NATIONWIDE & INTERNATIONAL 10-3-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS ROMAN VORONIN AMY BIEBER BETTY DAWKINS BRUCE WERTZ COLIN CARYK YAMUNA BENEDICT ANGELA KING ANTONIO COUSIN ASHLEY PARKER BROOKE PERREGO DANIEL ORTIZ DOUGLASS HOLMES FRANCIS MELLACE FRED VIEGAS JAMES DANIEL JANELLE ANDERSON JESSICA PAZ LOMBARDI KENDRA BAJCAR KRISTI REED LINDSAY KEEN MARY C. RYAN MATT LAW MICHELE HANSEN MICHELLE LEBLANC NICK NEVARES RAMZA COURY RHONDA FRICK STEPHANIE REITEMEIER TRACY HESS VALERIE ZIMMERMAN VICKI REED VINNIE SCANZO

Playing the Real Estate Matchmaker 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT COVER STORY

JEN AHRENS 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

CONTENTS 8) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

51) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

75) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU? 79) TURN OPEN HOUSES INTO DESTINATIONS

55) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

82) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

22) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

59) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

87) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER

28) 5 TIPS TO GET NEW CLIENTS

63) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

17) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

34) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS! 40) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT 44) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS 4

47) TIPS ON BREAKING INTO THE LUXURY MARKET

67) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU 71) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE

91) MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS 94) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES 98) CREATIVE WAYS TO SAY THANK YOU

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ROMAN VORONIN Throughout his life, Roman Voronin has always been passionate about helping others. One of thirteen children, he started his career by joining his brothers in the trucking industry. However, after getting married, he found himself seeking a new opportunity that could provide his family with added financial security. One day, he came across the Superior School of Real Estate with his wife and was inspired to enroll; in fact, even though his classes didn’t formally start for two months, he acquired his textbooks ahead of time and began learning the business from the ground up. Sure enough, by the end of his first year as a REALTOR®, he would commit himself to the industry, completing 12 transactions and becoming a full time agent.

Today, Roman leads Voronin Group Realty, powered

by Keller Williams Ballantyne Area, where he assists clients throughout Charlotte and the surrounding areas.

Fluent in English, Russian, and Ukrainian, he possesses the expertise and tireless work ethic to meet the needs of any buyer, seller, or investor.

When listing a property, Roman offers his clients a comprehensive approach. After helping them prepare their home for the market, he shares it via both the regional MLS and a highly targeted blend of digital and social media campaigns. Along the way, he utilizes proven resources like postcards, mailers to the surrounding neighborhoods, and door-knocking campaigns to ensure a seamless transaction.

Elsewhere, Roman is just as attentive when assisting his buyers, drawing from his in-depth knowledge of the region to uncover the right investment for their best interests. He also prefers to keep in touch long

after the deals are done through a series of scheduled check-ins—all to make sure his clients are thriving in their new homes. “At the end of the day, I believe in being genuine with my clients,” he says.

“They never have to call me in search of an update; I make sure to include them throughout the transaction.”

Over the years, Roman has earned a fantastic reputation across North Carolina, with the vast majority of his volume coming from repeat clients and referrals. Currently on pace to exceed 60 transactions this year alone, he is most heartened by the ways in which real estate speaks to his core values. “Whenever I meet someone new, they instantly know I’m a REALTOR®,” he says with a laugh. “That’s because I truly live and breathe it. For me, there’s nothing more rewarding than providing clients with peace of mind and showing them that they’re in good hands.”

Outside his career, Roman is dedicated to his community. A committed churchgoer, he can be found contributing to Bible schools and assorted outreach programs throughout the year. When he’s not with clients or giving back, he enjoys spending quality time with his wife and three children, surfing with friends, or exploring all the hiking trails North Carolina has to offer.

As his volume maintains its rapid growth, Roman intends on further systematizing his hands-on approach to client service while expanding into new construction.

In the meantime, though, he is more than fulfilled with the satisfying life and career he has established in his community. “I attribute all my success to the glory of God,” he says. “No matter what challenges have come my way, He has helped me through them.”

To learn more about Roman Voronin email romanvoronin@kw.com, visit roman-voronin.business.site or call (704) 651-7622 http://

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Ilona Volk is proud to congratulate

Roman Voronin

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

ILONA VOLK | SENIOR LOAN OFFICER NMLS # 1893155| Co. NMLS # 1904069 Phone: 704-651-3952 | Fax: 888-503-6693 ilona@ophomeloans.com | ophomeloans.com https://

RESIDENTIAL LENDING • RESIDENTIAL CONSTRUCTION LENDING

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Playing the Real Estate Matchmaker –

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

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 8

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

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

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

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

Be Genuine, Not Superficial

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

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

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

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

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

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

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

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

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

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

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 10

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

Celebrate the Happy Union!

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

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

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

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JEN AHRENS

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Top Agent Jen Ahrens is the Broker and Owner of Rose Ranch Realty, where she assists clients throughout Tyler and the surrounding counties of East Texas.

Raised in East Texas, Jen Ahrens has always been passionate about empowering those in her community. For thirteen years, she built a successful career as a mortgage lender, but after taking an interest in real estate, she decided to switch tracks and become a full-time agent in 2013. Drawing from her proven foundations in finance, she went on to establish a network of satisfied clients and colleagues that spans the region.

Today, Jen is the Broker and Owner of Rose Ranch Realty, where she assists clients throughout Tyler and the surrounding counties of East Texas. There, she has fostered a process around the core values of openness, integrity, and expertise to meet the demands of any transaction—from residential real estate to commercial properties and investments.

When listing a property, Jen caters her approach to the distinct needs of her clients.

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Starting out, she helps them fully prepare their listing for the market, highlighting any upgrades or features that could increase its value. From there, she broadcasts the property over both the regional MLS systems and a highly targeted blend of digital and social media campaigns. While leveraging

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her extensive sphere of influence, she also utilizes added resources and outside the box strategies to craft a personalized marketing structure around each seller.

Elsewhere, Jen is just as attentive when assisting her buyers, thoughtfully guiding

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Because Rose Ranch Realty is also a full-service property management company, she can navigate every nuance of a transaction, whether renting or purchasing. More than anything, though, she loves welcoming newcomers to East Texas. them to the right investment for their best interests. Because Rose Ranch Realty is also a full-service property management company, she can navigate every nuance of a transaction, whether renting or purchasing.

More than anything, though, she loves welcoming newcomers to East Texas, from its leading school system and medical facilities, to its iconic country music scene and signature events like Van Zandt County’s First Monday Trade Days, the world’s largest outdoor flea market.

Over the years, Jen has earned a fantastic reputation, as evidenced by her strong rate of repeat clients and referrals. But as her volume maintains its steady growth, she remains focused on what matters most. “I want to provide a genuine foothold for those moving into our community,” she says. “From educating a first-time homebuyer to helping clients grow more familiar with our area, 14Copyright Top Agent Magazine

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our team enjoys nothing more than showing them all that East Texas has to offer.”

Beyond real estate, Rose Ranch Reality is a fully-functional ranch—named for Rosie, a friendly mini-horse that Jen and her team love showcasing at local events. On top of contributing her horses to area community

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events, such as the Tyler Run for Autism, APEC, and other non-profit organizations, her team also heads up a variety of events for charitable causes throughout the year, including a back to school fundraiser for the East Texas Crisis Center, which provides backpacks and school supplies to children in-need throughout East Texas.

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Going forward, Jen has a clear vision for the future of her business. Having just opened her new offices in a historic Victorian home with a white picket fence, she intends on expanding her team and local outreach while scaling

the compassionate approach that sets her apart.

“As a team, our plan is to grow alongside our community and share our values with our fellow REALTORS®,” she says. “At the end of the day, ours is a small business with a loud voice.”

Contact Jen Ahrens at 214-458-3944, email jen@roseranchrealty.com or visit her website at roseranchrealty.com 16Copyright Top Agent Magazine

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

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

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

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

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

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

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

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

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 18

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

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

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

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AMY BIEBER

There’s only one way for you to turn a bad experience into a good one – flip the script. Create your new narrative. And that’s on you. Amy Bieber knows this. She herself went through an unpleasant experience when she and her husband were purchasing their first home, and it became a defining moment for her and her family.

“I’ve been in the real estate business for six years now. Before that my husband and I had a custom screen-printing business. We were eight years into that business but I couldn’t help it, I just kept going back to when we bought our first home. We didn’t know anything about real estate, didn’t know anything about agencies and we did not have a good experience with the transaction,” Amy said. “So, my goal was to educate people on how agencies work and how clients can have a good experience in their own transaction.”

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And what better way to do that than to become a REALTOR® yourself? Now Amy is the team leader of 10 associates at BG & Associates powered by Keller Williams Key Partner, and the student has become the teacher at the Lansing, Kansas-based agency. Amy and her team cover both Kansas and Missouri as most are licensed in both states. Despite most of the team members having less years under their belt in terms

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Top Agent Amy Bieber is the team leader at BG & Associates powered by Keller Williams Key Partner, covering both Kansas and Missouri. of experience, they are a cohesive unit that nonetheless has amassed an 80 percent rate of repeat and referral business.

“I love my team members. I enjoy trying to help them become successful, which in turns helps me be successful,” Amy said. “It’s the kind of team you want to surround yourself with, is the best way I can describe it. I enjoy working with our clients on the buy side or the sell side.”

and genuine when giving back to clients, hosting appreciation events four times a year with the next one centered around Fall and a pumpkin patch. Last time, it was renting out an entire movie theater earlier this summer to watch the latest installment of the Jurassic Park franchise.

When she’s not involved in the business, Amy finds downtime by spending it with family, gardening, or anything that is outdoors. When she is in the office, she’s thinking about ways to grow.

It’s also a team that is churning out sales. Amy alone did $18+ million in sales in 2020. So far this year, the team has helped 109 families with a volume of $31+ million. The team is generous

“I want to continue to build our team and have a bigger presence with Keller Williams in the Lansing area. We’re looking at a bigger building to make this happen,” Amy said.

Amy Bieber is a buyer and lister who can be reached by phone at 913-426-5641 or through email at amybiebergroup@gmail.com Top Agent Magazine

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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BETTY DAWKINS Top Agent Magazine

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BETTY DAWKINS

Native to Sumner County and currently residing in Davidson County, Betty Dawkins has always been passionate about helping others. For over 45 years, she has authored a successful career as a nurse, which helped her establish strong roots within her community. When her husband transitioned into general contracting, she decided to pursue her real estate license in 2003 to better facilitate their transactions. Sure enough, she would fall in love with the business—in particular for the ways in which it spoke to her outgoing personality and penchant for client service.

In her career, Betty has successfully facilitated the sale and purchase of numerous properties, from residential homes to land, new construction, commercial, agriculture, foreclosures, Real Estate Owned (REO), and Department of Housing and Urban Development (HUD). She can sell any home, even if it is For Sale by Owner or listed by another company. “For me, there is nothing more rewarding than bringing happiness to families in our community,” she says.

“Most of all, I love helping first time homebuyers

Today, Betty is a REALTOR® with Reliant Realty, where she assists clients throughout Davidson County and the surrounding areas of Middle Tennessee. There, she has established a business reputation around the core values of professionalism, honesty, integrity, dependability, productivity, and a personalized attention to detail—utilizing her leadership and management skills to meet the needs of any buyer or seller.

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realize their dreams, especially when they have assumed homeownership is out-of-reach.”

Of note, Betty has also gained useful knowledge of the construction business as her husband, a general contractor with over 23 years of experience, is owner and operator of a successful contracting company. In fact, Betty is currently the listing and selling agent for Blessings Estates Subdivision, a new 34 home subdivision located in Gallatin, Tennessee. This new subdivision is owned by her spouse, Dawkins Contracting, LLC. For more information please visit the website at: dawkinscontractingllc.com.

Over the years, Betty has received multiple awards of excellence. On top of being a member of the Robertson County Association of REALTORS®, she has earned her designation as an Accredited Buyer Representative (ABR). Via the ABR course, she gained a wealth of information for assisting the sale of properties. In addition, she has also received a Short Sale & Foreclosure Resource (SFR) designation and completed a Real Estate Owned (REO) agent training program. Most recently, she received the Certified Multiple Offers Expert (CMOE) designation, a new technique for optimally navigating multiple offers situations, which has helped her accelerate negotiations as a listing or buyer’s agent.

Betty’s educational background includes office skills training, practical nurse training, registered nurse training, a Bachelor Degree in Health Arts, and a Master of Science in Health Administration. To this day, she continues to exercise the Top 10 Nursing Qualities, which include a caring nature, organization, empathy, attention to detail, stability, adaptability, endurance, great judgment, hard work, and strong communication skills. “My background has given me the ability to provide a full-service experience for my clients,” she says.

“I always focus on their needs instead of my own; after all, if I were on the other side of the transaction, that’s how I would want to be treated.”

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Contact Betty Dawkins at (615) 519-0388, email bdawkins.reliant@ymail.com, or visit bettydawkinsrealtor.com www.

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

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 28

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

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

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Create a Website that Offers Real Value to Potential Clients

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

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

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

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BRUCE WERTZ Top Agent Magazine

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BRUCE WERTZ

From chiropractor to business management to real estate agent may not be a straight path, but for Bruce Wertz, it’s the path that worked. His wife introduced him to the real estate world, and it sounded like fun. He did a little research, and got more interested. He really never gave it much thought prior, but in 2004, he secured his first license. Now, it’s the career he’s held onto the longest, and he has no plans to ever change it.

by himself. The brokerage prides itself on being driven by referrals, with over 90% of Bruce’s client base coming in by word of mouth. They have very little online presence trying to bring in new business – they don’t need it.

Bruce really cares about the people he works with. It’s never been just a job, never just

Real estate can be a stressful job, but Bruce enjoys it immensely. He feels he’s a dying breed as a solo agent, handling every step of the transaction himself. There are the benefits of working at a hybrid brokerage, where he gets leads and has a symbiotic relationship with 4-5 other agents, but in the end, he keeps himself very busy with all of the admin work as well as the field interactions 32

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something to make a paycheck. Whether it’s someone with a new listing or a first-time buyer, his goal is always to help the person, not sell a house. If he feels for some reason a house is not the perfect fit for a client, he’s more likely to talk them out of it than talk them in to it. He knows that he’ll run into them at the supermarket or at the huge Christmas party the brokerage holds, and he wants to be able to greet them with smiles, not regrets.

He’s been building an online presence through social media and a website, because that’s where the business is now. It’s no longer the mailers that worked decades ago, but creating a strong social media marketing campaign for a property. Making a property look it’s best online is the key to bringing in the best buyers. It’s a shift in strategy for a shifting market, and keeping on top of those changes lands him around 30 transactions a year, with his eyes on $15 million in closings for 2023.

After 18 years in the business, new things still come up every day, and that’s part of what Bruce loves about the business. It’s never sterile or stagnant and if someone in real estate gets caught in a rut, they’re doing something wrong. He’s looking to bring a few other agents into a team now, as driving 20,000 miles a year is starting to get a little old. He wants to remain an active part of the business, but pass some of the daily footwork activities on. Sure, sometimes the business is stressful, but sometimes it’s not. While he loves being able to set his own hours, he also loves being there when needed for any client whenever they need help.

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Contact Bruce at 240-286-3944, email bruce@cranfordassociates.com, visit ProHouseFinder.com or BruceWertz.com www.

www.

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 36

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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COLIN CARYK

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COLIN CARYK

REALTOR® Colin Caryk goes the extra mile for his clients – literally. Based on Vancouver Island, In order to sell internationally, Colin opted to get Colin has transacted deals as far away as North- additional certifications and licenses. The extra steps provide customers with ern Canada and Latin the peace of mind that he America. “How it started “Simple steps to success, make will act ethically and in was I had clients selling calls, return calls within 10 min, their best interest. “I have their homes with me and obtained the Certified moving away, or being know who you are , always be International Property transferred. The referral on, and most importantly...

Specialist (CIPS) and network for whatever reathe Resort and Secson wasn’t working for NEVER, EVER forget you work for ond Property Specialist them, and I would then your clients, not them for you.”

(RSPS), all designated get a phone call, asking if I would come to wherby the National Associ® ever they were to act as their ‘buyer’s agent.’ Once ation of REALTORS . I bring these certifications wheels were down, I would research everything just with me to Puerto Vallarta, Mexico ( where I also as I would if you were coming to Vancouver Island trade) and everything else that goes into being a to buy, all of the due diligence, restrictions, red flags, trademarked REALTOR® here in Canada. So even inspections, etc. on the property and the area they though you may not know me personally, you were interested in and thereby completing the deal. can (as my tag line says) Demand Better, Sleep Easy, A big part of my role as your consultant is risk miti- Rest Assured, that No One will work harder for you.” gation; it’s not about the money for me (Do what you Colin came to real estate 10 years ago after more than love, the money follows…it’s true!) My relationship 35 years in sales. It just seemed like a natural fit. “I’ve with my clients tends to go very deep, and with that been a professional sales consultant for well over 35 there is a level of trust between the client and myself, years and found myself a victim of downsizing in the one that I am loath to breach. company I was working with. Doing some research, 38

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I found that the average age for someone entering into a career of real estate was 47...I was 50...so off I went head first into a brand new career and became a REALTOR®.”

Deciding what to do was the first step. Next, Colin had to decide how he wanted to do business.

“What makes me successful is I learned very quickly that you need to know exactly who you are. When I started my trade, I started in the Lower Mainland in Vancouver. It’s a completely different world; a world I did well in, but always felt there was something missing.” However, when I realized who I was and what my demographic was going to be, and started catering to that, the career just skyrocketed.”

“For newly minted licensees’, take your first year on a team or with a mentor, yes you’ll give up a little %, but consider it being paid to go to graduate school.

In fact, we’re setting up a team in Puerto Vallarta...reach out and let’s talk.”

The solo agent has no plans for growing a team per se. “New agents coming into the industry like their autonomy, and in British Columbia, Canada, being on a team can

restrict that autonomy due to recent Government Oversight legislation.”

Caryk goes on to say, “What I really like to do, is to mentor the new agents coming into the industry, with the end result of putting the new agent into the ‘awards circle.’ How do I know when they’re ready to leave? easy… they are too busy to go on listing/ buying presentations with me or to host open houses as a buyer’s agent.” he laughingly says, “and it’s a good feeling to see that end result. So, many realtors are coming into the market, and once they get their license they become lost. I come from a world where we have always trained people to be successful, and have brought that into my real estate career. A lot of realtors like to keep their cards close to the chest and not share the trade secrets for fear of having their clients stolen. It really is an archaic way of thinking; I’m not like that. If you’re successful, I’m successful.”

To learn more about Colin Caryk, visit colincaryk.royallepage.ca or email colin.caryk@cblacosta.com https://

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

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

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FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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YAMUNA BENEDICT

In her early twenties, REALTOR® Yamuna Benedict received an unforgettable piece of advice from her grandmother: to get her real estate license. While it took her 20 years to act on the idea, she knew that it was something she ultimately wanted to do. In the meantime, Yamuna worked in a highly competitive sales environment specifically focused on As-SeenOn-TV products. While doing this, she learned the ins-and-outs of negotiation and closing deals so that when the time was right, she was well equipped to be a REALTOR®. Now licensed for real estate in the state of Oregon and Washington, Yamuna focuses on bringing the best sales tactics to her clients in the Portland greater metropolitan area.

referral business and loves getting phone calls from past clients needing help again. Her clients can tell that she truly cares about them and listens to what they want to achieve. “I do my best to make their dreams a reality and stay in close communication so that they are

A month ago, Yamuna moved brokerages and went from being on a team to working solo.

As an individual agent, she receives a lot of 42

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always informed about what is happening,” she says. “They can reach me by phone or text anytime. I also try to invite clients to events that I think they would like.”

To market her listings, Yamuna has professional photography taken, which she then puts on 840 syndicated websites. Additionally, she sends out postcards in the neighborhoods of her listings to alert residents who might know someone wanting to move in. Her brokerage also has a huge network which serves as a great resource for finding buyers.

When she’s not working, Yamuna enjoys taking her 90-pound labradoodle to the local dog parks. She’s also getting back into movement classes, which she previously taught before the pandemic. “I love yoga, dance, and other forms of movement. I’ve taught all ages from 5 to 90 and I have a goal of owning my own studio one day,” she says. Finally, she’s a proud mom who raised two twin boys on her own. “They’re now 23 and building skate parks. It’s amazing to see them doing what they love.”

Thanks to real estate, there’s never a dull day in Yamuna’s life. She thrives in the unpredictability of the job and enjoys the fact that surprises pop up all the time, some good and some bad. “You never know what’s coming in this business and I love that,” she says. While she has been very successful, completing $20 million in sales in the last year alone, she is focused more on providing impeccable service rather than achieving specific goals. “It’s simple: I want to be a good agent who’s known for providing professional and personal advice to my clients.”

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To learn more about Yamuna Benedict, please call 503-799-5213, email yamunarealtyone@gmail.com or visit yamunabenedict.myrealtyonegroup.com www.

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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 Top Agent Magazine

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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ANGELA KING Winfield, Kansas, agent Angela King’s real estate career has been all about relationships. It was family relations that first brought her back to her hometown to forge a new life. Her relationship with her brokerage allowed her to build a career while managing family concerns.

Most importantly, Angela’s attentive relationships with her clients keeps her business running primarily on referrals and organic traffic. She absolutely relishes “creating those relationships and helping people with what for most people, it’s the largest purchase of their life unless they’re a business owner,” she says. “Helping them with something that is so big in their life is what makes it so passionate for me.”

Like many agents, Angela came into real estate during a pivotal point in her life. She was living in Phoenix after attending college when her mother was diagnosed with rheumatic heart disease and underwent valve replacement surgery. Compelled to return to Winfield, she found the town in South Central Kansas offered little for a young ambitious woman. She helped out part time at the family business, Lindly TV & Appliance/Radio Shack, before becoming an office manager in a real estate office. She saw what she needed to see. On her boss’s suggestion, she studied for her real estate license and found a career that gave her the work/life balance she needed. “It allowed me to be with my mom as she progressed through her heart issues,” Angela says. “It allowed me the flexibility that I needed to spend time with my family.”

Angela brings her compassion into her work. In fact, she is a highly sensitive person, someone who, among other things, finds it easy to empathize with others. In the noise chamber of price negotiation, interest rate hikes and the like, Angela seeks silence. “I believe that silence is important, so I often listen, very detailed, to what my customers are looking for,” she says. “One of (highly sensitive people’s) attributes is that we’re really 46

good at reading people. So without them saying anything, we can tell what their emotions are or what they might be feeling. So I feel like that really helps me understand how my clients are feeling in this situation. And I can react to that by either calming them down or giving them a reassuring word.” As an empath, Angela also recognizes when sellers are growing anxious over repair requests. “We live in a very noisy world,” she says. “So silence is very powerful.” .

Back in her hometown, Angela is involved in the growth and promotion of her city.

Her efforts with the Winfield Chamber of Commerce earned her Volunteer of the Year honors in 2017. She remains engaged with the chamber, including helping the organization absorb operations of Winfield Main Street, which offers low-interest loans to beautify buildings in the central business district. Angela is past president of the group. Outside of work, she and her husband fish and kayak from a plot they lease on the Walnut River.

Angela continues serving the region from Winfield to metropolitan Wichita as she has aspirations of becoming an associate broker with Albright Realty. Albright is part of her future. “I have a close relationship with my broker,” she says, “and they were very much there for me in a time of need.”

To learn more about Angela King, please call 620.262.7963 or email angela@albright-realty.com Copyright Top Top Agent Agent Magazine Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 48

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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ANTONIO COUSIN Antonio Cousin is a passionate and driven real estate agent and broker serving southeast Louisiana. He is the founder of Service 1st Real Estate, the number one brokerage in the state. He and his team strive to keep customer service as the highest priority with every transaction. They truly care about the communities they serve, donating 10% of their commissions to local nonprofit organizations within the state.

Antonio shares how he got started in real estate in 2010, while living in Dallas, Texas. Here, he would always hear people discussing the benefits of real estate and was motivated by his mentor to pursue licensure.

Engaged and planning a wedding, Antonio was determined to stay out of debt, so he got his real estate license to make extra money on the side., “It’s been an adventure from there.” Starting as a real estate agent, Antonio quickly gained traction in the industry and moved back to Louisiana in 2016 all while maintaining his full-time job as a bank examiner. He launched his brokerage in July 2020. Today, his growing team services the entirety of southeast Louisiana, from Baton Rouge to New Orleans and the surrounding areas.

Antonio’s repeat and referral rates are at an unprecedented 90%, “All of my business comes from my sphere of influence.” He shares how he employs certain strategies to drum up extensive repeat and referral business, including distributing a monthly email newsletter, which offers “things that add value such as what are wills and trusts, what is credit and how to calculate credit card interest.” Passionate about real estate and personal finance, Antonio enjoys educating both his team and his clients. He sends out a physical brochure monthly to his entire database, offering real estate tips and relevant industry know-how. In addition to this, Antonio hosts a private Facebook group for all previous clients where he offers quarterly giveaways. He

summarizes his marketing approach as follows, “Instead of spending money on leads, spend money on the people who know, like and trust you already.”

Service 1st Real Estate goes above and beyond when marketing properties.

Antonio oversees the process and employs a self-curated strategy to generate the most traction. This includes utilizing a professional photographer and/or videographer for a virtual walkthrough, highlighting the focus feature of each property, syndicating to different website partners, and hosting a broker open house or an open house on the first weekend of the listing. He always features new properties in his monthly newsletter.

Astoundingly, Antonio only recently left his full-time position. For the last eleven years, he worked in another role, worked as a real estate agent, and eventually owned and operated Service 1st Real Estate. Amidst his busy professional life, he was able to sell 44 homes in 2021.

He shared how he left his full-time job in December 2021 and is well on track to surpass his average sales in 2022.

Service 1st Real Estate’s goal to “value relationships over transactions” is evident in its consistent community support. Every quarter, the brokerage takes 10% of the commission earned and donates it back to a local nonprofit. Past donations have gone to organizations that feed the homeless, fund high school student scholarships, provide books for youth reading programs, and fund toy and backpack drives.

In the next five years, Antonio plans to take a step back as a real estate agent to dedicate time to coaching and training his newer team members. He shares how he intends to continue growing the brokerage and building the brand to eventually franchise across the country.

Contact Antonio at 504-220-7297, email Antonio@Service1stRE.com or visit Service1stRE.com www.

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ASHLEY PARKER Ashley Parker has always liked houses and watching HGTV. After using a realtor on her family investment, her husband suggested that she get her license to save on fees since she had a genuine interest in real estate. It seemed like a smart move.

Go-getter Ashley took the course while pregnant and completed her licensing exam during maternity leave! Now, entering her sixth year as a REALTOR, Ashley has built an entirely referral-based business serving the Central Virginia market including Hampton Roads, Richmond, Chesterfield and Henrico. Last year she closed over $11 million in sales, all while undergoing multiple surgeries and battling breast cancer.

Being a 24/7 agent who is always available to her clients is one of the ways that Ashley’s top-level service sets her apart. She tries to handle each person’s buying and selling process the way she would herself or her own family. Because of this commitment, Ashley’s clients feel comfortable with her and trust her to take care of them and have their best interests at heart. Ashley’s clients also appreciate her strong Christian faith which is also part of her business. She stays in touch with clients through handwritten notes and leaves a sweet and lasting impression with the homemade cookies she includes in her closing gifts.

Being hands on with all parts of the process is another way that Ashley supports her clients. She is very particular about getting a property ready and takes pride in listing homes that look and smell good. With the support of her brokerage, new listings are broadcast on social media and flyers. Ashley also shares new listings with her network of REALTOR friends and says that most properties are gone within 24 hours.

Ashley is actively involved with her church and serves the community by offering her real estate expertise to advance financial literacy and provide free resources to 50

support first-generation homebuyers. She makes use of any opportunity she gets to educate others about the importance of building good credit, the benefits of real estate ownership, and how to build generational wealth to pass on to the next generation. Ashley is dedicated to impacting people’s lives beyond the transaction, being a pinnacle person who helps people to achieve big dreams.

In the future, Ashley plans to complete her broker’s license and wants to continue building and shaping a team of agents.

She’s currently mentoring three newer agents at her current firm. A dual-agent who also maintains a full-time government career, Ashley says she has been especially motivated since her daughter was born. She wants to show her what kind of success a woman can create on her own, how a woman can make a name for herself. Her daughter is often on hand to witness Ashley at work, she even plays “selling houses” on the iPad. Ashley credits her experience with breast cancer for her determination to live every day like it could be her last.

She hopes to be a force of positivity and inspiration to the people she serves.

Contact Ashley at 804-433-5140, email ajparkersells@gmail.com, or visit exitrealty.com/agent/Ashley/Parker/227191 https://

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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BROOKE PERREGO With her calm demeanor and compassionate service, Brooke Perrego works hard to create a stress-free real estate experience for her clients. Coming from a background in retail and home design, Brooke had always wanted to be a REALTOR®, and finally made the leap in 2019. Now with Lewith & Freeman, Brooke is a solo agent helping clients turn their real estate dreams into reality.

Brooke primarily serves the Luzerne County area of Northeastern Pennsylvania, doing some business in Lackawanna and Wyoming counties as well. Perhaps best known for being the setting of the popular sitcom The Office, Northeast PA has so much to offer. “Our area is known for having beautiful nature, including Frances Slocum and Ricketts Glen state parks,” Brooke says. “We also have amazing food, and in my opinion, the best pizza anywhere in the world!”

An impressive 80% of Brooke’s business comes from repeat and referral clients, a testament to the lasting relationships she builds. “I go above and beyond for my clients,” Brooke explains. “I’ve had multiple clients tell me that they’ve worked with other agents, and I was the only one who really put in the work and made them feel comfortable with this purchase.” Brooke is available to her clients for anything they need before, during, and after their transaction. She gets to know her clients so she can tailor her service to their individual needs. “I do buyer consultations and pre-listing interviews before I go out and work for my clients,” Brooke says. “That way, I get to know them on a personal level. I try to teach them as much as possible about the process and what’s going to happen throughout.”

When it comes to marketing her listings, Brooke uses a variety of resources to ensure optimum exposure. That includes investing heavily in marketing on Facebook, as well as working with a professional photographer to capture the best possible shots of a property and Top Agent Magazine

display its winning features, sometimes via drone photo and video. Brooke has an e-PRO designation, a sure sign that she is an expert at getting homes out in front of prospective buyers. “I’ve had some listings go viral due to my Facebook page,” Brooke says. “I also use my connections, and sometimes even before I list a house I may already have a buyer for it, or know somebody who does. My listings usually go quickly based on my marketing.”

In her community, Brooke is involved with the Dallas PTO and other causes benefitting local kids. As the mother of a son with autism, Brooke is active in several local autism awareness groups, as well as the Wyoming Valley Children’s Association. When she’s not working or giving back, Brooke loves spending time with her kids and going out on the Harley with her husband.

“My favorite part of real estate is the people I get to help,” Brooke says. “I’ve met so many people and built so many relationships based on helping them find their forever home or selling their home to get them into another house. I’ve kept in contact with everyone in the last 3 years, just to make sure they and their families are doing well in their house. I’ve developed such great friendships and relationships with people, and I look forward to keeping that going.”

Contact Brooke at (570) 288-9371, email brookesellsnepa@gmail.com or visit brookesellsnepa.com www.

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DANIEL ORTIZ A graduate of the Tecnologico de Monterrey Mechanical Engineering ’06, Daniel worked with his wife as a real estate team in the Mexican city of San Miguel de Allende for many years. Their commitment to the city and the people they dealt with early on made them successful and quite busy, working with Coldwell Banker. They wanted to grow beyond that, owning their own franchise and not just a top team in an office. It was 10 years ago when they opened their first office. Now they oversee a team of 22 agents and five support staff out of three locations. They’re currently establishing a new flagship office as part of a development project.

That new franchise has been in the top 4 for 9 years, and was the #1 office for three consecutive years. They have a great team established with a very low rotation, focused on providing white glove service. Daniel and the team act as ambassadors to the lifestyle of the city.

His office strives to stay on top by having the most comprehensive marketing platform in the region, exceeding any competition in terms of drone work, video and 3D tours, all set to serve the sellers. The listing aspect keeps him very focused, tracking what’s moving and what’s not.

Daniel has been awarded the Coldwell Banker President’s Elite award and an International Globe Award. His expertise in luxury homes has made him a frequent guest on HGTV’s House Hunter International shows and earned him a spot on the International Luxury Alliance. He’s been recently honored as a Coldwell Banker Luxury Ambassador, “the crème de la crème of the Coldwell Banker network”. His knowledge and expertise have made Daniel a Vice President of AMPI (Mexican Association of Realtors) and he’s been a director on the MLS committee.

Whether buying or selling, Daniel is on help to help with paperwork for foreigners and explaining the best ways 54

for money to end up where it needs and what tax situations work for each individual, setting them up to avoid difficulties in the future. San Miguel de Allende is now 15% Americans, and a thriving city of eateries and boutiques creating an interesting mix of Mexican and American families in a city that’s been there since the 17th century. The arts thrive, with Daniel helping sponsor music events in addition to the support he gives to local organizations to help alleviate the costs of heart surgery for children.

Daniel wants to continue offering the luxury lifestyle, no matter what the price point of the property is to secure a position as the most sought after real estate team in San Miguel de Allende. It isn’t the number of transactions or dollar figures that keeps the team going. They focus on the attitude of helping people and making lifelong connections. With over a thousand transactions to build upon, they want to remain approachable within the community, and the faces to turn to when anyone has any property related questions.

Contact Daniel at (M) +52 (415) 113-9779 or (O) +52 (415) 152-3197, email daniel@coldwellbankersmart.com and visit coldwellbankersmart.com and sanmigueldeallende.realestate www.

http://

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A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 56

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

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

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

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DOUGLASS HOLMES Douglass Holmes is quick to tell prospective clients he does not need their business. He also will point out to a buyer every little thing wrong with the house that has captured their heart. “I will always be brutally honest with them, and I would never sell them anything. I will advise them as if they’re my own family,” he says, adding “I’m not there to point out the positives in a home. I’m there to point out the negatives.” Douglass values educating customers over letting them go down a regrettable path to get the sale.

“It’s my job and duty to actually educate them and let them see what they should be looking for so they can make an educated decision.” Customers appreciate the candor, feeding Holmes’ annual sales numbers, driven almost entirely by repeat and referral business.

In his forthright manner, Douglass admits he was reluctant to venture into real estate. He had enjoyed an entirely different career as an ABC television producer for shows such as Good Morning America. Two decades ago when he found himself out of that position and tending bar as a fallback, he deflected his brotherin-law’s encouragement to get his license. “I’m not a salesman; I’m a journalist,” he recalls telling his brother-in-law then. With further convincing about the freedom the career can offer, Douglass obtained his license, “And the rest is history,” he says. With his anti-salesman approach, Douglass has been listed as one of the top real estate agents in the state of New Jersey, guiding customers from Bergen County to Long Beach Island. “I absolutely love the job,” he says. “I’ve transformed people’s lives, and that’s why it’s such a powerful job. It’s not selling; it’s changing people’s lives. And that’s what I find the most rewarding about the job.”

Along with his frank delivery, customers can take advantage of Douglass’ eye for the theatrical. He stages

properties himself as part of his services. “Selling a house is very similar to putting on a television production,” he says. You have to set the stage. You have to create an image and photography and lighting so that people want to see the property, and that’s what will help get the property sold very quickly.” He completes the package with professional photography, videos and a social media campaign with his own captivating writing. Proving his marketing effectiveness, Douglass has a record of selling most of his listings within 10 days.

Outside of work, Douglass strengthens ties to his community with a steady calendar of volunteer and charity work. A genuine animal lover, he donates regularly to 11th Hour Rescue, a volunteer-run, no-kill shelter that saves animals from euthanasia. Douglass along with his brokerage, Howard Hannah Rand Realty, also holds fundraisers, complete with an electronics raffle, for the shelter each year. He sits on the board of a foundation that offers scholarships to youth soccer players In honor of his brother, a Columbia University soccer player who passed away.

Looking forward, Douglass has already begun assembling a team of agents. Ultimately, he would like 10 agents trained in his style of straightforward sales.

“I want them to always be honest and forthright with their clients, and that comes back to you tenfold. As long as they can emulate me and give that honesty and point out any flaw on a property so that they’re doing proper education to the consumer, they will work out very well.”

He is patient as he grows his team and keeps serving New Jersey customers. “It’s very rewarding to see the joy on people’s faces, whether they’re coming or going,” Douglass says. “And just to know that I can be a part of that and help them achieve their goals is probably the most rewarding thing I’ve ever done in my life.”

To learn more about Douglass Holmes, email douglassholmes@hotmail.com, visit randrealty.com or call 973.568.2224 www.

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FRANCIS MELLACE Prior to starting his career in real estate in 2006, REALTOR® Francis “Frank” Mellace was a well-known and successful home contractor. Having been in the industry for 23 years since the time he graduated high school, he acquired the expertise and sharp negotiating skills needed to be a top producing real estate agent. It comes as no surprise that he has built a thriving career in real estate, serving clients in Gloucester, Camden, and Cape May Counties, New Jersey.

Despite market challenges such as the crash of 2008 and the 2020 pandemic, Frank’s enthusiasm has led his business to success.

He’s been recognized as a Century 21 Centurion Award Winner, an award that goes to their top producing agents. Between 2015 - 2021, Frank was also consistently recognized by the Gloucester Salem County Board Of REALTORS® in New Jersey as a Circle of Excellence Award Winner, which is given to some of the highest producing agents in the area. Additionally, he has been recognized by both Tom Ferry and the “Best” Agents in New Jersey and America, receiving a national award that goes to the top 1% of agents in the country. However, Frank’s favorite award is the Century 21 Quality Service Award. “I was most honored by this award because it comes from my customers’ satisfaction and not just top production,” he explains.

Frank is proud to be a top producing solo agent, working independently rather than with a team. “When you work with me, I take you from listing to closing, or from the buyer showing to contract to closing,” he says.

His production primarily comes from word of mouth from his previous clients. After being in the business for so many years, around 80% of his clients come

from referrals. “I treat every transaction as if it was my house I was buying or selling,” he explains. “My business is mostly referral and my previous clients trust me enough to refer their mothers, fathers, sons, daughters, aunts, uncles and friends to me.”

Frank has a very unique and successful marketing plan for each home he lists, where the bulk occurs before the listings even go online. “Putting a listing in MLS isn’t enough to sell a home. I have a network of the best buyer’s agents from across multiple brokerages that I turn to,” he says. Beyond just selling a home, Frank uses his negotiating expertise to ensure he gets the best possible price, conditions, and terms of sale. His motto is, “ON TIME, ONE TIME.” Once he has completed a sale, Frank’s relationship with clients does not end. “Almost every client I’ve worked with has been invited over for the holidays, birthdays and more,” he says.

Frank is very involved in his community, particularly when it comes to sports-related activities. For many years, he sponsored and coached Little League Football in the Gloucester Township Stallions program as well as GT Baseball. He has also sponsored Highland High School Football and Cheerleading programs. Frank’s son just finished playing college football and his daughter is a cheerleader on a nationally ranked college team.

In a normal year, Frank completes around 60 real estate transactions, but his career is so much more than numbers. He genuinely loves working with his clients and feels that they are like family. “There is no better feeling in the world than putting the keys in a buyer’s hands and knowing how much they appreciate their new home.”

To learn more about Francis Mellace, please call 856-625-4587, email mellacesells@aol.com or visit homessoldbyfrank.com www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 60

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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FRED VIEGAS Fred Viegas believes in the power of personal connection, so he’s made it his mission to build his business through one-on-one service. As a top producing real estate agent in the North Jersey region, Fred has developed a reputation for exceeding expectations. His journey in this field started in childhood, when he would assist his real estate agent father with office-related tasks. “I would send out thousands of mailers every summer, follow up on each transaction, interact with Buyers/Sellers, and assist with office paperwork,” he explains. By the time he graduated high school and began attending Kean University, real estate seemed so familiar that he was drawn to another path in the banking industry, wanting to learn more about a different field. But he eventually realized his love of people and helping others could be better utilized as a REALTOR®. “Real estate is something I was born to do,” he explains. Today he leads The Viegas Team but works on each file, wanting to remain close to his clients throughout the transaction.

“I treat each and every one of my buyers and sellers as if they were a family member,” he says. “I always pick up the phone or text back, I never make them feel like a number.” Fred takes the time to understand each person he serves, including important details about their lives. “Agents should get to know their clients better, especially their immediate family, important dates and the reasons why they want to buy or sell,” he explains. Developing a lasting relationship with his clients allows for repeat business, family and friend referrals, and provides a deeper understanding of how to reach their goals in real estate now and in the future.

It also means he can eliminate stress during the transaction, as he is keenly aware of their concerns and anxieties. Fred brings the fun and excitement back to the journey, educating them along the way so nothing seems unexpected.

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Those who work with Fred tend to return to him in the future, as they are confident in his ability to meet their needs.

One recent buyer said, “Frederico was magnificent ever since the beginning.

We told him we were first time buyers and that we were really nervous about the whole process. He explained everything to us and told us that we could go as fast or slow as we needed. He never rushed us and always made sure we were comfortable and that we understood everything. When we were ready to give an offer, Fred was right there, always one call away.”

As the industry changes, Fred believes face-to-face interactions will become increasingly valuable. “With the technological advances we’ve made, we are able to do everything online, but we need to bring that personal touch back,” he explains. “A lot of people want to see their agents in real life, they want to know that they are being heard and their needs are being met. So, I think we will see more people focusing on those client relationships, which is a great thing.”

For more about Fred Viegas, please call 973-344-7770 or email info@skyrealtynj.com 61 Copyright Top Agent Magazine

JAMES DANIEL Known for its beautiful beaches and stunning scenery, Sydney is one of the world’s most desirable places to live. Real estate agent James Daniel knows firsthand how magical this region is, and loves helping people find home here. He got his well over a decade ago, inspired by his father who worked in property management. Today he works with NGFarah, where he leads the leasing team. Serving the eastern suburbs, a large portion of their business is referral-based, as James and his team go above and beyond to ensure their clients are happy. By providing superior customer service and guiding them through every step, James eliminates stress, creating an enjoyable journey for all involved. Working as a tight-knit group, they leave no stone left unturned. For James, the ultimate goal is stress free, long term wealth generation.

“We have a really strong team culture,” James explains. “We have proven systems that we fall back on, and we continue to produce outstanding results.”

When assisting landlords, James and his team take professional photographs of each unit, and virtually stage it if necessary. “We also do virtual reality tours, and we just recently rented a property to someone who used a virtual reality headset to go through the home,” James says. “So we’re extremely tech savvy, and love to stay up-to-date on the latest tools.” After a home is rented, the work doesn’t stop, with James keeping in regular contact with the tenant and landlord. They look after repairs and continually try to get the most out of their owners’ investments by periodically increasing rents. “We even offer unique things like utility connection services,” he explains. “So tenants and owners can get a health check on their utility bills, and compare rates for electricity, gas, internet, and more, to ensure they’re getting the best rates.”

Owners are confident their property is in the right hands when working with James. One recently said, “Not usually one to write a review, but I’m compelled to for this team of superstars! James Daniel and his team have 62

so far been OUTSTANDING. From advice about my property and how best to get it on the market, to incredibly swift leasing turnaround in a tough COVID-19 market, all the way to feeling very safe in their capable hands to lease out my lovely apartment. They (James in particular) have been responsive, professional, knowledgeable about the area and my property. I cannot recommend these guys enough - I look forward to an ongoing relationship of property management with them. Thanks to the team for making this so easy for me in my first experience becoming a landlord!”

NGFarah and their associates frequently give back to the community. James sponsors a large local soccer team, participates in fundraising events, and donates to the Sydney Children’s Hospital. During Christmas, he provides gifts to those in need. When James isn’t working, he can be found spending time with family, including his young baby.

Expansion is in James’ future, as he hopes to add more features to his business that will help his investors.

“We want to establish a concierge service to ensure that they can keep growing their portfolio if they want to,” James explains. “It makes us so happy to see our clients’ investments increase in value and create longterm wealth for their families.”

For more information about James Daniel, please call 0438591485 or email jamesd@ngfarah.com.au Top Agent Magazine

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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.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 64

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.

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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.

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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.

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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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JANELLE ANDERSON Relationships are the center of Janelle Anderson’s life and career. She is committed to ensuring each connection is nurtured. It’s what has made her business so successful. “This is why I have been able to become a top producing real estate agent with zero advertising,” she explains.

Growing up with parents who worked as brokers, it was only natural for Janelle to enter this career path. “I started helping them when I was four years old,” she says. “I would put up signs, pass out flyers, go door to door and sit at open houses.” When Janelle grew up, she began working in the escrow industry, covering transactions across the country. She eventually expanded her real estate knowledge by serving as a mobile notary, loan originator, and earning her real estate license.

In 2006, she moved from California to Wyoming and changed gears, getting a job in the nonprofit sector. But in 2014 she moved to Idaho and accidently got reintroduced to the real estate world when a friend wanted to earn her license. “She didn’t want to go to school alone, so I agreed to go with her for support, and I quickly fell in love with it again and asked myself ‘why did I ever stop doing this?’ I love all things real estate!” Janelle says, “I just hit the ground running with all my years of experience across the industry and have rebuilt an entire real estate business from scratch.”

Based in Boise and serving the entire southwest corner of Idaho, Janelle is the co-founder of Trail 3 Real Estate, where she and her business partners and team members go above and beyond to meet their clients’ needs. Each member of the group is like-minded, placing focus on establishing strong relationships with every person they serve. “I work with people that understand this is a people business. There’s a lot of emotion, psychology, and TLC that goes into it. If the placement of Grandma’s buffet cabinet is an issue for

the client, honor that as a need and don’t worry about your number of closings for that month.” This approach has led to the vast majority of her business deriving from repeats and referrals, as buyers and sellers know Janelle is looking out for their best interests. The client bonds run deeper than most, with Janelle and the team being there for them even after the transaction is complete. “I want all my clients to know, when they’re settled and in their home, they can call me six months or six years from now, at 11 o’clock on a Sunday night, and I will answer the phone and ask how they’re doing, how can I help, as if we had just spoken the day before. If I’m the first person they think of when they need anything or have a random question, I’ve done my job.” That has led Janelle to taking clients to medical appointments, sending roadside assistance to the rescue, and even rehoming an adorable flock of chickens.

This unparalleled support has a calming effect on clients, as they are confident they can count on Trail 3 Real Estate to reach their real estate dreams. Whether it’s helping someone buy their first home, finding the ideal investment property, or selling their well-loved house for the highest price possible, Janelle and her team create the smoothest experience imaginable.

Each person who works with Trail 3 Real Estate tends to spread the word about their journey, which has led to their tremendous growth. They are currently adding more team members to their real estate family, and Janelle is ready to take the business to new heights.

As the next chapter approaches, Trail 3 Real Estate will continue to provide the highest level of service, no matter where their path leads. Janelle can’t imagine herself in any other field. “My legacy is to love on people. I just happen to do it through a real estate contract.”

For more information about Janelle Anderson, please call 208-971-5678 or email boiserealestate@outlook.com Top Agent Magazine

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JESSICA PAZ LOMBARDI Jessica Paz Lombardi of Destin, Florida, has built a successful real estate business serving both Florida and New Mexico by dedicating herself to integrity, empathy, and a lifelong commitment to serving our nation’s military. “I’m a military spouse myself, so I understand how to really coordinate to make things work for them.

A lot of time they’re out of state, or even overseas, and military members like us frequently purchase property sight unseen. I get to video record things for them, really be the eyes on the ground for them, and coordinate unpredictable schedules – whatever it takes.”

In 2018, as the owner of several rental properties, Jessica sought real estate information and education to help her manage the work. “I quickly realized real estate and property management are very different, and as I got into the real estate stuff, I thought ‘Well, this is actually kind of fun. Let me give it a shot and see if I like it.’ Turns out, I love it so much that now I’m licensed in both Florida and New Mexico!”

Ever since her discovery, Jessica has been working as a solo agent for eXp Realty, and she boasts a book of business that is ninety-nine percent repeat and referral clients. She averages sixty transactions each year, totalling just over $15 million in volume. She attributes her rapid success to going above and beyond the call of duty to serve her clients: “I love the challenges. When I figure out a way to resolve the problem, whether that’s helping people move or setting up utilities, I like being able to help people and be the hero in a situation that can sometimes be stressful, especially if you’re coming from overseas!”

Her commitment to unparalleled service extends to her colleagues as well as her clients. Jessica is currently mentoring two separate agents in each state where she’s licensed, and she plans to double that figure by the end of 2023. “I have a small team of people that I currently work with, but I have goals to expand my 66

business and double my volume.” As her network proliferates, the work that she does with professional photographers, videographers, and marketing experts has grown increasingly demanding, but Jessica always returns to the patterns and systems that have brought her success. “I have follow up systems in place for one month, six months, Christmas, and Housiversaries. But honestly, I don’t really need them – most of my clients become my friends, more often than not.

I love the friendships that I’ve made. I have really, really awesome clients, and I’ve been very lucky and made amazing friendships because of it.”

Her connections to her clients are only one component of Jessica’s interpersonal network. In her limited free time, Jessica participates in multiple beach cleanup organizations, most notably the Navarre Beach Sea Turtle Conservation Center. She prides herself on her ability to connect with people and the environment, and she’s looking forward to multiplying those connections as her business grows!

For more about Jessica Paz Lombardi, visit pazlovehome.com, email pazlovehome@gmail.com, or call 614-571-0757 www.

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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 68

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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KENDRA BAJCAR Raised in the Eastern Plains of Colorado, Kendra Bajcar has always been drawn to real estate. Her father is a prominent general contractor in the region, and she would learn the love of houses while working with him on various remodeling projects spanning her hometown. Later, she launched her own successful career as a personal trainer; however, upon having her first baby, she found herself seeking a new opportunity that afforded her more time to be there for her growing family, but still spoke to her passion for helping others.

Inspired, Kendra decided to pursue her real estate license in 2012, starting out as a transaction coordinator for a real estate team in Boulder before setting off on her own as an agent. Today, she is a REALTOR® with RE/MAX Nexus, where she assists clients throughout Weld County and the surrounding communities from Loveland to Northern Denver. Leveraging her strong roots in the area, she has established a boutique process to meet the demands of any transaction.

When listing a property, Kendra prefers a comprehensive strategy. Starting out, she helps her clients prepare for the market, supplying them with a suite of professional photography and videography services. From there, she broadcasts her listings to a highly targeted blend of digital and social media campaigns—all in the lead-up to the standout open house showing. But she also utilizes proven outlets like digital floor plans and postcards to the surrounding neighborhoods to ensure a seamless transaction throughout.

Elsewhere, Kendra is just as attentive when assisting her buyers, drawing from her lifelong knowledge of the region to uncover the right investment for their best

interests. In fact, she keeps in touch long after the deals are done through regular check-ins, outreach events, and even gifts like monthly coupons for local businesses. For this outgoing approach, she has earned a fantastic reputation throughout Colorado, with the vast majority of her volume coming from repeat clients and referrals.

Now averaging between 18 and 30 transactions in each of the past three years, Kendra remains focused on what matters most. “I’ve found that my experience as a personal trainer has translated perfectly into real estate,” she says. “At the end of the day, helping someone effectively manage their financial assets is very similar to helping them work towards their longterm health goals.”

Outside of real estate, Kendra is dedicated to her community. On top of volunteering at fall outings with her office, she also contributes to a host of local events and organizations throughout the year. When she’s not with clients or giving back, she can be found caring for her three children, competing in triathlons with her husband, or going hiking with her family—enjoying all the scenery Colorado has to offer.

While her volume maintains its steady growth, Kendra intends on expanding her reach as an invaluable local resource, with an eye towards building her team in the future. In the meantime, though, she looks forward to all the new connections that await. “My clients are my main focus,” she says. “It’s never about the transaction; instead, it’s about serving as an advocate for their goals and financial wellbeing. For me, there’s nothing more rewarding than cultivating a lasting friendship with each of my buyers and sellers.”

To learn more about Kendra Bajcar, email kendrabajcar@remax.net, visit kendrabajcar.remax.com or call (970) 571-0525 http://

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KRISTI REED REALTOR® Kristi Reed spreads a little magic to homebuyers and sellers in Central Arkansas. A self-proclaimed Disney fanatic, she incorporates the company founder’s principles into her real estate dealings.

“Everything I do, I just add a little pixie dust, a little magic to it,” she says. “I run things just a little bit differently.” Kristi has fun with her Disney-themed personal website, themagicalagent.com, going so far as using Disney fonts and featuring photos of her at the Magic Kingdom. Her admiration for Disney goes deeper, though. As an Agent of Excellence, Kristi is part of a group of agents pledged to relate to customers on par with Walt Disney’s standard for world-class customer service.

A native of Sherwood, Kristi is an expert in the Central Arkansas market. She serves clients in neighborhoods around North Little Rock, Little Rock and Little Rock Air Force Base, reaching some as far south as Sheridan. She recently celebrated her fourth anniversary in the business after turning to real estate because it allowed her the flexibility to care for her son while working. Now, as a solo agent, Kristi closes about 30 properties annually. More than half of those are generated from referrals, with another 25 percent coming from repeat customers.

Kristi’s formula for earning those referrals is no secret.

“You really do have to build relationships with your clients,” she says. “You have to know about them.

You have to know about their kiddos and what goes on in their life and form those relationships with them.

And when you do that, they’re gonna recommend you.

You’ve got to be friends with your clients and be close with them.” Kristi’s CRM reminds her of customer touchpoints such as birthdays, so she can send them a note. On some occasions, she will stop by for a visit.

The inspiration of Disney is visible throughout Kristi’s life. Her charitable efforts are no different.

Kristi sits on the Central Arkansas regional board 70 70

of Make-A-Wish Foundation. A portion of each of her sales goes to the charity.

Disney has had a relationship with MakeA-Wish since it began making children’s dreams come true more than 40 years ago.

The fruits of Kristi’s fundraising efforts, though, stay local. “They are directly for kids here in Central Arkansas,” she says.

“So when you buy and sell with me, you’re helping kids here in your hometown.” Outside of her work and charitable efforts, Kristi enjoys jeeping, kayaking, fishing, and of course, going to Disney World as often as she can.

Central Arkansas may be just a start for Kristi, but she is not finished building there yet. She plans on building a team locally before branching out. From there, she would like to obtain her Florida license and manage clientele in both states, possibly adding Alabama later. “I don’t really call it my five-year plan because I think it’ll happen quite a bit sooner than that,” she says. Kristi can reach her goals following the inspirational words of Walt Disney posted on her site: “First think. Second believe. Third dream. And finally, dare.”

To learn more about Kristi Reed, visit kristi.irealtyar.com, email kristi@irealtyarkansas.com or call 501.416.0488 www.

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 72

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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LINDSAY KEEN It had always been in the back of Lindsay’s mind to get into real estate. She thought about getting started as a real estate investor and saw it as an opportunity to make her own schedule and not have a financial ceiling. While working as a food and cocktail history tour guide in New Orleans, the conversation came up with a tour guest who happened to work for Keller Williams in New Jersey. She gave her the information of a local agent and close friend to reach out to. After a conversation with the local agent about the good sides, the tough sides and the realities of the industry, Lindsay felt she knew enough to prepare herself for what she was getting into and took the steps to become an agent herself.

Three years later, Lindsay finds herself serving on the Associate Leadership Council with the very same agent who gave her all of the information and support to get started. In the future, she may consider working in a team, but for now she works the Greater New Orleans area and South Mississippi regions as a solo agent. Since she started this journey, she’s never had the need to market herself or pay for leads. It started with a network of family and friends from the New Orleans and Mississippi Gulf Coast and everything has grown organically by word of mouth. Last year she closed out with a sales volume of $5.7 Million and is projected to close over $9 million this year.

Lindsay’s focus is different from other Realtors®. She’s not focused on the sales aspect, but on educating her clients, empowering them to make the best decisions for themselves, for their home and financial future.

This is usually the biggest investment people make in their lives, and knowing just what that means and how to go about it the right way is what matters most.

Armed with the knowledge she gives them, Lindsay is sure her clients make the choice that best fits their individual needs.

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Once that transaction is completed, clients often come back just to say how much they miss working with her, as she helped them through such a stressful time in their lives. She’ll keep in close contact through messaging, phone calls, social media, along her favorite: hand written notes. They’ll also see her community involvement, and find her as the new chair of the Young Professional Network for the Northshore Area Board of Realtors® and the LGBTQ+ Real Estate Alliance. As a member of the LGBTQ+ community, she’s hyper-aware of the unique challenges that LGBTQ+ clients can and do face. She is also the Chair of the Diversity, Equity and Inclusion Committee for her brokerage and is a designated Historic Property Specialist of New Orleans.

Lindsay loves solving the problems with and for her clients, and what other people see as crazy time crunch emergencies, she sees as opportunities. Showing people that there are easy solutions to their problems is what she loves. When she’s done problem solving at work, then it’s time to kick back with her wife Kelly, daughter Delaney, and their kitties. She loves being outdoors, such as hiking with Ethan her rescue pup, kayaking the bayous, and gardening in her yard. Then it’s back to work, where empowering clients through equity and education is her focus. It’s all about teaching people what they need to achieve their goals.

For more info, call 228-243-8201, email lindsaykeen@kw.com and visit lindsaykeen.kw.com http://

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MARY C. RYAN When working with her clients, Mary Ryan’s main goal is to reduce stress and provide guidance. “I am a calming force in a very high-stress time of your life,” she explains.

She finds it incredibly rewarding to help her clients make educated decisions when it comes to real estate. Her professional career started in the corporate world, but she also worked as a musician playing keyboards in a band for over 14 years. “Once the recession hit, we were out of the marketplace for a considerable amount of time, so I was thinking about what to do next.” After researching other possible career paths, she landed on real estate as it would allow her to engage her people-loving personality with her business talent. Over 30 years later, Mary serves Camden, Burlington, and Gloucester counties in South Jersey, and the testimonials and referrals keep on coming.

Those who work with Mary appreciate her commitment to achieving their goals. Though she works with all types of buyers and sellers, she specializes in assisting seniors as she has her Senior Real Estate Specialist® designation. No matter who she is serving, she makes it her mission to understand their needs. “Every client is different,” she explains. “They have different emotions and different desires.” By knowing what they want, she can tailor make a plan that will accomplish everything on their checklist and eliminate their worries. Her Buyers and Sellers are informed of each step before it happens, and she makes herself available 24/7 for questions. Knowing this is a significant chapter in their life, Mary takes her work seriously and never 74 74

pressures them to make decisions.

Wanting to portray each home in its best light, Mary includes professional photography for her listings. Through Berkshire Hathaway HomeServices, she is able to reach a wide network of people and agents, capturing the attention of potential clients. Providing superior service at every step, Mary consistently produces millions of dollars in real estate each year.

Mary attributes a large part of her real estate savvy to her advanced negotiating skills and vast knowledge of the real estate industry. She also credits the valuable experience she gained working with her longtime predecessor and mentor, the late Sandy Levenson.

She also honors her by keeping the Sandy Levenson Group name intact. “Her family allowed me to continue on with the name, so it has been great to keep her memory alive.”

For more information about Mary Ryan, please call 609-220-8598 or email mary.ryan@foxroach.com Copyright Top Top Agent Agent Magazine Magazine

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 76

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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MATT LAW Matt Law of Ankeny, Iowa, has built a career on client-centered service and community focused entrepreneurship to fuel his real estate endeavors. “I’m grateful to be able to serve others every single day. Doing what I love has made me better able to support my family, and have a positive impact in serving my community. That’s what local business should be about. I am a firm believer that ownership of where you live helps you take ownership of your life. I help guide people to work towards owning a home, upgrading, or downgrading. I meet them where they are at. I am truly blessed.”

Matt’s career started eight years ago when he and his wife decided that their son Alex, who has special needs, needed additional educational support. His wife left an eleven year career at the Iowa DOT to begin homeschooling while Matt sought replacement revenue streams. “I was also working for the government at the time, and got my REALTOR’S® license to work part time. That only lasted about a year, and I was lucky enough and hard working enough to transition to full time.” Presently, Matt works as a solo agent for RE/MAX Precision, and he services everything within a sixty mile radius of Des Moines. He boasts a foundation of business that is nearly one hundred percent repeat or referral clients.

The efforts that Matt makes to connect his clients with his hometown of Ankeny and throughout central Iowa are unparalleled, and it was no surprise to hear that half of Matt’s transactions each year come from past clients who are buying additional homes, or selling homes that they purchased with Matt’s help. His annual tradition is to partner up with a local orchard to deliver pies and goodie bags to every former client that still lives in

the area. “My mentality is: you’re a client for life. And if you buy a home from me, you’re getting a pie every year!” He also uses a program called HomeBot to keep his client’s appraised of their property’s market value, and stays connected with other agents in the area to make sure that his sellers have every opportunity to field a range of offers. Matt’s diligence has made him a one man hub of commerce, and it has paid tremendous dividends.

Beyond his business connections, Matt is also heavily involved in the Iowa Special Olympics. “As a member and soon-to-be president of the Ankeny Kiwanis Club, I’m excited to see what we tackle next. We do so many fundraisers and many activities for our Miracle Families, and one of the many is our fall and spring Miracle League, where we partner with the city to provide this with free registration for families who have kids with special needs. Giving those kids an opportunity to feel like part of a team is the best part of my year.” Planned future activities include the Miracle Bowling League and sponsored events at local orchards for apple picking and petting zoos! “It definitely keeps us busy, but we are blessed to have something planned for every season throughout the year.”

When not actively growing his business connections or supporting his community, Matt enjoys the day to day pleasures of life with his family. He is grateful that his career keeps him connected, both locally and globally: “I just love the stories people have. Being able to meet people and hear about what brought them to this place and time – I know I’m lucky.” Matt is looking to grow his team to support five additional agents, and “continue taking care of the people we know and love.”

To learn more about Matt Law, visit yourkeytohome.org, email matt@precisiondsm.com, or call 515-313-6138. www.

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MICHELE HANSEN Born and raised in Mammoth, Michele Hansen feels a deep connection to its mountains, lakes, and residents. “I am very blessed to live in this beautiful place I call home,” she explains. “And I am blessed to be in a position to help other people realize their dream.” She began working at a young age, first in the restaurant business, and later as a ski coach. Eventually, she realized she wanted to become more involved with the community and assist others in setting down roots in this stunning region.

“In 1991 I decided to earn my license and begin working as an agent,” Michele says. Today she works with her husband, Cary, and together they have made a name for themselves as REALTORS® who go above and beyond.

Mammoth Lakes is a magical place, with an endless amount of activities, natural beauty, and events to enjoy. One would be hard pressed to find a person with more local knowledge than Michele. She’s spent decades soaking up everything the area has to offer, and is eager to share her experience with her clients. “We have amazing mountain bike trails, hiking, world class rock climbing, and fishing,” Michele says. “Ninety five percent of this region is public property, which includes BLM, Forest Service, National Park, and DWP.” Needless to say, it’s difficult to feel bored here, and that’s exactly why people flock to this region. Michele and Cary’s business consists mostly of referrals, as past buyers and sellers never hesitate to spread the word about their work.

“I create a friendship with pretty much everyone I meet,” Michele says. “We become good friends, and they know I am here for them at any time. If they need any kind of service or recommendation, I am ready to provide it.” In fact, Michele is eager to provide help of any kind, even if it means picking them up at the airport or rescuing them from a snowstorm. “I’ve also babysat my clients’ dog,” she says. No task is too small or big for Michele, as she is truly committed to building lifelong 78 78

connections. Her friendly nature and welcoming personality make it easy to form a bond, which allows her to better understand what her clients are looking for.

Getting to know each person she serves, Michele discovers their short-term and long-term goals, then gets to work on an individualized plan to reach them.

Michele is a prominent member of the community, giving back throughout the year and taking part in various local events. She is passionate about Habitat for Humanity, and is actively involved with disabled sports on Mammoth Mountain. “Because of my extensive background in skiing and ski racing, I love to work with disabled people to help them learn to ski, bike, and get familiar with the mountain.” She also works with Wounded Warriors, volunteers at the animal shelter, and never hesitates to start fundraisers for causes close to her heart.

As Michele continues along her real estate journey, she grows increasingly grateful for her community, her family, and her clients. She is living her dream life, and her happiness is contagious. “I want everyone to come up and enjoy the mountains. It’s an amazing place.”

For more about Michele Hansen, please call 760-914-0582 or email micheleh76@gmail.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 80

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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MICHELLE LEBLANC Michelle LeBlanc has only been a licensed REALTOR® for less than two years, but that’s a bit misleading.

An agent for Century 21 Best Realty in Coos Bay, Oregon, Michelle came to the business as a second career – at least as a REALTOR®. Prior to getting licensed, she certainly had a presence in the real estate world that allowed her to hit the ground running.

“I got my license in January of 2021 but I got my start way back when,” Michelle said. “I actually worked with a REALTOR® from 1999 to 2001 so I had some background there. My husband and I would buy and sell houses, not like the flippers you see today buying dozens and hundreds at a time but we got some knowledge in and, yeah, at times we learned the hard way. But when I decided to leave my job because I wanted to stay home more and have some flexibility, I was able to do it with the encouragement of my family.”

What gave Michelle a solid base for entry into being an agent was her intrinsic knowledge from her career in a lab testing for well water systems, water filtration systems, septic systems, and more. No, she’s not someone able to fashion large twigs into a divining rod to find water; she just knows her stuff and, more importantly, knows how it should work. And how it shouldn’t. It quickly led her to an average volume of one to two transactions per month already early in her career.

Michelle has a current base of 92 active buyers and sellers, and she already closed more than $1 million in sales into July for this year. What’s her secret sauce?

She loves Oregon.

“I enjoy being busy. I also love driving and seeing the rest of my state, love to see outlying properties that I might not have ever seen or discovered,” she said.

Asked why she has such a wide base, Michelle replied, “It’s not about me.

It’s not about what works best for me, it’s about what works best for the client.

Everything I do is completely tailored to the client.”

Michelle is a solo agent but loves to point out that she enjoys collaborating with others in her office and rely on their help and support, including co-listing properties. Though she has only been a REALTOR® for less than two years, she has built a circle of friends and business colleagues that keep the referrals coming.

In her spare time, Michelle said she is fully invested in scouting, both boys and girls, and has been since the early 1990s. Though she does not have her own troop, her focus is now on teaching outdoor skills to other adult scout leaders who can then pass the lessons down to the children. She also enjoys spending time at the Coos Bay Speedway, where she gets her “fill of gas, oil, and tires.”

As for the future of her business, Michelle has a quite different, yet refreshing, answer when it comes to setting goals. “I have none. Absolutely none. I will take this wherever it leads. I don’t believe in, ‘Oh I have to fight for this or fight for that.’ It will happen if it happens, and it will happen if I work hard. My clients appreciate me. If I don’t serve them well, I’m not doing my job,” Michelle said. “For me it’s ‘What do you need and how can I serve you?’”

Michelle can be reached at 541-290-5075 or through email at michelle.leblanc@c21bestrealty.com.

Her website is century21.com/real-estate-agent/profile/michelle-leblanc-P80105351 and her profile can be found at realtor.com/realestateagents/6012427d072af700127e8b09 www.

www.

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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NICK NEVARES When looking for a fulfilling life path, it’s important to follow your heart, and that’s exactly what Nick Nevares did. After working in the event industry, where he produced many high end parties, Nick felt mentally drained. This led him to sell his belongings and hit the road, becoming a traveling Reiki practitioner and energy healer while also volunteering at homeless shelters and cooking food for those in need. While talking to a man experiencing homelessness, he was introduced to the magical town of Crestone, Colorado. “We were talking for a while and he told me about this place in Colorado which was home to dozens of religions and spiritual people,” Nick explains. So Nick drove his RV to Crestone and found home here, surrounded by like-minded individuals and endless, beautiful nature.

Nick ended up taking over the free meal event every Saturday at a local church, providing food to those in need. One of the congregants there was a real estate agent, and saw potential in Nick. “She thought I’d be great at it, so I began working with her for a few years and eventually started my own brokerage,” he explains. Today, Nick leads Mountainside Realty, where he’s become the expert on sustainable homes and green energy. He produces the Crestone Energy Fair every year, which helps educate the public on living sustainably. Serving the San Luis Valley in southern Colorado, Nick has no shortage of clients looking to live off-grid or pursue a greener lifestyle. With personal and professional experience in this way of life, including building his own 800-square foot addition to his house made of a natural substance called hempcrete, he has an endless amount of knowledge to share.

Well-versed on water rights, agriculture, and soil, he’s one of the few local agents who can help people buy or sell cannabis grow sites. His expertise is so vast that Nick can assist all types of buyers and sellers, even if they’re seeking more traditional properties. “It’s really about helping people with the most important decisions Top Agent Magazine

they’re ever going to make in their lives,” Nick says. “It means taking the time to explain the process, and being present with their concerns and questions.” Nick’s diligence and patience leads to smooth, stressfree transactions, with clients never hesitating to refer him to their loved ones.

Raised by community-oriented parents, volunteerism is a large part of Nick’s life. “I grew up understanding that a true sense of community includes giving back not only your money, but your time.” A few times a year, Nick cooks a full, healthy meal for hundreds of people in his region. He also hosts events for the community, including a Fourth of July party. When Nick isn’t working or giving back, he’s working on his house, gardening and enjoying everything Colorado has to offer.

Loving his current path, Nick hopes to continue growing his business for years to come. He loves making a difference in the lives of others, and is eager to see where his journey leads.

For more information about Nick Nevares, please call 719-588-6421 or email nick@mountainsiderealty.com 83

RAMZA COURY The story is not a pleasant tale to tell for Ramza Coury. But to understand her drive, motivation, and ambition is to know how she went from someone with no experience in the real estate business to being a REALTOR® and Associate Broker at RPS Real Estate in Selma, California. In short, she and her husband moved from Orange County in California to the Central Valley right before the housing market collapsed. Ramza felt the agent and the lender took advantage of the couple’s purchase and almost immediately she and her husband were upside down on a $450,000 home that should have been more in line with comparable homes in the $275,000 range. And then the market crashed.

same man she had that discussion with.

Now she’s more than just a REALTOR® and broker herself – she’s an advocate, educating her clients and making sure nothing ever happens to them like it did to her. In fact, she was so motivated to enter the business and help others that Ramza said it took her 25 days from the moment she made her decision to taking the test for her license and getting fingerprinted.

“We came to find out the agent and the lender took advantage of us, using comps from a more custom-built home.

They also sold us something called an Option ARM, which we weren’t familiar with,” said Ramza of the adjustable rate mortgage.

While she fully admits they should have done their homework, she also said they placed their faith in their agent. It was so upsetting and unsettling that Ramza even went to the local district attorney to see if she had any legal recourse.

Out of options, she and her husband were recounting their story one day to clients of a business they had just started.

One of the clients happened to be a REALTOR® — one of the 99 percent who will do anything to help their buyers and sellers.

“He said ‘I am so sorry this happened to you’ and then he said something that struck me. ‘You have a great ethics and a great demeanor. Why don’t you become a REALTOR® and help people the way you say a REALTOR® should have been with you,’” Ramza recalled.

They rest, as they say, is history. Ramza got her license and in storybook fashion she was eventually hired by the

“I love it,” said Ramza, who covers Fresno, Kings and Tulare counties in the Central Valley along with Shaver Lake and the mountains area. “The home values aren’t high here so it takes a lot to sell as much as I need to sell.

But I so enjoy it. Even after I became a broker, I still work for RPS. I love the camaraderie. I like the atmosphere in our office. I still love it every day.”

Ramza, who hasn’t had to advertise much since most of her business is repeat and referral clients, averages around 55-70 transactions a year for an average volume of $20 million annually. She is quite involved in the community, sponsoring many local events, actively participating on the local planning commission and chamber of commerce, helping to pick a Business of the Year in Selma, and more.

She and her daughter love serving breakfast at the local senior center, and when she has some quiet time you will find her with a cup of tea and a good book. And her other joy is to help her clients.

“The look on my client’s faces when they see the perfect home, the emotion when I hand them the keys and say, ‘Welcome to your home!’, well, those moments stay with me,” Ramza said. “So, eventually I’d like to have a team so I can continue to provide that kind of customer service.

It’s getting to that point where I am realizing there are only so many hours in a day. I would like to pass on to a team what works best for me and help them build their businesses and pass it on to their community.”

Contact Ramza Coury at (559)213-7514 or through email at couryre@outlook.com.

Her profile can be found at rpsre.com/agent-detail/Ramza-Coury/12 www.

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Tami Rima is proud to congratulate

RAMZA COURY

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

Tami Rima

Mortgage Loan Originator

NMLS# 1687980

(559) 905-4698 (cell) (805) 305-464-2582 (Atascadero office) trima@goldstandardmortgage.com

NMLS# 1285715

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RHONDA FRICK When Rhonda Frick entered the real estate industry, she made it her mission to prioritize her client’s needs. “At the end of the day, you’re a REALTOR®.

So you’re helping other people with their goals, not your own.” She decided to become an agent after working in accounting. “When I was finishing up college I worked as an accountant at a local real estate association, and I remember having this bird’s eye view of the industry,” Rhonda explains. “So when I chose to get my real estate license later on, I vowed to never be one of those agents that had a large ego.” Twenty years later, Rhonda has made great strides in her career. Today she works with her daughter, Bethany Frick, serving the Maryland and Delaware coastal areas. As the team leader for the Rhonda Frick Team, Rhonda handles the client relationships and negotiations, while Bethany focuses on marketing, transaction coordination, and behind the scenes details.

“We have a great dynamic,” Rhonda explains. “It’s almost like having myself divided by two.”

Their business is almost entirely built of referrals and repeat business. They develop lasting connections with their buyers and sellers by delivering exceptional service at every step. When assisting their buyers, Rhonda and Bethany are patient, providing them with all the knowledge necessary so they can make informed decisions. When it’s time to make an offer, Rhonda ensures they’re staying competitive but always keeps their budget top of mind. She advocates for them during negotiations, doing everything possible to secure the property of their dreams with the best terms and price.

Sellers enjoy extensive marketing of their properties, as the Rhonda Frick Team utilizes all the social media platforms and top real estate sites. “We also do a lot of mailers, signage, and geographic farming,” Rhonda

explains. They have a large database of potential buyers and past clients, who they reach out to when they have a new listing.

Clients love to tell others about their time with the Rhonda Frick Team. One recently said, “We love Bethany and Rhonda. We purchased a home with their help last year. They made the whole process easy. We just recommended them to our friends. I would recommend Bethany and Rhonda to anyone looking in the Ocean Pines or Ocean City area.” Another wrote, “Rhonda’s poise & professionalism helped make the selling process smooth and as stress-free as possible.

Her pricing, marketing, and pulse on the current market brought in multiple offers. We also appreciated her and Bethany’s help with many details of the sale. We would recommend the Frick team.”

Rhonda and Bethany stay active in the community by donating to St. Jude Children’s Hospital. They are also looking to give back to horse rescues, as they live on a small horse farm. During the holidays, they donate blankets, towels, food, and toys to the animals living in the local shelter. During their free time, they love to participate in horse shows, go scuba diving, and travel.

As their business grows, Rhonda plans to add more buyer’s agents and administrative staff. And when Rhonda nears retirement, Bethany will take over as the face of the business. But in the meantime, they’re continually working on increasing their skillset, as they believe there is never enough knowledge one can have about this industry. “We’re part of two large coaching programs, so skill building is first and foremost for us.

We’re always looking for ways to improve our service to our clients.”

For more information about Rhonda Frick, please call 302-236-1456 or email rhonda@rhondafrick.com 86

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 88

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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STEPHANIE REITEMEIER Stephanie Reitemeier of Parsons, Kansas, leverages her real estate industry knowledge and robust interpersonal network to best serve the citizens of her rural hometown. “It’s a never-ending puzzle, and that’s what I love most about this career. Every day I’m trying to match a property with exactly the right buyer, or trying to help a new neighbor find the perfect home.”

As a daughter of REALTOR®, Stephanie is grateful to have inherited an insider’s view of the profession before she became fully licensed. “I’ve only been an agent for about three years, but I grew up in the real estate world. My mom was a REALTOR®, my step mom is currently a REALTOR®, so was my aunt, and my cousin, so I’ve always been around it.” She further sharpened her vision by pursuing a degree in marketing and made the transition to full time real estate in 2019. Today, in 2022, Stephanie works as a solo agent in southeastern Kansas. “In Parsons, it’s a melting pot of a lot of people from all over the country. It’s a small town – probably ten thousand people – but we have access to major cities all around us. It’s a great place to raise a family.” Her tight knit community helps her boast a book of business that is over seventy percent repeat and referral clients, and in 2021, despite the limited size of her city, she was able to close a total of seventy-seven transactions.

Stephanie grows her business by combining her marketing education with flexible, hand tailored client services. “First off, I do an in person visit by myself, and run comps ahead of time. It’s a challenging marketplace because things are moving so quickly, and if you try to do some type of direct mail, the house is usually under contract by the time you get it printed. So I do a lot of online marketing and social media, along with occasionally running ads.” While she specializes in residential properties, Stephanie prides herself on the ability to help any client buy or sell any and every type Top Agent Magazine

of property. “We work in all areas: land, commercial, residential; and we work with a lot of different buyer types. We have to be very familiar with the different types of loans in the area for our clients, so we stay up to date with all of that information. It’s a lot of work, but I like to do whatever it takes to help people achieve their goals.”

After crossing the finish line, Stephanie goes to great lengths to ensure that her clients and neighbors are supported long after leaving the closing table. Her private list of contacts includes “HVAC technicians, electricians, home inspectors, anything and everything – if someone reaches out to me, I usually have contact information for them!” Beyond readily assisting her clients, Stephanie also supports her community by organizing holiday events and appreciation gatherings on a quarterly basis. “We had a food truck at our office, and you know, just chipped in on everybody’s lunch.

When you live in a small town, there’s always events going on and opportunities to get involved.”

Stephanie is on pace to end another year with above seventy successfully closed transactions, and her plans for the future of her enterprise center on serving her town: “Just keep growing and helping people in our area. We’ve got a community that supports entrepreneurs, and I’m very grateful and appreciative for that.”

To learn more about Stephanie Reitemeier, please call 620-423-2209 or visit stephaniereitemeier.com v

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TRACY HESS A longtime resident of Columbus, Ohio, Tracy Hess took a winding road to her current status as a leading local real estate expert. She would get her start in banking, where she learned the nuances of transaction management across more than 11 years in financial services. Later, she would switch tracks and become a school teacher; however, over time, she found herself seeking a new opportunity that still spoke to her passion for helping others, but afforded her time to be there for her family. Inspired by her brother-in-law, a prominent Broker in the area, she decided to pursue her real estate license and launched her career as an agent in 2017. The rest is history.

Today, Tracy is a REALTOR® with Meacham Real Estate, where she assists clients throughout Columbus and the surrounding communities of Northwest Central Ohio. Leveraging her background in banking and education, she has cultivated a hands-on process to meet the needs of any buyer or seller.

When listing a property, Tracy is there for her clients each step of the way. After helping them fully prepare their home for the market, she shares it via both the regional MLS and a highly targeted blend of digital and social media campaigns. She also utilizes proven resources like printed postcards, as well as her extensive sphere of influence, to give each client an added advantage.

Elsewhere, Tracy is just as attentive when assisting her buyers, drawing from her own experience with investment properties to help them make well-informed decisions on their financial future. In fact, she enjoys keeping in touch long after the deals are done through handwritten cards, regular check-ins, and even gifts at the holidays—all to make sure her clients are satisfied in their new homes. “While in banking, I learned to see the full picture of a transaction,” she says. “So when I talk to a client, I’m able to dig into the details—whether I’m preparing them for a meeting with their lender,

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giving them key insights into the market, or answering any questions they might have.”

Over the years, Tracy has earned a fantastic reputation throughout Ohio, as evidenced by her rapidly growing rate of repeat clients and referrals. Having sold 51 homes in 2021 alone, she remains focused on the core values that brought her to real estate in the first place. “For me, there’s nothing more rewarding than removing the stress from a transaction and helping my clients find exactly what they want. After all, buying or selling a home is a life changing event.”

When she’s not with clients or giving back, Tracy can be found spending quality time with her family, attending her kids’ baseball and volleyball outings, or taking the occasional vacation. Going forward, she also has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on scaling her boutique standards of client service throughout the region.

In the meantime, though, Tracy looks forward to all the new connections that await. “I know how it feels to be at the other end of the line, waiting for the call to see if you’ve gotten your dream home,” she says. “Because of that, I’m personally invested in seeing my clients succeed, and I cherish the opportunity to serve them.”

Contact Tracy at call (614) 352-6633. email tracyhessrealestate@gmail.com, or visit her website at TracyLHess.com www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 92

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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VALERIE ZIMMERMAN When working with Valerie Zimmerman to sell or buy a home, one thing is for certain: She puts her clients needs FIRST! “I’m here to make sure they are educated in the home buying process prior to us hitting the pavement and that they don’t experience any predatory practices from any part of their home buying process.

My due diligence, watching out for their best interests and trying to make the home buying process as smooth as I possibly can, helps put my clients mind at ease. Most people are very stressed when in the process of buying a home, and in today’s historically different market it brings more pressure, especially for my buyers.” Valerie explains. “I have a true passion for real estate and I enjoy serving my clients with the utmost integrity and ethical processes as possible.”

Valerie entered into the real estate field after working as a Paralegal for 13 years. Always interested in the real estate industry, she finally made the decision to become an agent after she and her husband bought their second house. Their experience was less than satisfying which inspired Valerie to move forward with her decision to make a positive difference in her family and friends experiences in real estate. “I didn’t want them to have the same bad experience we had,” she explains. “So that’s what I did, and 20 years later here I am helping my clients change their lives in a positive way.”

Serving Wayne, Monroe, Oakland and parts of Washtenaw counties, most of her business derives from repeats and referrals. Valerie works diligently to achieve their goals and develops lasting relationships.

Though she works with all kinds of clients, she has extensive experience in serving first time home buyers, military members and veterans. These types of transactions are tremendously rewarding for Valerie, as

she gets to see their lives transform. “I recently had a closing where my client couldn’t stop crying at the closing table.

She had worked so hard to get there and realized her dream of owning her own home was finally here and that moment was so overwhelming for her and everyone at the closing table. The moment I get the chance to see my clients so happy is the reason I do what I do. The journey wasn’t without its stressful moments but in the end, it was all worth it.”

Valerie’s decades of experience mean she’s seen all types of scenarios and markets play out in real estate, and is prepared to maneuver through all the complex situations. She also spent 18 years doing property management, so is able to advise clients with rental properties on how to overcome problems they may be experiencing, especially since 2020.

Additionally, her husband is a Navy veteran and she has several family members still enlisted, so she is uniquely equipped to guide our Military members and Veterans in their real estate pursuits.

When Valerie has free time, she loves to give back to the community through local charities and fundraisers.

She loves to support the local small business community as well. Valerie is also involved with the Wounded Warriors and is an auxiliary member of the American Legion. When she is not working or giving back, she loves going on vacation, relaxing and spending time with family and friends.

In the coming months, Valerie is planning to further her education to serve more clients in this ever changing market. Valerie believes, “Never stay stagnant and complacent in real estate, the market is always evolving!”

For more about Valerie Zimmerman, call 734-818-0299 or email vkzimm@gmail.com

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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 94

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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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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VICKI REED Vicki Reed is a strong, independent agent focused on providing outstanding customer service. Throughout her business endeavors over the last 25 years, she has earned numerous awards and accolades.

In her industry, Vicki is known for her good customer service and her genuine care for her clients. She treats each client like family and strives to provide valuable education throughout every transaction.

She currently lives in Indianapolis and works as an independent agent at Keller Williams Indy Metro NE steadily growing her team.

Prior to real estate, Vicki spent 25 years working in the corporate world, primarily in the finance and banking industry, where she developed a strong background in client services and financial management. She found herself in a place where she wanted more and met a broker who encouraged her to pursue her real estate license, “I needed a change, so I joined his team.” Vicki started part-time in the real estate industry until taking the leap to launch her business full-time in 2010. She now works under Keller Williams and leads a team of two, primarily serving Indianapolis and the surrounding area.

Indianapolis has gained recognition for being the racing and amateur sports capital. Vicki shares how the city is home to several sports teams and world-renowned professional accolades that draw the attention of visitors from around the globe. Beyond the sporting world, Indianapolis boasts a popular children’s museum and a well-known zoo.

Nearly 99% of Vicki’s business consists of repeat and referral clients. She attributes this to their genuine care for their clients, “We don’t smother them, but we let them know we are always here.” Vicki notes that her

team is not “area specific.” They are not bound to a specific location or jurisdiction but are determined to help their clientele regardless of sector. Vicki continues, “We’re not afraid to let our clients know they can’t buy a home if we see an issue.” She says, “They appreciate the honesty.”

Vicki’s team offers professional staging for every listing, including virtual staging for clients looking to budget. They prefer to go outside of the marketing norms and tailor a specific sales strategy for each individual home, “There are a lot of factors that go into it.” The team currently reports 10 million in sales volume and 30 transactions annually. Despite dealing with health challenges, Vicki’s team is steadily growing.

Vicki shares how her team assists with the Hope Center, an organization committed to assisting women in getting out of human trafficking. They regularly donate funds and clothes to the non-profit. Additionally, the team sponsors children at St. Mary’s over the holidays. Vicki is also active in several business networking groups in the Indianapolis area. She is a member of the following real estate associations: National Association of REALTORS®, Indiana Association of REALTORS®, and the Metropolitan Indianapolis Board of REALTORS®.

In the future, Vicki plans to continue growing her team, eventually adding a virtual assistant and a marketing manager. She plans to keep engaging with her community through hosting seasonal events throughout the year, such as Skating with Santa and a Halloween Festival. In conclusion, she says, “My clients are more than clients. They are family and they inspire me every day.”

To get in touch with Vicki, call 3179197931, email vlrrealestate@gmail.com, or visit vlrrealtygroup.com www.

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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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VINNIE SCANZO Vincenza “Vinnie” Scanzo of West Milford, New Jersey, has grown her real estate enterprise to dizzying heights over the course of the past two decades. “My very first year, I went through many months of heartache – between adjusting to going back to work, a new career path, and leaving my young children. I think I had one sale in the first six months, but I gave myself one more chance at it.”

Two months later she received the Weichert Regional Award for Most Revenue Units for the month of June in 2008, finishing her first year with fourteen transactions! By 2010 she was the Top Producer of the Weichert West Milford office.

managers. I’m not a nine-to-five type of manager. I train, I mentor, and I am there for everyone any time, as my agents can attest to! We are a family, everybody supports each other, everyone is eager to help each other. In all my years in real estate, I have never seen an office like ours, where all the agents are rooting for each other’s success! As I said at the first meeting I held at our Kinnelon office, ‘Leave the negativity outside. We only bring sunshine in!”

Over the next eight years, Vinnie continued to grow her business. “I stayed at Weichert until 2016. I had many desirable offers, but I was looking for something that really allowed me to grow.” Along her path she met a past Weichert agent who had recently moved to Realty Executives Exceptional Realtors, and she was the catalyst in bringing Vinnie to her new beginning. Vinnie agreed to get coffee with Doug Radford, President of Realty Executives Exceptional Realtors. After some small talk, Doug asked “What would you like to do?”

Vinnie said, “I would like to open up an office on Route 23.”

Doug said, “Done!” A Few short months after that initial meeting they opened up a Realty Executives on Rt. 23 in Butler.

While managing her office of almost fifty agents in Kinnelon, Vinnie maintains a successful real estate business of her own. Her millions of dollars in volume each year subsist on a book of business that is nearly one hundred percent repeat business and referral by clients. “I know they come back because I truly care, educate, and I never give up. Because of my logistics brain and background, I have the foresight to anticipate obstacles way in advance which gives me a chance to educate my clients so they can better understand how every move affects the next in the process. I’m very proactive, and I’m very responsive – my phone does not shut down, and it never has. Some may say that’s a bad thing, but that’s what I would want for myself, so that’s how I treat my clients.” Her dedication to unparalleled customer service has earned her an ironclad reputation, and with her currently on track to end 2022 in the Circle of Excellence, Vinnie is looking forward to celebrating her tenth year as a recipient of that distinction.

Within two years, she decided to obtain her New Jersey broker license and in June of 2018 was offered the Broker-Manager position for the Butler office of Realty Executives Exceptional. “I didn’t know it at the time, but Doug Radford and Kyle Poskitt, the co-owners of Realty Executives, those two had a huge impact on me and my career.” On August 1, 2019, they moved to Route 23 South in Kinnelon, and she became the broker manager of the new, and beautiful Kinnelon office. At the time of opening, Vinnie managed approximately twelve agents, and since then the office has grown to support forty-seven agents. “Unfortunately, when the world shut down in March of 2020, just a few months after the grand opening in September 2019, it was concerning.” Vinnie’s determination and vision to grow her office continued through the next two years despite the pandemic. “We have a great office. My style is different from most

With her position as broker-manager solidified at Realty Executives, Vinnie is looking forward to the next adventure in the world of real estate. “It seems like every few years I get the itch to take on something new. I created a team, I manage an office, I just obtained my broker-salesperson license in New York, and I’m happy with the way things are going. If it wasn’t for Doug and Kyle, and a coffee session, who knows where I would’ve landed! I am so glad it was with Realty Executives Exceptional Kinnelon Realtors, and with the team of agents around me. I know this sounds cliche, but we really are a family and there is lots of love and respect here and lots of fun.” She is quick to credit her mentors, team of agents, support team of the corporate office, and of course the support of her family for her success and present happiness. Vinnie eagerly awaits the opportunities that await her in the state of New York!

To learn more about Vinnie Scanzo, visit VinnieSellsHomes.com, email vscanzotopproducer@gmail.com, or call 862-377-1218. www.

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