his community, and is always earned his license.

“I’ve been selling guish her brand.

Making sure are often moving into the area for the first time and don’t different forms before I ever even became East Main P Tara, who has extensive experience selling condos, lofts, of life both Tennessee and Florida.

As a “ITashea thinkpeople what helps me their stand out is that I am very one-on-one guidance for her clients.

“I like to give tography services, she shares it via online flyers, email them the way I would want nd helping achieve goals, she When shopping for homes, it can be a real erty, prefers a comprelar contributions to charities, she is launching her own of.

I always want to make sure that my clients are been doing a wonderful job.

Angela has built a thriving career on a solid foundation Managing Broker’s license and continuing to grow her ing m ®year as got her Realtor’s license six months to maximize the traction of her online carving out time to give back.

During ever since.”

Now in his 20th her buyers and sellers came know anyone,” says Becky.

“We’re always looking for a REALTOR also served .

I’ve always had a love for townhouses, single family homes and new construction, her jo Real Estate Specialist, Sue she says.

“I BECKY conduct my workher with high eth-team, mywith ownSenior personal to IAn serve,” she says.

MATTHEW HURST GREEN MELISSA GREEN SARAH HUBMEIER DEBBIE KING fter honest,” helpingand herbeyond clients charity through her numerous outreach blasts, andtouch social media campaigns.

In the meantime, she their transaction as oes above tofully ensure that challenge ineveryone this low inventory market; netof top-notch client service. business.

She is also considering starting a team toviewing supbeing properly represented and that their best interring agents and on burbs, expert at marketing, Angela likes to our get creative in pass his career, he served chairman anlarge-scale agent, heexperience leadseach Thepassing Matthew Hurst began her lengthy journey in real estate in 2001.as “Both findoft of the their feeling ways to make their transition easier.” many years. houses and helping people, so after six years works to help many clients inApexPro the icsmarket, and integrity. if background it means I will make less, I year—including With year, her love for this industry only later.

With inout presence.

Additionally, she uses LoLo, or the she shares it a over events planned for blanket drives port that continued growth and mentoring newer agents lients experience aEven smooth transaction. working is essential.

It’s important to stay leverages the resources at Real Estate Group contin order to generate a buzz around her listings.

Clients praise ests Town are constantly at the forefront of WILMOTH my mind.” experience I’veCommission, accumulate LACY the Planning andinZoning Team atgiveaways.

Century 21 Glover and ofway my parents are real Above estate developers Michigan,” community find their to would rather guide mymanagement clients theLABUDA best direction and continues to grow.

“It’s very forfor me to know raised my ki Ia55+ decided to obtain my license.

Iher hit the about their decision was ERICA PHILLIPS regional MLS to a looking blend of and back to good school When she’s not with This focus onfor excellence has earned her business that ismind, on fulfilling how to achieve what she has. all, JO-ANNE MELISSA WALSH I’ve always enjoyed at in homes top of and make sure other agents employee and marketing a company designed to develop netto ensure a continues seamless transaction that maximizes each Outside her career, Kim is her fastidious attention to however, detail and out-of-theMarie to nurture the bonds with her cliAs far as the next level, the asthe a health director for the Johnson County Country, consisting of himself andBecky five make sure they’re happy in the long run.”

Renee takes I found someone exactly what they wanted, or to hear the dream home of the next chapshe explains, “so I’ve been exposed to the industry my When always had ground running and haven’t stopped since.” at the top of the list. has always been committed to of her social media campaigns.

In the clients or giving back, she enjoys spending quality based almost entirely upon referrals and positive wordher constant objective remains: to continue providing un. I would research, take long walks and admire the know my buyer’s needs.

Because there are box solutions.

“When it comes to real estate my creative client’s value.

When presenting strategies to sellers, she community, currently serv ents long after the transaction ends, by surprising hand offenjoys the business to my Lacy began her real estate Lacy being involved Sarah isareMelissa well-equipped to working between local professionals Regional Chamber of Commerce, and and raised in the Johnson thethe time toPhillips learn what herof-mouth, clients looking for, achievement and that wants me to another house for them. terWilmoth in lives.

“Isell can truly relate Erica began real career people really started to chatter and my entire life.”

Moving to Chicago, and while waiting to enter spend ages cutting edge systems time with herothers. wife and three children or their traveling. aestate significant by any measure, her clients with exceptional customer service that involvement Affiliated with RE/MAX Select Realty, and Broker Walsh –Born Lead ofsomeone The Melissa when purchasing or with selling, itmy canReal be very community, contributing through her efforts toy oomes do what you respond and inform us.

Each member in the neighborhood andher browse listso many different things tothe do, it’s really powers really come into play.

I make sure that listings aims to be on the market for as few days as possible, the Asian Estate Ass career working in the mortgage departmunity, and she supports her buyers and sellers with client appreciation dinof the team.”

81 82 85 87 always puts their needs first.

For those looking to buy I really love what I do.” as president for thethem Johnson County region of with Arkansas, he offers handle aspect of the real estate and local businesses and whose motto dental school, Tara opted to get her estate license. alsothe Exit All Seasons Realty but even more in her highly competitive markets.

“I and has synonymous with her name. over a She year ago.

“My husband and I moved name got around quickly.

It’s humbling!”

Walsh Group at Keller Williams Infinity inaorganized. emotional, and my job isreal towell show Iwonderful haveCounty ca over decade ofbecome Debbie “Ievery love people about the market so that they clothing for Women Giving Back, as stand out on and the market by having a professional photogas and explains. of the team walked us through every ngs online.

I’ve always hadeducating my finger on so the pulse of important toners be I experience, am adrives list maker and I’m ment, but she soon discovered her teams at her old high schoo utilizing the added bonus of staging virtual staging forward, she has exc ®also twice a year. a home, she searches tirelessly for their ideal property, .

Currently, Board of REALTORS unparalleled expertise and guidance, e network of potential buyers Looking ahead, Tashea has exciting plans for the think a lot of that has to do with the fact that I treat each Finding success quickly, Tara opted out of dental school muni a lot for his job, and our last move brought Naperville, Illinois – is a truly dedicated their best interest in mind.

At the same time, transaction, and over the past five years is “Locals Supporting Locals”, to stay years to hus serves buyers and sellers from Pittsburgh understand all of their options, especially first-time as with her church.

In her free time she enjoys running, rapher/videographer and professional home stagers who hetrue housing market. estate is fascinating, and and triple checking my list daily so that I can passion in onI think step double oftrue theto process.

They wereastands absoCopyright Top Agent Maga passion became Realtor®. active through her real esta ensure their house out. her business.

As her guiding them whichreal neighborhoods would work client asBecky ifrecalls. they’re my friend, and asjust ifconsistently they’re my only future of her business.

Having earned herand Broker’s assisting with a campaign tovolum get selling $100 million in60 real estate over his and became a for full-time agent.

River real estate professional who we are not inhe’s the business to beI do secret usthistoshe Summerville,” Erica “Our Community involvement is important to time with th to miles north in Mercer, Pennsylvania. capture all the unique features of each home. a lotagents of homebuyers,” explains.

“Whether that’s showhiking, and reading.

As the future of her business, he absolute best investment one can make.

After my really be an asset to my clients.” tering field lutely fantastic!

True dream team!!!” has experienced impressive growth in touch with both past clients and her “I didn’t like the 8-to-5 job I was in,” in attending local commu best for them within their client,” price License range.

Her sellers also intends oncounty adding tothe her tea $22,000,000 toaitlot $25,000,000 says Angela, when asked how she has managed in New York, shevast can’t wait toCompleting addhisonto her between the right to sell alcohol within the on balcareer.

The majority of business derives from under places the needs of her clients front and cenand is just as important that you let everysocial media and of fun teasers about upcoming propsively.

Her f Having recently partnered with her son, real estate agent was so friendly, and when Erica, and in addition to participating in ing them the different kinds of loan programs availhaving reached a point where she no longer has to usband and purchased, renovated, and sold ourpostfirst shereceive and hersuperior Lacy recalls.

“My best friend’s mom such as on parades.

When she and with Renee inIhusherto service career as a team full-time real estate agent inand the St.Kim atan large.

As aany solo agent, Sarah to support, inspire such impressive levels of trust just as committed her buyers, while continuing toreferrals, provide top tier service tocommunity Elsewhere, ishow just as attentive when assisting her of service that have set her in loyalty sales volume per year isto impressive feat, but lot.

During free time, he’s hanging out with his repeats and demonstrating just dedicated Since then, Tara has built a are thriving business acloses solid ® many erties ensure our listings seen by thousands of real ter during each of her transactions. one know you’re a real estate agent!

I once a grandmoth Nate King—who lives in Pittsburgh, while she talked about her life and career, I could her kids’ activities, she is active through able, helping them understand how quickly the market advertise to chase leads, Becky is able to focus all of ew homes, I decided to get licensed as a REALTOR .

When it comes to marketing, Melissa is a fan of social ing listing ontheir various websites.

“With Coldwell wasalways a I’m realplanted estate agent, and she helped ing giving back, lo gotodecades ago. for With solid roots in Columbus amongst those shehe works available m the their rightLouis home best all her clients.

“With real “I’m estate, able to support effect buyers.

Believing that there is noa and better place real estate, Ia was introve it’s not thethe big numbers that keep Marie passionate 10-year-old son or enjoying the outdoors. iscrazy towith. providing outstanding to his buyers foundation of honesty, integrity, andevery deep andan Lacy Tara’s Metro Area. over $3M aRock—they year, and she isto projecting aorindustry significant estate professionals their clients day.

Iatalso like Community-minded, hardworking, and sold home a and check-out clerk grocery Debbie is located instrongly Slippery media platforms like Instagram and Sheways also loveBanker, the entire process, which Ia know sounds moves, or explaining the bestquestions way to they structure an offer her attention to Facebook. finding more make her clients’ completely relate.

Real estate was someher brokerage with Golfing to to Give I’m able to market extensively online and Ilives,” me through the process.”

Lacy got her the lake, boating, spending to them to answer might have.”

That he military and region, Jo-Anne loves to give back to often becomes good friends with change in any people’s she says.

“Whether I’m about estate.

Helping people find place in of to live thanreal Houston, she guides them tothat.” the an2021. opportunity to new and transsellers. local market knowledge.

The lion’s share of that grow tocarefully mix in anumber little ofistheir old-fashioned approach bybusiness placing knowledgeable about theclosing real estate store by doing increase on the by the end Having teamed upmeet with her have ato dynamic mother-son duo covering Allegheny shares her listings be freely by other agents.

“I ecause sosend many people agonize over real estate the current market, I see my job as giving them thesituation experience exceptional.

She also excited to continue also myin listings todeeply my own dataIout had always thought about, and Iout Sunshine Kids.

When she isthe not working license informed May 2019, and theused rest is and shopping. commitment extends far beyond the table, and urse ofthing their transaction, keeping helping apersonal seller get ofERICA acommunity. difficult financial Massachusetts. the “We are big supporters JO-ANNE LABUDA PHILLIPS MELISSA WALSH LACY WILMOTH comes from repeat clients, referrals, and positive word-ofprovi Growth is in Matt’s future, as he plans to expand his the world and provide them with a sense of security right investment for their best interests.

For each client, their lives.

Since then, it’s b industry, there are few better suited to prothink forging relationships with other agents is crucial. ctions.

Not me, I was completely hooked from the very base,” she says.

Closing 65 transactions in 2020, and that he operates with the sam to Mercer County! they need make good decisions, asisopher educational efforts, not justspending for her clients, but also Angela always toof contractors orher The primary motivator forto Sarah inrecommend her career her history.

Through honesty, experhad classes in my home statereally or giving back, Erica enjoys time he deals are doneataken andinformation ensuring oris helping aprepared buyer find the right investment for their me I had toeven get the Worthington Pantry.

Our team mouth, an impressive statistic by any measure but more objec team.

An entrepreneur, he is also the owner of several “I’m straightforward with them,” he says.

“I is her favorite part of the job, and what keeps her ® viding excellent advocacy for any buyer or Another factor would be Melissa’s Toher learn more about Angela Berke, on track to surpass that for 2021, it’s clear Renee Ithey aim to treat other REALTORS rst thetime, way I Sarah want toenjoys be customer service thatemail have anything else her clients might post-purchase. to just telling what I is think should for theher new agents joining team, as she mentors tise, and love of the working with people, Looking tointelligent the her future, Lacy theclient.” cracks.

Through the years, needs, Ithem love knowing that I’m making aisdo.” difference in of Ohio, Iher hadn’t pursued it because with family, especially traveling. love forposed community and desire toneed help the people In her free spending with our names,” shebut member Lynn on board there, in more the competitive Chicago “I also do aportfolio. custo businesses, and hopes tomarket. addtime more to his don’t mislead them, IYou don’t tryprobably to sell them on somemotivated to give itso her all highly during every transacin Kendall, Kane, DuPage, Lake, Will and comprehensive approach to marketing doing everything right.clients seller visit angelaberke.com or calla To learn about Kim Cao email kimcao@apexpro treated. will end up working with the same also hopes to get her daught Debbie sees her clients as the heart of her business and ntastic reputation among my community.”

Lacy helps her clients achieve their real year I have partnered with them on how to structure and grow their own business.

I knew we would be moving a lot.

After r helping others, sopersonal wecome give back towhen them after every lotpeople of relocation business Fortune 500leads, companies,” Regardless of where path his passion for thing.

I just them all the facts my personal aroundrelationships her. She takes aCounties. hands-on approach dog and family, and loves towith read -hisincall fact, she isvery also tion.

“I like helping move one level and Cook herfrom many listings.

Professional photography There are many other factors thatgive into play ocused on building with buyers and sellers, agent multiple times, soand it’s tovisit communicate, har.com/kcao or 367-2650. ness.

“I’m extremely proud goes to great lengths toimportant provide them with an outstanding estate goals.

I am(713) getting involved Becky serves clients all over Northern Virginia at talking to our agent, Iassessing took the leap and got In the future, Erica plans to continue says Tara, referencing Weichert’s unparalleled excellence eal estate world, closing and take part in their events what he does will always remain.

“I just love the opinion, then I let them decide what they want to do.”

After working with Renee, buyers and sellers are of their life to the next.

Home ownership is a very Angela’s impressive and ongoing success and video are used exclusively, and each tothat customer service, and focuses on building lasting, a published author.

Sarah has a lot of volunteer expe’s no surprise a large majority of Melissa’s business be helpful and kind.

Agents on each side have a common struction.

I want my niche has only been working in re service during every transaction.

“I take a strong interest in TVRG Homes with Keller Williams Capital Properties.

For more about Renee Gialousis, licensed.”

The rest is history, and now Erica excels at bringing herhas clients the same excellent service, posin that arena, “and that has been an integral part of my people.

It’s always exciting and different every day.”

Those who with Matt appreciate his honesty, asFor with aby large brothroughout the year.”

She also been blown away by theirand experience, and love to tell everynomes more about McDougald, email asktashea@gmail.com, story, and chief among those iswork her extensive marketmore about Angela Foote, important thing, it’s the epitome of the American Melissa, who began her real estate career in 2016, found home – regardless of price point – is given its own way of Tashea repeat referral clients.

“For me, real goal of helping our clients get to the closing table with a With CENTURY 21 Parker & Scroggins construction sales, and I already had five sales.

It’s people, and I always keep in touch with my clients.

I think trusting relationships with her clients.

“I truly care rience with her kids’ schools and gets face time with An Army veteran who understands well theinformation unique To learn more abouthb please call 727-234-3353 orbusiness.” thriving helping her clients achieve their real estate goals. sibly starting aover team.

“With the amount of volume I or one they know about it.

One recently said, athem helps gather and make educated her social media outlets @asktashea, orwas call (518) 210-2575. was an administrative assistant, involved with Habitat for Humanity and volunteered inggreat background that provides excellent value to serves all her success init“It her first year in the industry, selling webpage.

Additionally, deft utilization of socialMy media Dream.

People want to own a home, they want to be please call 509-818-7233 stateon is all all about the relationships.

I always aim to get to minimum level of stress.”

Realty, Lacy all of central Arkansas and the surdone 3 new constructions, with 5 more this capacity! other son,un it’s that personal connection that makes all the difference. needs ofclients. service members, she specializes in military email mariegentile more the people inofmy life than Ialone, do about sellfolks in her neighborhood through their book club. to workIabout with Renee on the sale our home. email renee.gialousis@floridamoves.com do, I would love to branch out into having a team so decisions.

An experienced investor who has bought Strategies that she employs with high levels of fnow thepleasure seven years was there, I frequently at her children’s schools when they were thirty homes in her first year an impressive statistic platforms provides maximum exposure to potential buyfinancially secure, they want to know they’re going my clients and find common ground.

Once trust is rounding area, including Benton, Bryant, Little Rock, right now.

I really love it, and I am lean email angelafoote@kw.com in Florida.

My daughter, La I don’t treat this as just a business transaction, I take the relocation.

She says. isHomeServices also a and Certified Distressed Property “Iers. believe a lot ofwith my business comes fromvisit thezillow.com/profile fact that I effectiveness combine bothsomething old-school, tried-and-true flipped over 50 homes, isher uniquely equipped With Berkshire Hathaway Southern that IMatt could train people toto serve clients the way I’ve ing houses,” Sarah “That’s inherent She hopes continue growing her business and helpe.” Itthe wasn’t until 1988becomes that she younger.

During the hours she isn’t working or giving by aany measure.

Named Rookie of the Year, busiCombined her excellent negotiation skills, the uilt, whole process lot more enjoyable.

Melissa is excited to continue growing her business in to have a roof over their head, and I love that part Bauxite, Salem, Alexander, Arkadelphia, Pearcy, and focusing on it even more for my future bu classes right now and I’m ho time to get to know people and remain friends with them Expert,Erica a Shortserves Sale and Foreclosure Resource, andand ancons build relationships with myaforward clients,” says Tara, when orasked call (732) 43 to them on the pros of any given propCoast Estate, the Charleston area. learned,” Erica says.

Above Erica looks ness has grown exponentially since then with no sign ofas result isall, almost always fastassale forpossibly top dollar, notIf to agent, as feel they were transferred back, she isadvise traveling, spending time with family, drawinReal my nature, but I also believe it’s been the key to my ing many people in St. Louis she can.

You don’t like you’re working when your client is the future.

“Real estate makes me feel like I’m in my Copyright Top Agent Magazine Hot Springs National Park.

Her referral business is of it,” she says. goal is to continue growing a even after closing.

They often invite me back to their house Accredited Buyer Representative. knowledge of and a determination how she has managed to inspire such impressive levels of erty.

With aHer strong work ethic to Copyright Top Agent Magazine Atinthe of her firstslowing the of Erica’s to continuing to help clients.

“My love language down.

Melissa currently holds alike perfect, mention happy –the and returning and referring –estate customers. settling Ohio, she was ready ing, ormajority reading. our friend,” sheend says, and adds, “Iyear, think my clients also element.

Irapidly, everything abouther it, especially all the growing anfive-star impressive feat to the trust Above all, Lacy looks forward to continu success.”

Because of her devotion to her clients and you’re looking for a capable Realtor who truly cares their real dreams.” to see how they’ve furnished or decorated place, and I the market, sound advice, andproblems, emphasisMatt on relationtrust and loyalty amongst those she works with. “I don’t see solve builds aofstrong foundation overall rating on comprised scores glowbusiness comes from word mouth, with referrals is acts of service,” she says, totoone ofclients the ppreciate my leads negotiation skills.

Theyof know IZillow.com, always people I also get to meet.

It’s very rewarding being confidence Lacy inspires.

“Clients appreciate thatable I’m herbut and her community.

“My fav ng.

Jo-Anne the LaBuda Copy like toaof send them care packages.

It’sreferring a small gesture, it Top Agent Magazine 3 Fo ship building rather than just trying to close deal my clients as just working, aof transaction, I see themin as touch friends, and her presence in her community, Sarah gets all of her about the well-being her clients, get with of trust between himself and his clients.

“I’m opening testimonials attesting to the excellent customer service When she’s not which is extremely rare, Melissa already coming in, an impressive feat that speaks Five Love Languages.

“I love constantly being able always honest,” Lacy says.

“I’m not just in it to make real estate is the interaction with my cl want to secure the best possible deal for them, and will help out of town clients settle into the area, and share my r Columbus region.have Aboutrewarded 90% Planning for the client future and has referral been a large focus I for means the world to people.

I there prefer that personal connectry to build long-lasting relationships with them.”

Those her with a repeat minded when it comes to getting things done, business from repeat clients and referrals, and she has Sarah Hubmeier today! she provides. enjoys nothing more than spending time with her husband the sale.

If I see something about a house that makes says.

“I’m a very social, outgoing person ofrom the same for their family and friends.” experiences and the lifestyle with them as much as posto the trust and confidence she inspires.

“I’ve made to help others.

When people go into buying or selling repeats and rate referrals, Jo-Anne lately, she ishave working on developing luxtionbecome over sending out an aemail at my clients as relationships almost always far transcend the closing table, of 100aspercent.

“Most myasmultiple clients areof often ways to accomplish a task, so ifand we looking

SARAH HUBMEIER

www.

www.

www.

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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Top Agent Magazine

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.

Top Agent Magazine ®

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Top Agent Magazine

GAYLE MONTISANO

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GAYLE MONTISANO

In today’s market, you want a Realtor® with Gayle’s knowledgeability and integrity by your side. Gayle found her way to real estate coming out of a difficult life chapter. Following a divorce and her son’s autism diagnosis, she had to quit her career in healthcare management. A friend recommended Gayle to look at real estate as an avenue to create her own business with flexible hours to care for her son. She connected with a supportive and disciplined broker who helped catapult Gayle’s confidence and new career. “My first broker taught me from the beginning how to be better than where I was at,” Gayle remembers. “It was the hardest thing, to let go of my past and start all over, but I had no choice, my son needed me, and it was scary.” But in her first year, Gayle won the Rookie Award for her outstanding sales. She’s been helping clients successfully navigate their transactions ever 8

since. “Almost ten years later, I run a really great business with such great clients.”

Today, Gayle is a Realtor® and VIP Agent with Big Block Realty in San Diego, California, where seventy-five to eighty percent of her business derives from repeat and referral clients. Whether they’re buying or selling, Gayle personally connects with her clients where they’re at, striving to support and educate them through one of the biggest financial decisions in a person’s life. “I look at their situation and understand because I’ve probably lived it. Whether it be a divorce or buying their first home, buying up into a second home, or downsizing, I’ve had those experiences people are going through myself,” Gayle explains. “If you focus on helping people versus focusing on the money, the money tends to come after. I tell people, ‘If I can help Top Agent Magazine

you, I know my hard work will pay off. If you want this house, let’s go after it.’”

When it comes to marketing, Gayle utilizes a methodical approach to finding the right buyer.

She employs a robust digital rollout for each listing. Posts across social media platforms and realty sites put Gayle’s listings right at a buyer’s fingertips. She brings a designer point of view to preparing a home to look its finest.

Leveraging its key desirable elements, she presents each property as a move-in-ready product with its own unique character. It’s a strategy that has helped Gayle close twenty sales or more annually as a solo agent.

As a Realtor® who cares about her community, Gayle served as President for the Asian Real Estate Association of America (AREAA) San Diego local chapter in 2017, promoting sustainable homeownership by partnering with banks and sponsors to provide education and home grants to first-time homebuyers.

She still supports the organization as an advisor, staying connected and giving back.

Looking to the future, Gayle hopes to grow her business either through building a team or expanding her partnerships with other strong agents. At the same time, she is conscientious of preserving a healthy balance of growth with time to spend with her family and provide excellent service to each client. She got married just this year and is in a very happy place personally and professionally. Her strong faith in God, in her opinion, she feels is responsible for all her accomplishments.

“Everything feels like it’s falling into place,” Gayle concludes. “I have a beautiful family to support and provide for with the help of my husband, and my clients are so wonderful and continue to send me referrals.”

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Connect with Gayle via phone at 619-962-7575 and via email at gaylegetshomes@gmail.com. Find out more at gaylegetshomes.com. www.

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Alliance Escrow is proud to congratulate

GAYLE MONTISANO

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

_

TIM GARLIN, SALES MANAGER tim@allianceescrowinc.com | 858-361-5533 allianceescrowinc.com www.

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We are proud to congratulate

GAYLE MONTISANO

on being featured in Top Agent Magazine for the state of California!

Debra Yatsko & Gary Smith Senior Account Executives T: 800.282.7131 DebraY@orhp.com | Ext. 1490 | C: 619.887.2010 GaryS@orhp.com | Ext. 1721 | C: 858.205.5446 my.orhp.com/debraandgary This is a paid advertisement.

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A Step-by-Step Guide to

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

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

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

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

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

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

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

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

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

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

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MINDY BACK the course of their transaction, and it’s so rewarding to watch them flourish in their new homes.”

Throughout her life, Mindy Back has always been drawn to real estate. In 1999, she accepted a position as an assistant for a leading agent in Reynoldsburg, where she had an opportunity to learn the business from the ground up. After launching her own career as a Realtor® in 2001, she has truly seen it all, earning numerous awards and honors through CENTURY 21, including the esteemed 25 Million Dollar Award in 2018. But most recently, she decided to take her work to her next level and start a team with her son.

In fact, Mindy is always expanding her personal sphere of influence. Utilizing a proven 3,2,1 technique, she upholds a daily habit of both maintaining consistent contact with those in her network and building new relationships in the industry.

In her award-winning career, she has earned a fantastic reputation throughout Columbus, with the vast majority of her volume coming from repeat clients or referrals. Having completed 44 transactions in 2020 alone, though, she is most inspired by the ways in which real estate compliments her entrepreneurial spirit. “You have to be flexible in this business. In real estate, you wake up every morning without knowing what opportunities the day might bring—but I love that sense of spontaneity.”

Today, Mindy is an agent with CENTURY 21 Excellence, where she and her son assist clients throughout Columbus and the surrounding areas. A designated Senior Real Estate Specialist, she has applied her background in professional nursing and patient care to cultivate an open-hearted approach for every buyer or seller.

When listing a property, Mindy offers her clients an in-depth strategy. After helping them prepare their home for the market, she shares it over a blend of targeted digital and social media campaigns. In the meantime, she and her son utilize cutting edge resources like virtual tours to give each client an added advantage, ensuring a seamless transaction catered to their needs.

Outside her career, Mindy is deeply involved in her community. For years now, she has volunteered at Lifecare Alliance, delivering Meals on Wheels and participating in events to raise breast cancer awareness around Ohio. She also enjoys partaking in the annual Pelotonia bike race, with its proceeds going to area cancer foundations. When she’s not with clients or giving back, she can be found spending quality time at home with her beloved family and grandchildren.

Elsewhere, Mindy is just as helpful when assisting her buyers. Leveraging her extensive knowledge of the Columbus area, she carefully guides them to the right home for their best interests. But for her, the transaction is never finished, as she remains available to her clients long after the deals are done to provide ongoing support and make sure they are fully satisfied. “I pride myself on staying in touch with my clients,” she says.

“Oftentimes, we wind up becoming close friends over

Mindy has exciting plans for the future of her business.

As her volume continues its steady growth, she intends on scaling her son’s involvement with their team, leaving an indelible legacy of service all across the region. But most of all, she looks forward to sharing her standard of integrity, expertise, and compassion with all the new buyers and sellers that await in her hometown.

For more information about Mindy Back email mindy.back@century21.com, visit century21.com or call (614) 496-6324. www.

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Kenneth Hufford is proud to congratulate

Mindy Back

on being featured for the state of Ohio in Top Agent Magazine!

KENNETH HUFFORD khufford@thefederalsavingsbank.com (614) 407-0303

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First American Title is proud to congratulate

Mindy Back

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

MIKE DEL VESCO

office : 614.986.3952 | cell : 614.354.6514 mdelvesco@firstam.com 16

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion18

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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Top Agent Magazine

DAX OGLESBY Top Agent Magazine

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DAX OGLESBY Licensed since 2015, Dax serves clients in Austin and the surrounding area with the San Gabriel Realty Group under Team Realty of Texas.

A Lone-Star native who grew up along Texas’s beautiful Gulf Coast, Dax Oglesby has always put God and family first, an emphasis that guides him in everything he does. It’s why he understood early on that when it comes to doing business, it isn’t 20

so much about the number of people you meet, but about how you meet them.

“I’m not a cold-caller kind of guy,” Dax explains. “I like to establish an actual relationship with someone, which means Top Agent Magazine

getting out into my community, volunteering, helping neighbors, staying active in my church. Getting to know people that way is more important than chasing leads all day.”

Licensed since 2015, Dax serves clients Top Agent Magazine

in Austin and the surrounding area with the San Gabriel Realty Group under Team Realty of Texas. He’s built quite a successful business over his nearly 7 years in the industry, closing between 15 and 25 transactions a year. For the current 21

year he is on pace to complete 30 deals.

Moreover, an enviable 85-90 percent of his clients are either repeats or referrals.

Dax makes no bones about where credit for that success is due: “It comes from God. I keep Him front and center, and every day feels like a blessing. I’ve been very prayerful about how to conduct my business.”

shortest amount of time on the market.

The move freed up more time for him to do what he does best. “This is a people business—which means building good relationships with other agents as well as your clients. I love getting out and meeting folks, establishing a rapport. Those efforts go a long way when you’re negotiating a deal.”

That reflection led Dax to hire an excellent marketing company to help him build his brand and streamline his process to ensure that his listings gain the maximum amount of exposure with the

There’s a real synergy between Dax’s business and the many roles he takes in his community, and it’s hard to know where one service stops and the other begins. He’s a Board Member on the

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Chamber of Commerce and serves on the Beautification Committee for Liberty Hill.

He’s part of a three-piece band that came together through his church’s Praise and Worship Team, and the group plays at various local events throughout the year, from barbeques to holiday celebrations. Dax sponsors a sports team with the Liberty Youth League, teaches fourth and fifth grade kids for the Elements Program after Top Agent Magazine

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school on Wednesdays, and is the drummer for his church’s praise and worship band. On top of all of that, he gives free drum lessons!

Dax is very excited for the future of his business. Next year he expects to close at least 50 transactions and maintain that as his average going forward. From there,

he wants to build a team. “The plan is to eventually get my broker’s license so we can fly under our own banner. I serve three counties now, but I’d like to expand that territory down to San Antonio and then to the coast where I grew up. And the commitment is to keep offering exceptional service to my clients, with God lighting the way.”

To contact Dax please call 512-635-7529 or email daxoglesbysgrhomes@gmail.com.

Check out his website at DaxSellsTexas.com www.

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Top Agent Magazine

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 26

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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ALISSA CHRISTIE Top Agent Magazine

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ALISSA CHRISTIE

Most people today associate Alissa Christie, Co-Owner/Broker of Bentley’s, with some of the most beautiful homes on Boston’s North Shore…

But before real estate, you would mostly likely find Alissa in the Courtroom or working long hours behind her desk in a demanding Maritime Law career. It wasn’t until Alissa had her two little girls that she started to think about investing in a profession that was a little more personal and more local. Her introduction to real estate was a bit fortuitous and started with visiting open houses for fun on her maternity leave (with kids in tow!)

Her Realtor at the time, and now business partner, Robert Bentley, told her she would be a great asset to the business. Alissa decided to take a leap of faith and got her real estate license in 2013. Over the last 8 years, Alissa has elevated her career in Newburyport, MA in keeping with the Bentley’s motto, “Experience Elevated,” Alissa’s Team has grown from a small boutique company to the #1 28

firm in Greater Newburyport, and she herself is the #2 agent in town.

One of Alissa’s greatest assets as a real estate agent is her exceptional level of experience, both as a real estate professional and an attorney.

Her sophisticated background makes her highly capable of negotiating contracts successfully and guiding clients towards making sound financial decisions, and her ability to instill confidence in clients is a boon to anyone who works with her. “I’m completely committed to my clients

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- real estate is my profession, and I take it very seriously,” Alissa says. “A person’s home is one of their most significant financial investments, and I keep that in mind throughout the process.”

When it comes time to meet with a client, Alissa focuses on building trust and developing a meaningful, lasting relationship. She knows how challenging buying or selling a home can be, and works hard to provide a comfortable and enjoyable experience for her clients. In order to get the best possible results, Alissa communicates directly and consistently with clients, keeping them informed of each event as it unfolds during the transaction. By maintaining relationships with her clients, Alissa has been able to develop a strong referral base for her business.

Bentley’s Real Estate invests heavily in digital marketing - their agents’ listings are featured on the MLS and across social media, and care is given to ensure the presentation of each property captures targeted buyers. They use high-quality, professional photography and videography to highlight the strengths of each property, and make a sincere effort to strategize pricing for their listings appropriate to their particular market. Alissa closes 50 transactions each year on average, and looks forward to continuing to provide excellent service to as many members of her community as she can.

In her free time, Alissa enjoys cooking and boating with her family. She devotes the bulk of her time to her job, though - she loves homes and the personal nature of the transactions. Bentley’s Real Estate is a pillar of the Newburyport community - through its Charitable Fund, the firm supports multiple local organizations, including the Pelican Intervention Fund and Our Neighbors’ Table. Alissa hopes to see her firm and her own personal business continue to grow in the future. If you’re looking for a skilled, trustworthy Realtor in Essex County, get in touch with Alissa Christie today!

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Contact Alissa at (978) 494-3807 or alissa@bentleysrealestate.com.

Visit acrluxuryrealestate.com or bentleysrealestate.com www.

www.

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 30

Top Agent Magazine

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

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

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

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

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

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

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

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

Now, let’s list!

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Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

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JANELLE FLAHERTY

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JANELLE FLAHERTY For the past fifteen years, Janelle has been helping homebuyers find their dream home in the state she has called home her whole life. As a third-generation native of Arizona, she knows what it is to love the AZ Lifestyle and welcomes her clients to make it their own. While still in college, Janelle began working parttime as an assistant at a realty office during the ’05-’06 boom. It was an electric, fast-paced experience that enticed her right away. As a driven self-starter, she immediately had a knack for the business and has been successfully navigating transactions with her clients ever since.

Today, Janelle is a REALTOR® with Russ Lyon Sotheby’s International Realty in Scottsdale, Arizona. Her business derives from repeat and referral clients, with a focus on equine properties statewide. She attributes her referral success to a people-based approach, serving as a client’s advisor and friend. “I’m a firm believer in working with people who know, like, and love you, and focusing on building quality relationships,” Janelle explains.

Janelle’s service doesn’t stop at the close of a transaction.

She stays in front of all her past clients through multiple monthly mailings, including informative mailers with staycation tips and hiking guides. Working entirely by referral, Janelle has seen the return on her investment in fostering long-term relationships. “I want to be a point person if someone needs a contractor or landscaper or needs to know what school to send their kids to,” she says. “I love connecting people and being a part of a community, and I want to be the person that people think to call when they need something.”

When it comes to marketing, Janelle harnesses the name recognition and tools at her disposal through Russ Lyon Sotheby’s to engage a robust rollout for each listing.

Posts across social media platforms, realty sites, and media outlets put Janelle’s listings right at a buyer’s fingertips with eye-catching luxury production. Through strategic open houses, she creates windows of heightened interest among buyers who are ready to bid. With 34

her niche in equine properties, Janelle truly came into her own as a full-time agent when she began partnering with other equine-focused agents and sponsoring horse shows where she and her listings are front and center for her target audience of friends and professionals in the equine community. In 2020, Janelle closed $12 million in volume and is on track to double that in 2021.

As a REALTOR® who cares about her community, Janelle served for three years as director of her church’s vacation bible school coordinating scheduled activities for 400 children. With work putting her on the road every day, Janelle and her kids regularly give away assembled bags of essentials like soap, socks, blankets, and more to anyone in need. “It’s huge to recognize how much we have and that we need to give to others in whatever way we can.”

When she’s not working, Janelle leads an active family life, with kids involved in swimming, football, dance, cheer, and horse showing. “I love the flexibility I have to be a mom, wife, and a careerwoman,” she says. “You have to have balance and not just let your career run your life.” Looking to the future, Janelle endeavors to maintain the high level of care for each client that has been her hallmark from day one. Working with people she knows likes and loves, Janelle hopes to advise clients in their real estate needs for years to come.

Find out more at janelleflaherty.com.

Connect with Janelle at 602-615-3251 or email janelle.flaherty@russlyon.com www.

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HOW TO STAY IN YOUR CLIENTS' LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and 36

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

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Top Agent Magazine

RYAN JONES Top Agent Magazine

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RYAN JONES

Many people approach home buying with trepidation as they anticipate a process filled with stress.

Realtor Ryan Jones encourages his clients to think of it differently. “People should enjoy house-hunting as they would any other shopping experience.

They don’t have to buy,” Ryan explains. “I’m a very social person, and I try to make the experience of looking fun for them. When they are ready to buy, I work hard to make sure the process is smooth and as stress-free as possible.”

his license in 2011. He spent several years cutting his teeth in the business—both in Baltimore and Los Angeles—before joining his mother’s team at Berkshire Hathaway in 2015. Serving clients in the Greater Baltimore area with The Mary Jones Team, he’s built a successful business in his own right.

In 2020 they were awarded Berkshire Hathaway’s Chairman’s Circle GOLD, and this year have already met the requirements for Chairman’s Circle PLATINUM—ranking among the Top 1% of Agents

Ryan brings a wealth of experience to that task. For starters, he grew up around the industry. “My mother has been a Realtor for nearly 25 years, and my father owned a construction company, and then transitioned into commercial and residential land development. I was always either going to showings with my Mom or hanging out at the construction sites with my Dad. I learned a lot from them early on.”

After graduating college, Ryan decided to go into real estate himself, getting 40

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nationwide, making in excess $500,000 in gross commission, and/or closing at least 100 units. The numbers aren’t really Ryan’s focus, though.

“I put my energy into fostering personal relationships with my clients rather than thinking about how many deals I’ve closed. I get to know them, find out exactly what they want, and when we find those homes that match their needs I share my knowledge to help them make good decisions. I’m honest and always available, which they appreciate. By the time the transaction is over, we’re usually friends!”

For his sellers, Ryan continues to go the extra mile in a market where it isn’t necessarily required. While his listings sell quickly enough through the MLS or social media marketing he does, he holds as many open houses as he can.

“It’s just another great way to meet people and build community. We’ve had a lot of success and fun with Twilight Open Houses, which creates more of a party-event atmosphere.”

Ryan stays in touch with people after the closing too, reaching out through emails or texts or social media to check in on how they are doing and to let them know he’s available if they need anything. He also connects with them in person twice a year through planned client events, or ends up bumping into them through his community efforts. Ryan is active with The Pride Center of Maryland, which is dedicated to supporting the LGBTQ community.

Their team sponsors an annual Thanksgiving food-drive supporting Maryland Food Bank, and Ryan remains ready and able to donate towards causes that his friends and clients are passionate about.

He’s excited about the future of his business, and plans to keep growing. “I’d like to continue to grow our team, purposefully, keeping it to a manageable size so that we can always maintain that personal connection with clients.”

Top Agent Magazine

Contact Ryan at 410-459-6924 or email Ryan@MaryJonesTeam.com

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 42

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

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

Top Agent Magazine ®

Top Agent Magazine

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

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

Find causes that speak to you.

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

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

Unite your team for the common good.

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

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

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

Include clients in the process.

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

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

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

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MICHELLE KEMERER

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MICHELLE KEMERER

No one knows better than Realtor Michelle Kemerer how impossible the distance can seem between where we are and where we want to be.

A single mother at 18, she nevertheless met and married Hannibal—her husband of almost 27 years—attended George Washington University, and raised six children, traveling a long road and overcoming many obstacles en route to her success.

That experience informs her efforts as a Realtor, determining her to be a difference maker for every client working hard to realize a dream.

when she and her husband were moving from Virginia to Maryland. When the Realtor in Maryland kept raising the couple’s price range on the homes he was showing them, Michelle told him jokingly that she’d have to find a job immediately to be able to afford the mortgage. She thought he was kidding too when he suggested that she become his unlicensed assistant while she went to school to get her license. The rest, as they say, is history.

Michelle went on to become a Top Producer for Keller Williams Integrity, one of the largest teams

“I spend a lot of time building a trusting relationship with people, educating them on the market so that they understand each step we’re taking in the process, and can feel good about the decisions they’re making. My favorite moment is when I hand someone the keys to their new home, especially when they’re a first-time homebuyer.”

It was a home buying experience of her own that led to her real estate career, 46

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in the US. For over two years she was also the team’s Director of Growth, coaching and training new agents.

Eventually Michelle ventured out on her own. After almost 20 years serving clients in Columbia and the surrounding area with Keller Williams Integrity, she’s built a very successful business, averaging 43 transactions a year, with a whopping 98 percent of those coming from repeat clients and referrals. It only takes a glance at her stellar reviews to understand why. One client’s description of her home-buying experience is typical: “Michelle was great to work with! This was my first time buying a home and she made the process very smooth and easy for me. She even caught a last minute error in the paperwork during closing that saved me $450!

Very responsive and was able to take me to look at houses with very short notice. Cannot recommend her enough!”

Michelle is very detail oriented for her sellers too, creating high-density photos and videography for every property, which she then uses to market the listings through all the social media platforms, direct mailings, and the brochures she creates for the open houses she conducts. She also alerts neighbors in the area that the home is for sale.

When she’s not working, Michelle takes every opportunity to volunteer with or donate to causes in Baltimore City. Most of her leisure time is spent with her three granddaughters. “They’re my everything!”

As for the future of her business, Michelle wants to continue helping as many clients as she can, and since January of 2021 she’s built a team of 4 agents to help her with that volume. She also does productivity coaching for her office to assist other agents in growing their own business.

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Contact Michelle at 443-324-5916 or email Michelle@shesmyrealtor.com

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

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

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 48

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

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

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

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

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

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

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

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

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

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

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

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

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

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SUE BRUNETTE

In today’s market, you want a REALTOR® with Sue’s knowledgeability and integrity by your side. Licensed in Florida in 2014, Sue has fostered years of industry know-how and customer service that help make her the “Sue-per” REALTOR® clients return to work with time and again. “For me, it’s all about listening to your clients and having a real relationship with them,” Sue says, “Taking what you learn from that relationship to understand the best way to guide and help them.”

with my senior clients, now that I’m part of this age group myself,” Sue explains. “I try to put my knowledge to good use helping people transition, whether they’re retiring or downsizing or want to live in an active lifestyle community,” Sue explains. “It’s all about being that go-to person that my clients can trust to have that knowledge while taking the stress off of their shoulders.”

With years of experience in the Spring Hill market, Sue brings that to bear when navigating the

Today, Sue is a REALTOR® and Affiliate Broker with Pilkerton Realtors in Franklin, Tennessee.

Primarily, Sue’s business derives from repeat and referral clients in both Tennessee and Florida. As a Senior Real Estate Specialist, Sue works to help many clients in the 55+ community find their way to the dream home of the next chapter in their lives. “I can truly relate 50

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transaction process, whether that’s selling a home for the best price possible or pairing a homebuyer’s needs with the right neighborhood and property. Sue’s service to her clients extends beyond the close of a transaction. With everything to consider when retiring or moving to a smaller home, Sue’s clients feel supported as she connects them with resources including move managers, estate planners, and financial consultants.

When it comes to marketing, Sue engages a variety of methods to reach the right buyer, including a robust digital rollout for each listing. Posts on her website and across a wide range of social media platforms put Sue’s listings right at a buyer’s fingertips. With print media remaining the primary marketing method for some senior clients, Sue utilizes postcard mailers to proliferate a property’s neighborhood. At local community events, Sue chats and hands out informative materials so potential clients can put a face and name to any of her current listings.

As a REALTOR® who cares about her community, Sue is active in the Neighbor-toNeighbor group reaching out and welcoming new residents. She keeps busy volunteering at the community center, participating in the neighborhood watch program, and the local garden club. When she’s not working, Sue enjoys gardening, cooking, staying involved with her neighbors, and doting on her beagle, Marley. Looking to the future, Sue plans to expand her business with the 55+ community in the Nashville area while maintaining her Florida license. Most importantly, she strives to maintain her high level of care and service for each client. “I don’t want to be so big that I can’t be there for that client from beginning to end,” Sue concludes. “I strive to deliver a “Sue-per” Experience to all my clients.”

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Connect with Sue at 615.948.4265 email sue.brunette@pilkerton.com, or visit nashville55plus.com www.

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

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

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

Seller’s Perspective: How powerful is cash?

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

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

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ANGELA BERKE Coming from the corporate world, Angela Berke knows a thing or two about strong negotiation tactics and making sure that she not only meets her clients’ needs, but frequently exceeds them. “I got my real estate license 17 years ago—completely fell in love with the industry and haven’t looked back since.” Affiliated with Keller Williams Main Line Realty, she serves clients in the suburbs of Philadelphia throughout the Main Line and the Greater Philadelphia Area. The Angela Berke team is one of the most successful real estate teams on the Main Line and surrounding areas. She has built a luxury brand and is recognized as Top 2% of Realtors® Nationally and leading Realtors® on the Main Line and in the Greater Philadelphia Area.

Angela’s secret to success is anticipating the needs of her clients and being a good listener. It is her impressive level of care, integrity, and knowledge to which she attributes her high rate of repeat and referral clients. “I’m a people person by nature, so working with others and selling their home doesn’t really feel like a job to me because it’s genuinely enjoyable. When I meet with my clients, no matter how old they are or how many homes they’ve bought or sold before, I take on the role of being their advocate. I treat them exactly how I would want to be treated. I put a heavy emphasis on customer service and giving them a stress-free transaction.”

An expert at marketing, Angela likes to get creative in order to generate a buzz around her listings. Clients praise her for her fastidious attention to detail and out-of-thebox solutions. “When it comes to real estate my creative powers really come into play. I make sure that my listings stand out on the market by having a professional photographer/videographer and professional home stagers who capture all the unique features of each home. I do a lot of social media and a lot of fun teasers about upcoming properties to ensure our listings are seen by thousands of real estate professionals and their clients every day. I also like to mix in a little of the old-fashioned approach by placing

ads in magazines and sending out postcards.”

Angela prides herself on her strong work ethic and making the transaction process as simple as possible for her buyers and sellers. She is happy to go the extra mile for her clients as well as the other agents involved in the transaction.

“I love seeing my client satisfied with the final result. My goal is to make it an amicable process and a positive transaction for both the client and the other agent.”

Along with real estate, Angela volunteers in her local Community and School Fundraising Campaigns. She is also a contributor to KW Cares which serves Keller Williams Associates and their family members during times of hardship.

Outside of work, Angela lives a very active lifestyle and enjoys her daily workouts. In addition, she LOVES to cook, travel, and enjoy beach time at the family beach house in Brigantine, NJ—known as the Jersey Shore. In her free time, she loves being surrounded by those closest to her. “I really enjoy spending time with my three kids, family and close friends. Whenever I have a day off, I dedicate it to my family.”

Always striving to achieve more and help her clients fulfill their real estate dreams, Angela has no plans to slow down anytime soon. “I’m looking to continue to grow the Angela Berke team. With two members already helping me serve clientele from the city to the Philadelphia burbs, more team expansion is anticipated. The goal is to continue changing our clients’ lives for the better.”

To learn more about Angela Berke, email angela@angelaberke.com, visit angelaberke.com or call (610) 636 – 4710. www.

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that 56

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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KIM CAO A longtime resident of the Houston area, Kim Cao has always been drawn to real estate. After starting out in the industry as an Assistant for a local Broker, she would attend college and earn her degree in Advertising with a minor in Global Business. Seeking an opportunity that complimented her entrepreneurial spirit while still giving her the flexibility to be there for her family, she decided to launch her career as a full time agent—and the rest is history.

Today, Kim leads the Cao & Co Real Estate Group LLC., powered by ApexPro Real Estate Group, where she assists clients throughout Houston’s Loop and West Side. There, she has cultivated a boutique workflow around values of openness, integrity and compassion for every buyer or seller. As one client describes, “After my first two phone conversations with Kim, I never looked back. Throughout the whole process, she broke down the home buying process into easy bite-size pieces and defined real estate terminology for me that even a 10-year old would understand.”

When listing a property, Kim empowers her clients via a full-service marketing package, ensuring they make the best impression possible. After helping them prepare their home and providing a suite of professional photography services, she shares it via online flyers, email blasts, and social media campaigns. In the meantime, she leverages the resources at ApexPro Real Estate Group to ensure a seamless transaction that maximizes each client’s value. When presenting strategies to sellers, she aims to be on the market for as few days as possible, utilizing the added bonus of staging and virtual staging to ensure their house stands out.

Elsewhere, Kim is just as attentive when assisting her buyers. Believing strongly that there is no better place to live than Houston, she carefully guides them to the right investment for their best interests. For each client,

she always runs a quick comparable market analysis for the homes they want and advises them accordingly, depending on the market.

She also provides added incentives before the purchase and instant equity for many of her buyers. “Also, I run my team the same way I run my business,” she says. “We all believe that honesty is the most important thing we can bring to our buyers and sellers.”

With each transaction, Kim connects her clients to a range of expert vendors to help them from start to finish, including title companies, contractors, cleaners, or gardeners to help prepare her listings. For her buyers, she provides a list of most trusted lenders, insurance agents, inspectors—anyone they might need. “We understand there are so many moving parts within the process,” she says. “The less our clients have to worry about the better, so we strive to give them the best experience possible.”

Through the years, Kim and her team have earned a fantastic reputation throughout Texas, with the vast majority of their volume coming from repeat clients and referrals. Having personally completed $6 million in volume this year alone, she remains focused on the approach that has anchored her success in the first place. “I make sure my clients are well taken care of. That means treating them the way I would want to be treated by an agent and viewing their transaction as if it were my own.”

Outside her career, Kim is tremendously active in her community, currently serving as a Board Member at the Asian Real Estate Association of America. Going forward, she also has exciting plans for the future of her business. As her volume maintains its growth, she intends on adding to her team while scaling the standards of service that have set her apart. “When I first started in real estate, I was an introvert. But the business gave me an opportunity to meet new people and help them build their lives. Since then, it’s been truly amazing.”

To learn more about Kim Cao email kimcao@apexprore.com, visit har.com/kcao or call (713) 367-2650. www.

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TASHEA MCDOUGALD Prior to her current position as a top producing real estate agent, Tashea McDougald began her career as a paralegal.

While she worked at various real estate and family law firms, she took an interest in becoming a Realtor®, earning her license in 2011 and establishing her business as a dual-career agent. As her volume maintained its steady growth, Tashea decided to pivot into real estate full time and launch her own team—and the rest is history.

Today, Tashea leads the Tashea McDougald Team, powered by Samson Properties and Exit All Seasons Realty, where she assists clients throughout Northern Virginia, Maryland and Downstate New York. She has built a truly nationwide presence, providing the compassion, proficiency, and hands-on service needed to help any buyer or seller.

When listing a property, Tashea prefers a comprehensive strategy. After helping her clients fully prepare their home for the market, she shares it over everything from the regional MLS to a blend of targeted digital and social media campaigns. In the meantime, she leverages the cutting edge systems at Samson Properties and Exit All Seasons Realty to cultivate a unique network of potential buyers around each listing.

Elsewhere, Tashea is just as committed to her buyers, carefully guiding them to the right home for their best interests. In fact, she often becomes good friends with her clients over the course of their transaction, keeping in touch long after the deals are done and ensuring nobody falls through the cracks. Through the years, she has earned a fantastic reputation among clients

and colleagues alike, with the majority of her business coming from referrals. But while having completed over $5 million in volume in 2020 alone, she remains focused on the standards of openness and integrity that have set her apart in the first place.

“Clients know I will put them first,” she says. “I don’t see them as a commission; rather, they are calling on me to help them make a life-changing decision, and I take on their trust with a great deal of honor.”

Drawing from her own experiences as a dual-career agent, Tashea believes strongly in giving back to her industry. Currently, she is a new salesperson real estate instructor, and mentor to dual-career agents.

She has also written an upcoming book detailing her method for finding success in the real estate market as a dual-career agent. Meanwhile, Tashea is deeply involved in her community. On top of making regular contributions to charities, she is launching her own charity through her team, with numerous outreach events planned for the year—including blanket drives and back to school giveaways. When she’s not with clients or giving back, she enjoys spending quality time with her wife and three children or traveling.

Looking ahead, Tashea has exciting plans for the future of her business. Having just earned her Broker’s License in New York, she can’t wait to add onto her team while continuing to provide top tier service to all her clients. “With real estate, I’m able to effect a change in people’s lives,” she says. “Whether I’m helping a seller get out of a difficult financial situation or helping a buyer find the right investment for their needs, I love knowing that I’m making a difference in my community.”

To learn more about Tashea McDougald, email asktashea@gmail.com, follow her on all social media outlets @asktashea, or call (518) 210-2575.

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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RENEE FATOLITIS GIALOUSIS, PA, CRS With a background in education and business ownership, Renee Gialousis was destined for success as a real estate agent. Her first foray into the field was in 1978, after working for two years as a teacher. “I was a real estate salesperson for six months then became a broker,” she explains. In 1980, she opened a business with her husband, which had her traveling to 40 states and working with the Department of Transportation.

Once her children grew up, Renee was ready for her next challenge. “So eighteen years ago I decided to go back to real estate full-time, and I’ve been doing it ever since,” she says. Bilingual and happy to help everyone, including those who share her Greek heritage, her motto is ‘I listen, I care, I get results.’

Serving the greater Tampa Bay area, the vast majority of her business derives from repeats and referrals.

“I think what helps me stand out is that I am very honest,” she says. “I conduct my work with high ethics and integrity. Even if it means I will make less, I would rather guide my clients in the best direction and make sure they’re happy in the long run.” Renee takes the time to learn what her clients are looking for, and always puts their needs first. For those looking to buy a home, she searches tirelessly for their ideal property, guiding them on which neighborhoods would work best for them within their price range. Her sellers also receive superior service and support, with Renee posting their listing on various websites. “With Coldwell Banker, I’m able to market extensively online and I also send out my listings to my own personal database,” she says. Closing 65 transactions in 2020, and on track to surpass that for 2021, it’s clear Renee is doing everything right.

After working with Renee, buyers and sellers are blown away by their experience, and love to tell everyone they know about it. One recently said, “It was a pleasure to work with Renee on the sale of our home.

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She responded immediately whenever I called with a question, eased the stress that comes with selling a home, and has great marketing and negotiating skills. She is extremely knowledgeable of Tarpon Springs and the surrounding area. Renee scheduled several showings and we were under contract in three weeks! Ours was a very smooth process and we highly recommend Renee, and would use her again!”

Renee loves her community and is always giving back any chance she gets. She helps out several different charities during the year. During any free time, she loves spending time with her family, especially her grandkids, boating, or traveling abroad.

Content with her current path, Renee doesn’t plan to expand into a team, as she always wants to provide one-on-one guidance for her clients. “I like to give my own personal touch to everyone I serve,” she says.

With each passing year, her love for this industry only continues to grow. “It’s very fulfilling for me to know I found someone exactly what they wanted, or to hear that someone wants me to sell another house for them.

I really love what I do.”

For more about Renee Gialousis, please call 727-234-3353 or email renee.gialousis@floridamoves.com Top Agent Agent Magazine Magazine Copyright Top

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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ANGELA FOOTE Top Agent Angela Foote – of Keller Williams Spokane – is one of those rare real estate agents who consistently places the needs of her many clients front and center during each and every transaction. Hardworking, dedicated, and truly knowledgeable about her chosen industry, Angela has certainly earned her stellar reputation as an honest and trusted real estate advocate for both buyers and sellers alike.

Angela, who is licensed in both Washington and Idaho, currently serves Spokane, Coeur d’Alene and the surrounding areas, became licensed as an agent in 2019 following a lengthy career in the marketing arena. “I was helping other real estate agents in my area,” recalls Angela, “so it felt like a natural step to get my own license and do marketing for myself.” Since her start in the industry, Angela has built a thriving career on a solid foundation of top-notch client service.

This focus on excellence has earned her a business that is based almost entirely upon referrals and positive wordof-mouth, a significant achievement by any measure, but even more so in her highly competitive markets. “I think a lot of that has to do with the fact that I treat each client as if they’re my friend, and as if they’re my only client,” says Angela, when asked how she has managed to inspire such impressive levels of trust and loyalty amongst those she works with. “I’m always available to them to answer any questions they might have.” That commitment extends far beyond the closing table, and Angela is always prepared to recommend contractors or anything else her clients might need post-purchase.

There are many other factors that come into play when assessing Angela’s impressive and ongoing success story, and chief among those is her extensive marketing background that provides excellent value to all her clients. Strategies that she employs with high levels of effectiveness combine both old-school, tried-and-true Top Agent Magazine

methods with deft utilization of more cutting-edge ideas that expertly exploit the internet and social media to gain maximum exposure for her many listings. The result is almost always a fast sale for top dollar, not to mention happy – and returning and referring – customers.

When she’s not working, Angela enjoys nothing more than spending time with her family, which includes her four children. She also loves running and hiking.

She is also an ardent philanthropist who focuses her efforts on child-focused organizations, including support of local schools and a crisis nursery. “I’m very inspired by my community,” says Angela. “I love getting to know my neighbors and learning how to help people and be of service.”

Angela’s plan for the future includes obtaining her Managing Broker’s license and continuing to grow her business. She is also considering starting a team to support that continued growth and mentoring newer agents on how to achieve what she has. Above all, however, her constant objective remains: to continue providing her clients with the exceptional customer service that has become synonymous with her name.

For more about Angela Foote, please call 509-818-7233 or email angelafoote@kw.com 65 Copyright Top Agent Magazine

TARA FURNARI Top Agent Tara Furnari – of Weichert Realtor-First Chicago – is a hardworking, consummately dedicated real estate professional who possesses more than two decades of experience helping her many grateful clients achieve their real estate goals. Ranked among the top three highest producing agents in the Chicagoland market among Weichert Realtors, and the recipient of multiple recognitions for her sales record, there are few better suited to provide buyers and sellers in The Windy City with excellent, honest real estate advocacy.

Tara, who has extensive experience selling condos, lofts, townhouses, single family homes and new construction, began her lengthy journey in real estate in 2001. “Both of my parents are real estate developers in Michigan,” she explains, “so I’ve been exposed to the industry my entire life.” Moving to Chicago, and while waiting to enter dental school, Tara opted to get her real estate license.

Finding success quickly, Tara opted out of dental school and became a full-time agent.

Since then, Tara has built a thriving business on a solid foundation of honesty, integrity, and deep industry and local market knowledge. The lion’s share of that business comes from repeat clients, referrals, and positive word-ofmouth, an impressive statistic by any measure but more so in the highly competitive Chicago market. “I also do a lot of relocation business with Fortune 500 companies,” says Tara, referencing Weichert’s unparalleled excellence in that arena, “and that has been an integral part of my thriving business.”

“I believe a lot of my business comes from the fact that I build relationships with my clients,” says Tara, when asked how she has managed to inspire such impressive levels of trust and loyalty amongst those she works with. “I don’t see my clients as just a transaction, I see them as friends, and I try to build long-lasting relationships with them.” Those relationships almost always far transcend the closing table, 66

and her clients know they can count on her for any assistance they might need after their purchase or sale.

Creativity and thinking outside of the box are also hallmarks of Tara’s approach to working with clients. One example would be the comprehensive portfolio Tara provides for her potential clients, with a wealth of materials and information and answers to any questions someone new to Chicago might have. Tara has also committed herself to continuing to educate herself about her chosen profession, including earning recognition as an Accredited Buyer Representative (ABR). She is also a marketing expert, and her properties almost always sell quickly and for top dollar.

“I really enjoy meeting new people from different walks of life,” says Tara, musing on what she enjoys most about her job. “Every day is different, and I get to help people to find their dream home.”

When Tara isn’t busy helping her clients, she enjoys spending time with family, traveling and exercise. She is also an ardent philanthropist, who gives back to her community in myriad ways, including her participation in the River North Association and another charity that assists underprivileged children.

Tara’s plans for the future of her business include continued growth, but not at the expense of the hands-on service she provides her customers. Above all, however, is her constant objective: to keep providing her clients with the amazing customer service that has long been her calling card.

For more information about Tara Furnari, please call 312-519-1200 or email TaraFurnari@yahoo.com Copyright Top Agent Magazine

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

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

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 68

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

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

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

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

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

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MARIE GENTILE Honest, straightforward, full of charisma, and with a great sense of humor, Marie Gentile makes every transaction a positive experience for her clients.

She is a ferocious negotiator who’s always looking to get her buyers and sellers the best deal. Affiliated with eXp Realty, she serves clients throughout New Jersey.

Focused on building relationships with buyers and sellers, the majority of Marie’s business comes by way of repeat and referral clients. “A lot of them are drawn in by my honesty and my work ethic. I don’t let anything slip by me, and I never go down without a fight,” she says, and adds, “Everybody who knows me, knows that I have a very big heart.

I never want to see anybody get taken advantage of. I always want to make sure that my clients are being properly represented and that their best interests are constantly at the forefront of my mind.”

Marie continues to nurture the bonds with her clients long after the transaction ends, by surprising her buyers and sellers with client appreciation dinners twice a year.

Completing between $22,000,000 to $25,000,000 in sales volume per year is an impressive feat, but it’s not the big numbers that keep Marie passionate about real estate. Helping people find their place in the world and provide them with a sense of security is her favorite part of the job, and what keeps her motivated to give it her all during every transaction. “I like helping people move from one level of their life to the next. Home ownership is a very important thing, it’s the epitome of the American Dream. People want to own a home, they want to be financially secure, they want to know they’re going to have a roof over their head, and I love that part of it,” she says.

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Passionate about helping others, Marie finds ways to give back to her community and causes that are dear to her heart.

“Every year we pick five local charities that we donate to. We take money from every closing and put it aside then we send them a check. We also do some volunteer work at the homeless shelter,” she explains. When she’s not working or giving back her time, Marie loves to travel to different places with her husband.

Marie looks forward to continuing the growth of her business and she remains deeply committed to her clients and their success. “My goal is to make sure that my clients are always happy with the service they’re receiving. My daughter has been my business partner for the past 10 years and she’s been doing a wonderful job. I want to keep mentoring our agents and pass on all the knowledge and experience I’ve accumulated in the last 20 years.

As far as the next level, the plan is to eventually hand off the business to my daughter and the rest of the team.”

To learn more about Marie Gentile email mariegentile@gmail.com, visit zillow.com/profile/MarieGentile, or call (732) 433 – 9117 www.

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BECKY GREEN When she got her Realtor®’s license back in 2009, Becky Green had a list of things she wanted to emphasize to distinguish her brand. Making sure her buyers and sellers came out of their experience feeling good about their decision was at the top of the list.

“I love educating people about the market so that they understand all of their options, especially first-time homebuyers,” Becky explains. “Whether that’s showing them the different kinds of loan programs available, helping them understand how quickly the market moves, or explaining the best way to structure an offer in the current market, I see my job as giving them the information they need to make good decisions, as opposed to just telling them what I think they should do.”

Becky serves clients all over Northern Virginia at TVRG Homes with Keller Williams Capital Properties.

An Army veteran who understands well the unique needs of service members, she specializes in military relocation. She is also a Certified Distressed Property Expert, a Short Sale and Foreclosure Resource, and an Accredited Buyer Representative. Her knowledge of the market, sound advice, and emphasis on relationship building rather than just trying to close a deal have rewarded her with a repeat client and referral rate of 100 percent. “Most of my clients have become friends by the time the transaction is over because of the level of trust we’ve built. They appreciate that I don’t just tell them what they want to hear—that I’m always looking out for their best interests.”

When it comes to marketing her listings, Becky takes a comprehensive approach, posting listings to the MLS and social media platforms like Instagram, Facebook, and LinkedIn as a matter of course. But she and her fellow agents at TVRG also market to all of the potential buyers in one another’s databases, as well as doing targeted marketing on Google. For sellers and buyers alike Becky 70

and TVRG are constantly expanding their network of contractors and other business owners to provide for all of their clients needs beyond the closing table. “That’s especially important for our many military clients who are often moving into the area for the first time and don’t know anyone,” says Becky. “We’re always looking for ways to make their transition easier.”

Becky has always been committed to the health of her community, contributing through her efforts with toy and clothing drives for Women Giving Back, as well as with her church. In her free time she enjoys running, hiking, and reading. As for the future of her business, having reached a point where she no longer has to advertise to chase leads, Becky is able to focus all of her attention to finding more ways to make her clients’ experience exceptional. She is also excited to continue her educational efforts, not just for her clients, but also for the new agents joining her team, as she mentors them on how to structure and grow their own business.

If you’d like to list or buy a home with Becky, or just want to talk to someone who understands the market in Virginia, contact her at 703-517-8879 or email becky@tvrghomes.com.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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MELISSA GREEN Melissa Green doesn’t consider selling real estate just a job—she views her five-year career as a true calling, and has had much success. Her persistence and hard work has paid off, earning her a Charleston Realtor of Distinction Award, which placed her in the top 10% in sales. Passionate about homes and helping people achieve their goals, she goes above and beyond to ensure that her clients experience a smooth transaction.

“I’ve always enjoyed looking at homes for fun. I would take long walks and admire the homes in the neighborhood and browse listings online. I’ve always had my finger on the pulse of the housing market. I think real estate is fascinating, and the absolute best investment one can make. After my husband and I purchased, renovated, and sold our first few homes, I decided to get licensed as a REALTOR®.

I love the entire process, which I know sounds crazy because so many people agonize over real estate transactions. Not me, I was completely hooked from the very first client.”

Focused on building relationships with buyers and sellers, it’s no surprise that a large majority of Melissa’s business comes by way of repeat and referral clients. “For me, real estate is all about the relationships. I always aim to get to know my clients and find common ground. Once trust is built, the whole process becomes a lot more enjoyable.

You don’t feel like you’re working when your client is your friend,” she says, and adds, “I think my clients also appreciate my negotiation skills. They know I always want to secure the best possible deal for them, and will do the same for their family and friends.”

Always having her client’s best interest at heart, Melissa takes a personal approach to each transaction to ensure that nothing slips through the cracks. “Being a real estate agent isn’t easy. There are a lot of little tasks

that many agents hand off to others. I work with my clients from start to finish. From listing, to staging, and sometimes working with them to completely redesign the decor in their homes. If they don’t have a big budget, I will bring in accessories to freshen up the home. I get a lot of enjoyment out of it.

When shopping for homes, it can be a real challenge in this low inventory market; networking is essential. It’s important to stay top of mind, and make sure other agents know my buyer’s needs. Because there are so many different things to do, it’s really important to be organized. I am a list maker and I’m double and triple checking my list daily so that I can really be an asset to my clients.”

When it comes to marketing, Melissa is a fan of social media platforms like Instagram and Facebook. She also shares her listings to be freely used by other agents. “I think forging relationships with other agents is crucial.

I aim to treat other REALTORS® the way I want to be treated. You will probably end up working with the same agent multiple times, so it’s important to communicate, be helpful and kind. Agents on each side have a common goal of helping our clients get to the closing table with a minimum level of stress.”

Melissa is excited to continue growing her business in the future. “Real estate makes me feel like I’m in my element. I like everything about it, especially all the people I get to meet. It’s very rewarding being able to help out of town clients settle into the area, and share my experiences and the lifestyle with them as much as possible so that their entire family feel comfortable moving.

My 20-year-old son, Micah, has recently completed real estate classes, and he’s going to be joining me. Together, we plan to expand the business and give our clients an unmatched level of service.”

To learn more about Melissa Green please call (843) 781–2005 or email houseandheron@icloud.com Top Agent Magazine

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SARAH HUBMEIER In 2015, Sarah Hubmeier had been a stay-at-home mom for eight years prior, and was looking for part-time work with a flexible schedule. She got her start as an agent’s assistant, but quickly came to love working in real estate, and got her Realtor’s license six months later. With a background in large-scale employee management and marketing research, Sarah is well-equipped to handle every aspect of the real estate transaction, and over the past five years she has experienced impressive growth in her career as a full-time real estate agent in the St. Louis Metro Area.

The primary motivator for Sarah in her career is her love for her community and desire to help the people around her. She takes a hands-on personal approach to customer service, and focuses on building lasting, trusting relationships with her clients. “I truly care more about the people in my life than I do about selling houses,” Sarah says. “That’s something inherent in my nature, but I also believe it’s been the key to my success.” Because of her devotion to her clients and her presence in her community, Sarah gets all of her business from repeat clients and referrals, and she has built an extensive sphere of influence throughout the course of her career.

Because of her experience in Fortune 500 companies, Sarah’s level of expertise extends past her years in real estate. She has years and years of experience when it comes to understanding contracts and working with people, enabling her to provide a satisfying interactive experience to everyone she works with. A skilled negotiator who gets efficient results for her clients, Sarah is the kind of real estate agent you want on your side when buying or selling a home, and she finds great self-fulfillment in helping people find their new place to live.

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When it comes to marketing, Sarah advertises her listings extensively online through the MLS and her business Facebook page, and she partners with Adwerx, an online marketing service that specializes in digital ads, to maximize the traction of her online presence. Additionally, she uses LoLo, a company designed to develop networking between local professionals and local businesses and whose motto is “Locals Supporting Locals”, to stay in touch with both past clients and her community at large. As a solo agent, Sarah closes over $3M a year, and she is projecting a significant increase on the number by the end of 2021.

In her free time, Sarah enjoys spending time with her dog and family, and loves to read - in fact, she is also a published author. Sarah has a lot of volunteer experience with her kids’ schools and gets face time with folks in her neighborhood through their book club.

She hopes to continue growing her business and helping as many people in St. Louis as she possibly can. If you’re looking for a capable Realtor who truly cares about the well-being of her clients, get in touch with Sarah Hubmeier today!

You can contact Sarah at (314) 484-0044 or sarahhubrealestate@gmail.com, and you can visit her website at sarahhubrealestate.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: 75

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.

3

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

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

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

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MATTHEW HURST From an early age, Matthew Hurst knew real estate was the path for him. “I was always interested in investing, so when I was 17 years old I took the real estate class,” he explains. Once his 18th birthday came around, he took the exam and earned his license. “I’ve been selling ever since.” Now in his 20th year as an agent, he leads The Matthew Hurst Team at Century 21 Glover Town and Country, consisting of himself and five others. Born and raised in the Johnson County region of Arkansas, he offers unparalleled expertise and guidance, selling $100 million in real estate over his career. The vast majority of his business derives from repeats and referrals, demonstrating just how dedicated he is to providing outstanding support to his buyers and sellers.

“I’m really straightforward with them,” he says. “I don’t mislead them, I don’t try to sell them on something. I just give them all the facts and my personal opinion, then I let them decide what they want to do.”

Those who work with Matt appreciate his honesty, as it helps them gather information and make educated decisions. An experienced investor who has bought and flipped over 50 homes, Matt is uniquely equipped to advise them on the pros and cons of any given property. With a strong work ethic and a determination to solve problems, Matt also builds a strong foundation of trust between himself and his clients. “I’m openminded when it comes to getting things done, there are often multiple ways to accomplish a task, so if we hit a roadblock I can figure out a way to solve it.”

There is little need for Matt to advertise himself, as clients love to spread the word about his work. One recently said, “Matt has been our buyers agent and my listing agent. We cannot say enough good about Matt. He is knowledgeable of his market areas, asks the right questions, communicates answers and is Top Agent Magazine

easily contacted when you need him.

I’d recommend him to anyone looking to buy a home or to list a home. Matt goes above and beyond to make things right for his clients.”

Matt loves his community, and is always carving out time to give back. During his career, he served as chairman of the Planning and Zoning Commission, as a director for the Johnson County Regional Chamber of Commerce, and as president for the Johnson County Board of REALTORS®. Currently, he’s assisting with a campaign to get the right to sell alcohol within the county on the ballot. During any free time, he’s hanging out with his 10-year-old son or enjoying the outdoors.

Growth is in Matt’s future, as he plans to expand his team. An entrepreneur, he is also the owner of several businesses, and hopes to add more to his portfolio.

Regardless of where his path leads, his passion for what he does will always remain. “I just love the people. It’s always exciting and different every day.”

For more about Matthew Hurst, please call 479-979-7021 or email matthurstc21@gmail.com 77 Copyright Top Agent Magazine

DEBBIE KING Debbie King approaches every new real estate transaction with a sense of purpose and drive to see her clients succeed. Having started out as an admin, she knows the business inside out. “I’ve learned from the ground up and had to master the contracts and all the different forms before I ever even became a REALTOR®. I’ve always had a love for houses and helping people, so after six years I decided to obtain my license. I hit the ground running and haven’t stopped since.”

Affiliated with RE/MAX Select Realty, and with over a decade of experience, Debbie serves buyers and sellers from Pittsburgh to 60 miles north in Mercer, Pennsylvania.

Having recently partnered with her son, Nate King—who lives in Pittsburgh, while Debbie is located in Slippery Rock—they have formed a dynamic mother-son duo covering Allegheny to Mercer County!

Debbie sees her clients as the heart of her business and goes to great lengths to provide them with an outstanding service during every transaction. “I take a strong interest in people, and I always keep in touch with my clients. I think it’s that personal connection that makes all the difference.

I don’t treat this as just a business transaction, I take the time to get to know people and remain friends with them even after closing. They often invite me back to their house to see how they’ve furnished or decorated the place, and I like to send them care packages. It’s a small gesture, but it means the world to people. I prefer that personal connection over sending out an email and looking at my clients as names in a database.”

A creative thinker, Debbie uses her intuition to come up with unique marketing solutions. Aside from utilizing the in-house marketing tools that RE/MAX provides, she focuses on crafting a story about each home that can then be used on different social media platforms. “Like with everything else in my business, I take a personal approach to marketing and do my own writing. I listen to my sellers because they know the strengths of their house, and then I write a catchy description. I also have a professional photographer that comes in and helps me show off the property and takes amazing drone videos.”

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Active in her community, Debbie spends her free time working with a number of local organizations, including the Butler County Association of Realtors where she serves as a director, Slippery Rock Business Association, Slippery Rock Rotary, and East Main Presbyterian Church. She has also served on the municipal council for many years. “I have built my business and raised my kids in this community, so I’ve always had a strong presence here. My involvement has helped me make a lot of wonderful connections.” Married for 35 years to husband Joe, they enjoy spending time with the family and traveling extensively. Her favorite role these days is being a grandmother to 18-month-old Brixton!

Having teamed up with her son, Debbie is proud to say that he operates with the same values of integrity and elite customer service that have made her so successful. She also hopes to get her daughter on board of the family business. “I’m extremely proud of my children. My son Nate has only been working in real estate for one year, but he’s already had five sales. It’s been fun working with him in this capacity! My other son, Shane, is a successful architect in Florida. My daughter, Lauren, is taking her real estate classes right now and I’m hoping she will join us soon. The goal is to continue growing and helping our clients achieve their real estate dreams.”

To learn more about Debbie King, email debbieking7790@gmail.com, visit debbieking.selecthomefinder.com, or call (724) 421–7415 http://

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

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

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

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Put Testimonials or Case Studies on Your Website

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

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

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

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Be Responsive and Accessible

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

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

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Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

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Put Yourself in Your Client’s Shoes

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

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Be Consistent

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

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

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

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

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JO-ANNE LABUDA “Time goes by fast, so do what you love,” Jo-Anne LaBuda explains. She has no doubt found her true passion in life with real estate. Entering this field was a leap of faith when she and her husband returned to Chicago decades ago.

“My husband was in the military and had to be stationed in Massachusetts.

When we came back home I had to get a job, as we had $100 to our names,” she explains. With a love for helping others, she was drawn to the real estate world, so she took a position with a large brokerage in Chicago. “I was an administrative assistant, and during the course of the seven years I was there, I decided to get my license.” It wasn’t until 1988 that she was able to work as an agent, as they were transferred to multiple states. After settling in Ohio, she was ready to hit the ground running. Jo-Anne leads the LaBuda Team, serving the greater Columbus region. About 90% of her clientele derives from repeats and referrals, as she always provides stellar service and support.

“We are here as consultants,” Jo-Anne says. “One of our promises to our clients is that we will be straightforward with them.” This has resulted in the team developing a reputation for honesty and integrity. “We put ourselves in their shoes, and that has really helped us over the years.” Those who work with the LaBuda Team benefit from their vast experience and solid advertising strategies. With a marketing director on the team, they ensure that each listing gets in front of as many people as possible. “We do everything from print advertising, to the internet, websites and social media.” Completing anywhere from 100-150 transactions per year, they make each buyer and seller feel supported at every step, preparing them for what to expect and offering guidance.

Word spreads fast about the LaBuda Team, with clients leaving appreciative reviews. One recently said, “Choosing the LaBuda team was hands down the best decision we made to sell our family home. From our first meeting through closing, they were quick to Top Agent Magazine

respond and inform us. Each member of the team walked us through every step of the process. They were absolutely fantastic! True dream team!!!”

With solid roots planted in the Columbus region, Jo-Anne loves to give back to the community. “We are big supporters of the Worthington Pantry. Our team member Lynn is on the board there, so we give back to them after every closing and take part in their events throughout the year.” She has also been involved with Habitat for Humanity and volunteered frequently at her children’s schools when they were younger. During the hours she isn’t working or giving back, she is traveling, spending time with family, drawing, or reading.

Planning for the future has been a large focus for Jo-Anne lately, as she is working on developing a luxury division and hiring buyer’s agents. Over 30 years into her career, she still loves this industry as much as she did on day one. “I’ve worked very hard my whole life, and I really love it. Building the business and working with clients are my favorite things.”

Team members (Lynn Nadler, Lead Listing Agent, Erin LaBuda Turnock, Listing & Buying Agent, Molly Wardle, Director of Operations, Jennie LaBuda Ciminero, Marketing Director

For more about Jo-Anne LaBuda, please call 614-431-9111 or email jo-anne@labudateam.com Copyright Top Agent Magazine 81

ERICA PHILLIPS Erica Phillips began her real estate career over a year ago. “My husband and I moved a lot for his job, and our last move brought us to Summerville,” Erica recalls. “Our real estate agent was so friendly, and when she talked about her life and career, I could completely relate. Real estate was something I had always thought about, and I had even taken classes in my home state of Ohio, but I hadn’t pursued it because I knew we would be moving a lot. After talking to our agent, I took the leap and got licensed.” The rest is history, and now Erica excels at helping her clients achieve their real estate goals.

With Berkshire Hathaway HomeServices Southern Coast Real Estate, Erica serves the Charleston area.

At the end of her first year, the majority of Erica’s business comes from word of mouth, with referrals already coming in, an impressive feat that speaks to the trust and confidence she inspires. “I’ve made relationships with agents outside of our MLS, and I’m getting a lot of buyer referrals even though I usually do listings,” Erica says.

She attributes her success to “a multitude of things,” including being active in her community. “This is our fourth year in Summerville, and we are very active as a family with the community. I’m a youth cheer coach, and my son plays soccer, so we’re always involved in something. I didn’t know anybody when I first started as an agent, so I just worked on canvassing neighborhoods and making sure everybody knew that I was serious about real estate and dedicated to my clients.”

The level of service Erica provides sets her apart.

“Because I carry so much volume, I started providing seller services,” she explains. “Once I began getting listings, I set up these services to make sure every house was show-ready. That has helped to make the seller feel that they aren’t in this alone and it isn’t all on them. That’s the biggest thing that has gotten me repeat business. When I started doing that program, 82

people really started to chatter and my name got around quickly. It’s humbling!”

Community involvement is important to Erica, and in addition to participating in her kids’ activities, she is active through her brokerage with Golfing to Give and Sunshine Kids. When she is not working or giving back, Erica enjoys spending time with her family, especially traveling.

In the future, Erica plans to continue bringing her clients the same excellent service, possibly starting a team. “With the amount of volume I do, I would love to branch out into having a team so that I could train people to serve clients the way I’ve learned,” Erica says. Above all, Erica looks forward to continuing to help her clients. “My love language is acts of service,” she says, referring to one of the Five Love Languages. “I love constantly being able to help others. When people go into buying or selling a home, a lot of them have never done it before and they need help. My heart goes out to them. It fills my heart to be able to provide my clients some stability around the transaction, and make them understand that everything will be OK.”

To find out more about Erica Phillips, please call 843.371.9939, email e.phillips@bhhsscre.com or visit realestatebyerica.com www.

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 84

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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MELISSA WALSH Broker Melissa Walsh – Lead of The Melissa Walsh Group at Keller Williams Infinity in Naperville, Illinois – is a truly dedicated real estate professional who consistently places the needs of her clients front and center during each of her many transactions.

Community-minded, hardworking, and deeply knowledgeable about the real estate industry, there are few better suited to providing excellent advocacy for any buyer or seller in Kendall, Kane, DuPage, Lake, Will and Cook Counties.

Melissa, who began her real estate career in 2016, found great success in her first year in the industry, selling over thirty homes in her first year alone, an impressive statistic by any measure. Named Rookie of the Year, her business has grown exponentially since then with no sign of slowing down. Melissa currently holds a perfect, five-star overall rating on Zillow.com, comprised of scores of glowing testimonials attesting to the excellent customer service she provides.

As evidence of Melissa’s strong work ethic and commitment to helping her clients achieve their goals, the entirety of her business is based solely on referrals, repeat customers and positive word-of-mouth. “Those referrals did not come from friends and family,” recalls Melissa. “They came from hard work, and seemingly endless door knocking. I’d go out for four hours and not come back until I achieved results.” Melissa also displayed her determination by holding open houses every weekend for other agents and was always available to renters when other agents dismissed them or referred them to her. “I eventually turned them into buyers, and then shortly after, sellers,” she says.

There are many other reasons behind Melissa’s continuing and ever-growing success story, and one would be her warm, personable nature that puts even the most skittish buyer or seller at ease. “It’s important to humanize yourself and not come across as a salesperson. As we know,

when purchasing or selling, it can be very emotional, and my job is to show them I have their best interest in mind. At the same time, we are not in the business to be secret agents and it is just as important that you let everyone know you’re a real estate agent! I once sold a home to a check-out clerk at a grocery store by doing that.”

Another factor would be Melissa’s intelligent and comprehensive approach to marketing her many listings. Professional photography and video are used exclusively, and each home – regardless of price point – is given its own webpage. Additionally, deft utilization of social media platforms provides maximum exposure to potential buyers. Combined with her excellent negotiation skills, the result is almost always a fast sale for top dollar, not to mention happy – and returning and referring – customers.

When she’s not working, which is extremely rare, Melissa enjoys nothing more than spending time with her husband and their four children. She also keeps herself centered through exercise and meditation. Additionally, she is an ardent philanthropist who gives back to her community in a variety of ways, including supporting and boosting local small businesses, volunteering for Feed My Starving Children and other methods.

Looking to the future, Melissa’s plan is to continue growing her already thriving business and building a team of likeminded agents who share her client first philosophy.

This includes the recent addition of her mother as a buyer’s agent. Above all, however, is her longtime, unwavering objective: to continue providing her clients with the amazing customer service that has become synonymous with her name.

“I want to keep growing my business,” says Melissa, “so I can continue to help more people and touch more lives in a positive way.”

For more information about Melissa Walsh, please call 630-272-7263 or email Melissa@MelissaWalshGroup.com Top Agent Magazine

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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LACY WILMOTH Lacy Wilmoth began her real estate career working in the mortgage department, but she soon discovered her true passion and became a Realtor®.

“I didn’t like the 8-to-5 job I was in,” Lacy recalls. “My best friend’s mom was a real estate agent, and she helped me through the process.” Lacy got her license in May 2019, and the rest is history. Through her honesty, expertise, and love of working with people, Lacy helps her clients achieve their real estate goals.

With CENTURY 21 Parker & Scroggins Realty, Lacy serves all of central Arkansas and the surrounding area, including Benton, Bryant, Little Rock, Bauxite, Salem, Alexander, Arkadelphia, Pearcy, and Hot Springs National Park. Her referral business is growing rapidly, an impressive feat to the trust and confidence Lacy inspires. “Clients appreciate that I’m always honest,” Lacy says. “I’m not just in it to make the sale. If I see something about a house that makes me think it’s not right for the purchaser, I will let them know what’s going on. I like everything to be upfront.”

Staying in touch with past clients is important, and nurturing those relationships comes naturally for Lacy.

She stays in contact and top of mind with clients via monthly mailings, emails on holidays and birthdays, as well as a text or phone call just to say hi and check in. “I’ve become super close with a lot of my clients,” Lacy says.

When it comes to marketing her listings, Lacy takes full advantage of the power of technology to get the word out and achieve maximum exposure. She uses Facebook advertising to reach a wide audience, and is constantly holding open houses for her properties. “I invest in having a social media presence, because that is big for the younger generation and it’s where I do most of my advertising,” Lacy explains.

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Lacy enjoys being involved in her community, and she supports the local sports teams at her old high school. She is also active through her real estate company in attending local community events such as parades. When she is not working or giving back, Lacy loves being at the lake, boating, spending time outside, and shopping.

Looking to the future, Lacy says, “This year I have partnered with a builder and I am getting very involved in new construction. I want my niche to be new construction sales, and I have already done 3 new constructions, with 5 more under contract right now. I really love it, and I am leaning towards focusing on it even more for my future business.”

Above all, Lacy looks forward to continuing to serve her clients and her community. “My favorite part of real estate is the interaction with my clients,” Lacy says. “I’m a very social, outgoing person. I like being in front of my clients’ faces and talking to them personally, not through a computer or a phone. I love what I do, and I love serving my clients.”

To find out more about Lacy Wilmoth, please call (501) 254-6208, email lacywilmothrealtor@gmail.com, or visit lacywilmoth.c21.com https://

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