NATIONWIDE & INTERNATIONAL 10-18-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

ALEX ABRAMAJTYS SAMONE BEITLER AMINA BHAIDANI CARRIE BOND JACK BROWN KASANDRA CARDA JOZETTE & JASON DRIEAR KYLIE EDINGTON ROBERT FELDMAN VICTORIA FISHER JOGI” JÜRGEN GERNER APRIL HARRINGTON DEEPAK HEMRAJANI BETH HENNICK DANA JENSEN NICK JUNKER CHRISTINE LYNN ERIN MALDONADO JOHN MAMMANO SADIE MCGANN

JENIFER MEEKS CECE MILLER LORI MOSES JULIA NEAL LISA NGUYEN STACY PEARDON ANDRIA PORTER PETER ROBERTSON SCOTT ROTHROCK URSULA ROUSE KENDRA SANDERS ELLEN SCHWARTZ TINA SEXTON MELISSA SHAW AMANDA SPURLING KRISTINE STROUSE KIM TISE TINA VANDERWERKER AYUSH VATS CARLA WALKER

COVER STORY

ELLEN GVILI

NATIONWIDE & INTERNATIONAL EDITION Jennifer Hall is proud to congratulate

Kramer, Golden & Brook, P.A. is proud to congratulate Carl W. Hasselbarth is proud to congratula

Beth HennickVictoria Tina Vanderwerke Fisher KYLIE EDINGTON

A member of Prestige Real Estate, Kylie 9 is known for her effortless Edington 16 ability to connect with clients. Her passion for helping others paired with her strong ability to solve problems and ensure that her clients experience a smooth transaction have made her a highly sought-after agent in Topeka, Kansas.

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privileged neighborhoods and get those 26 homes sold and renovated.

There’s a program that pays people to move here, and I’ve actually had a few clients go through that and helped them purchase their house.”

When she’s not busy, she likes to spend time with her kids, play tennis, hike, and travel.

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Kylie has no plans to slow down anyVICTORIA FISHER TINA VANDERWERKER BETH HENNICK ALEX ABRAMAJTYS KYLIE EDINGTON Kylie’s in-depth local knowledge and time soon. “My goal right now is to hit MELISSA S focus on providing buyers and sellers with $10,000,000 in sales volume. Other than an elite level of service have helped her that, I want to keep providing my clients on being featured for the state clients. of Ohio build a wide network of repeat and43 referral “I with49 the highest level of service.

I truly appreciatefor all the 61 35 on being featured state of New Yo 55 in Top Agent Magazine! care about my clients, and I want what’s best for them. on thebeing positivefeatured things that have come from me working in Top for the state of Agent Florida Magazine!

I’m a good negotiator and they know I’m looking out in real estate. The rewards have been much more than in Top Agent Magazine! for their best interests. Many clients have also told me any type of financial gain, and I want to empower that I make them feel comfortable and they like how other women to achieve that type of job satisfaction positive and easy to talk to I am.” Her care for clients and financial freedom.”

KRAMER, GOLDEN & BROOK, P.A. Jennifer doesn’t stop when theHall transaction ends. “I use social T: (305) 899-1800 Carl W. Hasselbarth, Esq. Senior Loan Officer & HECM Specialist | NMLS# 224152 F: (305) 891-1144 Real Estate Law ~ Tax &office Estate Planning Solution Carl@HasselbarthLaw.com 518-630-5280 (EVP%-EWWIPFEVXL1E[ GSQ SǽGI media a lot soHometown that I can keep|up with all my past cli- & JASON Lenders www.loansbyjen.com JOZETTE PO Box 16 mobile 518-698-7700 ;IWXIVR &ZIRYI QSFMPI ELLEN GVILI COVER SAMONE JOZETTE & JASON SHAW SAMONE URSULA ROUSE ,YMPHIVPERH 3= legalinfo@kgbpalaw.com Office: JE\ Clifton Park, NYMELISSA 12065 (518) 630-5280 fax 518-630-5280 (call first) ents. I also send out 679-5802 cards BEITLER on special occasions. It’s DRIEAR cell: (614) | jennifer.hall@htlenders.com www.kgbpalaw.com Fax: (518) 630-5280 (Please call first) JACK BROWN BOLLERUDDRIEAR JULIA NEAL Carl@HasselbarthLaw.com all about that 300 personal touch to Road, let them know I don’t W Old Wilson Bridge Suite 340, 12000 Biscayne Blvd., Suite 700, Miami, Floridameet 33181 You won’t many Realtors who have overcome he CARRIE BOND AYUSH VATS BEITLER Worthington, OH 43085 “T much as Melissa Shaw to achieve their multiple dream, nor nig www.HasselbarthLaw.com When Amina Bhaidani purchased her various areas of the ci want the relationship to end.

Once we close, it is going At an early age, Jack Brown was exposed as for anyone as she to helping other peo- wh PO Boxas 16,dedicated Clifton Park, NYis12065 to be a long-term thing and they can count on me.” to the outdoors by the hardest working they can get a the ple realize their own.

Her core values encompass 70 was inspired to 72 68 house in the US, she first up. I teach about 75 76 them where-there-is-a-will-there-is-a investment. way, no-excuse “I ta person he has ever known: his father. amindset to achieve the goals and best interests of her Th enter realin estate field.in“It so While fun hunting and the different zones, a fishing with his dad, he clients, backed the service, hand and w With eight the million sales volume the was past 12 URSULA ROUSE sh by integrity, exceptional and experience, with the intent of building relationships be developed a tireless work ethic that carprocess,” he say months, Kylie uses various marketing methods to to see a house and ask the agents queso for a lifetime.expect on every sidethe showing whenrea showcase her listings. “I have a marketing person that ries him to this day. He began his career in tions,” she says.

“I also loved the freedom and raised in Australia, Melissa moved to the the acres of land wi can boost my listings so when I do get a new listing, he human services, acting as Vice President of Born US in 1997. She received her real estate license Community and Economic Development in 2003 and Looking hour commitme opened her own company to serve sends out to thousands also active it itallowed, so ofI people. couldI’mmake myon own ahead, Ami Portland, Oregon and Southwest Washat a local nonprofit organization. While the any other Instagram and other social media platforms.” ington area more in 2006, only to see her business schedule.” Amina hit the groundAYUSH running people aboutway.” the JULIA NEAL VATS AMINA BHAIDANI overseeing affordable housing develop- diveJACK CARRIE BOND like everyone else’s when the housing BROWN bubble burst two years later.

Unable to afford afterher earning her real“JOGI” and GERNER “I hiswant throughout his hometown, he came her mortgageownership.

For detai Behind diligent work ethic is estate the desirelicense to help ments ROBERT FELDMAN payment, Christmas presents for JÜRGEN APRIL HARRINGTON to take a passion for real estate.

Inspired, he earned her kids or pay her bills, she reexamined her a terri people succeed as well as her love for variety.

“I like A longtime resident of DeWitt, Carrie Bond has house for the market, then shares it via a blend of hasn’t looked back since.

Her husband, people asinbusiness possible ge with some friends Having moved to the US from New Delhi on his a few rehabilitation projects business model and initiated coachbeen for drawn to I’m realand estate.

For years, shetheir targeted and social media campaigns.

In the decided totimes, switch tracks and pursue anWhen opportunity with Pennsylvania, with 16 years of is always witness excitement know that Imany Rob Feldman known providing Clients have lots of questions and that not stuck in an office alldigital day and Iand getown to work Born raised in Germany, “Jogi” Juergen him apart.

“Real comes down tothrough two April Harrington has it with magazine-quality and pro-the maj ing Buffini and Company. began Denver. that career led him to move to photos San She as a moved teenager, Ayush Vats knows a concerns thing or estate managed her own home staging and interior design meantime, she utilizes proven methods like adverSamir Vasani, is ainreal estate investor, head, because not 80 84hebeing growing again, only toto be hit withthe years of andeve Whitetail Properties, where heDiego, applied hisfessional background from repeat clients ref 83 Gerner firstwith visited Costa Rica 1992 and things: and honest.

But 79 87 found himself looking forward to theof two about taking leaps ofthe faith.

He also knows that so so she knows well theneeded joys andher headvideography all media and people,” says, and adds, experience played an realized important part in that that.” buyers and sellersbusiness; with however, an unparalleled about lifestyle and environment, she interact always sought an different opportutisements in she neighborhood magazines to give Itthe was amain dream careerlistening for which she was willing to Julia Neal early in life she health challenges, including two brain two weeks when he’dserious return to Denver to continue choosing aismarketplace.

Realtor who is going totobefind helping you aches that come with turning the page outlets, including social media and dedias a developer fast success in the industry. tains its rapid growth, he fell love with the country right away.

I also have a great wife.

Verena supports me thatestate better spoke to in her passion for helping clients an added advantage in the “I also like the adrenaline rush because real estate evel to of service real knowledge. when we tour, I make sure to cover all ped han- andnity and Amina credits him for helping her to work at the end of surgeries that herhetowas work less than a to be helping people in order towith feel fulfilled take a risk.

She quit her entry-level assistant job at the biggest decisions of your work on the flips.

That’s when helimited realized those in her community.

Once hersubsequent children were visits, “Throughout my career, I’ve one always loved real into amellow, new chapter of oflife.

But asafinancial asmall broker cated real estate When potential Following hehusband, decided and has been crucial to our success.” few hours a day. websites.

But love never loses focus and has set business model that like a roller coaster ride.

One day it’s the next property management company and took and happy.

Graduating from Towson University As Senior Specialist with the the important concerns.

Most are coming “I love what life isn’t the right time to do it. in the wrong line of work and needed to follow his resa that herReal Estate Alongside her Kasandra also older, she decided thereach time was right to earn heights. her estate design,” shealso says. nothing more Experts great It’s clear this says.

“When it’s timeclI owner of “There’s EXIT Real Estate buyers search online, team’s to make Tamarindo his home, andand when aScience Today, Jack isso thethere Pennsylvania Team Lead at certainly Whitetail “I Feathers—the have really developed bliss.

“There were some risks involved in 2013 with a Bachelor ofproperty inthese Commuthe plunge.

She got her license, waitressing partday you’re and you’re racing to get anon-desert tohome’s real estate license—and thewith rest isslammed history.

Today, fulfilling than a recognizing potential and Simply Vegas brokerage, and a partner from locations, are lots Deepak transaction owns Carda LLC, managein personal Tennessee, shenothing strives tobuilt my bluebird clients the door Hem ®nity Health, with giving up an established corporate career tohe at “Ibyarrived hereProperties, with and business close friend offered him ain.” position atOld their Outside his career, Jogi islarge, deeply commitToto learn more about Kylie Edington, time spread out her savings until she could buildmascot—greets she worked asHickory, atouch Nutrition Program Carrie is a Quality Service Certified adding that specifically working agentoffers with where he specializes in recreational clients,” says.

“It’s career runs in the family, as Amina’s own that home freefunn an houses and get the 55 Places.com, on helping clients of details to discuss.

They also get a lot of The DH make sure the only experience her clients of every home they look at, injecting fun Citad every time. he focuses ment company specializing in residential from scratch,” Ayush explains.

“That required me do something completely new, but I knew it was withFamily its sellers.”

Berkshire Hathawaylocal HomeServices Tomie Raines real estate business, knew he had of Baltimore City ted that tocall his community. has previously (785) 250her.

–He4361, a business would support Monitor forJogi the League acreage throughout Southwest Pennsylvania.

Also which you translates never think that a clie to develop a fighter’s mentality, which remember is the joy of stepping into their into the search, to more Realtors, where she assists clients makeLLC the most choices.hisrentals information from my website, which is Las Plainview, Ne daughter isa alittle licensed agent inI bring California alty in informed real estate and home remodeling discovered dream job.

After been involved with the the localinsight association for overselective aestablishing year.

She loved the mission, email inofMaryland, he possesses going to text you on Chri to bear on behalf my kylie.sells.homes@gmail.com, clithroughout the greater Lansing Outside ofarea. work Kylie is passionate about helping her new home.

“Our slogan is licensed ‘The forneeded theheproperties on Google.

Vegas specific, and destination has articles and details drink and sle Six years later, she’s created aTamarindo, successfulhits business but dreamed of making a decade. more comprehensive strong foundations in the area, he decided and municipality of where buyers and projects for close to a “My husents.

Lots of Realtors will talk about kylierealtor.com or visit As a member of The Home Seekers and Nevada as well.

Today, Amina serves her career to fully read a property, drawing from his combinedYears thoseinto personal relationship is thesome easy part.

Let us handle your jourlocal community.

“We try towith boost oftheir the less impact on her community.

Real estate offered her withprompt The W Home Group of Next Realty, HEMRAJANI responsiveness, how they totoplaunch ABC Real Estate wife hasAPRIL collaborated with othersStep toDEEPAK complete Group, one of the producing Rob’s hospitality background about living in experience Nevada.”

ROBERT FELDMAN HARRINGTON Not only is D KASANDRA CARDA JOGI” JÜRGEN GERNER Countyextensive and band, Jesse, was ney,’” inhisthe Nuclear Navy for in construction and as an outdoorsman to of this career.”

April explains.

“That’s how we like April is very active in her community returningshe calls. I’ll do various that too, projects around town—including excited as ever to he teams in greater Lansing, she has the opportunity to build brand are of at and theteam greater Las Vegas Verena Moshammer 1999—and the aregion, two s part of the executive management what h takea care ofofcame people.” as well. She’s on the board of about the New 10inthat years, andtowith that, lotmaximize ofalso veryits course,abut I’m proactive, return or potential. established a truly boutique work- over service emphasized life-first have been going strong ever since.

Today, a new policeRob’s station. When he’s not with which means that I helping get tohas knowpeople, peo- offer. t Marriott International hasvalues helped himshowing Passionate about flow around of openness, ing, he Horizons Corporation, which provides life loves people everything the area to their real estate goals.

“I love toexcels see In the meantime, Jack is friends and clients needing ple management approach. is the Owner and Broker of ABC clients be and found integrity, and client Jogi service. theirestate needs very well, and then or giving back, he canskills Her Real passion forand real came from jobsa for community, adults with disabilities. develop a strong focus on white-glove favorite part of work is being able to make he holds aan When listing a property, Jack offers his clients sponsoring putation for for their homes they were I’m transferred the onesupport calling to alertthroughout them to Estate, where he services clientsonce throughout swimming, going for a hike with his dog, By providing superior service and clients faces.

It’s such a wonderful f watching mother run a simple property as manShe’s been a member of the Community ervice and to detail.

“Marriott helped theCosta transaction process asinhighly possible for After his helping ICoast love of most about thisher work When listing a home, Carrie is there “What overall ratingoutdoor on Zillow.com and Goo opportunities the market.

My clients targeted strategy. them prepare associations that the Northern Pacific Rica. riding motorcycles, or spending quality ustomer ser- attention with the US Navy.

We were right there to agement and vacation rental business in Involvement Committee for five years, her clients from the start to fin- is the abilitymuch appreciate that, and it’s allowed me to from transaction, Amina’s business derives to build those relationship have of to“It’s form strong me hone aat lot offor organizational, operational, and atinwe clients. all about the challenge of helping people, scores of glowing testimonials attesti for market, he shares their rewarding listing via a network recently completed trai his offices located the of Rica.

Tamarindo, timethe home Costa She got hermarRealtor’s license hosts a fundraiser for CASA/GAL everyhis ish. Leveraging herWith own extensive st interest fill a void theheart rental management create ahe strong bond ofattrust withwith them.”his beloved family. bonds with so many people as acquainted we’re nterpersonal skills.experience I retired from Marriott after 25 getting them with an area and making sure of resources, from third party websites like Lands of Consultant, he also enjoysh the-line customer service heEstate provides renovating and reselling has combined hismilitary expertise, compassion, and integrity in 2013 to help people stateside, and now manages a year, and is the president of the LBGTQ+ Real repeats and referrals. nticipating people’s needs ket, serving our clients with the knowledge and helping them through a very importproperties around to Michigan, Ayush was wellAmerica intoI aclients successful corpomeet theIshe demands ofinany from residential Looking ahead, Jogi strong plans for thealso future of a portion toinup television ads, billboards, direct mailers, real estate, which hi team of 4the agents representing Nashville and Alliance.

She donates of every saleallows to years and lived all over the United States. have atime dual that we find right house. spend to anhas hour on | transaction, Fax 310-734-1440 their lives,” Julia explains. helps fully prepare their toant em. “I work with Phone a lotherofsellers 310-734-1440 care it takes work with soldiers who arerate stationed all career when hebusiness. working on$20completed across Middle Tennessee.

The team averages mil-trust Habitat for Meanwhile, Humanity. homes to lots and commercial properties. his this year in One sales of tillhe abegan blend ofHaving social media campaigns. cutting edge ofhethegot industry itizenship with France, and I also studied Chinese forcamethat firstindustry phone call withand clients, building that the main reasons into “I really at this that rtant for me to get it right. around the globe.

We typically manage between 20-25 Copyright Top Agent Magazine lion a year with a I100 percent repeat client and referral August 2021—four times the volume of his previous leverages the robust platforms at Whitetail Properties to “I with came from Angeles, know athem lot of people way.

It wasLos never about getting leads everal years, so I am able to connect clients from and confidence and reassuring about my knowlhis fascination for investments. Bein mag@topagentmagazine.com |so www.topagentmagazine.com rate.

“People keep using us partly because they never Time off is his spent with her husband, often on theirJack boat has st hat I’m a big hand holder, mostly military owned and occupied properties surCopyright Top Agent Magazine When marketing a listing, Jogi prefers a comprehenbest year—he isan most focused on scaling workflow give his clients added advantage, thoughtfully repreGoing forward, or selling houses, but about getting to nywhere in the world.” With Rob’s travels across thethere edgeand on pressured. active adult communities in Las Vegas,” heat Old Hickory Lake. closeBut look and increment not who still live are unable to buy because it’s feel We don’t focus on how many transacApril also loves caring foronly her his k sive strategy.

After people, helping his lifestyle clients and fullytheir prepare senting to assisttheir his rapidly growing clientele.

But most of all, he m through every little step rounding the Naval base.”their know property and capturing its fullest potential. his business.

Now qualified United States with Marriott, he finds aproperty lot of commonsays, and adds,doing.

“Within 55isplaces webyalso have athat great assets gave him the desire to help othe tions we’re We build relationships and trust six chickens, five dogs, three goats, two cats, and one their for the sale, he and his daughter, a social fulfilled the values that brought him to real estate needs, andAmina assisting them in taking “So I really try to show so expensive,” explains. ins, adds, “They alsoI find these intends on expanding his tea the business will come.” turtle.

“I’m a plant lady too,” she laughs.

“So I do a lot litiesand with clients.

“When commonalities, reverse mortgage loan.

I find that it satisfies a lot of their goals and increase their wealth. media expert, share it through a blend of highly targeted in the first place. “There’s nothing more satisfying than that next step forward.”

Jack isI just committed to his buyers, carefurther cementing his fou As people a lifelongfrom resident ofof Saratoga Springs, Kasandra of gardening.” state what they get others,” here. t anything, makes mybecause clients they more comfortable.

We share people’s so it’s can a Elsewhere, matter of putting allasthese get into online campaigns.

In out the meantime, he needs, employs a suite helping he make says.

“In our business, you’re well the business because I have guiding them to thenetright investment for their needs. Pennsylvania. “I’m always Those relationships also fully include an international is an active member of her community and is involved are no stupid questions. professional resources, stand-out signage, rewarded for my doing the the rightcan thing forTop your clients.” nformation on backgrounds andofvideos culture that are all including different packages together sohere, that clients of people I work with,growing and I knew tha Copyright Agent Magazine showing to how workit’s of reallike estate to whom April can refer Going forward, April wants to self continue herAt the From start to finish, heclients is by their side, maintaining a strong and my clients. with various charities andwhat organizations.

“Inteams thelive past ime homebuyers who arehome tolocation.” give his sellers an added advantage in thedecision.” marketmportant in finding a new make the right help me grow and build my own bus who need to buy or sell outside of Middle Tennessee, business and expanding her ability to serve clients interstandard integrity and open communication withTop everyAgent untilMagazine we’re the #1 outdoor weather isa seamless great most the year, and allof the hidden place, ensuring transaction maximizes ve never 2 bought a house I’ve done an annual fundraiser forof athat breast inproperties 2013, Deepak has built thriving b which islocal the focus of cancer the transaction. work she does as a lead andevennationally.

When her citizenship is approved foraCosta In fact, he has camped out on State of Pennsylvania—tha their value.

“We live by our slogan: ‘Fine selections by andof I Vegas.” also workWhen aWith lotsponsor with veteran organizawith working them every for closed Destination Finders International. part open a foundation second office there. sides working with buyers, Amina gets When with step Rob,of clientsgroup, can count on an agent over 40 transactions last year, It’s it’s Rob’sRica, she’d like to a solid of honesty and int

AMINA BHAIDANI

KASANDRA CARDA

DEEPAK

www.

the beach,’” Jogi says. “For us, it’sofnot about what herjust commitment to a comprehensive service pack-

SADIE ERIN MALDONADO NICK JUNKERCHRISTINE LYNN JOHN MAMMANO

McGANN

Exceptionalism ismarketing the name ofstrategies. the game for Another factor would be Erin’s commitnt Nick Junker – Lead ofKnown the Nick Professional photogfor her unparalleled cusMarketing plays major in A member ofajob TVRG Homes at Keller In 2002, John Mammano left his in role John is particular about the top agent Erin Maldonado.

As Teamexclusively, Lead of Christine’s ment to education 96 – both of her clients eam at Keller Williams Premier in and market raphy is utilized and every one 99 goes th tomer88 service knowledge, recipe to success, and she 92 toWilliams 95 Properties, Sadie 91 corporate finance pursue a career in real of his listings, and at Capital Homes of the Carolinas Real Estate – powLynn goes above and beyond likes prior to utilize both print and and digitalof her team members and newer r, Minnesota – is a truly Christine dedicated, of hisestate. listings is fully staged to hitHe–got andto started working to ensure his sellers get to ered byachieve North Group Estate Erinlicensed has agents at North Having McGann is known her integrity, to helpwho each client successfully her listings.

“I for believe king real estate professional tingReal the market.

Nick and media his team –sellwhich Realty Connect is the innovative thousands dollars.

So,last I give agents all theGroup toolsReal Estate. in Washington D.C.inof and over the two my their properties.

He is han their real estate goals.

Her in-depth all forms of marketing, including committed herself to providing her many established and currently overseeing the t nearly a decade helping buyers brainchild of Dana Jensen, includesthe his wife –resources also deftly utilize the be and responsiveness, knowledge that and they successful.” decades he has built his real estate career industry insight and experience allow and sellers ones thatneed were to dominant years ago grateful buyers with top-of-the mentorship program at thatdetermining agency, Erinwhat each prope rs achieve their goals. Nick’s strong internet and social media the platforms to gain translates into stress-free transactions company’s Founder and CEO. her to seamlessly guide line buyers and sell- service like postcards, magazines, andputs otherher on client the foundation of effectiveThe commuhighlight its strengths and brin customer and advocacy. degree in education to good providing exceptional ers customer maximum exposure for his properties. throughout the transaction process, physical and tactile marketing pieces Realty Connect is a one-of-a-kind, Jensen also makes certain that the receiving agents in for her clients.

She got her start when nication and personalized service.

As an potential, then uses professio Having been raised in the Charlotte area use on a daily basis.

“I love watching as translated into a sterling reputamost frequent outcome is athat fast sale can for top while her sharp negotiation skills make people touch, see, and keep or exclusive brokerage that offers his network are of the highest caliber.

“Our network since the age of four, Erin can claim unique both my customers and agents grow and agent backed by Compass, John specialphotography, and Matterport a family friend suggested that a career trusted real estate advocate. dollar, not to mention satisfied clients. her a formidable client advocate. even pass along to a neighbor, friend or on the growth of the Queen evolve,” she enthuses, be listing look p izes in offering a comprehensive package maketo each non-practicing agents theCHRISTINE ability isCity fulland of top local agents from every company you’ve SADIE MCGANN JOHN family member.

I’m also committed to MAMMANO LYNN MALDONADO DANA JENSEN inERIN real estate would be the perfect fit “andtogetting NICKinsight JUNKER PORTER surrounding Honest apeople part of that growth andANDRIA evolution Christine credits a longtime familyareas. digital marketing and employ ofhe’s services to heard his Nick clients while maintaincraftingisavery listing that will dra to keep their license Active for anand ever of,enjoys and hundreds more.” says “Plus, ho is also licensed in Wisconsin When not hardworkworking, nothfor her skillset.

“A friend ofJensen, mine told LORI MOSES JENIFER MEEKS STACY PEARDON ing, and$100 wealth of spending market and rewarding.” friend for getting her fee started inpossessing real as ing with tophis skills towith help me in that area.” ing than constant personal contact them prospective buyers, he pushe primarily in the Saint Croix Valley more time with family, annual of a areferral agents can’t buy their way in.

Joining the network is by knows better than Andria and Porter area and providing her with aindustry comme that INobody had a Lori, sharp eyethe for design overall knowledge, there are fewtransaction better suited experienced real professional Co-Chair for the social AREAA Diversity and gan his journey realestate estate in and atis also an Stacy avid fisherman, softthroughout the process and media For LoriAn Moses, realas estate was the idealestate After working with leave Jenifer But the Broker-in-Charge J.CASH Peardon’s success instressful the realclients or focusing on. and I try tovarious geta into agent in without having to“My pay MLS fees, Association dues invitation only,golfer, and every agent must a vetting propetitive edge. mentor has been in Outside of how work Christine is on pass the can moving be.

Having re to helping clients achieve – and frequently exceed – their There are multitude of other reasons behind Erin’s suc108 111 that should try mypotential atcandidates. real estate.”

107 way to combine herfor love of business glowing reviews about their time together. have who is expenses. athe Realtor,” ball player and bowler.

Additionally, Nick beyond.

This combination hasthree made John ahand household websites as well as open houses and target 103with 104 100 estatean uncle Estate, Jenifer also enjoys mentorestate world is aIof mixture ofnonprofit detail than just talking about th known her integrity, work ethic, and Fair Housing Summit and was the President or Realtor But instead ofestate representing clients cess that eliminates 90% ofexperiall Wewould business forReal 50 years and brought board organizarelocated across the country several times genu real goals. cess story, and chief among them be her expert her desire to help others.

She got her start One recently said, “Working with Lori ck. “He came to me and told metothat thought gives back to hisname community aD.C. variety of ways.

HeSadie Having ing andrefer cultivating the up-and-coming knowledge, integrity, and berBoard of homes I’ve sold.

I might d Right away, she made the intions: aence, lotin ofmarket neighborhoods, and hisknew reputation to maximize exposure forfor the property.

John me on be he her partner.

She taught meLisa everything Optimists International-Birmingham, University problem-solving skills, Nguyen serves of the Greater Denver the Asian personally, his agents simply their clients to a top want our transactions to be successful, so we only invite following her husband’s military assignomm negotiation skills and thorough, intelligent approach to when a board member at gymnastics herAwana team made myleader first home buying ally good working in real and his myself family deeply involved inand the proeer in agents.

“I her don’t see ascurve an indielite negotiation skills.

As the a situation where somebody ha sheestate. knew, Isofought I had a him really accelerated learningare ofhim Michigan Alumnae Association-Birmingham precedes as a prominent Realtor in the area. agent who consistently gets results for his right choice and immersed herself inofphotography, local agent in that market who theIteacher client and top-rated and highly experienced agents to become part ments, she were also knows the importance and cheerleading gym suggested shethroughout look experience great!

They on the ball Erin, ashe former who graduated from UNCC marketing that includes professional buyers sellers greater Real Estate Association ofonopen America.

She a ile on it, but ultimately gave and arepresents gram, the local softball program and they also & heavily in my in first yeargave in and theitagent,” industry because was able and American Association of helps University began vidual says.

“Instead, Itothe enjoy of The Peardon Team, she buy- Womenhome the market with he to looks forward to growing his business f into it. from “I was the owner of the gym, and every step of the way, always answered Montreat College with a Master of Arts in Education, houses and cutting-edge technology like Matterport 3-D having someone in your corner help Her helping clients achieve their real estate goals.

Going forw does all the work.

In exchange, his agents typically earn of our referral network.” absorb her 50 years worth of market knowledge, Birmingham.

When she’s not working or giving back at stillout to be one of the best Denver encouraging my fellow agents who have rned decisions I’ve support local andOne smallof businesses.

Metro area.

Lisa started her career is also a future boardwhile member of the Community ers and sellers throughout Macomb different agents and quality didn’t se John’s major goals as a Realtor is to offer a level maintaining the high o was also an accountant, so he was telling all my questions quickly, and made what began her journey in real estate following in the shoes of walkthroughs of her listings.

Deft utilization of social you with the process. bene business fees strategies, and business techniques.

Ibusiness.” was herand time, she loves exercising and spending time with 25%-75% referral for each successful transaction. of her and busin others come to our firm to grow their e.”

Oakland County.

Stacy’s love of I analyzeTask that situation th out ofher college and set out toherchange Alliance Council (Diversity atketin me howright great of an agent I aunt would Ifriends. thought was amedia hectic experience so of service to his and clients that exceeds theirensures expectations and uncle, both successful Realtors.

“They maximum exposure her list-afterForce) privileged to have what I consider amake.” classical education family or her estatewho goes allactuthe way backsold to and thatmany I took, theher listing ca With over 25,000 Realtors currently in their network, Jensen, has personally over 300 homes rep- for and Nick’s plan for the future ofreal his business includes continWorking largely with repeat customers referof clien Lori passed her test on the first try, hitting easy!

Lori is very personable honest and eliminates stress for them in what canand otherwise AsMetro a into long-time resident of Washington in real estate, ahelp pre-technology livesmeaning and people—specifically interthebeDenver Association of that Realtors. ally sold us ourunderstanding house in recalls Erin, “when Ito had ings, all combined fast me, sales top “Our Fort Collins area isa atranslate hot market w ® and adding felong Outside her career, is 2008,” tremenher teenage years.

“I actually started tofor ensure it would asell. n, Nick hasRealty built a thriving business on a solid ued growth more team members support thehow ground asofacode REALTOR to make you feel comfortable throughConnect serves every zip in allJenifer fifty springstates. resenting over $150 million in sales volume, grows of thingsrunning work, which was a wonderful In the near future, Christine plans to expand her team ral-based clients throughout Northern Virginia, Sadie thought wh challenging experience.

Through his experience, insight finds itare incredibly important tothatstay just had my third child.

When itout was time for me to go dollar, not toa mention happy clients.

ANDRIA PORTER STACY PEARDON LISA NGUYEN right now, and lot ofto my buyers Boo MEEKS national clients facing the difficulties of a ecided dously involved in her community.

On CECE MILLER LORI MOSES in real estate when I was only 14. about personal stories migh in January of 2007.

She won the 2007 out the process.

I am definitely going on of honestyJENIFER and integrity.

Currently, almost that expansion, and one day, to move into a total menthoughtful forA fortuaher moment when aboutrelationships hisTINA plans board for me to be able back to incorporate emerging forms and continue business.

“Goingasked forward, SEXTON to work, I participant decided to give real estate a growing try.” and hard work, John aims to make oflasting buying community.

Heher routinely works focuses onI’mthe building with stay on a t moving here from all over propels thehis country,” nd the top ofaward being an active at her I focus would the phone at aprocess local note with somebody and inspir Rookie Shining Star for having the use Lori when ready toto buy next ety of Nick’s overall my business is based upon torship and training Above all, however, remains language barrier and other hurdles—achieve What Lisa to work seven days alistin of technology to advance the fundamentals of the realrole. my is answer onfuture. recruiting top talent to add mymy team.

ROBERTSON KENDRA SANDERS “IPETER began real estate career as a licensed salesperson for the “Getting the company to this point SCOTT ROTHROCK itous decision, as Erin found success almost immediately When she’s not working, Erin is an avid gardener who or selling a home as easy and comfortable as possible, organizations, such asme pettoshelters andout foo she Although joins her firm inlongstanding contributmost sales as achurch, newcomer. the house!

Thanks Lori Moses Team!”

Andria explains.

“I get a lot of joy in azin RE/MAX office.

Then at 18 I became to refer their family or W buyers and sellers.

“I think it’s being able to not only branch and past clients, a sureestate indicator of the topNick’s primary, objective: to continue probusiness.”

We want to continue to use the proven strategies we Growing up withcan parents whonow both worked involved there. the American Dream of Now home ownership. week is her1,000 genuine forhelp helping in 2003,” recalls Jensen, when asked about the genehas been full of challenges, but that over ofhis thecareer, gate. licensed in both North and South bestep frequently found attending her three children’s market crashed shortly after she entered ing to aout variety of local charity events all while sticking with his clients every ofon the way. invites clients topassion community-sponsored ev an assistant to a couple ofit’s agents and who might need witha aplatf par helping make that transition easier, and more than 30 In Peter and his team have already have inSchwartz place, but Iservice also want to bring talent and buyers, respectively.

WeI programs have sys You could say that Ellen has e service heCoeur and his team members provide. viding clients with the unparalleled customer A Rothrock, longtime resident ofhis Atlanta, Kendra Elsewhere, Kendra is just as attentive For d’ Alene’s Scott before work.

We have to make sure in real estate, no surprise Tina Sexton club a have that relationship when you’re in the transaction, love bein theConnect. field, Lori tookasalways itFeed asrepeat aNorth learning opportunity and When Lori isn’t working, she’s coaching her dance Carolina, and designated as an an International Luxury gymnastic meets and soccer games.

She isreal also anpeople avid sis of Realty “I’d been drawn to real agents join Realty Connect every year, it feels like we’re people.

“I find that there’s not a lot of 119 Broker-in-Charge at and auctions, such Carolina or The Pinky 120 With a high percentage of and referral business, that will have new cutting-edge ideas to keep elevating never looked back.” estate issue.”

“I put emphasis on consistency I make it known social media to bring together.

If yoN firsthas drawn earned a terrific reputation through116 ® 112 showing them all the great things this duct 115 hat a lot to do with the fact that I’m very that has long been his calling card.

“I like helping my tem, a checklist for every step of the way always been a sort of matchmaker.

She Sanders has always felt a deep tie to real when assisting her buyers, leaning on her REALTOR at Keller Williams Realty, the people we hire are going to love became a $1,000,000 producer in her first what they need. soaked upbelieves ascareer.” muchit’s knowledge as she could.

Today she team.

“Whenever there is level.” aalso professional sporting event but then keeping itwho once the deal isis closed.

More so many gr Real Estate Specialist, Erin currently oversees anhighest equally philanthropist gives back to community throughreaching Christine her focus on forming long-term our business the ices clients throughFoundation.

When she’s not with clients orthe giving anSwear exciting Things changed getting ittodreams right.”

Jensen adds “So, our overall strategy rating from out Brisbane, with majority of area has toknowledge offer.” out th I’m always available my clients, ready to help for anher experienced Realtor in D.C. who go Bilingual in Vietnamese, Lisa leads The representation for the communities that ith my clients,” Nick, when clients meet their goals and have their fulfilled,” the estate goalexplains of as each transaction isasked to Her help that type of work environment.” that ensures no detail goesdren, overlooked.” worked inthat the garment industry for years, estate. grandfather was ahowever, prominent acute of the Atlanta market year as18 afor Realtor®.

“I grew upmultiple around real but fortoIall has flourished and ishow the leadstrong of The Lori Moses Team, that can’t afford cheerleaders, we go andinprovide serrelationships as well asdedicated her and prompt comteam of agents and support staff – a team that her support of charitable organizations, includng areas.

Licensed in back, she can be found relaxing on the lake or spending With over two decades of experience the business, Despite the COVID-19 pandemic, Stacy’s tea often than not I feel like I become friends with my clithink that’s 989.

In the their volume coming from repeat buyers in their sp during the market crash in 2007-2008.

“When the housto keep doing the things that are working while we figwhenever and however Idance can,” John says.them “IBowl approach beyond the call of families duty for his clients, loo clients such smoothly sail through anaged his to generate impressive levels and ofinPinellas says counties Nick.

“IRE/MAX love that I tasked get to be athem. part of that.” where she was with marketing lines entrepreneur Baton Rouge, Louisiana, to guide to the right home for their serve, so for me it’s all about getting into great International Group at Professionals.

Her serving Hillsborough in Florida. vice for We at the Shriners every estate and I always knew it’s what I wanted community wher munication with clients thatclients makes them keen to work closed over fifty-three transactions in the recent twelveing Carlie’s Army, VermilliRun, Toys for Tots, E2Digital has not only quality time with herthe family at their vacation home inthe Stacy has developed ato loyal base ofin repeat and referable tojob complete $44 million in sales volum privately, and referrals.

For 2021 theheauthored process his expertise.

His When he’s not working, Scott is an After getting married and leaving her with DuPont offers before the h loyalty amongst thosewith he works with.

“I say ents, and we stay touch, go to dinner, get drinks, and have to real each client with authenticity, so they know they’re than John Mammano! ing market collapsed, I wasn’t prepared.

I wanted to ure out new ways improve things we could be doing year for Shriners Hospital.

We typically do about tenHome A huge ofwealth.

Ellen’s process is staying of clothing to stores that most reflected the and he passed businesses and rental best interests.

Inapproach, fact, she remains in part touch with herFlorida. again.

“I would sayhis theperiod keywords that to do in the future.”

As of The sokey staying invol team—featuring agents who speak Korean, French, homes and building generational It’s truly an month alone, andefine impressive feat by any measure. and the head Charlotte Mecklenburg School eal estate, but also in Destin, ral clients.

Thanks tobusy her service-oriented 169with sales her in system.

2020.

“I think the is “Another to be very theneed industry, financial year and despite COVID decade experience the couldn’t business avidevents golfer as well as abeing dad ofget to move from Texas to Illinois husband, market. at to bekeep saidofduring ame transaction, and from All ofinbut Lori’s business derives from repeat clients, a year.” working with a human who genuinely cares are business intelligence combined with a sincere my license afford all the fees, dues, better.” he replies.

“I still a little joy every time a dotime things on the weekend.

Building that friendship is important best service in touch withonpast clients.

She spends product’s When she began properties down to his children as demographic. inher- buyers and long the frequent Run Team, under theafter umbrella ofpart United to me.” operties,and possessing sellers can rest assured that they get through of what’s going and decisions his restrictions company transacted Vietnamese, Mandarin and Cantonese—is devoted honor to be closing awill ofclasses that.

I work extremely hard and in-depth knowledge of the area kids.

“My free isto spent drivreferrals, andfor word mouth.

“I’m greatthe at providing Andria began taking real estate to with themake ofearly the people I ba m ghlighted to end I’m going to do what’s my desire tobest understand the client’s wants and needs.

I three about their best interests, and Iteam, keep up–with them long and expenses.

That’s when Iofclicame up with the idea for new joins thethat’s but I’m grateful forgifts the agents itances, which motivated her to take an check-ins, pop-bys, and to provide her between 2help and 4 hours a day on the phone renovating her house inagent 2000, she worked Real Estate Solutions, Tina and her agents work, Tina loves meet theallows demands ofto confidently Going forward, Jenifer has strong ambitions for the As of this writing, the entirety of Erin’s considerable Erin who currently holds a perfect overall five-star ratimportant because it helps during this overwhelming the personal service necessary to make their facts instead of just reacting after something ha nd ability to him guide buyers ing them to soccer practice, swimming over half a billion in sales ($574m) excellent customer service to everyone Iprocess serve,” she Looking ahead, Lori has couple’s her sights set on continuous just received my master’s degree in Business, and I I think they understand and trust me.” property investments.

A few years later they friends, and friend making the transaction as simple and smooth I’m always on call, but I love what I do.

I don’t think I after the transaction is closed.”

John’s ability to interest ingive the housing market an early clients ongoing support should they need reaching out to people within with aatcontractor who was very good, but Connect.

IWith wanted toand agents an alternative toand we already and always want tobuild make sure the future. her volume maintaining itstransactions. steady growth, clients throughout Anderson, Roane, familyher andsphere her business is solely based upon referrals and positive ing Zillow.com, on which site she they’re isto a continuously Premier Agent, transaction smooth and seamless.

“We are counties very client You have analyze things andho and Realty sellers every step all of the way gymnastics,” hehave, jokes.

He’s also needs. After with properties sold. says.

“We don’t treat our transactions like growth.

“Weserve want toword branch out toon different process and the client doesn’t feel like going took of the knowledge about882 recruiting top talent moved to Colorado, where sheroad. got her Realtor’s license. relationships clients while offering value as possible.

“A lot of our clients come towould usthe specifically could love any career more than this.” she isfinding currently earning her Florida license while deepage. after earning her degree in Marketany assistance down the always ELLEN SCHWARTZ She checks in with clients at least once a spoke only broken English.

Friends and of mouth, an accurate barometer ofwith unparalleled has bigimmense plans for theother future of“I’m her business, including TINA SEXTON and Morgan, focused.

We also have aTennessee. high level of accountability any potential bombs.”

This year, The Peardon simply quitting or letting their license Although value we deliver is far greater than the small investment ensures thatPETER their best interest is So always deeply involved in his SCOTT ROTHROCK We treat clients like family.”

Aexpire.” true people-person, and love to have acommunity 50 mile range covered by each KENDRA SANDERS e decided to ROBERTSON and people with high skill levels and specialo works hard to forgeening long-lasting relationthrough ittoalone,” she says.

When her husband was deployed to Afghanistan, she When she’s not as aashe Realtor has been essential the development of his her work investment properties.

But most ofagent.” ngside her in-house ing Southern University, she decided there for my clients,” she says.

“Even if level of customer service and her team provide their continued mentorship of up-and-coming agents and furLori areas, loves to from guide people through one of the largest In the meantime, Lori is loving every of within our team.

Our team operates as a minute full service is on track finish 2021 with $50onmillion in s at the forefront. and, along with his team, spearheads quarter, totocongratulate them a specia began inquiring about enlisting Going forward, ized and Iwith incorporated that into my real estate because we are able toneighbors speak their native language and nd he’sclients. been Furthermore, he is part of the Realty Connect agents can’t practice real estate perwe ask agents to make in themselves.” h his “I do my best to stay in touch began representing clients full time.

“I was worried everything. She’s AMANDA SPURLING all, she looks tocareer welcoming more buyers and mbles a comprehenCARLA WALKER transactions offorward theirusing life, making what can often behas aand work, and can’t see herself in any other path. large sphere ofan influence -fluency he gets 80% ofhas his business business along with other cutting edge business the Live After Five event, with all proceeds going boutique team, with very service.

And clients.

“I think that also aher lot to do with my dilither growth of her business.

To learn more about Christine Lynn to launch her asEstate aand full time agent— they need something out of the blue, they Tina believes inpersonalized treating clients likealready-exceptional family outstan occasion, or justhobbies toAbove give providing aoutside report on how his services, Ellen used her Real Results Network, sonally, they earn substantial referral fees by helping help them translate understand every step of the Lisa a variety of talents and of m,” he says.

“I’ve built my business on cups about him,” says Andria.we “And it helped to put my She also likes hik stressful process into an enjoyable experience.

“I’m sellers to and her beloved hometown.

“I’ve always been ing her “It’s sellers techniques to ensure that my buyers and would notfully my home that I’m buying; it’s their home. tosellers charity. email christinelynn@hallandhunter.com, since we are anshe 80% referral based business, gence and honesty,” says Erin, asked how has all, however, remains her primary objective: to continue through repeats and referrals from satisfied clients. the rest is history.

“Real estate has al- when can count me to betothere for them during When working with Sadie, sellers can count on herever, invitation-only organization members and going out ofon her way ensure that they and sellers shetalking works “ their home has appreciated in thetowith. curren in Spanish to help theand parties negotiate an en Kristine Strouse got her real estate means of connecting to buyers, most friends, family, and people they know connect with ,selunches, going to isbirthday and wedOver the course of(248) twenty-two years in just more than client If you’ve ever bought a rental propMoore & Co. is known througho head down and work.”

“I’m an expert at transaction in way that feels most comfortable to real estate.

She is a dedicated tennis player and enjoys of over sixteen Facebook and Google ads, put her listalways thinking about how Ia would want to be treated have aparties flawless experience every time.” driven to help others,” she says.

“As such, I’ll do whathe shares their listing My strategy to never be pushy.

Rather, it revolves or call 761–6696 are able to service clients of many areas and price managed to achieve such impressive levels of trust and providing her clients with the impeccable, caring cushe Founding Directors of nationwide network that highlights and trains the ways been near and dear to my heart,” Kendra says. the process, after the closing, and beyond.” receive the best service.

“I treat others how I want to I am on right now and conti market.

It’s part of her continuing effort to alert clients arrangement.

“I was helping him expand his business 127 to strategically market their listing.

“Social media the business, Carla hasbegin seen her careerhome searches 129 out how they were feeling.”“My 124 at sort of thing,” says Nick.

Ito value those nse 2011, itlocal probably felt like putting oftogoal whom their onherValley in any situation, and I123 treat my clients in that way.” top agents in their market.

And the concept seems shethe laughs. isworks ain fact of life for ings right at a works buyer’s fingertips.

Her around how I’m able help them get tothe they Going forward, Scott plans continue growing social media ever itreally takes to make deal work.

Whether my client points.

Our is to Iprovide the best experithem.”

Her attentive care her clients’ needs paired writing She has also taken up violin loyalty amongst those she with. tomer service that has long been calling card. erty and tried to manage ithelping yourself, River forplaying their strong cus ergeted alongside an expert leading agents in Australia.

But above all, Peter is Through working with Compass, John is to “As soon as Iwhere had the chance, I to began pursuing itnotable as treated. with a able lotpoetry. ofplatforms first-time homebuyers, been doing a lot of comme topoint opportunities and to match sellers with buyers and them procure aabe contractor.

Iwork realized that Iclient pass milestones while garnering With a time solid reputation inMany her region for going above provides many great for marketing right want to be.

This is not just a transaction. clithe company and lean into his leadership role in She fell in love with both her work and the area she time with mywho fam as well as sharing it is a first homebuyer or a seasoned investor, the proto be working.

Realty Connects average referral fee is nted, purchased, and marketing background sets her apart in ahips.” favorite pair of old shoes.

After all, social media sites like Facebook and ence possible.” nts throughout the Brisbane most fulfilled byLori the ways in which real estate speaks ®When with her work ethic resulted in Lisa being the 40 under again. she has free time, she likes to travel with clients in the right direction in order to solve any career, and I haven’t looked back since.”

Through the years, Kendra has earned a fantastic so it’s important for me to give them a positive expeexcited to work more with When it comes to marketing, C recognition and awards.

She has been Copyright Top Agent Magazine and beyond expectations, spends time mentoring shareshe’s theirservice, loveafor the kindbrand of home theyfor are selling. could in get paid to dodigital this. So I got myis Realtor ’s later you know how quickly the work can making it easy tenan ents$3,200, have mentioned that they enjoyed working with order to fact help his agents succeed.

“The goal for cess of building amaking lasting relationship with them matters sphere. serves, and 7 years built successful ness, Andria wan ach move, Amanda the production quality of her ads, with most agents 2-3 referrals each year. now.

I experiment and see what gains the most traceas.

Having established elite to his entrepreneurial spirit.

“I’m a salesman at dprofessional been around the industry almost her Instagram, or dedicated real estate webFor more about Erin Maldonado, lizes a variety of methods to r noted as the top 10% of the Chicago the agents on her team, teaching them to provide the reputation throughout Georgia with the vast majority problem they might have.

He has contact information rience and make sure they feel confident about their things to improve the neighb license in 2002.”

40 winner for 2019 and 2020 Colorado Homeowner her family. factor that comes into play when assessmereal because I never push he says, and adds, “I’ve me feature to to be more of Being a regional director.

We’re lookmost to it,” me.” te transactions, with with PorterHouse Homes, clients all over and train Before them o deeply involved inand her community helps Stacy serving lived the estate which beautiful, professional go from time-consuming overowners to of connect. can from residential real estate heart,” he me, nothing better than tion, and lately it’s been videos.

I does post a her lot videos same service tosays. their buyers and there’s sellers. right buyer for Tenants a listing. at For more information about Nick Junker, Association of of Realtors was recogplease call 704-340-1615 orrepeat Today, Kendra is“For a lot Realtor for the Atlanta Communities her volume coming from clients and referrals. for vendors, contractors, and mortgage professionals at choices.

I’m always honest and everyone on the team to the community, and help re life.

“My Mom had been a Realtor sites like Realtor.com or Zillow.

She also been doing this forgreat 10 years and I have a of ing to open up two more locations in the Spokane ’s ever-growing success story would be his Ellen is devoted to local community as well, and the nation to regions Magazine as well as being inducted into the 2020 make a positive impact and stay in touch with clients Northern Colorado through Keller Williams.

Whether own business, wh mes overmanagement, before she graphics and photos crafted to catch a roperty he has helping your clients through their transaction or keepherofpremarket research b nized along with her husband Jim in the “Oneandofthat thecan things I like most about I do,” says call 651-208-7850 or email JunkerTeam@kw.com whelming.

Finding a what tenant might not multiple pictures both the insid email Erin@homesofthecarolinas.org Real Estate Brokerage, where she assists clients With 2021 set to ethically, belarge a career she isof focused onlisted,Chamber tries toInstagram do everything morally focuses on that highlight things have his fingertips, and has access to the necessary connections helpcomprehensive my clients.

Ifher they need aNorthGroup and the Sandpoint area, so our three-year goal ismarketing, to gotiation skills intelligent, a, andyears, Florida. is ayear, member theIon Katonah of Commerce Now in 19th year serving clients in northern and 20 sointegrity I grew up watching targeted online as as post® at the same time.

“We have aresources very presence inand people are looking totowell buy, sell, orthat build awould real estate everything they When itable comes to take marketing, pulls outis all theher stops, kflow around and ing our staff up agent toLori speed with the latest changes LTOR . Last buyer’s eye and showcase ain property at networking privately broked RE/MAX Hall of Fame.

Her advice those thinking about a career inwithreal 2020 Who’s Who Edition ofwith the Chicago Jensen, “isneed being to an who licensed painter, ifyear, they a plumber, an electrician, or a grow the two teams here and then open up two more throughout East Cobb and the surrounding counties. the tireless work ethic that has set her apart in the first treating clients kindness and care,” she explains. to overcome any obstacle within the realm of real estate mainly shown in pictures before.

We also do She’s alsooutside an advocate for animal rights is a huge southern Westchester County from her home city of to thegenerates community intoterms work.

Every year seem so difficult, but its when you add inAgent ofbrochures, any unit atandMoorefo investment portfolio, Andria has the expertise providing professional photography for most listings. phim people become homeowners, or helping videos ofof her listings platforms like tohelping meet theothers needs of any our market.” ing inand the same neighborhood or Magazine name acharity few.

After ap to best.

Amanda also expolender—I’m their go-to guy for everything.” offices that can provide our clients the highest estate: “Make sure heart is contact in the right place, You can John at have (571) in one state and show them to doclosed business nationThere, shehow cultivated aa hands-on process place.

“Iexperience do everything I them can toin support my clients, Part ofwith her care includes checking onyour clients after helpful when assistwithout compromising his ability toindustry, thorough, we around support several local charities, and we host varsupporter of the ASPCA. Going forward, she wants to3 Katonah, Ellen around $30 million aoffer year “I’ve never not sold ahas house or deal, once I averages to help make good decisions.

In 2021 to match a property with their twenty years in the fashion We believe in doing the right email blasts, and open houses.”

This year, Sadie is hopCopyright Top Agent Magazine KIM TISE ugh the transaction sure for her listings through the sphere the necessary marketing, background com.

When they are ready to loo them sell a home so they could take YouTube to gain maximum exposure for Copyright Top Agent Magazine AMANDA SPURLING CARLA WALKER KRISTINE STROUSE level of service.” que perspective as Iaalso put the transaction is over.

“I’ll take them out to lunch, values of integrity, open communication, and service give them strong advice, and lead them in the right wide. like teaching them proven strategies on how Lisa’s is on pacegives tosales close 70 tocommu80 istransactions inaalone empathy foralso people, and60 doand the right thing, even when or70 john@johnmammano.c hands-on service tolooking his clients. something onteam the market, itPeter sells.”

Lori is hands onhis ious client events,” says, and “I keep growing her business, representing sellers— in volume, but on track toforshe do nearer toadds, $50 Top-of-the-line production includ Carla fresh challenge. she’s on pace help between families, rwas says.only “Through the years, Outside his back to first of military families that shewas knows from Withmy $11.8 million in sales lastcareer, year, Scott ing to hit $20,000,000 intocontinue sales volume. next step in their life.

I 2021, inherited her her clients’ homes.

She also utilizes video he carefully guides throughout the process and memorizes every important checks, contracting, maintenance unit, Kim and her team make sur or just text or email to see how they’re doing.

Sometovolume navigate even the most challenging transaction. direction.

Throughout the transaction, they know upclose with clients regularly via monthly mailers andloves to generate business, because a lot of agents don’t know fessional photography, floor plan A friend in real estate thought she and they always find creative ways to best serve no one is watching.” as she listing properties for sale—representing million in 2021.

Sixty five to seventy percent of that connection with developers nity through sponsorships for various schools and with 30 percent of that business coming from repeat is passionate making in people’s For more information about Lori Moses, t their expecting a lot. Iaboutdate heraccountant, own experience often have an eye best interests so sheaisdifference always ready.

“I’m an so I’m emails.

I do a letter of the heart, which goes out to times they’re so excited about getting their house set they’re in good hands.” tours, and staging, all factor into sion for the business, which combines to provide market updates and home buywould make an ideal agent and set up a how to make a referral; they don’t know what a refery to our business.” nonprofit organizations.

He has also been an active buyers, and perfecting her own methods while helping business comes from referrals or repeat clients, many clients and another 30 percent the result of referrals. requests, rent collections, inspections, get the grand tour, welcoming th lives.

“Being able to hand someone the key to their To learn more about Stacy Pear please call 813-416-8098 or their clients.

Their approach to marketing is no differon at 847-207-1975 or email Robin@ChicagoToNorthShore.com nly houses, towards theirgives next home purchase or information sale a deadlineWhen person.listing I alwaysa know what is occurring on her uchsold withtwo them well my closest andlatest is call not business related.

I over alsoestate Copyright Age For more about Dana Jensen ized considerations presenti that they’ll me and invite me toon show what meeting with her managing broker.

Carla home, Kendra clients aupclients, Sadie’s passion in real is working with ® for Top member of The Rotary Club of Brisbane.

When he’s ral opportunity looks like, and some don’t even know impulse to help people with my love of ing/selling tips to all of her clients.

You need only look at her gushing reviews to undernew home and seeing that smile on their face is a To lea the agents her team evolve as Realtors of them sellers.

They know whom to trust.

“Selling a . please call (248) 494–4400, email lorimosesrealty@gmail.com given day.” then it grew into any when a move is required. check-ins and even and the myriad little tasks that have to the property and answering all ent.

“We usegratitude a giving variety of he methods to listings sendget outour one that’s all about of success, property. “When my sellers seeo w was hired on the spot and within aevidence month they’ve done to it.” comprehensive strategy.

After them Outside her career, Kendra isworking dedicated to her comoffers homes. his clients afeel comprenot with clients back, enjoys spending and Realty Connect, 703-762-6218 feeling unlike other.lucky Itruly feel immense investor clients.

“Icall enjoy type stand the reason for that loyalty. with As onedifferent happy client what doanywhen one is in front oforthem.

That’s too bad home can be ahelping daunting experience,” Ellen explains. email Stacy@PeardonTeam.com utiful Ito very to get to nsure they are comses, beyond any of marketing looks like,warmth they want toand send itprofe to thei which goes out to a broader audience.

It might be a had closed her first sale, breaking ground on a new pl in front of as many as possible.

We do virtual ready their property forpeople the market and offering a munity.

On top of donating a portion of each closing ing them prepare their be done to make tenants comfortable questions.

That quality time at home with his family, traveling, or forfully being able to help out people and their families,” To learn more about Jenifer Meeks wrote, “Our experience buying our new home was “People are busy withAmanda their own work and their own or email Dana@RealtyConnect.com because each of those opportunities isWhen literally visitto PeardonProperties.com of investors.

Not only investors that are looking buy .eOver years, sheand she’sofworth not working, cherand relatives. really nothing we’re no career helping clients find their dream home addition Amanda remembers. video of A me explaining what I’m currently chasing up the every day do work.” native of Naperville almost her entire Copyright Top Agent Magazine What Tina toseamless—Andria keep working hard every daypart isand broadcasts it over a blend of this relaxing with friends over a game golf. he explains.

Scott approaches his rolecall as a(704) mentor suite of professional videogratomotivates Children’s Healthcare ofinAtlanta, she is also ofThere’s please 918-8873, and we have aphotography large media presence on em No portion oftours, this issue may be reproduced inand any manner whatsoever without prior consent of the publisher. absolutely went above beyond so you can keep the property rented, alism is part of the reason why Mo lives, andsocial they have so many questions.

How do we roughout the region, to do to get something sold.”

Annually, Carla to being named Rookie of the Year.

“I love helping my ishes quality time with family and friends wind at this point.” rentals that they’re going to rent out long term, but also same reverence.

“As a team leader I love life, Kristine loves getting involved with paigns. with In thethemeantime, he Contact her desire to help clients achieve the American Dream phy services, she shares it over both the MLS and a the Cobb County Chamber of Commerce and her local email jenifermeeks@jcashrealestate.com, several times to get things done and answer our (many) ming from repeat cliInstagram, Twitter, Facebook, and LinkedIn. We have a ® Walker Real Estate Group average over twelve getFeature theofhouse ready?

When is theInc. best timehomebuyers, to putprecautions it onfind their way, clients, especially first-time Top Agent Magazine is published by Publications GA, Although are taken to ensure the accuracy herand quiet community Cane Bay, where her REALTOR with Coldwell Banker you might start wondering whether Co. was awarded the Arkansas Re seeing my agents grow, set new goals, get new perience to share his listings Looking has exciting plans for the futureshe Copyright Top Agent Magazine of and homeownership.

“Helping people find their dream emai blend ofinahead, targeted digital and social media campaigns.

Business Association.

When she’s not with clients or Copyright Topor Agent Ma of college she joined her asPeter her community, whether it’s donating jcashrealestate.com ormother visit questions.

She knows Fort Collins and the surrounding inher sales volume. and in the process, educating them so when they do find the market?

What should we price it at?

That’s what huge network in many different countries, and our listhusband enjoy exploring trails on golf carts and makopportunities to better their lives.

I’m here to help lle, of South Carolina.

Upon recently ere influence. of Position Property.

With his team about to open its of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its home is very rewarding.

Sometimes when we go to Elsewhere, she leverages her background in marketing giving back, she can be found spending quality time at the work is worth the reward.

That’s Association Award for Exce a place, they’re crazy about, they don’t have to wonder assistant, quickly building atofun strong business time to helphistoorganizations through the Baird & Warner I’m here for.” succeed.

Our mission statement is Brisbane, ‘building ing activities with their kids.

Looking the year inthem the very business, Amanda had fourth office he on expanding ings go ofintends different websites. the lookfuture at property mightfamily. say, ‘Well, it’s When pretty,she’s butthe and copywriting to equip clients with notch home with herthey beloved notU.S. working, Carla loves getting iftop they’ve made thearight decision.” authors.

To subscribe orinthousands change address, send inquiry to During mag@topagentmagazine.com.

Published in Copyright Topher Agent Magazine the pain and doubt Moore & Co’s Kim Diamond Level for grossing ov wealth and wholeness with everyone we serve,’ and er right.

Serving clients in Naperville, Illinois Good Will Works committee orI always working with neighof her business, Amanda is just getting started.

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And tell them that it doesn’t promotional materials and identify an ideal target aupandemic we were doing virtual open house videos.

We that’s how we look at it with our clients and with As a 30 year resident of Westchester County, Ellen ources available through his agementoff andafinancial planning—providing a one-stop fantastic first year of sales, she hopes to maintain the surrounding cities of Woodridge, Aurora, Lisle, bors on ways to improve the city she loves.

Those who Luningham-Tise works so hard to help million in lease transactions lasta music.

Looking to the future, Carla envisions Today, Carla isLooking a broker withit,@properties iftalk I like it matters if Chicago theyplans like for it the because dience forvery their home,inensuring their listing stands outmatter ahead, Kendra has in strong future of our advocate agents. That’s also why wefor are careful also have a clients’ 24-hour chat soher anybody can ransaction, on their knows her market very and has developed a shop all his realcontinue estatefeature needs.

“I’m just one well, that momentum, to build brand, and grow grow her business in Florida as she prepares t and holds the nationally recognized designations GRI, they’re the ones who will have to live there.

As long ar Grove andselection many more areas, she knowmore herabout won’t behersurprised that loves working on above rest.

Butcloses from thean initial preparations to theScott business. As hershe volume maintains its To learn Rothrock agent process.

We’re big on having abusiness,” owners avoid.

“Ifsteady yougrowth, take care of people, every he rightour home for advertising their best element of our greater heknowledge says.about “Among with usthe anytime and ask questions each listing.” wealth of about the real estate industry and she new life chapter, following the spark of seeki ABR, SRS, and ADPR. She leads The Walker Realsays, Estate her client base.

Amanda concludes, “Adirectly lot of as first-year marketing and have they’re happy, I’m happy,” and adds, “Just email scottrothrock@rmgrealestate.com, open house showing, she caters her process she will start building her team in the coming months. tight-knit group and we want the agents to feel good rage of well 35from transactions a our year, the majority that DIY projects in her free inAmanda touch after the staff, we’ve builtmyself, aofstrong team culture around challenges that started real estateKim career insi to be Group, with hertime.

Jim, and an assistant. else will fall intoher place,” its processes, first withI working Prudential Centennial where her deals peers and agents like tell me, don’t know scott.idahohomelist.com, visit‘Amanda, watching thathusband, excitement that they experience from in our environment and office For examto theculture. needs of her clients and carefully walks them But above all, sheofwill continue to raise the bar of service check-ins, all to ensure his like-minded agents, and because of that, our clients ness coming from repeat clients and referrals.

The Currently, over sixty-five percent herTo business derives learn more about Lisa Nguyen, Top Agent Magazine 3 she worked for over 11 years, and then with Douglas the tools strong brand how you do it.’

I say, don’t give up, and don’t compare or call (208) 770–0610 ple,to webuild did a a6:00 o’clock surf session this morning “When I meet with an owner for the first time and hear actually owning own home—that’s what brings Outside of come work, is anservice.” activefrommember of herclients. through step of way. for buyers andtheir sellers alike throughout all of Atlanta. theirrelationships purchase. trust they each can to the usLisa for genuine repeatforward and referral called the Gold onal thesomother-daughter team forms Kristine looks to joy.” a their longHaving career in the realcall estate Elliman Real Estate, helping them open offices gth bought, sold, and rented many yourself to others.

Be your own brand and me focus on please (303) 669 – 5255, thetrying most community.

She serves on the Global Task Force at Coast home since 1987, Carla can pair ancommitment encyclopetheir story about how stressful it’s been for them Kim’s to her community extends b To learn more abo in Scarsdale.

After creating Ellen Team Copyright Top AgentSchwartz Magazine you’re going.” put herself in thewhere hetime, theirAmanda clients,cancoupled with resources offered industry, and tothe working with her mother to help the

DANA JENSEN

CECE MILLER

LISA NGUYEN

Estate career in mmercial broker mercial broker,” was buying and s, I decided to e in residential he years since, clients achieve

When it comes to marketing, Cece says, “With properties on the river, you have to market this unique lifestyle to people.

Often, people don’t know that the river even exists! So I target to the lifestyle rather than the home, and I’ve found that to be really successful.”

A true expert ELLEN SCHWARTZ when it comes to homes on the river, Cece has even taken clients to showings via boat rather than car, and showcases the joys of living on the river. “The lifestyle here is wonderful: the boats, the views, paddle boarding, kayaking, and so much more!”

west Columbus ses along the n the river and she says. “It is KRISTINE STROUSE KIM TISE to incorporate my fabulous When she is not working, Cece enjoys spending time with my clients. I truly love with her 3 beautiful children, husband, family and ing my exceptional clients friends. She loves boating and traveling up to her famiyle and personalities!” ly’s cottage on Lake Huron!

riverfront homes and estate career, she has done it all, dos, investment properties, luxury homes. She holds a ury Real Estate. Cece loves ogether and it is a win-win ve energy and outlook are www.

d again that she is not your ey describe Cece as “downd savvy, and very relatable.” es from repeat and referral

Cece loves the entire process of helping her clients. “My clients tell me that I find the perfect home for them. I find a property that will match their personality, taste and budget. Then I show it to them and they fall in love with it. I know it’s right as soon as I bring the client in.”

Her clients agree. “Wish I could give 6 stars!” said Amanda K. “Cece was a wonderful person to help us through the process of selling our home and buying our new home! Extremely knowledgeable, professional, friendly and dedicated! We couldn’t have had a better experience! We are truly grateful for her!” www.

email lisanguyen.remax@gmail.com dic knowledge of the local market with a sincere desire

CONTENTS 8) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS 14) HOW SOFT MONEY LOANS ARE THE FUTURE OF LENDING 20) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS 24) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE 28) TIPS ON BEING A GOOD TEAM LEADER 32) 7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS 41) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

52) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES 58) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

101) TURNING YOUR PROFESSION INTO A PASSION

64) 7 DEADLY SINS OF PERSONAL BRANDING

105) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

74) CREATIVE WAYS TO SAY THANK YOU

109) TURN OPEN HOUSES INTO DESTINATIONS

77) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD

113) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

81) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

117) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

85) WHY EMPLOYEE APPRECIATION MATTERS & CAN BOOST YOUR BOTTOM LINE

121) 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS

89) 4 WAYS TO WIN 46) RECONSIDER THE BATTLE AGAINST REFERRAL-ONLY WHEN PROCRASTINATION PLANNING FOR THE FUTURE 93) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS 4

97) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES

125) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 128) HOW TO OVERCOME YOUR WORKPLACE FEARS

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 6

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

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

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

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Talk About Your Philanthropic Activities

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

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

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

Your Local Community

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

Use Your Creativity to Connect

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

Share Your Hobbies

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

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

Divulge Interesting Experiences

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

What and Who Inspires You

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

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 8

that will draw in a broad range of followers.

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

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ALEX ABRAMAJTYS Top Agent Magazine

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ALEX ABRAMAJTYS

With a background as a residential builder, it felt natural for Alex Abramajtys to transition into the real estate field. “When I was doing some remodeling work for a broker, she encouraged me to become an agent,” Alex explains. “So that’s how I got into it, and once I started, I just loved it. It was so exciting to help people buy and sell homes.” Six years after he earned his license, Alex is now the managing broker of Kent County Real Estate, and he still feels just as passionate about it. Based in Jenison, Michigan, he and his team serve the western side of the state.

By providing superior service and guidance throughout each transaction, Alex’s business is entirely based on repeats and referrals.

best decisions possible. Having spent 15 years as a builder, he is uniquely qualified to advise his buyers and sellers about the cost and quality of home updates. “I keep an eye out for the little things, like how old the furnace is, how old the roof is, if there’s been water issues and if there’s bigger things going on like foundation issues. I’m

His method to success is treating every client with a high level of care. “Whether someone is buying a $150,000 house or a $750,000 house, it doesn’t matter to me,” he says. “I’m going to give them the same treatment.” This includes leaving no questions unanswered and educating them so they can make the 10

Copyright Top Agent Magazine

not a home inspector, but a lot of times my clients and I walk through a house together and I can tell them whether a house is worth pursuing or not just based on what I see.”

One of Alex’s top priorities is building a solid relationship with everyone he serves.

By providing an exceptional experience for his buyers and sellers, and staying in touch after the transaction, he’s able to form lasting connections. “I reach out to them on anniversaries, I call them, and often I will meet with clients on a regular basis for coffee or just to hang out,” he says.

When Alex isn’t working, his brokerage is staying active in the community through various local events and charities. In 2021, they partnered with local artists and crafters to host outdoor pop-up events, and plan on doing this frequently throughout the year.

He and his team are also involved in a few different organizations, including Sacred Beginnings, which is a nonprofit that helps victims of human trafficking get back on their feet. Kent County Real Estate also partnered with a local elementary school to supply them with hand sanitizer, masks and other PPE. Greater Regional Alliance of REALTORS® recently honored Alex with their Good Neighbor Award, recognizing him for all of the good he does for the community.

Looking towards the future, Alex hopes to add one more agent to his team this year, but still wants to remain a small company.

“My goal is to have ten agents on my team, focusing mainly on quality rather than quantity.” Ultimately, Alex wants to welcome people who love real estate just as much as he does. “I love helping people accomplish their goals in real estate, whether it’s finding investment properties, selling their family home, or buying their first property. It’s so rewarding to be a part of.”

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For more about Alex Abramajtys, please call 616-862-1189 or email alex@grar.com Copyright Top Agent Magazine 11

America’s One Title is proud to congratulate

ALEX ABRAMAJTYS

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

_

616-365-4100 | americasonetitle.com www.

2824 E. Beltline Lane NE, Grand Rapids MI 49525

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13

How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan 14

offers. While a soft money loan requires more underwriting, it also offers lower risks and less risk, making it a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

Top Agent Magazine ®

Top Agent Magazine

Hard Money Loans As you know, a hard money loan is an assetbased loan, based on the Loan to Value (LTV) of the investment property. They require little underwriting, making them a quick loan for borrowers to get approved, are bridge loans, and are generally not based on a borrower’s credit score. This makes them a high-risk loan that is used for real estate investment. The high-risk nature of this type of loan as well as reservations from the 2008 housing market crash, may make some borrowers reluctant to pursue this type of loan. This type of loan also does not increase a borrower’s credit rating, which may also decrease their appeal to borrowers with good credit.

What is Soft Money?

Soft Money is an innovative new approach to private money lending which combines the benefits of both hard money loans and more traditional loans. First, a clarification on the name: the term ‘soft money’ in the world of lending is completely different from ‘soft money’ in the world of political campaigning. In the context of lending, the term ‘soft money’ implies that this type of loan falls somewhere between a hard money loan and a traditional loan.

A soft money loan requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score and the property’s LTV, and is always a term loan

rather than a bridge loan. Additionally, this type of mortgage loan program is beneficial for real estate investors with a credit score of 650 or above. The combination of lower rates, higher LTV’s, no tax returns and a longer time frame makes the soft money loan a better fit than a hard money loan for many borrower’s situations, particularly those interested in investing in long term rental properties.

Soft Money Loan rates start at 4.375% and go up to 85% LTV for most investment property types.

Why is Soft Money the Future of Lending?

Calling soft money ‘the new hard money’ may seem trite and contrived, but upon further reflection, soft money truly is the direction for the future of private money lending.

While the hard money loan is still the most popular option for many real estate investment scenarios, the soft money loan will increasingly become the loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

Unlike conventional investment property loans that max out at 70% LTV, a NO-DOC Soft Money Loan Program maxes at 85% LTV and with no PMI. This allows the borrower to put less money down on their purchase.

When you’re ready to invest, Stratton Equities can help. We are the nationwide leading direct Hard Money and NON-QM lender, with an impressive array of programs, lowest private money rates (starting at 4.375%), professional team of experienced loan officers, and quick loan approval process.

If you have an investment property and wish to speak with one of our Loan Officers, call Stratton Equities at 800-962-6613, email us, or apply for loan pre-qualification today!

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Top Agent Magazine ®

15

BETH HENNICK

Even from a young age, Beth Hennick loved sales - at the age of ten, she was the #1 fundraiser for muscular dystrophy in her hometown of Zanesville, OH for three consecutive years, and even appeared on the Jerry Lewis Telethon! For 10 years, Beth managed several apartment communities throughout Ohio, Indiana, and Florida; she loved the job and the people she worked with, and excelled at the sales aspect of it. One day, her boss came to her and told her, “It is time for you to be a Realtor. You can rent to anyone who walks up the sidewalk. You’ll still be providing housing for people, just on a larger scale.” In spite of her love for her job, Beth took her boss’s advice, as she considered him to be a very smart man, and enrolled in classes the next day. She started selling real estate at Knolls Realty in Bexley, brokered and owned by Moscey Cooper.

Moscey was known to be the best and most knowledgeable broker around. Not just anyone could work at Knoll’s as Moscey hand-picked her agents. Beth was honored to have been one of the chosen few. Moscey took Beth under her

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wing and taught her Real Estate. It meant a lot to Beth to be trained by such a renowned figure in the industry. Four years later, Moscey passed away and the doors closed. Beth then went to HER Realtors in the Columbus, Ohio area, where she remains today.

Beth starts off by pinpointing each client’s specific needs, then coming up with a comprehensive plan to accomplish their goals efficiently. “My clients aren’t just a number to me. I really care Property had 40 showings and 17 offers the 1st day.

Beth just found out her buyer is the winner, yay!!

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about them,” Beth says. “I believe that people can tell when you’re genuine. I see all of my clients as real people with real feelings, and treat them as such.” Beth maintains relationships with clients that last long after the transaction is closed, and the core of her business has always been referral-based.

Beth takes great pride in that.

As a member of HER, REALTORS, Beth has access to a great deal of resources when it comes to marketing her listings. Each property is advertised extensively over the internet, including videos and commercials that Beth posts on her YouTube channel, and she uses more old-school methods such as flyers and phone calls as well. In particular, Beth loves decorating and remodeling, which comes in handy when she is staging a listing.

Beth is a multimillion dollar producer, and gets a lot of personal fulfillment from guiding clients through the transaction process.

“The price range and the client’s circumstances do not matter to me - I’m here to help anyone!” Beth says. Beth is one of the Top Agents in the Columbus area and has been recognized with many awards. She will be providing amazing service to clients and local corporations well into the future.

Beth is happily married to her husband Scott.

They have two boys, Anton and Jack. When she is not selling Real Estate you can find her supporting her boy’s at athletic events, Boy Scouts, music and church functions.

Beth loves engaging with the community that continually supports her, and she has maintained a passion for providing people with housing for more than two decades.

If you’re looking for an agent in Ohio with enthusiasm and confident professionalism, look no further than Beth Hennick!

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You can contact Beth at (614) 207-2484, email beth.hennick@herrealtors.com, or visit her website at bethhennick.com for more information http://

Copyright Top Agent Magazine 17

Jennifer Hall is proud to congratulate

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

Jennifer Hall

Senior Loan Officer & HECM Specialist | NMLS# 224152 Hometown Lenders | www.loansbyjen.com cell: (614) 679-5802 | jennifer.hall@htlenders.com 300 W Old Wilson Bridge Road, Suite 340, Worthington, OH 43085

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Top Agent Magazine

Elite Land Title is proud to congratulate

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

BRUCE LANDIS blandis@elite-landtitle.com Phone: 614-568-0033 | Fax: 614-568-0034 Cell: 614-581-4560 Web: www.elite-landtitle.com 75 Lincoln Street, Powell Ohio 43065

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19

5 Simple Mindset Shifts That Will Help You Achieve Your Goals

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

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

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1

Turn jealousy into admiration

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

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

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

2

Tackle the things you dread doing first

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

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

3

Don’t make decisions based on emotion

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

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

When you’re feeling emotional...wait.

It really is that simple. Wait it out until Top Agent Magazine

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

4

Learn to love feedback

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

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

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Replace a fixed mindset with a growth mindset

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

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

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

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KYLIE EDINGTON A member of Prestige Real Estate, Kylie Edington is known for her effortless ability to connect with clients. Her passion for helping others paired with her strong ability to solve problems and ensure that her clients experience a smooth transaction have made her a highly sought-after agent in Topeka, Kansas.

Kylie’s in-depth local knowledge and focus on providing buyers and sellers with an elite level of service have helped her build a wide network of repeat and referral clients. “I care about my clients, and I want what’s best for them.

I’m a good negotiator and they know I’m looking out for their best interests. Many clients have also told me that I make them feel comfortable and they like how positive and easy to talk to I am.” Her care for clients doesn’t stop when the transaction ends. “I use social media a lot so that I can keep up with all my past clients. I also send out cards on special occasions. It’s all about that personal touch to let them know I don’t want the relationship to end. Once we close, it is going to be a long-term thing and they can count on me.”

privileged neighborhoods and get those homes sold and renovated. There’s a program that pays people to move here, and I’ve actually had a few clients go through that and helped them purchase their house.”

When she’s not busy, she likes to spend time with her kids, play tennis, hike, and travel.

Kylie has no plans to slow down anytime soon. “My goal right now is to hit $10,000,000 in sales volume. Other than that, I want to keep providing my clients with the highest level of service. I truly appreciate all the positive things that have come from me working in real estate. The rewards have been much more than any type of financial gain, and I want to empower other women to achieve that type of job satisfaction and financial freedom.”

With eight million in sales volume in the past 12 months, Kylie uses various marketing methods to showcase her listings. “I have a marketing person that can boost my listings so when I do get a new listing, he sends it out to thousands of people. I’m also active on Instagram and other social media platforms.”

Behind her diligent work ethic is the desire to help people succeed as well as her love for variety. “I like that I’m not stuck in an office all day and I get to work and interact with different people,” she says, and adds, “I also like the adrenaline rush because real estate is like a roller coaster ride. One day it’s mellow, the next day you’re slammed and you’re racing to get to these houses and get the offers in.”

Outside of work Kylie is passionate about helping her local community. “We try to boost some of the less 22

To learn more about Kylie Edington, call (785) 250 – 4361, email kylie.sells.homes@gmail.com, or visit kylierealtor.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 24

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: Top Agent Magazine

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

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

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

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

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

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

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

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

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VICTORIA FISHER When she got her Realtor’s license in 2011, Victoria Fisher knew she wouldn’t be satisfied with a business that merely met her clients’ expectations. She wanted to exceed them. “My children make fun of me because of all the things I do for my clients,” she laughs. “People rely on me to help them with a lot of things because I’m the person they trust. I’m very proud to have earned that regard.”

Her clients have rewarded Victoria with more than their trust. Not long after entering the industry she became a Top Producer in consecutive years, and after only three years she started a team to help her keep up with the growing volume. Ten years into her career she has a repeat client and referral rate of 85 percent, with an average sales volume of almost $30 million. It’s a remarkable achievement, but one she’s quick to share with her team.

“I couldn’t do this without them. We’re all good friends and work well together. I’m also very grateful for my partner Juan Aluma whom I’ve worked with for the past four years. We’re kind of mirror images of one another, sharing the same vision.”

Specializing in luxury waterfront properties with Sotheby’s International Realty, Victoria represents clients from Miami Beach to Hollywood, including Sunny Isles, Aventura, Surfside, Bal Harbour, and Hallandale.

She’s built a reputation not only for her strong negotiating skills, but also for the close relationships she builds with her clients. “I’m a great listener, and I take time to get to know people and learn their needs. I also educate them on how the market works. If it’s a listing, I let them know what they need to do to get their house ready. Whether I’m working with buyers and sellers, I’m always gently honest about what they need to do and what they can expect. My clients respect and appreciate that, which is why I believe they keep coming back to me.”

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Victoria spends lots of money on marketing in order to gain her sellers the highest return on their investment with the least amount of time on the market.

She lists to hundreds of websites, including all of the social media platforms.

She also purchases features in local magazines like Aventura Magazine and Haven if the property calls for it. “One of the reasons I chose Sotheby’s is the global exposure they bring, and the variety of tools I can utilize on behalf of my clients.” Her relationship with clients doesn’t end with the closing either. Victoria stays in touch personally and through her monthly newsletter, which often prompts clients to reach out to her with questions, which she’s always happy to answer.

When she’s not working, Victoria’s happy place is on the beach, whether lounging or exercising. These days she’s happily busy with family, planning weddings for her two oldest daughters and sharing with her youngest the excitement of starting high school.

As for the future of her business, Victoria wants to keep growing, and to continue offering the personalized service she and her team are known for. She also has her Broker Associate’s license, and plans to open her own brokerage some day.

Contact Victoria at 305-469-1620 or email Victoria@victoria-fisher.com Copyright Top Top Agent Agent Magazine Magazine

Kramer, Golden & Brook, P.A. is proud to congratulate

Victoria Fisher

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

KRAMER, GOLDEN & BROOK, P.A. T: (305) 899-1800 F: (305) 891-1144 legalinfo@kgbpalaw.com www.kgbpalaw.com 12000 Biscayne Blvd., Suite 700, Miami, Florida 33181

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

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 28

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

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

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

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

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

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

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

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

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

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TINA VANDERWERKER is available, she uses the resources available to her through Berkshire Hathaway to send out e-postcards to all of the agents in the MLS. She also partners with Adwerx to target advertising to potential buyers looking for similar properties. That’s in addition to sending out postcards and promoting her listings via Facebook and Instagram.

Tina VanDerwerker began her real estate career when she and her husband decided to begin investing in real estate. “My husband wanted to flip houses, and we decided that we would do it as a business together,” Tina recalls. “One of the companies we were associated with suggested that somebody on the team be a Realtor® so we could have better access to houses.

I’ve always had an interest in real estate and houses, and I’ve sold two of my own homes, so I decided to get my license. I enjoyed it so much that I went from doing it part-time to now full time!” The rest is history, and Tina excels at helping her clients achieve their real estate goals.

With Berkshire Hathaway HomeServices | Blake, REALTORS®, Tina serves the entire Capital Region.

Repeat and referral clients make up 60% of her business and growing, an impressive feat that speaks to the trust and confidence Tina inspires. “I have a healthcare background and used to be an occupational therapist, so I have compassion for my clients,” Tina explains. I listen to them, just as I did when I was working in healthcare.

I put those same skills towards real estate.”

Tina’s clients appreciate her low-pressure, understanding approach. “I don’t come across as a pushy salesperson,” Tina says. “That puts people at ease, and clients tell me that I keep them grounded. I help settle them and bring them down to reality, and they find that very helpful. I think of myself as their partner. Whatever they need, I’m here for them and I work with them to solve their problems.”

Tina’s background in flipping also proves a valuable resource for her clients. “Often, clients will request that I come in and give them my vision for what they can do with a property,” she says.

When it comes to marketing, Tina uses a comprehensive approach to ensure maximum exposure. Once a listing 30

Tina is involved with her local community through the Ballston Spa Rotary.

When she is not working or giving back, she and her husband enjoy traveling and spending time with friends and family boating and relaxing on the lake.

In the future, Tina plans to continue growing her business, and is in the process of hiring an assistant, “So that I can be more available for my clients and give them the attention they deserve.” Above all, Tina looks forward to continuing to serve her clients. “I so enjoy helping people get to that next stage of homeownership, whether it be downsizing or upsizing. I love the feeling I get when we have found a wonderful home for them, and then at the closing they get the keys and they’re so appreciative. It’s a really great feeling when I can be a part of that life journey for my clients.”

For more about Tina VanDerwerker, please call 518-598-9973, email cvanderwerker@bhhsblake.com. or visit cvanderwerker.bhhsblake.com https://

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Carl W. Hasselbarth is proud to congratulate

Tina Vanderwerker

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

Carl W. Hasselbarth, Esq.

Real Estate Law ~ Tax &office Estate Planning Solution 518-630-5280 SǽGI

Carl@HasselbarthLaw.com (EVP%-EWWIPFEVXL1E[ GSQ PO Box 16 ;IWXIVR &ZIRYI ,YMPHIVPERH 3= Clifton Park, NY 12065

mobile 518-698-7700 QSFMPI

Office: (518) 630-5280 JE\ fax 518-630-5280 (call first) Fax: (518) 630-5280 (Please call first) Carl@HasselbarthLaw.com

www.HasselbarthLaw.com PO Box 16, Clifton Park, NY 12065

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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ELLEN GVILI Top Agent Magazine

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Top Agent Ellen Gvili is a Global Real Estate Advisor for Ocean Sotheby’s International Realty, where she assists clients throughout the Florida Keys, from Key West to Key Largo, as well as clients from Europe and South America.

A resident of the Florida Keys for more than 20 years, Ellen Gvili has always been driven by a sense of curiosity and passion for helping others.

Born and raised in Germany, she would travel the world after earning her Masters Degree in North and South American Studies and Journalism, spending time in England, Spain, and South America. Upon settling down in Key West with her husband, she began to take an interest in real estate during the purchase of their home. “Right away, I fell in love with the islands and was seeking an opportunity to learn more about our local history and architecture,” she says. “So in 2002, I got my license—and I’ve been practicing real 36Copyright Top Agent Magazine

estate ever since, with the goal to help others fulfill their dreams” In the years since becoming a Realtor, Ellen has gone on to author an accomplished career, establishing a network of satisfied clients that spans the world. Today, she is a Global Real Estate Advisor for Ocean Sotheby’s International Realty, where she assists clients throughout the Florida Keys, from Key West to Key Largo, as well as clients from Europe and South America.

Also featured on HGTV’s Beachfront Bargain Hunt, she specializes in the sale of unique properties, like waterfront homes, Victorian style Top Agent Magazine

mansions or Conch homes in the historic district of Key West. A good number of these Old Town homes date from the 19th century, and reflect the building styles and cultures of the early settlers: Bahamian shipwreck salvagers, New England sea captains and Cuban cigar barons. Some were built by the shipbuilder-carpenters of the 1800s.

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Ellen also represented the seller and the buyer in the sale of the Old Stone church, a mixed use property that was converted into a gallery and two residential spaces. But no matter the transaction, she has cultivated a truly remarkable workflow around values of honesty, integrity, and personalized service.

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Ellen has earned a fantastic reputation across the Florida Keys—and the world. Fluent in German and Spanish, and understanding French and Hebrew, she fully embraces the process of collaborating with her international clients, maintaining a strong standard of communication above all else.

When listing a home, Ellen is there for her clients each step of the way. After helping them fully prepare their property for the market and equipping them with a suite of professional resources, from standout staging, photography to videography, she broadcasts their home over a blend of targeted digital and social media campaigns. Along the way, she also shares her listings via print advertisements in the local and national newspapers; in fact, she is even about to launch her own home and lifestyle magazine, which will provide yet another platform for her sellers.

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In the meantime, Ellen is just as hands-on with her buyers, leveraging her extensive professional sphere and in-depth knowledge of the Florida Keys to locate the right home for their best interests. Moreover, she stays in touch long after the deals are done to keep each client fully apprised of the market and ensure they are enjoying life in their dream home. “When you live in a paradise like this, you don’t sell houses, you sell a lifestyle and help people in achieving their dreams,” she says.

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Through the years, Ellen has earned a fantastic reputation across the Florida Keys—and the world.

Fluent in German and Spanish, and understanding French and Hebrew, she fully embraces the process of collaborating with her international clients, maintaining a strong standard of communication above all else. “Throughout my life, I have always been interested in traveling and visiting different cultures,” she says. “At the end of the day, I cherish any opportunity to learn about other people and uncover exactly what they’re looking for.”

Outside her career, Ellen is deeply involved in her community. On top of contributing to her local Top Agent Magazine

animal shelter and youth sports, she also supports the Florida Keys Children’s Shelter, Habitat for Humanity, and the Key West Art and Historical Society. When she’s not with clients or giving back, she enjoys traveling, yoga, playing tennis or relaxing at home with her beloved husband, two boys, and their Yorkie.

In addition, her eldest son, who is in college studying International Business, has recently followed in her footsteps, passing his real estate exam and currently serving as her assistant.

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Going forward, Ellen has strong ambitions for the future of her business. Most recently, she has partnered up with a fellow agent, who is also licensed in Chicago, to build her own team, and in the months

ahead, she is excited to further scale the boutique model of service that has set her apart in the region.

More than anything, though, she can’t wait for the new clients that await on the islands—and beyond.

For more information about Ellen Gvili, call 305-304-2933, email egvili@oceansir.com, or visit floridakeysbesthomes.com https://

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 42

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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SAMONE BOLLERUD-BEITLER

It was a serendipitous meeting on a soccer field that led to Samone Bollerud-Beitler’s entrance into the real estate world. Attending her nine-year-old daughter’s game, she met a busy agent who asked her to become their transaction coordinator. “It was initially a way to earn grocery money,” Samone explains. But she quickly fell in love with the industry, and decided to become an agent herself. Today her business is entirely built on referrals and repeat clients, as Samone focuses on helping people reach their real estate goals and going above and beyond expectations. Serving Arizona’s Maricopa County and surrounding regions, she is an expert in her field and loves guiding people through every step of the transaction.

“My integrity, honesty and work ethic keeps 44

people coming back,” she explains. Samone is always working with her client’s best interests in mind. “I am very outgoing, and I listen really well. During the process, I’m focused on the goal and making sure we are on track.” For her buyers, Samone takes the time to understand exactly what they are looking for, and doesn’t stop searching until it’s found. When submitting an offer, she ensures they are competitive yet not overpaying. Meanwhile, her sellers get the most out of their property with exposure on multiple websites and the MLS. “I’ll also advertise their home on social media, and I still do print ads, because there is a large segment of the population that continues to read physical magazines and newspapers.” Completing an average of 20-30 transactions each year, it’s clear Samone is on the right track.

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Word spreads fast about her service, as clients love to share their experiences with others. Even colleagues enjoy working with Samone, with one recently saying, “I had the opportunity to work with Samone on a recent transaction. She was the listing agent of a home in which I represented the buyer.

I’ve been a real estate broker licensed in CA and AZ for over 15 years, and must say Samone is a true professional. She was attentive, organized, and available. Agents come in all shapes and sizes, and I’ve worked with all sorts. Having a top agent is tantamount to your success as a buyer or seller, and Samone is among the best in the business. I sincerely hope to have the opportunity to work with her again.”

Grateful for her career and community, Samone loves to give back to causes close to her heart. She is involved with Dentistry from the Heart, an organization that helps those in need obtain free dental care. “I also collect school supplies and donate them to inner city schools,” she says. “We’ve done drives to collect food, and painted trim and handrails for nonprofits so their buildings could stay in code.” During the few hours that Samone isn’t working or volunteering, she can be found mountain biking, paddleboarding, hiking or walking her dog.

Samone undoubtedly has a bright future ahead of her, as she is planning on growing her team to six members and opening a nonprofit to serve children aging out of the foster care system. In the meantime, she’s enjoying the journey. “Most of my clients become friends, it’s so fun to be a part of their lives.”

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For more information about Samone Bollerud-Beitler, please call 602-390-1462 or email samonesells@gmail.com 45

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 46

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

Top Agent Magazine ®

Top Agent Magazine

Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

Top Agent Magazine ®

47

I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

Top Agent Magazine ®

Top Agent Magazine

JOZETTE & JASON DRIEAR Top Agent Magazine

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JOZETTE & JASON DRIEAR

Born and raised in Wisconsin, Jozette Driear has always been interested in real estate. After getting her start in the Midwest, she would relocate to Montana in the early 1990s and quickly fall in love with the state, in particular for how it complimented her outdoor lifestyle.

Also equipped with years of experience in the construction and finish industry, she decided to launch her career as a full time agent, finding fast success in the business. Soon after, her husband Jason, a lifelong resident of Montana, decided to join her, and in the decades since, the couple has built a network of satisfied clients and fellow agents that spans the region.

Today, Jozette and Jason are Realtors® for PureWest Real Estate, where they assist 50

clients throughout all of Southern Montana.

There, they have combined their unmatched expertise, outstanding communication skills, and compassion to meet the needs of any buyer or seller.

When listing a property, Jozette and Jason are there for their clients from start to finish. After helping fully prepare each house for the market, they share it via a blend of targeted digital and social media campaigns. But no matter what, they keep their clients included in the process, maintaining a high standard for open and honest communication throughout. “We’re real with our clients,” Jozette says. “Above all, we want to include them every step of the way, and we often wind up becoming good friends Top Agent Magazine

over the course of their transaction.”

Elsewhere, Jozette and Jason are just as attentive when assisting their buyers, leveraging their acute knowledge of the Montana region to carefully guide clients to the right home for their best interests. In fact, the Driears stay in touch long after the closing through regular check-ins and even the occasional barbeque or appreciation event—all to ensure their clients are enjoying their new homes.

Through the years, Jozette and Jason have earned a fantastic reputation throughout Montana, as evidenced by their strong rate of repeat clients and referrals. In part, this is due to their strong foundations in construction.

Having spent 29 years building custom homes and commercial buildings, Jason possesses the insight needed to identify any potential design issues with a prospective house. Moreover, he and Jozette can connect their clients to an extensive network of contractors and real estate professionals, giving their buyers and sellers an added advantage.

When they’re not with clients, the Driears can be found spending quality time hiking, hunting, or fishing together in the great outdoors. Meanwhile, Jason is also an avid fan of buying and selling classic cars. Going forward, though, this power couple has strong plans for the future of their business. But most of all, Jason and Jozette look forward to all the new clients and opportunities that await in Southern Montana. “In real estate, no two days are the same,” Jozette says.

“But we truly appreciate the variety offered by our career. At the end of the day, the process of getting out there, meeting new people, seeing new properties, and helping our clients is what keeps us going.”

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To learn more about Jozette Driear email Jozee@PureWestMT.com, visit purewestrealestate.com, or call (406) 580-4469.

To learn more about Jason Driear email JasonD@PureWestMT.com or call (406) 439-1486. www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 52

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Top Agent Magazine

Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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URSULA ROUSE Top Agent Magazine

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URSULA ROUSE “I always had this love for real estate,” Ursula Rouse explains, while discussing her path to becoming an agent. After working as a lawyer, she realized she wanted to pursue that passion.

“I wasn’t happy with my career, so I reached out to a friend who worked as an agent,” she says. “I met with him and he walked me through it. It sounded amazing.” With a desire to help others, Ursula earned her license in 2013 and hit the ground running. Today she works as a solo agent with an assistant by her side, serving the greater Philadelphia area.

Providing superior service at every step of the transaction, Ursula has created a business that largely runs off of referrals and repeat clients.

“There’s this inherent trust between myself and my clients, because they are referred to me by people that I know and have worked with before,” she explains. This helps each transaction run smoothly, with Ursula leaving no questions unanswered. “I’m honest with them and very responsive.

I never pressure them to make decisions.” For Ursula, real estate is all about the relationships, so she centers her work around nourishing lasting bonds with those she serves. This includes listening intently to their needs and going above and beyond to get them towards their goals. She is patient with

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her clients, giving them all the knowledge and advice they need to create a stress-free transaction. When it comes to marketing, she implements strategic plans to spread the word. “In addition to posting it on the MLS and real estate websites, I will do an email blast, brochures, and will send out just listed cards to all nearby neighbors.”

After working with Ursula, buyers and sellers love to spread the word about their time together. One recently said, “Not only did Ursula sell our house at rapid speed, and for the price we wanted, she has weathered the ‘seller’s market’ storm with us through listing after listing. Ursula has always made herself available every night, day, and weekend and has become an honorary member of our family. She has exceptional guidance in this increasingly competitive market, and we have already recommended her to many of our friends and family. We cannot wait until she finds us our dream home!”

During the few hours that Ursula isn’t working, she can be found giving back to her community. She’s a Court Appointed Special Advocate (CASA), where she advocates for the best interests of abused and neglected children in the foster care system. “Foster care children are often switching families or schools, so CASA is able to provide them with a steady person throughout.” During any free time, she is hanging out with her children or listening to podcasts.

Growth is in Ursula’s future, as she plans to build a team. “My goal is to get my support system down and then I can hire buyer’s agents,” she says. Wherever her path leads, she will continue to enjoy the journey, as she has truly found her dream career.

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For more about Ursula Rouse, call 610-389-3445 or email ursula.rouse@compass.com Copyright Top Agent Magazine 57

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: 58

Top Agent Magazine

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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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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MELISSA SHAW

MELISSA SHAW

You won’t meet many Realtors who have overcome as much as Melissa Shaw to achieve their dream, nor anyone as dedicated as she is to helping other people realize their own. Her core values encompass a where-there-is-a-will-there-is-a way, no-excuse mindset to achieve the goals and best interests of her clients, backed by integrity, exceptional service, and experience, with the intent of building relationships for a lifetime.

Born and raised in Australia, Melissa moved to the US in 1997. She received her real estate license in 2003 and opened her own company to serve the Portland, Oregon and Southwest Washington area in 2006, only to see her business dive like everyone else’s when the housing bubble burst two years later. Unable to afford her mortgage payment, Christmas presents for her kids or pay her bills, she reexamined her business model and initiated business coaching through Buffini and Company. She began growing again, only to be hit with years of serious health challenges, including two brain surgeries that limited her to work less than a few hours a day. But love never loses focus and her will and

newfound purpose in life found a way. “Throughout it all, my boys were my who and my why. I knew I had to find a way to prosper despite the challenges. I was all they had.”

The valuable coaching helped Melissa realize what she really loved about her work, and in 2015 she began focusing on deep relationship building. It was the door she’d been looking for. “My clients are my real estate family. They energize and humble me with

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their loyalty, character, and business. My true joy personally and professionally comes from helping people achieve their home ownership goals and having the honor of getting to know them and be a part of their journey.”

To say that Melissa’s career has blossomed since then is an understatement. As owner and broker of Lewis Realtors, she’s been honored to help over 680 clients across more than two-decades of service. In 2020 alone she assisted 57 families with their real estate needs. Since 2016, she has achieved over $63 million in closed home sales and a 100 percent repeat and referral rate. They keep returning for the Five Star Service Melissa offers: a smooth, stress-free process and a personal relationship with a Realtor who cares about them and will be available to advise them forever as their real estate resource. Her sellers benefit from a marketing strategy specifically tailored for their home, designed to bring the highest price with the shortest time on the market. Buyers profit from Melissa’s decades of experience and deep knowledge of the process and local markets. She steers them clear of any pitfalls and negotiates the best price and terms on their home transaction. All clients enjoy the professionalism of a credentialed Realtor who delivers her services with integrity, and empathy to every need.

Contributing to the health of her community has always been important to Melissa too. In 2020 she took those efforts to new heights, partnering with Homes for Heroes to offer exclusive benefits and cash rewards for police, firefighters, military personnel, EMS, and teachers in her local community.

To date she’s contributed $42,159.95 to 16 different clients, ranking her 3rd in her state and 38th in the nation for supporting our country’s heroes.

Melissa is excited about the future and the opportunities success has afforded her. “For me it’s never been about just making money; it’s about who I can help along the way and the relationships I form. I’ve reached a point in my business where I have a nice work-life balance. I want to maintain that, keep doing right by my clients, and continue paying my blessings forward.”

For more about Melissa Shaw please call 503-381-7672 or email Melissa@MelissaLewisHomes.com

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’s simply a must.

And the better at it you become, the to feel about you. From your photos to other and harmful at worst. To help you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker.

I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good.

In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become the face of their business & a star in their market.

BrandFace Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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

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CARRIE BOND

A longtime resident of DeWitt, Carrie Bond has always been drawn to real estate. For years, she managed her own home staging and interior design business; however, she always sought an opportunity that better spoke to her passion for helping those in her community. Once her children were older, she decided the time was right to earn her real estate license—and the rest is history. Today, Carrie is a Quality Service Certified® agent with Berkshire Hathaway HomeServices Tomie Raines Realtors, where she assists clients throughout the greater Lansing area.

As a member of The Home Seekers Group, one of the top producing teams in greater Lansing, she has established a truly boutique workflow around values of openness, integrity, and client service.

house for the market, then shares it via a blend of targeted digital and social media campaigns. In the meantime, she utilizes proven methods like advertisements in neighborhood magazines to give her clients an added advantage in the marketplace.

“Throughout my career, I’ve always loved real estate design,” she says. “There’s nothing more fulfilling than recognizing a home’s potential and adding that personal touch by specifically working with its sellers.”

When listing a home, Carrie is there for her clients from start to finish. Leveraging her own extensive experience renovating and reselling properties around Michigan, she helps her sellers fully prepare their 68

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But elsewhere, Carrie is just as hands-on when assisting her buyers, leaning on her acute knowledge of the Lansing area to identify the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done through regular check-ins and even the occasional client appreciation event—all to ensure they are satisfied in their new homes.

Through the years, Carrie has earned a fantastic reputation across Michigan, as evidenced by her strong rate of repeat clients and referrals. Having closed on over 30 transactions in 2021 alone, she remains focused on the compassionate approach that has set her apart in the region. “This business comes down to personal relationships. With many of my clients, I wind up cultivating friendships that last well beyond the transaction. Above all, I enjoy investing in the people I assist and getting to know their families.”

Outside her career, Carrie is tremendously active in her community. On top of having volunteered at her children’s school and athletics over the years, she is deeply involved with her church. When she’s not with clients or giving back, she can be found spending quality time with her family or cheering on the Michigan State Spartans.

Going forward, Carrie has strong plans for the future of her business. As her volume maintains its exponential growth, she intends on obtaining her Broker’s License while taking on a leadership role within The Home Seekers Group or, if called, branching out on her own. Most importantly, though, she is focused on scaling the elite standards that have brought her so much success in her hometown. “I came to real estate for the people,” she says. “I’ve always been inspired by service-driven careers, and more than anything, I love helping others realize their goals—today and tomorrow.”

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For more information about Carrie Bond email carrieabond@aol.com, visit carriebondrealtor.com or call 517-203-8274 www.

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JULIA NEAL

Julia Neal realized early in life that she needed to be helping people in order to feel fulfilled and happy. Graduating from Towson University in 2013 with a Bachelor of Science in Community Health, she worked as a Nutrition Program Monitor for the Family League of Baltimore City for a little over a year. She loved the mission, but dreamed of making a more comprehensive impact on her community. Real estate offered her the opportunity to build a brand of service that emphasized a life-first approach.

It was a dream career for which she was willing to take a risk. She quit her entry-level assistant job at a small property management company and took the plunge. She got her license, waitressing parttime to spread out her savings until she could build a business that would support her.

Six years later, she’s created a successful business with The W Home Group of Next Step Realty,

“What I love most about this work is the ability we have to form strong bonds with so many people as we’re helping them through a very important time in their lives,” Julia explains.

“I really came at this industry that way. It was never about getting leads or selling houses, but about getting to know people, their lifestyle and their needs, and assisting them in taking that next step forward.”

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serving clients all over Baltimore Metro. In 2021 alone she’s on track to close $18 million in sales volume, with an astounding 98 percent of that business coming from referrals.

No one who knows Julia is surprised, especially her clients. “I put my heart and soul into it, and I think the people I work with can see that. We create a great bond, and are usually friends by the time we close the deal.”

Working with an exceptional marketing department, Julia tailors a marketing strategy to the needs of each listing, utilizing targeted marketing on Google and the social media platforms, as well as reaching out to the agents and potential buyers in her sphere.

After a closing, she stays in touch with her clients, following up with them throughout the year to see how they are doing.

Julia is a member and Rising Star Award winner of the Greater Baltimore Board of Realtors, and she is constantly looking for ways to strengthen her community. Along with her colleague, Shannon Smith, she launched the Above and Beyond Movement to lead and inspire business owners, helping them build successful brands in alignment with their values, positively impact their communities, and maintain a healthy worklife balance. Julia creates that same balance for herself, enjoying leisure time with her husband and their 15-month old son, as well as with their two dogs. She’s a health enthusiast with daily yoga and movement practice. She also enjoys traveling, connecting with friends, and dancing when she can find the time.

As for the future of her business, Julia is looking forward to many more years of providing exceptional service to her clients.

She’s also excited to continue her work with like-minded professionals to improve the community overall.

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To learn more about Julia Neal please call 410-491-7141 or email Julia@TheWHomeGroup.com

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AYUSH VATS

Having moved to the US from New Delhi on his own as a teenager, Ayush Vats knows a thing or two about taking leaps of faith. He also knows that choosing a Realtor who is going to be helping you with one of the biggest financial decisions of your life isn’t the right time to do it.

“I arrived here with nothing and built my business from scratch,” Ayush explains. “That required me to develop a fighter’s mentality, which I bring to bear on behalf of my clients. Lots of Realtors will talk about their responsiveness, how prompt they are at returning calls. I’ll do that too, of course, but I’m also very proactive, which means that I get to know people and their needs very well, and then I’m the one calling to alert them to opportunities in the market. My clients appreciate that, and it’s allowed me to create a strong bond of trust with them.”

a few rehabilitation projects with some friends in Denver. When that career led him to move to San Diego, he found himself looking forward to the two weeks when he’d return to Denver to continue work on the flips. That’s when he realized he was in the wrong line of work and needed to follow his bliss. “There were certainly some risks involved with giving up an established corporate career to do something completely new, but I knew it was

Ayush was well into a successful corporate career when he began working on Copyright Top Agent Magazine

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the right move. I got my license and jumped in with both feet.”

Less than 4 years later he’s met with success again, representing clients in San Diego and the surrounding area with Willis Allen Real Estate. Over the last two years he’s closed 27 transactions and has already earned many referrals from the families he’s helped, something he’s very proud of. “When people refer you, they’re staking their own reputation on you living up to their recommendation. I never forget that, and I give every transaction my full attention.” One of the qualities that sets Ayush apart from many agents is his willingness to take the time to get to know people. That relationship building allows him to understand what his buyers are looking for in a home and how to help them moving forward.

For his sellers, Ayush deploys a creative marketing campaign on social media that draws maximum exposure to their properties. He’s a strong believer in the power of video, which he uses to tell the story of the homes he’s marketing. “Most people don’t really enjoy just reading the cold facts of a listing, but everyone is attracted to video that allows them to imagine themselves living in a home,” he explains. “Ultimately, this business is about matchmaking.”

Ayush is always looking for creative ways to give back. During Covid, for instance, he and his wife helped maintain the vitality of their community by taking over a space that had been forced to shut down and opening a new salon called VAATIKA. As for the future of his business, he wants to continue to grow, and would love to expand his interests into development. “I’ve spent my life creating something out of nothing. I want to get into projects that add new value to my community.”

Contact Ayush at 619-389-5052 or email ayush@willisallen.com

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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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AMINA BHAIDANI When Amina Bhaidani purchased her first house in the US, she was inspired to enter the real estate field. “It was so fun to see a house and ask the agents questions,” she says. “I also loved the freedom it allowed, so I could make my own schedule.” Amina hit the ground running after earning her real estate license and hasn’t looked back since. Her husband, Samir Vasani, is a real estate investor, and Amina credits him for helping her reach great heights. It’s also clear this career runs in the family, as Amina’s daughter is a licensed agent in California and Nevada as well. Today, Amina serves the greater Las Vegas region, and she loves showing people everything the area has to offer.

By providing superior service and support throughout the transaction, much of Amina’s business derives from repeats and referrals.

various areas of the city that are coming up. I teach them about the infrastructure, the different zones, and what they can expect on every side of the city.”

Looking ahead, Amina hopes to teach more people about the benefits of homeownership. “I want to help as many people as possible get a roof over their head, because not everyone will be able to work at the end of their life,” Amina says. “When it’s time to retire they will own that home free and clear.”

Years into her career, Amina is still as excited as ever to help others achieve their real estate goals. “I love to see the smile on my clients faces. It’s such a wonderful feeling, and it’s so rewarding to build those relationships.”

“I came from Los Angeles, so I know a lot of people who still live there and are unable to buy because it’s so expensive,” Amina explains. “So I really try to show people from out of state what they can get here. I make videos showing what it’s like to live here, how the weather is great most of the year, and all the hidden sides of Vegas.” When working with buyers, Amina gets to know them on a deeper level so she can understand exactly what they are looking for. “I will find them a place suitable for their needs, which sometimes means finding a place in a great school district or one that doesn’t have a high purchase price if they are putting less than 20% down.” Meanwhile, she helps her sellers get the most for their property by advertising it on social media. “I post videos on my Facebook, bring it to my investors’ attention, and I just spread the word amongst everyone I know in the community, including agents, family and friends.”

With a true passion for the Las Vegas Valley, one of Amina’s favorite things to do is take people on tours of upcoming areas. “I love educating people on all the Top Agent Magazine

For more about Amina Bhaidani, please call 702-660-4559 or email aminarealtor@hotmail.com Copyright Top Agent Magazine 75

JACK BROWN At an early age, Jack Brown was exposed to the outdoors by the hardest working person he has ever known: his father.

While hunting and fishing with his dad, he developed a tireless work ethic that carries him to this day. He began his career in human services, acting as Vice President of Community and Economic Development at a local nonprofit organization. While overseeing affordable housing developments throughout his hometown, he came to take a passion for real estate. Inspired, he decided to switch tracks and pursue an opportunity with Whitetail Properties, where he applied his background as a developer to find fast success in the industry.

Today, Jack is the Pennsylvania Team Lead at Whitetail Properties, where he specializes in large, recreational acreage throughout Southwest Pennsylvania. Also licensed in Maryland, he possesses the insight needed to fully read a property, drawing from his combined experience in construction and as an outdoorsman to maximize its return or potential.

When listing a property, Jack offers his clients a highly targeted strategy. After helping them prepare for the market, he shares their listing via a network of resources, from third party websites like Lands of America to television ads, billboards, direct mailers, and a blend of social media campaigns. Meanwhile, he leverages the robust platforms at Whitetail Properties to give his clients an added advantage, thoughtfully representing their property and capturing its fullest potential.

Elsewhere, Jack is just as committed to his buyers, carefully guiding them to the right investment for their needs.

From start to finish, he is by their side, maintaining a strong standard of integrity and open communication with every transaction. In fact, he has even camped out on properties

for multiple nights with his clients, just so they can get a strong feel for their future investment. “I take my buyers and sellers by the hand and walk them through the whole process,” he says. “It’s not a one or two hour showing when you’re walking through 625 acres of land with somebody; that’s an eight hour commitment. And I wouldn’t have it any other way.”

For his detailed approach, Jack has earned a terrific reputation throughout Pennsylvania, with the majority of his volume coming from repeat clients and referrals. As his volume maintains its rapid growth, he remains committed to the business model that has set him apart in the first place.

“I have really developed close friendships with all my clients,” he says. “It’s funny—when you enter this job, you never think that a client from three years ago is going to text you on Christmas morning. But to me, those personal relationships are probably the best part of this career.”

In the meantime, Jack is deeply involved with his community, sponsoring and volunteering for several outdoor associations that span the region. Having recently completed his training as an Accredited Land Consultant, he also enjoys furthering his education in real estate, which allows him to keep his clients on the cutting edge of the industry.

Going forward, Jack has strong plans for the future of his business. Now qualified for his Broker’s License, he intends on expanding his team in the months ahead while further cementing his foundations within Southwest Pennsylvania. “I’m always striving to do more for myself and my clients. At the end of the day, I won’t stop until we’re the #1 outdoor recreational company in the State of Pennsylvania—that’s just how I’m wired.”

To learn more about Jack Brown, email jack.brown@whitetailproperties.com, visit whitetailproperties.com or call (724) 237-6308. www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 78

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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KASANDRA CARDA Kasandra Carda brings over 16 years of real estate knowledge and experience to every transaction. Equipped to handle any challenge, she ensures that her clients experience a smooth transaction and receive the best results every time.

Owner of Saratoga Spa Realty LLC in New York, Kasandra serves buyers and sellers throughout Saratoga County and surrounding areas.

Kasandra has a tenacious reputation for providing an elite level of customer service, keeping the client’s best interest at the center of her work, and anticipating people’s needs before they even think of them. “I work with a lot of military families, so it’s important for me to get it right.

I think my clients appreciate that I’m a big hand holder, meaning I patiently walk them through every little step of the transaction,” she explains, and adds, “They also feel comfortable asking me anything, because they know that in my book, there are no stupid questions.

Most of my clients are first time homebuyers who are new to the area and who have never bought a house before. I make sure that I’m with them every step of the way and educate them so that they feel secure in their decisions.”

Completing 47 transactions last year, Kasandra focuses on social media to market her listings. “We have our own website and do a lot of social media marketing. It really helps drive the traffic, especially with the younger crowd,” she explains. Her diligent work ethic has put her in the top 10% of real estate agents in the area for the last three years, and last year she was ranked in the top 100. “It’s very intense and, at times, exhausting to work at his level. But what really keeps me motivated is knowing that I make people happy. After I help a client buy or sell a property, it’s extremely fulfilling to

witness their excitement and know that I played an important part in that.”

Alongside her husband, Kasandra also owns Carda LLC, a property management company specializing in residential rentals and selective home remodeling projects for close to a decade. “My husband, Jesse, was in the Nuclear Navy for over 10 years, and with that, came a lot of friends and clients needing management for their homes once they were transferred with the US Navy. We were right there to fill a void in the rental management market, serving our military clients with the knowledge and care it takes to work with soldiers who are stationed all around the globe. We typically manage between 20-25 mostly military owned and occupied properties surrounding the Naval base.”

As a lifelong resident of Saratoga Springs, Kasandra is an active member of her community and is involved with various charities and organizations. “In the past I’ve done an annual fundraiser for a local breast cancer group, and I also work a lot with veteran organizations,” she says. In her spare time, she enjoys camping with her husband and daughter.

Kasandra has no plans to slow down anytime soon. She is focused on growing her business and providing her clients with white-glove service during every transaction. “My long-term goal is to expand my business and add more agents to the team while I step back into more of a broker role. Great customer service is crucial to me, and I want to make sure that my clients are receiving the best possible care, and that nothing falls through the cracks. Buying and selling a home can be an overwhelming process, and I believe that my job is to make it as simple and easy as possible.”

To learn more about Kasandra Carda, email kasandrarealtor@gmail.com, visit saratogasparealty.com/about, or call (518) 727–9107 www.

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ROBERT FELDMAN Rob Feldman is known for providing buyers and sellers with an unparalleled level of service and real estate knowledge.

As a Senior Real Estate Specialist with the Simply Vegas brokerage, and a partner with 55 Places.com, he focuses on helping clients make the most informed real estate choices.

Clients have lots of questions and concerns about lifestyle and the environment, so when we tour, I make sure to cover all the important concerns. Most are coming from non-desert locations, so there are lots of details to discuss. They also get a lot of information from my website, which is Las Vegas specific, and has articles and details about living in Nevada.”

Rob’s extensive hospitality background as part of the executive management team at Marriott International has helped him develop a strong focus on white-glove service and attention to detail. “Marriott helped me hone a lot of organizational, operational, and interpersonal skills. I retired from Marriott after 25 years and lived all over the United States. I have a dual citizenship with France, and I also studied Chinese for several years, so I am able to connect with clients from anywhere in the world.” With Rob’s travels across the United States with Marriott, he finds a lot of commonalities with clients. “When I find these commonalities, it makes my clients more comfortable. We share information on backgrounds and culture that are all important in finding a new home location.”

Passionate about helping people, Rob’s favorite part of work is being able to make the transaction process as simple as possible for his clients. “It’s all about the challenge of helping people, getting them acquainted with an area and making sure that we find the right house. I spend up to an hour on that first phone call with clients, building that trust and confidence and reassuring them about my knowledge on active adult communities in Las Vegas,” he says, and adds, “Within 55 places we also have a great reverse mortgage loan. I find that it satisfies a lot of people’s needs, so it’s a matter of putting all these different packages together so that my clients can make the right decision.”

When working with Rob, clients can count on an agent who is dedicated to doing the right thing and making sure their needs are being met. “I give all my clients personal attention and I take the time to listen and understand their needs. I have clients that are looking for immediate moves, and I have clients that are looking to move in a couple of years. When they are relocating to Vegas, we do a tour of the community so that I can answer their questions about the environment and explain to them that it’s not just buying a house, it’s buying a lifestyle.

I probe deeper to find out what the new retirees want to do with their free time so that I can help them find the community that best fits their needs.

With over 40 closed transactions last year, it’s Rob’s commitment to clients as well as his marketing tactics that propel his success. “Before COVID I would knock on a lot of doors in the neighborhood and tell people about my listing. Now, a lot of marketing is done online and through social media.” In the coming years, he is focused on continuing to build his business and providing clients with the right tools and education to make the best real estate transactions. “Technology has changed a lot and become even more crucial since the pandemic. Right now, we’re working on creating informational YouTube videos with advice for people who are looking to retire and relocate to Las Vegas.”

To learn more about Rob Feldman, email Rob@robfeldmanproperties.com, visit Robfeldmanproperties.com, or call (702) 232 – 0105. www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 82

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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“JOGI” JÜRGEN GERNER Born and raised in Germany, “Jogi” Juergen Gerner first visited Costa Rica in 1992 and fell in love with the country right away.

Following subsequent visits, he decided to make Tamarindo his home, and when a close friend offered him a position at their local real estate business, Jogi knew he had discovered his dream job. After establishing strong foundations in the area, he decided to launch ABC Real Estate with his wife Verena Moshammer in 1999—and the two have been going strong ever since. Today, Jogi is the Owner and Broker of ABC Real Estate, where he services clients throughout the Northern Pacific Coast of Costa Rica.

With his offices located at the heart of Tamarindo, he has combined his expertise, compassion, and integrity to meet the demands of any transaction, from residential homes to lots and commercial properties.

When marketing a listing, Jogi prefers a comprehensive strategy. After helping his clients fully prepare their property for the sale, he and his daughter, a social media expert, share it through a blend of highly targeted online campaigns. In the meantime, he employs a suite of professional resources, including stand-out signage, to give his sellers an added advantage in the marketplace, ensuring a seamless transaction that maximizes their value. “We live by our slogan: ‘Fine selections by the beach,’” Jogi says. “For us, it’s not just about what we sell; it’s about whom we work with. We strongly believe that the chemistry has to fit between our team, our clients, and their properties. After all, if you’re enthusiastic about something, it’s easy to sell.”

Elsewhere, Jogi is just as committed to his buyers, leveraging his decades of experience and in-depth knowledge of Costa Rica to connect them with the right home for their best interests. Over the years, he has earned a terrific reputation throughout the region, as evidenced by his strong rate of repeat clients and referrals, as well as his glowing client testimonials. Through it all, though, he remains focused on the proven approach that has set Top Agent Magazine

him apart. “Real estate comes down to two main things: listening and being honest. But I also have a great wife. Verena supports me and has been crucial to our success.”

Outside his career, Jogi is deeply committed to his community. He has previously been involved with the local association and municipality of Tamarindo, where he has collaborated with others to complete various projects around town—including a new police station. When he’s not with clients or giving back, he can be found swimming, going for a hike with his dog, riding motorcycles, or spending quality time at home with his beloved family.

Looking ahead, Jogi has strong plans for the future of his business. Having completed this year in sales till August 2021—four times the volume of his previous best year—he is most focused on scaling his workflow to assist his rapidly growing clientele. But most of all, he is fulfilled by the values that brought him to real estate in the first place. “There’s nothing more satisfying than helping others,” he says. “In our business, you’re well rewarded for doing the right thing for your clients.”

To learn more about “Jogi” Jürgen Gerner email jogi@abccostarica.com, visit abccostarica.com or call 506 8829 6262 www.

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APRIL HARRINGTON April Harrington has moved many times, so she knows well the joys and the headaches that come with turning the page into a new chapter of life. But as a broker and owner of EXIT Real Estate Experts in Old Hickory, Tennessee, she strives to make sure the only experience her clients remember is the joy of stepping into their new home. “Our slogan is ‘The destination is the easy part. Let us handle your journey,’” April explains. “That’s how we like to take care of people.”

Her passion for real estate came from watching her mother run a property management and vacation rental business in Costa Rica. She got her Realtor’s license in 2013 to help people stateside, and now manages a team of 4 agents representing clients in Nashville and across Middle Tennessee. The team averages $20 million a year with a 100 percent repeat client and referral rate. “People keep using us partly because they never feel pressured. We don’t focus on how many transactions we’re doing. We build relationships and trust that the business will come.”

Those relationships also include an international network of real estate teams to whom April can refer clients who need to buy or sell outside of Middle Tennessee, which is the focus of the work she does as a lead and sponsor for Destination Finders International. It’s part of her commitment to a comprehensive service package aimed at meeting clients’ every need. “We like to serve people who need to be served—how they need to be served—whether that’s walking someone who never believed they could afford a house on a two-year journey to build their credit, or helping someone who wants to retire to a different country with their immigration.

Our relationship with them doesn’t end with the closing either. We’re there to help them for life.”

When it comes to marketing her listings, April and her team assist in staging the home, after which they market

it with magazine-quality photos and professional videography to all of the media outlets, including social media and dedicated real estate websites. When potential buyers search online, Feathers—the team’s mascot—greets clients at the door of every home they look at, injecting fun into the search, which translates to more hits for the properties on Google.

April is very active in her community as well. She’s on the board of the New Horizons Corporation, which provides life skills and jobs for adults with disabilities.

She’s been a member of the Community Involvement Committee for five years, hosts a fundraiser for CASA/GAL every year, and is the president of the LBGTQ+ Real Estate Alliance. She also donates a portion of every sale to Habitat for Humanity.

Time off is spent with her husband, often on their boat at Old Hickory Lake. But April also loves caring for her six chickens, five dogs, three goats, two cats, and one turtle. “I’m a plant lady too,” she laughs. “So I do a lot of gardening.”

Going forward, April wants to continue growing her business and expanding her ability to serve clients internationally. When her citizenship is approved for Costa Rica, she’d like to open a second office there.

Contact April at 615-419-3782 or email buyandsellwithapril@gmail.com Copyright Top Agent Magazine

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

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

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

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What is employee appreciation and how do you enact it?

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

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

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

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 86

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

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

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

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

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

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DEEPAK HEMRAJANI “I love what I do,” says Broker Deepak Hemrajani, Lead of The DH Citadel Real Estate in Plainview, New York. “I eat, drink and sleep Real Estate.”

Not only is Deepak passionate about what he does for a living, he excels at it. Currently, he holds a perfect five-star overall rating on Zillow.com and Google comprised of scores of glowing testimonials attesting to the top-ofthe-line customer service he provides his clients.

One of the main reasons he got into Real Estate was his fascination for investments. Being able to have a close look and increment not only his knowledge but his assets gave him the desire to help other people achieve their goals and increase their wealth. I also wanted to get into the business because I have a large network of people I work with, and I knew that it would really help me grow and build my own business.” Licensed in 2013, Deepak has built a thriving business based on a solid foundation of honesty and integrity. Currently overseeing a dedicated team of twenty agents, Deepak can claim that the lion’s share of his business is based upon repeat and referred clients, an accurate barometer of excellent customer service in the Real Estate industry.

“It has to do with the way I conduct business with my clients,” says Deepak, when asked how he has managed to inspire so much trust and loyalty amongst those he works with. “They become friends, because building relationships is incredibly important to me. When I do business with them, I never lie, I’m completely honest.

I believe in total transparency. If there’s a home that I feel isn’t good for them, I’ll be the first one to tell them.

I don’t play games; I don’t play hide-and-seek. I believe they appreciate that, and I think that’s one of the reasons they continue to refer me and return to work with me.”

Deepak, who sells primarily in Manhattan and the north shore of Long Island, also works internationally. “I travel a lot,” he says. “I tend to do business in Dubai, Top Agent Magazine

London, and sometimes in India as well. I also plan on doing business in China.”

Another factor in Deepak’s impressive success story would be his expert negotiation skills and comprehensive, targeted and intelligent marketing strategies that expose his listings to as many potential buyers as possible. The result is almost always a fast sale for top dollar, not to mention happy – and returning and referring – customers.

When he’s not working, Deepak enjoys nothing more than spending time with his family. He is also an avowed foodie who has recently taken up golf, and who loves traveling with his wife. Deepak is also philanthropic minded, and he is deeply involved with his local chamber of commerce. He and his wife also support multiple local charities. “We donate,” he says, “because we love to take care of people who are in need. I think that’s very important to always give back.”

When asked about his plans for the future of his business, Deepak grows thoughtful for a moment before replying. “I definitely want to hire more agents and help them become successful. I’d love to have multiple offices.” Above all, however, remains his overarching, longtime objective: to continue providing every one of his many clients with the unparalleled customer service that has become synonymous with his name.

For more about Deepak Hemrajani, please call 917-668-8603 or email Deepak@DeepakHemrajani.com Copyright Top Agent Magazine 87

DANA JENSEN Realty Connect is the innovative brainchild of Dana Jensen, the company’s Founder and CEO. Realty Connect is a one-of-a-kind, exclusive brokerage that offers non-practicing agents the ability to keep their license Active for an annual fee of $100 as a referral agent without having to pay MLS fees, Association dues or Realtor expenses. But instead of representing clients personally, his agents simply refer their clients to a top local agent in that market who represents the client and does all the work. In exchange, his agents typically earn 25%-75% referral fees for each successful transaction.

With over 25,000 Realtors currently in their network, Realty Connect serves every zip code in all fifty states.

“I began my real estate career as a licensed salesperson in 2003,” recalls Jensen, when asked about the genesis of Realty Connect. “I’d always been drawn to real estate as an exciting career.” Things changed however, during the market crash in 2007-2008. “When the housing market collapsed, I wasn’t prepared. I wanted to keep my license but couldn’t afford all the fees, dues, and expenses. That’s when I came up with the idea for Realty Connect. I wanted to give agents an alternative to simply quitting or letting their license expire.” Although Realty Connect agents can’t practice real estate personally, they earn substantial referral fees by helping friends, family, and people they know connect with top local agents in their market. And the concept seems to be working. Realty Connects average referral fee is $3,200, with most agents making 2-3 referrals each year.

“One of the things I like most about what I do,” says Jensen, “is being able to take an agent who is licensed in one state and show them how to do business nationwide. I also like teaching them proven strategies on how to generate business, because a lot of agents don’t know how to make a referral; they don’t know what a referral opportunity looks like, and some don’t even know what to do when one is in front of them. That’s too bad because each of those opportunities is literally worth 88

thousands of dollars. So, I give my agents all the tools and resources they need to be successful.”

Jensen also makes certain that the receiving agents in his network are of the highest caliber. “Our network is full of top local agents from every company you’ve ever heard of, and hundreds more.” says Jensen, “Plus, agents can’t buy their way in. Joining the network is by invitation only, and every agent must pass a vetting process that eliminates 90% of all potential candidates. We want our transactions to be successful, so we only invite top-rated and highly experienced agents to become part of our referral network.”

Jensen, who has personally sold over 300 homes representing over $150 million in sales volume, grows thoughtful for a moment when asked about his plans for the future. “Getting the company to this point has been full of challenges, but now that over 1,000 agents join Realty Connect every year, it feels like we’re getting it right.” Jensen adds “So, our overall strategy is to keep doing the things that are working while we figure out new ways to improve things we could be doing better.” he replies. “I still get a little joy every time a new agent joins the team, but I’m grateful for the agents we already have, and always want to make sure the value we deliver is far greater than the small investment we ask agents to make in themselves.”

For more information about Dana Jensen and Realty Connect, call 703-762-6218 or email Dana@RealtyConnect.com Top Agent Agent Magazine Magazine Copyright Top

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 90

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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NICK JUNKER Top Agent Nick Junker – Lead of the Nick Junker Team at Keller Williams Premier in Stillwater, Minnesota – is a truly dedicated, hardworking real estate professional who has spent nearly a decade helping buyers and sellers achieve their goals. Nick’s strong focus on providing exceptional customer service has translated into a sterling reputation as a trusted real estate advocate.

Nick, who is also licensed in Wisconsin and sells primarily in the Saint Croix Valley area, began his journey in real estate in 2012. “I have an uncle who is a Realtor,” recalls Nick. “He came to me and told me that he thought I’d be really good working in real estate. I fought him for a while on it, but ultimately gave in and gave it a try. It turned out to be one of the best decisions I’ve ever made.”

Since then, Nick has built a thriving business on a solid foundation of honesty and integrity. Currently, almost the entirety of Nick’s overall business is based upon referrals and past clients, a sure indicator of the topof-the-line service he and his team members provide.

“I think that has a lot to do with the fact that I’m very honest with my clients,” explains Nick, when asked how he has managed to generate such impressive levels of trust and loyalty amongst those he works with. “I say the things that need to be said during a transaction, and from beginning to end I’m going to do what’s best for my clients, and I think they understand and trust me.”

marketing strategies. Professional photography is utilized exclusively, and every one of his listings is fully staged prior to hitting the market. Nick and his team – which includes his wife – also deftly utilize the internet and social media platforms to gain maximum exposure for his properties. The most frequent outcome is a fast sale for top dollar, not to mention satisfied clients.

When he’s not working, Nick enjoys nothing more than spending time with his family, and is also an avid fisherman, golfer, softball player and bowler. Additionally, Nick gives back to his community in a variety of ways. He and his family are deeply involved in the Awana program, the local softball program and they also heavily support local and small businesses.

Nick’s plan for the future of his business includes continued growth and adding more team members to support that expansion, and one day, to move into a total mentorship and training role. Above all, however, remains Nick’s primary, longstanding objective: to continue providing his clients with the unparalleled customer service that has long been his calling card. “I like helping my clients meet their goals and have their dreams fulfilled,” says Nick. “I love that I get to be a part of that.”

Nick also works hard to forge long-lasting relationships with his clients. “I do my best to stay in touch with them,” he says. “I’ve built my business on cups of coffee, lunches, going to birthday parties and weddings, that sort of thing,” says Nick. I really value those relationships.”

Another factor that comes into play when assessing Nick’s ever-growing success story would be his expert negotiation skills and intelligent, comprehensive Top Agent Magazine

For more information about Nick Junker, call 651-208-7850 or email JunkerTeam@kw.com

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CHRISTINE LYNN Known for her unparalleled customer service and market knowledge, Christine Lynn goes above and beyond to help each client successfully achieve their real estate goals. Her in-depth industry insight and experience allow her to seamlessly guide buyers and sellers throughout the transaction process, while her sharp negotiation skills make her a formidable client advocate.

Christine credits a longtime family friend for getting her started in real estate and providing her with a competitive edge. “My mentor has been in the business for 50 years and brought me on to be her partner. She taught me everything she knew, so I had a really accelerated learning curve in my first year in the industry because I was able to absorb from her 50 years worth of market knowledge, business strategies, and business techniques. I was privileged to have what I consider a classical education in real estate, meaning a pre-technology understanding of how things work, which was a wonderful springboard for me to be able to incorporate emerging forms of technology to advance the fundamentals of the real estate business.”

With a high percentage of repeat and referral business, Christine believes it’s her focus on forming long-term relationships as well as her strong and prompt communication with clients that makes them keen to work with her again. “I would say the keywords that define me are business intelligence combined with a sincere desire to understand the client’s wants and needs. I just received my master’s degree in Business, and I took all of the knowledge about recruiting top talent and finding people with high skill levels and specialized areas, and I incorporated that into my real estate business along with using other cutting edge business techniques to ensure that my buyers and sellers would have a flawless experience every time.”

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Marketing plays a major role in Christine’s recipe to success, and she likes to utilize both print and digital media to sell her listings. “I believe in all forms of marketing, including the ones that were dominant years ago like postcards, magazines, and other physical and tactile marketing pieces that people can touch, see, and keep or even pass along to a neighbor, friend or family member. I’m also committed to digital marketing and employ people with top skills to help me in that area.”

Outside of work Christine is on the board of three nonprofit organizations: Optimists International-Birmingham, University of Michigan Alumnae Association-Birmingham and American Association of University WomenBirmingham. When she’s not working or giving back her time, she loves exercising and spending time with her family and friends.

In the near future, Christine plans to expand her team and continue growing her business. “Going forward, my focus is on recruiting top talent to add to my team.

We want to continue to use the proven strategies we already have in place, but I also want to bring on talent that will have new cutting-edge ideas to keep elevating our business to the highest level.”

To learn more about Christine Lynn email christinelynn@hallandhunter.com, or call (248) 761–6696 Copyright Top Top Agent Agent Magazine Magazine

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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ERIN MALDONADO Exceptionalism is the name of the game for top agent Erin Maldonado. As Team Lead of Homes of the Carolinas Real Estate – powered by North Group Real Estate – Erin has committed herself to providing her many grateful buyers and sellers with top-of-the line customer service and client advocacy.

Having been raised in the Charlotte area since the age of four, Erin can claim unique insight on the growth of the Queen City and surrounding areas. Honest and hardworking, and possessing a wealth of market and overall industry knowledge, there are few better suited to helping clients achieve – and frequently exceed – their real estate goals.

Erin, a former teacher who graduated from UNCC & Montreat College with a Master of Arts in Education, began her journey in real estate following in the shoes of her aunt and uncle, both successful Realtors. “They actually sold us our house in 2008,” recalls Erin, “when I had just had my third child. When it was time for me to go back to work, I decided to give real estate a try.” A fortuitous decision, as Erin found success almost immediately out of the gate. Now licensed in both North and South Carolina, and designated as an International Luxury Real Estate Specialist, Erin currently oversees an equally dedicated team of agents and support staff – a team that closed over fifty-three transactions in the recent twelvemonth period alone, an impressive feat by any measure.

As of this writing, the entirety of Erin’s considerable business is solely based upon referrals and positive word of mouth, an accurate barometer of the unparalleled level of customer service she and her team provide their clients. “I think that also has a lot to do with my diligence and honesty,” says Erin, when asked how she has managed to achieve such impressive levels of trust and loyalty amongst those she works with.

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Another factor would be Erin’s commitment to education – both of her clients and of her team members and newer agents at North Group Real Estate. Having established and currently overseeing the mentorship program at that agency, Erin puts her degree in education to good use on a daily basis. “I love watching both my customers and agents grow and evolve,” she enthuses, “and getting to be a part of that growth and evolution is very rewarding.”

There are multitude of other reasons behind Erin’s success story, and chief among them would be her expert negotiation skills and thorough, intelligent approach to marketing that includes professional photography, open houses and cutting-edge technology like Matterport 3-D walkthroughs of her listings. Deft utilization of social media ensures maximum exposure for her many listings, and all combined translate into fast sales for top dollar, not to mention happy clients.

When she’s not working, Erin is an avid gardener who can be frequently found attending her three children’s gymnastic meets and soccer games. She is also an avid philanthropist who gives back to her community through her support of multiple charitable organizations, including Carlie’s Army, VermilliRun, Toys for Tots, E2Digital and the Charlotte Mecklenburg School system.

Erin – who currently holds a perfect overall five-star rating on Zillow.com, on which site she is a Premier Agent, has big plans for the future of her business, including continued mentorship of up-and-coming agents and further growth of her already-exceptional business. Above all, however, remains her primary objective: to continue providing her clients with the impeccable, caring customer service that has long been her calling card.

For more about Erin Maldonado, please call 704-340-1615 or email Erin@homesofthecarolinas.org Copyright Top Agent Magazine 95

JOHN MAMMANO In 2002, John Mammano left his job in corporate finance to pursue a career in real estate. He got licensed and started working in Washington D.C. and over the last two decades he has built his real estate career on the foundation of effective communication and personalized service. As an agent backed by Compass, John specializes in offering a comprehensive package of services to his clients while maintaining constant personal contact with them throughout the transaction process and beyond. This combination has made John a household name in a lot of D.C. neighborhoods, and his reputation precedes him as a prominent Realtor in the area.

One of John’s major goals as a Realtor is to offer a level of service to his clients that exceeds their expectations and eliminates stress for them in what can otherwise be a challenging experience. Through his experience, insight and hard work, John aims to make the process of buying or selling a home as easy and comfortable as possible, all while sticking with his clients every step of the way.

“I put an emphasis on consistency - I make it known that I’m always available for my clients, ready to help whenever and however I can,” John says. “I approach each client with authenticity, so they know they’re working with a human being who genuinely cares about their best interests, and I keep up with them long after the transaction is closed.” John’s ability to build relationships with clients while offering immense value as a Realtor has been essential to the development of his large sphere of influence - he gets 80% of his business through repeats and referrals from satisfied clients.

Through working with Compass, John is able to point clients in the right direction in order to solve any problem they might have. He has contact information for vendors, contractors, and mortgage professionals at his fingertips, and has access to the resources necessary to overcome any obstacle within the realm of real estate without compromising his ability to offer thorough, hands-on service to his clients.

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John is particular about the presentation of his listings, and goes the extra mile to ensure his sellers get top dollar for their properties. He is hands-on when determining what each property needs to highlight its strengths and bring out its true potential, then uses professional staging, photography, and Matterport video tours to make each listing look pristine. After crafting a listing that will draw the eye of prospective buyers, he pushes it through social media and various third party websites as well as open houses and targeted postcards to maximize exposure for the property. John is a prolific agent who consistently gets results for his clients, and he looks forward to growing his business further in the future while maintaining the high quality of his service.

As a long-time resident of Washington D.C. John finds it incredibly important to stay involved in his community. He routinely works with local organizations, such as pet shelters and food banks, and invites clients to community-sponsored events through social media to bring people together. If you’re looking for an experienced Realtor in D.C. who goes above and beyond the call of duty for his clients, look no further than John Mammano!

You can contact John at (571) 331-8557 or john@johnmammano.com Copyright Top Agent Magazine

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 98

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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SADIE McGANN A member of TVRG Homes at Keller Williams at Capital Properties, Sadie McGann is known for her integrity, responsiveness, and knowledge that translates into stress-free transactions for her clients. She got her start when a family friend suggested that a career in real estate would be the perfect fit for her skillset. “A friend of mine told me that I had a sharp eye for design and that I should try my hand at real estate.”

Right away, Sadie knew she made the right choice and immersed herself in helping clients achieve their real estate goals.

Working largely with repeat customers and referral-based clients throughout Northern Virginia, Sadie focuses on building lasting relationships with her buyers and sellers. “I think it’s being able to not only have that relationship when you’re in the transaction, but then also keeping it once the deal is closed. More often than not I feel like I become friends with my clients, and we stay in touch, go to dinner, get drinks, and do things on the weekend. Building that friendship is important because it helps during this overwhelming process and the client doesn’t feel like they’re going through it alone,” she says.

clients that are looking for flips. I identify the right property for them, I help them through the process, and then I turn around and list it.”

When she’s not busy working, Sadie is busy planning her upcoming December wedding. Together with her future husband, she likes to spend her weekends hiking with their Goldendoodle, finding new local wineries and breweries, and listening to live music.

Going forward Sadie is excited to continue the growth of her business and she remains committed to each one of her clients and ensuring their success. “I initially thought when I first got into the business that I would stay on a team for a couple years and then I would branch out on my own. But I’ve come to realize that I love being a part of the team. It not only gives me so many great ideas, but it also helps me learn, and I think that’s a huge part of being in this business. You have to really stay on your toes to give your clients the best service.”

When working with Sadie, sellers can count on her to strategically market their listing. “Social media provides many great platforms for marketing right now. I experiment and see what gains the most traction, and lately it’s been videos. I post a lot of videos on Instagram that highlight things that I would have mainly shown in pictures before. We also do brochures, email blasts, and open houses.” This year, Sadie is hoping to hit $20,000,000 in sales volume.

Sadie’s latest passion in real estate is working with investor clients. “I enjoy working with different type of investors. Not only investors that are looking to buy rentals that they’re going to rent out long term, but also Top Agent Magazine

To learn more about Sadie McGann please call (571) 271–7673 or email sadie@tvrghomes.com 99 Copyright Top Agent Magazine

JENIFER MEEKS Born and raised on Lake Norman, Jenifer Meeks was first drawn to real estate soon after having her first baby. Having previously built a successful career in the pharmaceutical industry, she began searching for a new opportunity that still spoke to her passion for helping others while leaving her time to be there for her growing family. Inspired by her lifelong interest in the housing market, she decided to pursue her real estate license—and the rest is history.

Today, Jenifer is a REALTOR® and Broker-in-Charge at J.CASH Real Estate, where she services clients throughout Lake Norman and the surrounding areas. Licensed in both North and South Carolina, she has not only authored an exceptional career in residential real estate, but also in new construction and investment properties, possessing the insight and integrity needed to meet the demands of any transaction.

When listing a home, Jenifer, alongside her in-house marketing and operations team, assembles a comprehensive plan for each client. After helping her sellers fully prepare their house for the market, she shares their listing through various platforms, from targeted social media campaigns to print advertisements, as well as sharing it with previous clients in her extensive professional sphere.

She is also well-versed in out-of-state transactions, with many of her listings reaching across the nation to regions in New York, New Jersey, California, and Florida.

In the meantime, Jenifer is just as helpful when assisting her buyers. Leveraging her unique perspective as a lifetime resident of Mooresville, she carefully guides her clients to the right home with their best interests at heart. In fact, she remains in touch with them well after the deals are closed via regular check-ins and even client appreciation events—all to ensure they are completely satisfied in their new homes. Over the years, she has earned a fantastic reputation throughout the region, with the entirety of her volume coming from repeat clients or referrals.

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But as the Broker-in-Charge at J.CASH Real Estate, Jenifer also enjoys mentoring and cultivating the up-and-coming agents. “I don’t see myself as an individual agent,” she says. “Instead, I enjoy encouraging my fellow agents who have come to our firm to grow their business.”

Outside of her career, Jenifer is tremendously involved in her community. On top of being an active participant at her church, she joins her firm in contributing to a variety of local charity events and auctions, such as Feed North Carolina or The Pinky Swear Foundation. When she’s not with clients or giving back, she can be found relaxing on the lake or spending quality time with her family at their vacation home in Destin, Florida.

Going forward, Jenifer has strong ambitions for the future. With her volume maintaining its steady growth, she is currently earning her Florida license while deepening her work with investment properties. But most of all, she looks forward to welcoming more buyers and sellers to her beloved hometown. “I’ve always been driven to help others,” she says. “As such, I’ll do whatever it takes to make the deal work. Whether my client is a first time homebuyer or a seasoned investor, the process of building a lasting relationship with them matters most to me.”

To learn more about Jenifer Meeks please call (704) 918-8873, email jenifermeeks@jcashrealestate.com, or visit jcashrealestate.com www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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CECE MILLER Cece Miller began her Real Estate career in 2015. “My father was a commercial broker and then I married a commercial broker,” Cece recalls. “My husband was buying and selling investment properties, I decided to get my license and specialize in residential instead of commercial.” In the years since, Cece has excelled at helping clients achieve their real estate goals.

Cece serves primarily northwest Columbus Ohio, specializing in houses along the Scioto River. “I grew up on the river and I live along the river now,” she says. “It is a lifestyle which allows me to incorporate my fabulous experiences and knowledge with my clients. I truly love unique properties and helping my exceptional clients find what will fit their lifestyle and personalities!”

Even though her specialty is riverfront homes and estate properties, in her successful career, she has done it all, first time home buyers, condos, investment properties, estates properties, land and luxury homes. She holds a Casan Certification for Luxury Real Estate. Cece loves when a transaction comes together and it is a win-win for all involved. Her positive energy and outlook are absolutely contagious.

Cece’s clients say again and again that she is not your typical real estate agent! They describe Cece as “downto-earth, authentic, smart and savvy, and very relatable.”

All of Cece’s business comes from repeat and referral clients, an incredible feat that speaks to the trust and confidence she inspires! Both professional and personable, with a deep knowledge of unique riverfront properties, Cece can be relied on to help her clients navigate any challenges with ease. “Clients tell me that I make the process fun and not stressful,” she says.

When it comes to marketing, Cece says, “With properties on the river, you have to market this unique lifestyle to people.

Often, people don’t know that the river even exists! So I target to the lifestyle rather than the home, and I’ve found that to be really successful.” A true expert when it comes to homes on the river, Cece has even taken clients to showings via boat rather than car, and showcases the joys of living on the river. “The lifestyle here is wonderful: the boats, the views, paddle boarding, kayaking, and so much more!”

When she is not working, Cece enjoys spending time with her 3 beautiful children, husband, family and friends. She loves boating and traveling up to her family’s cottage on Lake Huron!

Cece loves the entire process of helping her clients. “My clients tell me that I find the perfect home for them. I find a property that will match their personality, taste and budget. Then I show it to them and they fall in love with it. I know it’s right as soon as I bring the client in.”

Her clients agree. “Wish I could give 6 stars!” said Amanda K. “Cece was a wonderful person to help us through the process of selling our home and buying our new home! Extremely knowledgeable, professional, friendly and dedicated! We couldn’t have had a better experience! We are truly grateful for her!”

In the future, Cece says, “I just hope that I’m fortunate enough to continue working with interesting and exciting people, and I hope my clientele continues to grow. I am very fortunate with the business I have had, and I am looking forward to meeting new people. I love houses, I love people, and I love bringing the two together!”

CECE Miller. EXPERIENCE the EXTRAORDINARY. To find out more about Cece Miller, please call 614.989.0417, email cecemillerrealestate@gmail.com or find her online at cece-miller.com http://

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LORI MOSES For Lori Moses, real estate was the ideal way to combine her love of business with her desire to help others. She got her start when a board member at her gymnastics and cheerleading gym suggested she look into it. “I was the owner of the gym, and was also an accountant, so he was telling me how great of an agent I would make.”

Lori passed her test on the first try, hitting the ground running as a REALTOR® in January of 2007. She won the 2007 Rookie Shining Star award for having the most sales as a newcomer. Although the market crashed shortly after she entered the field, Lori took it as a learning opportunity and soaked up as much knowledge as she could. Today she has flourished and is the lead of The Lori Moses Team, serving Hillsborough and Pinellas counties in Florida.

All of Lori’s business derives from repeat clients, referrals, and word of mouth. “I’m great at providing excellent customer service to everyone I serve,” she says. “We don’t treat our transactions like transactions.

We treat clients like family.” A true people-person, Lori loves to guide people through one of the largest transactions of their life, making what can often be a stressful process into an enjoyable experience. “I’m always thinking about how I would want to be treated in any situation, and I treat my clients in that way.”

With a solid reputation in her region for going above and beyond expectations, Lori spends time mentoring the agents on her team, teaching them to provide the same great service to their buyers and sellers.

When it comes to marketing, Lori pulls out all the stops, providing professional photography for most listings.

“I’ve never not sold a house or closed a deal, once I put something on the market, it sells.” Lori is hands on throughout the process and memorizes every important date so she is always ready. “I’m an accountant, so I’m a deadline person. I always know what is occurring on any given day.”

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After working with Lori, clients leave glowing reviews about their time together.

One recently said, “Working with Lori and her team made my first home buying experience great! They were on the ball every step of the way, always answered all my questions quickly, and made what I thought was a hectic experience so easy! Lori is very personable and honest to make you feel comfortable throughout the process. I am definitely going to use Lori when I’m ready to buy my next house! Thanks Lori Moses Team!”

When Lori isn’t working, she’s coaching her dance team. “Whenever there is a professional sporting event that can’t afford cheerleaders, we go and provide service for them. We dance at the Shriners Bowl every year for Shriners Hospital. We typically do about ten events a year.”

Looking ahead, Lori has her sights set on continuous growth. “We want to branch out to different counties and would love to have a 50 mile range covered by each agent.” In the meantime, Lori is loving every minute of her work, and can’t see herself in any other path.

For more information about Lori Moses, please call 813-416-8098 or email lorimosesrealty@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 106

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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LISA NGUYEN An experienced real estate professional known for her integrity, work ethic, and problem-solving skills, Lisa Nguyen serves buyers and sellers throughout the greater Denver Metro area. Lisa started her career right out of college and set out to change lives and help people—specifically international clients facing the difficulties of a language barrier and other hurdles—achieve the American Dream of home ownership.

Bilingual in Vietnamese, Lisa leads The International Group at RE/MAX Professionals. Her team—featuring agents who speak Korean, French, Vietnamese, Mandarin and Cantonese—is devoted to making the transaction process as simple and smooth as possible. “A lot of our clients come to us specifically because we are able to speak their native language and help them translate and understand every step of the transaction in a way that feels most comfortable to them.” Her attentive care to her clients’ needs paired with her work ethic resulted in Lisa being the 40 under 40 winner for 2019 and 2020 Colorado Homeowner Magazine as well as being inducted into the 2020 RE/MAX Hall of Fame.

Lisa’s team is on pace to close 70 to 80 transactions in 2021, and they always find creative ways to best serve their clients. Their approach to marketing is no different. “We use a variety of methods to get our listings in front of as many people as possible. We do virtual tours, and we have a large social media presence on Instagram, Twitter, Facebook, and LinkedIn. We have a huge network in many different countries, and our listings go to thousands of different websites. During the pandemic we were doing virtual open house videos. We also have a 24-hour chat feature so anybody can talk with us anytime and ask questions about each listing.”

Outside of work, Lisa is an active member of her community. She serves on the Global Task Force at the Colorado Association of Realtors and the WIRED Women’s Council at DMAR. She previously served as Top Agent Magazine

the Co-Chair for the AREAA Diversity and Fair Housing Summit and was the President of the Greater Denver Board for the Asian Real Estate Association of America. She is also a board member of the Community Alliance Council (Diversity Task Force) at the Denver Metro Association of Realtors.

What propels Lisa to work seven days a week is her genuine passion for helping people. “I find that there’s not a lot of representation for the communities that I serve, so for me it’s all about getting families into great homes and building generational wealth. It’s truly an honor to be a part of that. I work extremely hard and I’m always on call, but I love what I do. I don’t think I could love any other career more than this.”

Lisa has a variety of talents and hobbies outside of real estate. She is a dedicated tennis player and enjoys writing poetry. She has also taken up playing the violin again. When she has free time, she likes to travel with her family.

Her advice to those thinking about a career in real estate: “Make sure your heart is in the right place, have empathy for people, and do the right thing, even when no one is watching.”

To learn more about Lisa Nguyen, please call (303) 669 – 5255, email lisanguyen.remax@gmail.com or visit lisanguyenremax.com www.

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STACY PEARDON Stacy Peardon’s success in the real estate world is a mixture of experience, market knowledge, integrity, and elite negotiation skills. As the leader of The Peardon Team, she helps buyers and sellers throughout Macomb and Oakland County. Stacy’s love of real estate goes all the way back to her teenage years. “I actually started out in real estate when I was only 14.

I would answer the phone at a local RE/MAX office. Then at 18 I became an assistant to a couple of agents and never looked back.”

With over two decades of experience in the business, Stacy has developed a loyal base of repeat and referral clients. Thanks to her service-oriented approach, buyers and sellers can rest assured that they will get the personal service that’s necessary to make their transaction smooth and seamless. “We are very client focused. We also have a high level of accountability within our team. Our team operates as a full service boutique team, with very personalized service. And since we are an 80% referral based business, we are able to service clients of many areas and price points. Our goal is to provide the best client experience possible.”

Being deeply involved in her community helps Stacy make a positive impact and stay in touch with clients at the same time. “We have a very large presence in the community in terms of charity work. Every year we support several local charities, and we host various client events,” she says, and adds, “I also keep up with clients regularly via monthly mailers and emails. I do a letter of the heart, which goes out to my closest clients, and is not business related. I also send out one that’s all about evidence of success, which goes out to a broader audience. It might be a video of me explaining what I’m currently chasing 108 108

or focusing on. I try to get into more detail than just talking about the number of homes I’ve sold. I might discuss a situation where somebody had their home on the market with a couple different agents and didn’t sell, and I analyze that situation and the steps that I took, after the listing came to me, to ensure that it would sell. It’s all about personal stories that might hit a note with somebody and inspire them to refer me to their family or friends who might need help with a particular real estate issue.”

Despite the COVID-19 pandemic, Stacy’s team was able to complete $44 million in sales volume, and 169 sales in 2020. “I think the key is to be very aware of what’s going on and make early decisions based on facts instead of just reacting after something happens.

You have to continuously analyze things and diffuse any potential bombs.” This year, The Peardon Team is on track to finish 2021 with $50 million in sales.

To learn more about Stacy Peardon please call (248) 494–4400, email Stacy@PeardonTeam.com, visit PeardonProperties.com Copyright Top Top Agent Agent Magazine Magazine

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 110

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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ANDRIA PORTER Nobody knows better than Andria Porter how stressful moving can be. Having relocated across the country several times following her husband’s military assignments, she also knows the importance of having someone in your corner to help you with the process.

“Our Fort Collins area is a hot market right now, and a lot of my buyers are moving here from all over the country,” Andria explains. “I get a lot of joy in helping make that transition easier, and showing them all the great things this area has to offer.”

After getting married and leaving her job with DuPont to move from Texas to Illinois with her husband, Andria began taking real estate classes to help with the couple’s property investments. A few years later they moved to Colorado, where she got her Realtor’s license.

When her husband was deployed to Afghanistan, she began representing clients full time. “I was worried about him,” says Andria. “And it helped to put my head down and just work.”

She fell in love with both her work and the area she serves, and 7 years later she’s built a successful brand with PorterHouse Homes, serving clients all over Northern Colorado through Keller Williams. Whether people are looking to buy, sell, or build a real estate investment portfolio, Andria has the expertise and experience to help them make good decisions. In 2021 alone she’s on pace to help between 60 and 70 families, with 30 percent of that business coming from repeat clients and another 30 percent the result of referrals.

You need only look at her gushing reviews to understand the reason for that loyalty. As one happy client wrote, “Our experience buying our new home was absolutely seamless—Andria went above and beyond several times to get things done and answer our (many) questions. She knows Fort Collins and the surrounding Top Agent Magazine

area very well. If you’re searching for a realtor that you can trust and that will genuinely act in your best interests, I recommend that you give Andria a call.”

Her sellers are just as satisfied, reaping the benefits of Andria’s comprehensive marketing plan, which is calculated to attract a wide range of buyers—from Baby Boomers to Gen Y. Her team advertises listings in local newspapers and magazines, as well as to every social media platform. One of her team’s most productive marketing strategies, however, is reaching out to the vast network of agents and potential buyers in their sphere, which often leads to multiple offers before the home spends much or any time on the market. “Another blessing of this work is that so many of the people I meet stay in my life. Clients become friends, and friends become like family.”

When she’s not working, Andria enjoys just about everything. She’s a huge foodie and loves to travel.

She also likes hiking, biking, swimming, and running.

“I’m an expert at nothing and a dabbler in everything,” she laughs. “My favorite thing, though, is spending time with my family.” As for the future of her business, Andria wants to continue expanding her team, and train them on how to successfully grow their own business, which starts with putting clients first in everything they do.

Contact Andria at 970-818-2599 or email andriaporter@kw.com 111 Copyright Top Agent Magazine 111

PETER ROBERTSON A resident of Brisbane for more than 30 years, Peter Robertson was first drawn to real estate while emigrating from England to Australia in 1989. In the process of selling his home privately, he came to take an interest in the industry, in particular for how it highlighted his expert negotiating skills and ability to identify and handle buyer’s needs. After settling down in Brisbane, he decided to delve into the business—and he’s been going strong ever since.

Today, Peter is one of the Founding Directors of Position Property, where he works alongside an expert team of fifty to assist clients throughout the Brisbane CBD and its surrounding areas. Having established elite foundations in everything from residential real estate and project marketing to property management, he has cultivated a boutique workflow around integrity and compassion, which allows him to meet the needs of any buyer, seller, or investor. “We believe in doing the right thing by everybody,” Peter says. “Through the years, maintaining that personal connection with developers and clients has been the key to our business.”

When listing a home, Peter offers his clients a comprehensive strategy. After helping them fully prepare their property for the market, he broadcasts it over a blend of targeted digital media campaigns. In the meantime, he leverages his decades of experience to share his listings with his own extensive sphere of influence.

Elsewhere, Peter is every bit as hands-on with his buyers, harnessing all the resources available through his team to ensure a seamless transaction, advocate on their behalf, and guide them to the right home for their best interests. In fact, he keeps in touch well after the deals are done through frequent check-ins, all to ensure his clients are fully satisfied with their purchase.

In his career, Peter and his team have earned a terrific reputation throughout Brisbane, with the majority of their volume coming from repeat clients and referrals. For the 2021 financial year and despite COVID restrictions the company transacted over half a billion in sales ($574m) with 882 properties sold.

Furthermore, he is a part of the Real Estate Results Network, an invitation-only organization and nationwide network that highlights and trains the leading agents in Australia. But above all, Peter is most fulfilled by the ways in which real estate speaks to his entrepreneurial spirit. “I’m a salesman at heart,” he says. “For me, there’s nothing better than helping your clients through their transaction or keeping our staff up to speed with the latest changes in our market.”

Outside his career, Peter gives back to his community through sponsorships for various schools and nonprofit organizations. He has also been an active member of The Rotary Club of Brisbane. When he’s not with clients or giving back, he enjoys spending quality time at home with his family, traveling, or relaxing with friends over a game of golf.

Looking ahead, Peter has exciting plans for the future of Position Property. With his team about to open its fourth office in Brisbane, he intends on expanding his reach while deepening his work with property management and financial planning—providing a one-stop shop for all his clients’ real estate needs. “I’m just one element of our greater business,” he says. “Among our staff, we’ve built a strong team culture around like-minded agents, and because of that, our clients trust they can come to us for genuine service.”

To learn more about Peter Robertson email peter@positionproperty.com.au, visit positionproperty.com.au or call 0413-623-451 www.

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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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SCOTT ROTHROCK For Coeur d’ Alene’s Scott Rothrock, REALTOR® at Keller Williams Realty, the goal of each transaction is to help his clients smoothly sail through the process with his expertise. His decade of experience in the business and in-depth knowledge of the area allows him to confidently guide buyers and sellers every step of the way and ensures that their best interest is always at the forefront.

“It’s not my home that I’m buying; it’s their home.

My strategy is to never be pushy. Rather, it revolves around how I’m able to help them get to where they want to be. This is not just a transaction. Many clients have mentioned that they enjoyed working with me because I never push it,” he says, and adds, “I’ve also been doing this for 10 years and I have a lot of connections that can help my clients. If they need a painter, if they need a plumber, an electrician, or a lender—I’m their go-to guy for everything.”

With $11.8 million in sales volume last year, Scott is passionate about making a difference in people’s lives. “Being able to hand someone the key to their new home and seeing that smile on their face is a feeling unlike any other. I feel immense gratitude for being able to help out people and their families,” he explains. Scott approaches his role as a mentor with the same reverence. “As a team leader I love seeing my agents grow, set new goals, and get new opportunities to better their lives. I’m here to help them succeed. Our mission statement is ‘building wealth and wholeness with everyone we serve,’ and that’s how we look at it with our clients and with our agents. That’s also why we are very careful in our agent selection process. We’re big on having a tight-knit group and we want the agents to feel good in our environment and office culture. For example, we did a 6:00 o’clock surf session this morning Top Agent Magazine

before work. We have to make sure the people we hire are going to love that type of work environment.”

When he’s not working, Scott is an avid golfer as well as a busy dad of three kids. “My free time is spent driving them to soccer practice, swimming and gymnastics,” he jokes. He’s also deeply involved in his community and, along with his team, spearheads the Live After Five event, with all proceeds going to charity.

Going forward, Scott plans to continue growing the company and lean into his leadership role in order to help his agents succeed. “The goal is for me to be more of a regional director. We’re looking to open up two more locations in the Spokane and the Sandpoint area, so our three-year goal is to grow the two teams here and then open up two more offices that can provide our clients with the highest level of service.”

To learn more about Scott Rothrock email scottrothrock@rmgrealestate.com, visit scott.idahohomelist.com, or call (208) 770–0610 www.

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KENDRA SANDERS A longtime resident of Atlanta, Kendra Sanders has always felt a deep tie to real estate. Her grandfather was a prominent entrepreneur in Baton Rouge, Louisiana, and he passed his businesses and rental properties down to his children as inheritances, which motivated her to take an interest in the housing market at an early age. So after earning her degree in Marketing from Southern University, she decided to launch her career as a full time agent— and the rest is history. “Real estate has always been near and dear to my heart,” Kendra says.

“As soon as I had the chance, I began pursuing it as a career, and I haven’t looked back since.”

Today, Kendra is a Realtor for the Atlanta Communities Real Estate Brokerage, where she assists clients throughout East Cobb and the surrounding counties.

There, she has cultivated a hands-on process around values of integrity, open communication, and service to navigate even the most challenging transaction.

When listing a home, Kendra gives her clients a truly comprehensive strategy. After helping them ready their property for the market and offering a suite of professional photography and videography services, she shares it over both the MLS and a blend of targeted digital and social media campaigns.

Elsewhere, she leverages her background in marketing and copywriting to equip her clients with top notch promotional materials and identify an ideal target audience for their home, ensuring their listing stands out above the rest. But from the initial preparations to the open house showing, she caters her process directly to the needs of her clients and carefully walks them through each step of the way.

Elsewhere, Kendra is just as attentive when assisting her buyers, leaning on her acute knowledge of the Atlanta market to guide them to the right home for their best interests. In fact, she remains in touch long after the closing through frequent check-ins, pop-bys, and gifts to provide her clients ongoing support should they need any assistance down the road. “I’m always there for my clients,” she says. “Even if they need something out of the blue, they can count on me to be there for them during the process, after the closing, and beyond.”

Through the years, Kendra has earned a fantastic reputation throughout Georgia with the vast majority of her volume coming from repeat clients and referrals.

With 2021 set to be a career year, she is focused on the tireless work ethic that has set her apart in the first place. “I do everything I can to support my clients, give them strong advice, and lead them in the right direction. Throughout the transaction, they know they’re in good hands.”

Outside her career, Kendra is dedicated to her community. On top of donating a portion of each closing to Children’s Healthcare of Atlanta, she is also part of the Cobb County Chamber of Commerce and her local Business Association. When she’s not with clients or giving back, she can be found spending quality time at home with her beloved family.

Looking ahead, Kendra has strong plans for the future of her business. As her volume maintains its steady growth, she will start building her team in the coming months.

But above all, she will continue to raise the bar of service for buyers and sellers alike throughout all of Atlanta.

To learn more about Kendra Sanders, email kendrasanders05@gmail.com, visit countonkendra.com or call (770) 652-4494. www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 118

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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ELLEN SCHWARTZ You could say that Ellen Schwartz has always been a sort of matchmaker. She worked in the garment industry for 18 years, where she was tasked with marketing lines of clothing to stores that most reflected the product’s demographic. When she began renovating her house in 2000, she worked with a contractor who was very good, but spoke only broken English. Friends and neighbors began inquiring about enlisting his services, and Ellen used her fluency in Spanish to help the parties negotiate an arrangement. “I was helping him expand his business and helping them procure a contractor. I realized that I could in fact get paid to do this. So I got my Realtor®’s license in 2002.”

Now in her 19th year serving clients in northern and southern Westchester County from her home city of Katonah, Ellen averages around $30 million a year in sales volume, but is on track to do nearer to $50 million in 2021. Sixty five to seventy percent of that business comes from referrals or repeat clients, many of them sellers. They know whom to trust. “Selling a home can be a daunting experience,” Ellen explains.

“People are busy with their own work and their own lives, and they have so many questions. How do we get the house ready? When is the best time to put it on the market? What should we price it at? That’s what I’m here for.”

As a 30 year resident of Westchester County, Ellen knows her market very well, and has developed a wealth of knowledge about the real estate industry and its processes, first with Prudential Centennial where she worked for over 11 years, and then with Douglas Elliman Real Estate, helping them open their offices in Scarsdale. After creating the Ellen Schwartz Team with Compass 4 years ago, she’s developed a comprehensive approach aimed at getting her clients the best value on their investment with the least amount of stress. “I have three agents and a marketing assistant on my team, and we all use a specific process for sellers Top Agent Magazine

and buyers, respectively. We have a system, a checklist for every step of the way that ensures no detail goes overlooked.”

A huge part of Ellen’s process is staying in touch with past clients. She spends between 2 and 4 hours a day on the phone, reaching out to people within her sphere.

She checks in with clients at least once a quarter, to congratulate them on a special occasion, or just to give a report on how their home has appreciated in the current market. It’s part of her continuing effort to alert clients to opportunities and to match sellers with buyers who share their love for the kind of home they are selling.

Ellen is devoted to her local community as well, and is a member of the Katonah Chamber of Commerce.

She’s also an advocate for animal rights and is a huge supporter of the ASPCA. Going forward, she wants to continue growing her business, representing sellers— as she loves listing properties for sale—representing buyers, and perfecting her own methods while helping the agents on her team evolve as Realtors®.

Contact Ellen at 914-420-4615 or email Ellen.Schwartz@compass.com. Check out her website at ellenschwartz.com www.

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TINA SEXTON Growing up with parents who both worked in real estate, it’s no surprise Tina Sexton became a $1,000,000 producer in her first year as a Realtor®. “I grew up around real estate and I always knew it’s what I wanted to do in the future.” As head of The Home Run Team, under the umbrella of United Real Estate Solutions, Tina and her agents serve clients throughout Anderson, Roane, and Morgan, Tennessee.

Tina believes in treating clients like family members and going out of her way to ensure that they receive the best service. “I treat others how I want to be treated. I work with a lot of first-time homebuyers, so it’s important for me to give them a positive experience and make sure they feel confident about their choices. I’m always honest and everyone on the team tries to do everything ethically, morally and focuses on treating clients with kindness and care,” she explains.

Part of her care includes checking in on clients after the transaction is over. “I’ll take them out to lunch, or just text or email to see how they’re doing. Sometimes they’re so excited about getting their house set up that they’ll call me and invite me over to show what they’ve done to it.”

What motivates Tina to keep working hard every day is her desire to help clients achieve the American Dream of homeownership. “Helping people find their dream home is very rewarding. Sometimes when we go to look at a property they might say, ‘Well, it’s pretty, but it’s not for me.’ And I always tell them that it doesn’t matter if I like it, it matters if they like it because they’re the ones who will have to live there. As long as they’re happy, I’m happy,” she says, and adds, “Just watching that excitement that they experience from actually owning their own home—that’s what brings me the most joy.”

When she’s not busy working, Tina strives to stay involved in her local community. “My grand babies all go to the local school here, so we’re very much 120

involved there. We sponsor one of their club programs and make sure they have what they need. Not just for our grandchildren, but for all the kids. This is a small community where we all know each other, so staying involved and helping out is important to me.” Outside of her volunteer work, Tina loves to spend time with her family and her horses.

Going forward, Tina wants to continue providing outstanding service to the buyers and sellers she works with. “I’d like to stay on the path I am on right now and continue to grow. Lately, I’ve been doing a lot of commercial properties, and I’m excited to work more with developers and try to do things to improve the neighborhood, bring businesses to the community, and help the overall local growth.”

To learn more about Tina Sexton email tinasextonrealtor@gmail.com, visit thehomerun.team/index.html, or call (865) 444 – 2400. www.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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AMANDA SPURLING As a military spouse of over sixteen years, moving often is a fact of life for Amanda. Having rented, purchased, and sold homes with each move, Amanda and her husband had lived the real estate experience many times over before she ever became a REALTOR®. Last year, Amanda made the leap to helping others find their way through the transaction process. “Since it was only my first year, I really wasn’t expecting a lot. I thought, even if I only sold two houses, I’d be happy. But then it grew into more and more houses, beyond any of my expectations,” Amanda remembers.

“It’s been a whirlwind at this point.”

Today, Amanda is a REALTOR® with Coldwell Banker Realty in Summerville, South Carolina. Upon recently celebrating her first year in the business, Amanda had already closed eighteen transactions with an additional eight deals pending.

Her background in marketing and advertising have helped distinguish Amanda from her peers and empower her with the tools to build a strong brand from day one. Having bought, sold, and rented so many properties in her lifetime, Amanda can put herself in the shoes of homebuyers and sellers from various walks of life. Harnessing that lived experience together with her marketing expertise, Amanda helps her clients successfully navigate their transactions and arrive at closing day better informed about the process and holding the keys to their dream home. “I very much tell it like it is, and I think my clients appreciate that about me,” Amanda says. “I enjoy helping people transition through a period where they might not know where to start and guide them through the journey of either buying a home or selling a home.”

When it comes to marketing, Amanda engages a robust digital rollout for each listing. Posts across a wide range of social media platforms, with a strong emphasis on Top Agent Magazine

Facebook and Google ads, put her listings right at a buyer’s fingertips. Her marketing background sets her apart in the production quality of her digital ads, which feature beautiful, professional graphics and photos crafted to catch a buyer’s eye and showcase a property at its best. Amanda also generates exposure for her listings through the sphere of military families that she knows from her own experience often have an eye towards their next home purchase or sale when a move is required.

When she’s not working, Amanda cherishes quality time with family and friends in her quiet community of Cane Bay, where she and her husband enjoy exploring trails on golf carts and making fun activities with their kids. Looking to the future of her business, Amanda is just getting started. Coming off a fantastic first year of sales, she hopes to maintain that momentum, continue to build her brand, and grow her client base. Amanda concludes, “A lot of first-year agents like myself, tell me, ‘Amanda, I don’t know how you do it.’ I say, don’t give up, and don’t compare yourself to others. Be your own brand and focus on where you’re going.”

Contact Amanda at 214-228-1299 email Amanda.spurling@cbrealty.com, or visit theamandaspurling.com www.

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KRISTINE STROUSE When Kristine Strouse got her real estate license in 2011, it probably felt like putting on a favorite pair of old shoes. After all, she’d been around the industry almost her entire life. “My Mom had been a Realtor for 20 years, so I grew up watching her help people become homeowners, or helping them sell a home so they could take that next step in their life. I inherited her passion for the business, which combines my impulse to help people with my love of beautiful homes. I feel very lucky to get to wake up every day and do this work.”

Out of college she joined her mother as an assistant, very quickly building a strong business in her own right. Serving clients in Naperville, Illinois and the surrounding cities of Woodridge, Aurora, Lisle, Sugar Grove and many more areas, she closes an average of 35 transactions a year, the majority of that business coming from repeat clients and referrals. The personal relationships the mother-daughter team forms with their clients, coupled with the resources offered

by Baird and Warner, drives that success. “We bring a family dynamic to the marketing capabilities of a large, phenomenal company,” Kristine explains. “We don’t want people to feel like this is just a transaction. We hold their hand every step of the way, and whether the process was easy or presented challenges, our goal is for them to get to the end and be able to say it was a pleasant experience.”

means of connecting to buyers, most of whom begin their home searches on social media sites like Facebook and Instagram, or dedicated real estate websites like Realtor.com or Zillow. She does targeted online marketing, as well as posting videos of her listings to platforms like YouTube to gain maximum exposure for her clients’ homes. She also utilizes video to provide market updates and home buying/selling tips to all of her clients.

A native of Naperville almost her entire life, Kristine loves getting involved with her community, whether it’s donating her time to help organizations through the Baird & Warner Good Will Works committee or working with neighbors on ways to improve the city she loves. Those who know her won’t be surprised that she loves working on DIY projects in her free time.

Kristine looks forward to a long career in the real estate industry, and to working with her mother to help the community in every way they can. She would also like to grow their team, bringing on and coaching new agents who share the same passion for helping people achieve their dreams

If reviews are any indication, Team Strouse has succeeded admirably in meeting that goal. One client’s response to the service she received is typical: “Even though I live out of state and the home being sold needed to be cleaned out, renovated and staged before selling, this was a fairly stress free and easy process thanks to Kristine’s hard work. I couldn’t be happier about how the house turned out.”

When it comes to marketing those listings, Kristine utilizes videos and virtual marketing as the most effective 124

Contact Kristine at 630-569-0623 or email Kristine.Strouse@bairdwarner.com TopAgent AgentMagazine Magazine Copyright Top

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 125

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try:

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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KIM TISE If you’ve ever bought a rental property and tried to manage it yourself, you know how quickly the work can go from time-consuming to overwhelming. Finding a tenant might not seem so difficult, but when you add in the necessary marketing, background checks, contracting, maintenance requests, rent collections, inspections, and the myriad little tasks that have to be done to make tenants comfortable so you can keep the property rented, you might start wondering whether the work is worth the reward. That’s the pain and doubt Moore & Co’s Kim Luningham-Tise works so hard to help owners avoid.

“When I meet with an owner for the first time and hear their story about how stressful it’s been for them trying to manage their property, it’s such a rewarding moment for me to see the look of relief on their face when I explain how we’re not only going to take away that stress, but also show them how to make more money with their investment,” Kim explains. “Less headache, more income—that’s what we aim to provide for our owners.”

Kim got her start as a property manager 20 years ago, when she was working as a receptionist for Century 21 in Clarksville, Arkansas. She wanted to move back to Russellville, and when a job as Tony Moore’s assistant came open at Moore & Co. Russellville, she took it.

Eighteen years later she’s the Head Property Manager, taking care of owners and tenants, training other property managers, and overseeing all of the other dayto-day functions of the company. She has also been a licensed real estate agent for the past 12 years. Since joining the team, she’s helped open up new offices in Clarksville, Ozark, Morrilton, and Conway.

Moore & Co. is known throughout the River Valley for their strong customer service, making it easy for tenants and owners to connect. Tenants can find multiple pictures of both the inside and outside of any unit at Mooreforrent. com. When they are ready to look at a unit, Kim and her team make sure they get the grand tour, welcoming them at the property and answering all of their questions. That warmth and professionalism is part of the reason why Moore & Co. was awarded the Arkansas Realtors Association Award for Excellence Diamond Level for grossing over $3 million in lease transactions last year.

“If you take care of people, everything else will fall into place,” Kim insists.

Kim’s commitment to her community extends beyond her normal duties as property manager though. She’s always looking for little ways to help people, such as searching out charities that offer tenants rental assistance, or donating and encouraging others to donate to the Sharing Boxes around the River Valley. As an all-boy mom to her two sons she shares in their love of sports and traveling. She and her husband have also supported local sports from pee-wee ball to college athletics.

They’re serious Razorback fans, and like everyone else in Arkansas, they know how to call the hogs!

Going forward, Kim wants to see Moore & Co. continue to grow and make sure all of its property managers have the training and the tools they need to be successful. That includes maintaining the exceptional customer service they’ve come to be known for by both owners and tenants. “When the time comes for me to pass the torch, which I hope is many, many years from now, I want to be able to leave knowing that the company is thriving and in good hands!”

Contact Kim at 479-264-9929 or email kluningham-tise@tmoorerealtors.com Top Agent Magazine

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

1

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 128

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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CARLA WALKER Over the course of twenty-two years in the business, Carla has seen her career pass notable milestones while garnering recognition and awards. She has been noted as the top 10% of the Chicago Association of Realtors and was recognized along with her husband Jim in the 2020 Who’s Who Edition of the Chicago Agent Magazine to name a few. After twenty years in the fashion industry, Carla was looking for a fresh challenge.

A close friend in real estate thought she would make an ideal agent and set up a meeting with her managing broker. Carla was hired on the spot and within a month had closed her first sale, breaking ground on a new career helping clients find their dream home in addition to being named Rookie of the Year. “I love helping my clients, especially first-time homebuyers, find their way, and in the process, educating them so when they do find a place, they’re crazy about, they don’t have to wonder if they’ve made the right decision.”

Today, Carla is a broker with @properties in Chicago and holds the nationally recognized designations GRI, ABR, SRS, and ADPR. She leads The Walker Real Estate Group, working with her husband, Jim, and an assistant.

Currently, over sixty-five percent of her business derives from repeat and referral clients. Having called the Gold Coast home since 1987, Carla can pair an encyclopedic knowledge of the local market with a sincere desire to help a client achieve their goals. “The amazing thing about this business is that when you create a bond with your client it’s no longer a job because you genuinely want to work on their behalf. That comes through in what I do.” Carla explains, “I treat everyone as I would want to be treated. I’ve learned how to listen to what’s important to my clients.” That bond Carla creates with her clients doesn’t stop at the close of a transaction. She often reaches out with a warm phone call to set up visits a few times a year, fostering long-term trust and friendships. “As tough as this last year was with Covid, I feel I emerged as a better person and REALTOR®. We all went through hard times. I found myself reaching out Top Agent Magazine

more than ever, talking to clients to find out how they were feeling.”

When it comes to marketing, Carla utilizes a variety of methods to reach the right buyer for a listing. Before a home is listed, her premarket research begins by networking privately with brokers working in the same neighborhood or building to match a property with their clients.

Top-of-the-line production including professional photography, floor plans, virtual tours, and staging, all factor into customized considerations for presenting each property. “When my sellers see what their marketing looks like, they want to send it to their friends and relatives. There’s really nothing we’re not willing to do to get something sold.” Annually, Carla and The Walker Real Estate Group average over twelve million in sales volume.

When she’s not working, Carla loves getting together with friends for a nice meal or going out to listen to music. Looking to the future, Carla envisions a shift to grow her business in Florida as she prepares to start a new life chapter, following the spark of seeking fresh challenges that started her real estate career to begin with.

Connect with Carla at 312-342-0078, email carlawalker@atproperties.com, visit chicagogoldcoastproperties.com or find Carla online easily by typing in: Carla Walker @properties at atproperties.com http://

www.

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