NATIONWIDE & INTERNATIONAL 10-4-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS FRANK ALTAMURO SARAH UMBERGER

FEATURED AGENTS

CHRISTOS PRAPPAS

JACKSON BASS

HOLLY RENFRO

JESSICA &

BETH DAVIS

JOE SADUSKY

MARCI RANSOM

JOE CERVANTES

SCOTT ROME

JON SPHEERIS

ALEX MIRANDA

KATHY MOORE

JEREMY TAYLOR

LAURA EBERT

BEAU OTIS

MARCY DECK

BRANDON COHEN

MARGO MIKUNDA

CHRIS FRITCH

MARI LAPRELLE

CHRIS PARSONS

MARYELLEN O'BRIEN

CINDY SHETTERLY

MEGAN JERNIGAN

DEVIN MCNICHOL &

MELANIE DESILETS

AARON BERNBACH

NABIL KHAN

DIXIE RAPUANO

PHIL BARONE

EDIE WATERS

RHONDA O'GUINN

ELIZABETH ERWIN &

SHERI KUNKLE

ROXY WESTPHAL

STEAVY PRUITT

GREG STRNISA

SUZI LEIDENFROST

IVICA OTIS LAZICH JACK WANG

GREG & LISA HATCHER

COVER STORY

WILLIAM COALSON

FRANCINE KITKOWSKI

NATIONWIDE & INTERNATIONAL EDITION

SARAH UMBERGER FRANK ALTAMURO

arted MLS, as well as his own extensive Aunt andnetCousin—all of them are very heartinof New Hampshire’s 29 35 40 working listings so 19 strong, independent, professional women hite Mountains sits the town 9 work of clients, to13market his me.

He that they are offered maximum whoexposure are also raising children. I’ve always ck, annual host to outdoor 005every and sort, from skiers to to prospective buyers. He marched is currently to the beat of my own drum too, of l Estate working on updating his to sowebsite I like being able to create my own n Trail thru-hikers. Those vised in himprovide a modern touch to hisschedule brand. Frank and the ability to work from all love with the area and the areato stay will also be closes 65 transactions per year on average, anywhere.” want ise Sarah and Umberger—a New and looks forward to seeing that number eet dnative he has and increase the years to come.Sarah has given back a lot PRAPPAS to HOLLY the a Realtor who FRANK ALTAMURO SARAHin UMBERGER FRANCINE CHRISTOS HOLLY RENFRO BETH DAVIS RENFRO nce KITKOWSKI communities she’s lived in and explored rea over by heart.

SCOTT ROME MARCI RANSOM ALEX MIRANDA JEREMY TAYLOR BRANDON COHEN stry.

Passionate about homes andover enthusiastic the years. She’s volunteered with the A lifelong resident of Grand Rapids, aboutreally realthink estate, relishes TopFrank Agent Jeremy Taylorthe – Owner/ with his in expert negotiation skills result says. “For me, thi Pemigewasset Search and and her start in the industry ten doesn’t Alex Miranda of himThe AlexRescue, + Joe and Team are experts every Determined self-motivated, Brandon requ Beth Davis brings over two decades Broker at Taylor Made Realty in in fast sales for top dollar, not to mena Realtor® is his opportunities in his line of work to make people has been expedition leader the New Hampshire working as an administrative to a business.

44assistant 48 51forinterested 52 market, 56 I often Beau Otis always been transaction; self as being in the property He an has of the realfound estate from sinColumbus, Ohio – is a singularly dedi- corner tion true happy –calling and returning and referring Cohen hasin his as55 ablet estate knowledge and experience ation.

Clients loveand his happy. from his job, Frank involved teamAside are the experience busigle and multi-family homes, to mixed-use Conference United Church of Christ.

She’sintaught orth Tahoe, California.

In 2015 she in returned cated is realalways estate professional who truly – customers. transaction, helping clients achieve avs real estate.

He first pursued his license with my buyers an agent New York.

After graduupan cares about wellbeing of his many e problem solving. the community - he works with organizations “When we help someone purchase or local developments, commercial buildings, dance to boththe children and adults, and workedto with mpshire, bought herness. firstin investment property, experience and paying close attention ating fromcreated the University of feeling Delaware edge grateful Possessed of a wealth he “It’s a weird do in early 20s; however, delayed deals are todone.” sella sales real estate, aren’t focused on and they’ve niche for to love what you o facilitate clients’ to provide food andjustnecessities forclients. homeless folks needs. the She is dedicated providi thehis Wanderlust Festival Valley, California,a special real estate license as agent.we As a team of industry knowledge andina Squaw fierce for a living,” muses Jeremy, “though it’s and working in finance, he realized it alwa completing the transaction,” Alex explains. themselves in the luxury condo market. notch service and ensuring that her very first time he in the area, and is always engaging in his real estate entry into theTremblant estate business to Vermont Mont in Canada. h O’Rourke Realty, she serves clients all his work and ethic, Jeremy hasreal built his thrivharder work than most people imagine. are making the best real estate cho “We gauge our success on thehis quality ofing thebusiness in They are the alsobest advocates of smart urban it,solid, wasn’t fit.

“I didn’t enjoy so buye on a rock-solid foundation It’s about building long-lasting trnofNew staying by my community through membership the GPAR Hampshire, specializing in second pursue a career in corporate America.

Through founding member of the Realtyyears, Partner entire journey a client takes with us, from planning, and both Alex and Joe were of honesty and integrity, and he has relationships with my clients.

I feel like when a friend of mine who has his own any ay,” and NAR. hopes toWhen keep not growing his business working, enjoys activities she’s had ases Frank in the says.

White“Iour Mountains andFrank the Lake buyers reputation and sellers absolutely earned hisSarah stellar reputationthe my work ethic and customer serviceBeth sets serves first meeting through the closing and though, elected to the board Miami Inanto2008, he decided to make a to ofdothe Midtown fantastic brokerage encouraged me tofrom join, I took for clients in well into the future, and offer his brand of peras a respected advocate for both buyers me apart many other agents.” throughout enthusiasm for all of her life.

“Anything that has eday closes 15-20 transactions a year, with Florida.

MARCIeven RANSOM SCOTT ROME ALEX MIRANDA JEREMY TAYLOR BEAU OTIS BRANDON COHEN beyond. I think that’s one of the things Community Development District.

Their and sellers the he explains. It’s now been five Whe attention,of and Ithat distinguishes sonalized service to as many people asalike. he canwith reach change, and taking all for his compassion with the outdoors or the the arts! Imanagerial haveleap,” a background sd volume $4 million—a number she’s us from a lot of other commitment to the happiness of not their CINDY SHETTERLY When he’s busy helping his clients Prior to her career in real estate any questions they in Philadelphia and the Surrounding Areas.

If you’re years, and today he leads The Brandon stayi in writing and thejourney performance arts, soand I’m huge of achieve assed for 2021. brokerages.” CHRIS PARSONS clients theaAARON welfare the larger skills he had gleaned corporate Jeremy began his infrom the worldthe theircomreal estate goals, Jeremy with the vast maj DEVIN MCNICHOL & BERNBACH Beth was a social worker—alend Ransom’s career as a Realtor® began “I was born and raised in the Silver Valley,” half of his Marci business looking for a Realtor® with experience and skill, Cohen Team serving Nassau and Suffolk of real estate after relocating to the enjoys traveling with his wife and two munity has them friendship andteam supporter of localintheatre, and I attend a lot of earned music and the For Cindy Shetterly, real estate combines every major real estate site.”

With the career that helped hone her comChris and his team keep consistent sphere, he turned his attention toward coming from repeat her landlord hired her to help as an Marci explains.

“Iarea have aEdie deep love forhis the came Columbus inthe 2011.

“When we first here,” he using sons.

“We love seeing new places,” he Jeremy as success a carpenter for look 19 earns trust of clients his eing enjoys a when sense no further than Frank Altamuro!

Waters got her real estate license in67says.

Managing a team of 11 agents, Alex reptrust of by everyone they work with upit’s and counties.

Aunits large portion ofwho his business art festivals.” that is ofreflected in her reviews. in touch with clients long after the trans-68 Four years ago, after speaking with her love of years, homes with her passion for closing 400 in 2020 alone, clear munication skills and taughtcalle 59 60 63 64 assistant with property management, a area and so know it intimately.

People who DIXIE RAPUANO recalls, “I was working in corporate America, but the is also an avid golfer enjoys exercise and staying touch with past clients and make sure ng some of those years running real estate knowledge base to successfully becoming a full time agent.

Today, When asked about iences he is able to resents clients all South along with his about down theAscoast, and vast majority ofAdditionally, their business consists of repeats referrals, which as attend. istently praise Sarah forothers. the level ofaover care she hersend the acards valuetoof patience “It’s and ath action has closed.

They and and family members their company which she purchased few friends yearsherFlorida have worked with before have benefited helping She started love of they arethe exceeding expectations. job wasn’t a me comfortable fit forto me.

I had always had physically fit.and he gives back tostands his com1993 help family and friends, with whom to check in regularly through texts, husband and partner Joe Padula.

The Alex + Joe Team is now driven by repeat clients and referrals.

In 2020 business, Chris Parsons decided navigate each transaction. a passion for real estate, but never pursued it, I started munity by coaching local youth in basketball. perseverance, which has tremenlaterknowledge and owns with she her husband.

“I spent four Beau from that and they that I’m Going forward, Sarah wants to keep growing hem and the brought tohomes the isknowledge, a Realtor forknow Greenridge Realty, remarks on the “I’m a he people person,”says.

Dixie testament to hisher superior gift customer and ability Brandon “A to past service clients for special occasions, tough experiences buying and selling real estate after flipping with her taking classes and mythe license inclosed 2014.” 145 Beginning comprehensive ser-got team transactions for $55 property. million in sales “We or five years inCompass that position, until developed the broker- aalways available.

I think that’s what keeps dously contributed to her success she was buying investment emails, phone calls, or in-person sed become aatput Realtor® 13have business to consistently close a volume of $5-10 million oneand happy client it, “Sarah is patient, Rapuano explains, while to go above and beyond expectations. estate investors ge husband in 2005.

“I decided to get my Afterward, clients leave glowing reviews and reach out regularly to past client homes, Devin McNichol and Aaron ® his career with Keller Williams, Jeremy obtained his Asked about his plans the future of his business, he assists clients throughout management age my landlord was looking add where themofcoming back.” as a REALTOR . “This jobexpe is vice worked plan toforensure the to happiness their customers. volume, and their year-to-date sales in 2021 arefor already adelphia, Frank isChris Three years ago, opened Chris employs a license robust online marketing lunches.

They alsoShe hold client appreannually. plans to get for Massachusetts, ble, well-connected in the local area, and a discussing her career as an Broker’s license in 2021 andher opened boutique agency Jeremy together. grows thoughtful forrecently a moment before replydecided one of us needed to understand for me to maintain license because I thought it would be fun about their time One real estate agents and the broker encouraged on social media and over the phone to Bernbach decided that they wanted to not about the money for me, it’s Whether clients are buying or selling, Alex works hard at $100 million. area. As the Greater Grand manage eighty age tsfortowards making Taylor Made Realty. ing.each “My plan is to build a recognizable brand thatagent. lasts Upon rokerage, Coverage Realty, intrue forteam’s hisRapids advertising and tostrategy eventually get her broker’s license as well. earning real recommendations.

It was aScott me totogetsee my license.

Ititfelt like have itpleasure would beduring a events ciation that support Much of Marci’s business these days islistings, finding the right fit and her making “I’m a very patient person,” he says.

“Iresidential always would go.”

Soon after, her said, “We feel so blessed have worked maintain a linein of communication. establish an ethical, people-first business to where make sure they fun thehopes process, come tothe of focus, which encompasses Rome brings creativity, energy, and awith very forwas a long time, soto that if my children are interested in see andDuring any free tim these contracts, and I the gal!

I fell mselves and their good fit, so I went to school and I’ve been with peopleManager moving home from states like MLS Washington provide for his on the and across various third the of Greenridge’s feel not just for estate license in puppy 2008, sheyo sure my client is not stressed hsther and wevalue have purchased a second home generous work.

To a decision they’ll be proud of, and feel good about the The future looks bright.

Alex and his team are growing Currently, eighty-five percent ofestate.

Jeremy’s overall real estate when they’re grown, they can take it over.

“I this husband wasclients laid off from his job as aphilanthropic pilot, with the Cindy Shetterly Team.

They theCascade light at the end of the tunnel, and I know that new with hi model asCalifornia, Realtors®, in they order toreal truly commercial real estate.” unique background to thewhether business of West Valley Realty ever since!” or are seeking more al market is second sonalized service and a unique party websites.

Chris knows that people buy love with the whole process, signed on with quickly discovered it was her business comes from repeat clients and referrals, a really like the idea of building it into something that’s utely in love with!” direction of their life going forward.

It’s an approach their commercial division with hotel and retail listings, and Kentwood Offices, he oversees a team of eighty also for the market in general.

Tk so she went full-time into real estate.

That listed our house quickly, had professional market their listings, the Chris Fritch is probably going to be the biggest purchase of their out to dinner and Devin and Aaron work hard to ensure that help people buy and sell homes.

They affordable housing, or looking for a new comCHRIS FRITCH CHRIS PARSONS CINDY SHETTERLY DEVIN MCNICHOL & DIXIE RAPUANO EDIE WATERS His years as a sales and marketing executive in whenthat relies significant achievement that illustrates the excellent going to really help people and make a difference not passion. After working true nf experience structureSix designed to offer based on “price, condition, and location,” on getting to know clients very well. and they have dozens of new listings in their pipeline years later Marci has built a hasn’t successful munity that reflects their political and spiritual was in 2006, and she looked back pictures taken, and negotiated a sale for brokerage, and Rookie of the Year.” life. have to dolife, everything youlives can Team’s marketing deploys customer service heaprovides.

“I think thatAARON has a You lotwas toBERNBACH only in my butwork in my clients’ as to well.” their clients are given thetheir best possible gottechnology licensed together and haven’t looked specialists, applying his and tireless have tofulfill hold myself to a higher s ELIZABETH ERWIN &specialist ROXY WESTPHAL e been working inserving GREG STRNISA Scott’s unique of dietitian, media and allow him to view a integrity real Miami tosays Palm Beaches, as well as perspective plans to expandand high standard business, clients all over northern as a registered then ality that sets Sarah apart is the sheer eat deal, and he has been doing andahard he tries to leverage that when presentbeliefs.

“We’re also bigImining community, do with how workfrom for my clients,” Jeremy, since, loving every minute of her career. almost $10,000 more than the asking needs.”

Brandon takes the time to understand what Growth is certainl information, and that their listings look a comprehensive digital strategy that back, using their brand of personalized ’ve learned to love Idaho, with a primary focus on the Silver ethic toa assist buyers and sellers throughout the region. on the pulse ofthe ourend industry Alex spends a lot of transaction up-front time toof his buyfrom Naples to Tampa incloses Florida’s coast. service helps him build longfinger lasting relationships estate through ahow different lens.

As so wetalking have lot people moving home again, when asked he has managed to instill such impreshaving four In children, Dixie fo she brings toElizabeth her work.

“I’m aFor younger, cross Macomb County and St. ing his listings.

Coverage Realty 50west Ivica Otis Lazich, his entrance into the run smoothly.

Today, leads The Cindy Shetterly price in 2old-school days.

Weand had the pleasure Agents Erwin and Roxy combines tried true methGreg Strnisa began his journey in real the real estate process.

“I reach think clients they arejust looking for, doesn’t stop until it’s found. to addadventure. more we memb Valley anders, the she Chain Lakes area.

Last pristine and amy wide audience.

They service to help folks across West sive levels loyalty and trust amongst those he and works having finally found ahomes job with one ofL.A. the local features their clients’ across ”tyTop Frank says.

Frank both to get awhere sense ofyear their lifestyle and toof allow was ready for a new with many of his clients.

“When you get invited Owner and Principal Broker of Brick & Barn woman in a pretty rural area, our in Michigan.

With a wealth transactions on average each year, and Chris Twenty-eight later, Edie still she overon a million dollars in sales Westphal – did the Girls Fire inTeam atconduct like writing letters to homeowners real estate world started with ainods career inher, wewhat are in tolove with.

He with.

“I’m inafter constant contact with my clients.

I years also Team, which consists of800 12 agents serving the greater tokeep work with Venus, and Amanda on both the that mining companies working mines in estate 1998 when he was eighteen to come back and refer meexperience because I and do 71business 72 75 A problem-solver, he can even assist buyers with get into the inve use their expertise, couthem to reflect on what they want in a neighborhood their real estate with fgenerally his hand, dominated and hewell is websites, making sure to “One of my children’s best friend’s mom was an agent, men.

Iestate, think a lot Group volume, hasby already eclipsed that number Real Estate based inIbecause Portsmouth, NH, ce in Home a variety ofand facets of real Chris is hoping toThe increase number in the future as hethought think that it’s Ithat provide the personal touch toside. places like Nevada. don’t care where they My Group Realty in the Phoenix, who live near their listings, and more When listing a home, Beau pulls out all the strops Outside his career, Beau is deeply Cincinnati area and Northern Kentucky Area. vast selling and buying We we wanted to learn about the business from an investI promised them I would do.

I’m very big and a home.

Once he’s identified their “must-haves,” obtaining competitive financing, which helps their time, he’s loving considers helping en buying or selling mortgages.

“From 2004 to 2008, Iare was available forfitany questions pledsomeone with their trademark honesty anda great transparency, patience and poise.

Devin and Aaron inherself itafor the as every transaction.” in 2021, a volume of perspective million ascontent the fresh new each week andthe she thought I would be for this industry,” I h ts appreciate attitude andexperience Iof come from orand why.

I enjoy listening to people, ipped to offer a– with satisfying for continues to grow his business and his were team. he$1.7 serves buyers and sellers throughout New Arizona areathe have hard tocomes cutting-edge techniques that he takes them into neighborhoods that best match ofworked their business derives from clients build but we to acquire aawith newer home ment of view.

Greg quickly fell inStarting on follow-through.” areas.

June.majority Thirty percent of herpoint business offers stand out.

“Iharness have great relationship withsincere Eric “I’m aggressive, for his clients. out, he them Association of Realtors, sitting to offer clients valuable insight and advice right reasons –repeat they’ve been friends for more thanprovides aableWhen hearing about their life experience, and just Dixie explains.

“So I decided to join her, and when mortgage broker, but when the recession dedicated to finding thethe on pep lso honest and authentic, something people to ensure competitive offers.

Their family and friends. she created the t redefine he worksfrom with. the concept of referrals. exceptional power ofcome the internet multiple social to build in There areto many otherVermont, factors that into play and Hampshire, Maine, Massachusetts, and their to helpstands them select their perfect home. repeat clientsvision and and referrals, which as a testament their in the same subdivision we were going love with the business, and he pursued making a personal connection.

I love helping Braun at Contour Mortgage, who thinks of creative clients with as muc when it comes to crashed making real estate decade,access andhis with similar morals and established chemmarket inlife-changing the fall of ‘08, I helped her with while bank nd to.” to an elite team of he vendors, equipping his standards and grievance comm when assessing Jeremy’s continuing success story, and has off: last year,for they In free time, Chris enjoys traveling and playing hit Istrategy decided topaid pursue another path,” me and my family sellers, Alex reverses theestate process, asking clients can contact Frank at (215) 495-2348 service. going media platforms.

Combined, thisversus results Rhode Island.

Edie Waters Network with Keller Wilsuperior service and guidance. aworking savings of almost $30,000 the cost to for aYou part-time real career while market his listings, Greg deploys ause tscustomer long after theirForConsistently to getTo buyers pre-approved.

We can basically get theircareer decisions.” chief among them would be his thorough,ways intelligent decisions.

On top of that, Devin and Aaron profesforeclosures.”

Although starting her new during istry, they’ve found a lot of success together to tell him why they purchased their home and what that sets Chris and Coverage apart golf.

He passionate putting his clients’ interor at Bachelor faltamuro@cbpref.com. above and beyond forearning theirRealty clients, in fast sales for top dollar in their highly helped 234 clients find homes, and sellers home staging, floorplans, virtual tours, he also contributes to free numerou approach to marketing listings.

High quality, build new.

We would definitely use them again and says.

In 2006, hewith hishisabout real estate process easy, stress and he e out to them multiple his Degree inisearned Business comprehensive social strategy that them aprocommitment before we getmedia into contract, which recession was an unexpected turn, she is grateful she envisioned a business model different from Edie and sional staging, photography, and videography as well as joint realouthis estate agents.

Foramore about Jeremy Taylor, tor suits well, coming as she does from they love about it.

That helps him determine howare toliams, thephone enterprising pair built a our solid competitive You can also check website atphotography—whatever fessional photos used exclusively; stagingmarket. and open system rowd is Sarah his use of a have hybrid commission ests first by offering them an innovative pricing this year they have already helped 125 clients.

“We truly care about customers,” she says.

“We recommend them to anyone we know.” and professional they need the Cascade and Kentwood are ng calls and Administration and Management as well promotes his clients’ properties across digital don’t from a real estate background, callthat 614-306-3327 orto email license and worked for a friend, so it so felt us.

Iout cannot say enough good itmore brought her endless learning opportunities.

By t makes usimmense look significantly appealing compared show the property itscome best light.

“One of are my favorcountry prides itself on“Iadvocates self-reliance as Matterport virtual tours bring the of houses common as well. Social media is leveraged reputation as trusted real estate livephillyhomes.com oeocial save histhat clients thousands of indollars. to help them save on costs while providing that of aon typical company, which seats the CEO at potential the going out Contact Sarah at 603-268-5939 hris Fritch host four events every year thatto we invite them to, media and theite Jeremy@Taylor-Made-Realty.com ELIZABETH ERWIN GREG STRNISA IVICA OTIS LAZICH platforms.

With beautiful images and proas his MBA. For many years, Greg worked deftly to ensure maximum exposure, which coupledbuyers.”

I bring a fresh perspective to the industry.

I was January of 2011, she was ready to go out on her own. things about this job is staging homes,” says Alex. maximize their value the market.

From there, he the Greenridge Dream Team to other When it comes to Brandon’s sellers, ualism.

But her chief source of inspiration is the homes advertised in their listings, and they market Devin and Aaron put a lot of time and energy into natural for him to open his own brokerage Ivica! As someone myselfFou w for their to many grateful buyers and sellers “We really enjoy clients’ nup adhere thewhether industry norm, Chris offers value through his full service brokerage andmaking team ofour or email Sarah@orourkerealty.com it bedifferent FC Cincinnati Reds games, Santa When Cindy and the team aren’t working, they are of dedCommunity service and engagement are core to thethe & ROXY WESTPHAL fessional photography, Greg knows how to in areas of real estate including “It’s very gratifying to take aor property and figure out top of organizational chart.

“We look at iteyes as anthe marketing “I was able to absorb so much during crisis period, able to leverage my sales and marketing expemen in her family.

“My Mom and Sister, my he ensures their listing is in front of as many as those listings locally and across social media tothat push their client interaction, as it is a fundamental piece of in The Grand Canyon State. dreams come true, being of service, and shares his listings via a blend of targeted digital and donor to Make A Wish ge’s services at a flat fee, acknowledging trained professionals.

If you’re looking for a Realtor® Copyrightlargest Top Agent Magazine in 2008.

As the team lead and owner of reviews in order to develop Mrs. Luncheon or companies Thanksgiving pumpkin giving back topossible. the community. have donated over how Fritch toClaus accentuate its most unique features, anddonates then aThey property stand out.across “One thing sellers real estate appraisal, corporate relocation ce and the and Chris Team’s approach.

Each agent $100 ever since then began settling down and the Ta rience with like Paramount Pictures, “Imake focus on social media, as things the younger them to astoand many folks world as possible. thewhen ethical framework their business isas based on.as “We making others happy,” says Elizabeth, inverted pyramid where the base is formed by our HillCrest ount of work his team does stays consistent in Michigan who puts clients first, get in touch with social media campaigns, well promotions those West Michigan.

When he’s not to see our clients happy we get top dollar for pieingiveaways, are always showing our apprecia3,000 pounds of foodMagazine to BeisConcerned and Tender Capital Investment Realty Group Inc. inwhat understanding of my decisio love the virtual staging we do, especially sales,we and mortgage default servicing sales. market continued to phones, go up.”last Today serves the w ight-knit,” their client’s name from every transaction tostartups St. Jude’s Copyright Top Agent generation isDevin scrolling forselling hours on32 their so year,Dixie Elizabeth and Roxy, who have been when asked she enjoys most about NBC, and Silicon Valley tointerests,” create and Aaron closed transactions and are really in itParsons for Tech ourtoday! clients’ best Devin If you’d like your experience of buying or a diverse range of clients.

“Regardless of the Chris it.”

His team’s marketing strategy is cutting edge too, leadership and staff—all tasked with supporting our at helping tion.”

Cindy and her team focus on building relationMercies, organizations that feedRoxy andgreater support those instaging within his own extensive network. back, heinthis can be including found Washington D.C. region, for vacant homes,” Greg says. “Virtual greatly These experiences imparted invaluable skills andprofessional Countryside, Illinois, Otis provides supetake as spending anorthern sign tha doproperty, a lot for of the and the Dylan Witschen Foundation in honor of Dylan over decades, joined what she does for atheir living. also Isomething capture through that.

I’ve had a2021. lot review of areattention on track to double that number says.

“We workand with them tirelessly to figure out what ais compelling brand strong customer suphome to beare you’ll remember fondly for astwo their graphic designers use professional photos and efriends work welessons. dothey the same,” ships with all serve, and it is their number one need.

They also involved in dog rescues, donating Virginia and Maryland.

Providing excellent service “I learned a lot from working in the lending improves the market presence and makes the listings agents with incredible coaching, training, systems and Edie loves family and friends.

An avid fan of forces in 2017 and formed The Girls on Fire team.

“I enjoys interacting with clients, and the long-lasting a“I’m family.”

Witschen, a high school who lost hismeet battle with success with it.” videosupto the build websites forstudent each property.

The listings rior service to allgoal he serves, resulting aover your agent!”the vast majority they need and help them those needs, no matter port approach.

My was over-perform the rest ofin your life, contact Alex at 305-712-6522 trying to shake industry and priority to make their journeys inwouldn’t buying or selling asto “I’m over $100,000 the Greg past decade. free atDuring everyonany step of the transaction, of stand out.” works mostly the listings side, and side of the real estate business,” Greg says. now love working with Elizabeth,” says Roxy.

“I friendships they forge with them. are also boosted to every media outlet, including social Phone 310-734-1440 Fax 310-734-1440 fed to supcancer.

They are also what involved with Hope for Youth, Beau is an just comprehensive when enjoys hiking, fishing, or relaxing Outside of working directly on top their business, Devin itElsewhere, takes, weatend up becoming good friends tools, they can serve the clients attime the of repeats the oras email hello@alexandjoe.com on responsiveness so|and that every touch point, what they really want, and they really growing referral network.

Serving Cook, Dixie’s business derives from andSymphony referrals. easy and asand memorable as do possible.

This means they time,so Cindy can be found traveling or spending regularly sells between 50-70 properties per year. reviews able to leverage that knowledge to directly benefit my to do this by myself.

We have soworks much fun together media real estate sites.

After the transaction, clients leave glowing .ewant They organization that with homeless youth.

Every and Aaron prioritize community engagement.

They with many of them because of it.”

Most of Devin it.” In are his three years running his brokerour customers felt valued and prioritized,” he assisting his buyers, on his in-depth knowledge in constant with everyone, leaving with family.

Kankakee, Kane, Kendall, Lake, Will Otis working, pyramid to and the highest possible level.

We When see it“Would as ourisn’t with a profh clients and to addremark value to their investments.”

With his and we laughare a lot.

Most ofcommunication our clients on the When they’re not working, both Elizabeth and Roxy mag@topagentmagazine.com |leaning www.topagentmagazine.com about their time One recently said, have together. raised over 2,000 pounds of food through food and Aaron’s business isofas referral-based, as they treat ommercial year, they unanswered. organize fundraising events, such a charity has garnered great deal success.

He gets “I really listen to his people and try to Beau figure out what they explains, and adds, “Because our consultative questions For their buyers, they listen Copyright Top Agent Magazine of the local market to guide them to the right home Going forward, has exciting extensive educational and professional background in Greg finds the most fulfillment not from impressive fact that weano have greatof energy, and they appreciate give back to their community in a variety of ways.

McHenry counties, his range istheir wide, allowing him topartnered on anyone the board for the local where helping their family.”

She also do recommend Brandon to buying orwhat drives with Food Bank, and library have their clients right 100% of family thetotime and have built an hopes ties golf tournament to and raise money for causes close business fromcarefully repeats and referrals, and isbusiness want, evenWestside ifwho they isdon’t know they want,” she to their needs never stop the search until Looking ahead, Cindy to expand to other states, approach and dedicated team, we’ve been able to that.”metro Elizabeth echoes the same sentiments about Roxy: Elizabeth has recently become involved with (CASA) the financial and world, Greg is well-poised sales figures, but from his ability to serve others and for their needs.

But for him, the transaction is never As his volume maintains its stead help many people reach their real estate goals. re-elected as president.

“We take care of thi selling a home.

I had very specific requirements for done promotions for also manyvery local businesses while expansive sphere for themselves in®our Los Angeles.

“We ultivate his together loyal client base even further in says.

“I’m accommodating.”

Understanding rsonalized “Community engagement isthe baked into theincluding team thehearts. ideal is found.

When it’s time to submit Arizona.

“Myfor daughter goes to his school there, “Working hasproperty just been aclients great adventure.”

Court Appointed Advocate Children.

Roxy quickly establish athan strong reputation in areas to offer his more average Realtor do a good job on behalf of clients.

“I love to help . Special For more the home I was looking for.

Constantly researching, fully finished, as he prefers to remain in touch long on maintaining his strong working with clients.

They hope to continue this iniknow we are helping people with a huge, emotional that this is a large purchase in her clients’ lives, shestanda goes come. library needs and host meetings once aabou mo to making culture,” Chris says.

“It is a requisite to join this group. an offer, they do everything they can to get them the so that would be our next big venture.”

Wherever her Their partnership has resulted in a thriving business that has beenThe involved with the elderly, working with senior people,” Greg says.

“For me, it’s not about Her hittingteam a success of Edie’s vision is undeniable.

Going forw 516-776-4929 or Brandon would send me houses that met my above and beyond to eliminate stress from the experitiative in the future by sponsoring various schools in decision, and we always take that into consideration after closing through postcards, check ins, and the further mentoring the up-and-com is based, in large on referrals and repeat clients, a citizens to help them search out better living conditions. best price and terms as possible.

Meanwhile, sellers path leads, Cindy plans to enjoy every minute of it, ransparent Wepart, want people who are committed to giving back.”

“I’mGreg very on,” Otis says. and sure all the bills get paid.”

They also donat certain production number; it’s just about doing my Since 2011, hashands been working full-time in “I realdo everything, of 60 agents serves clients inthat Missouri, and prehensive ence.

“ICopyright put“What theirArkansas, interests first, as I want to make them well aspositive expanding their business throughout netrue ofpoint. the industry with decades experience, when we work with them,” Aaron says. barometer of theexceptional amazing, comprehensive concierge Top Agent Magazine enjoy advertising, with their listings being she can’t imagine onasany other path.

Chris is busy helping clients or giving back Greenridge Connect Program, toherself ensure his clients team.

“I’m most excited to help o joball well, andLA, getting reinforcement that estateof delivering top-tier customer service throughInot know the business inside andas out.”

When hiring Otis charities throughout the year.

During 2 When Top Agent Magazine happy.

It’s not about the money for me, it’s aboutany the af skilled professional who excels at guiding the city andare focusing more on for the seller side of real service they provide.

Looking to the future, Elizabeth andjob Roxy’s plans to building and completed 650 transactions achallenging sales locations posted on numerous platforms.

“We have aA huge pres-Colorado, I in love most about my ishappy.” the relationship my clients are out the totransaction process. multi-million-dollar his time, he loves to fish, hunt, ski, and mountain bike. are fully satisfied their new homes.

“I believe to these market co help with buying or selling, clients can rest assured canlooking be found playing golf, fishing, or hang relationships.” assisting a buyer, she discovers ards making the decisionsasthat will bring continue theand pace which business isthe estate.

Ifoperating, you’re forWhen hands-on professional real Inwith the interest ofReal building relationships with clients as acan our marketing coordinator makes sure theat fact thattheir we serve community.

It’s so agent Platinum Estate, Greg serves ssionalism ence online,producing volume of $150 million in 2020.

This year theyAngeles, are on to the support what theirWestside ideal property and works within in staying close with all no my clients,” he “Together, welike, can raise bar in “I direct think benefit. it’s because developed a will concierge asin they do not contact want to too big and sacrifice any ost He iswe’ve incredibly thatknowlthey only with be working with him and one his daughters. estate service onoffive the of Los looks look no means of engaging the community andgrow expanding

BEAU OTIS

EDIE WATERS

CHRIS FRITCH

CHRISTOS PRAPPAS

IVICA OTIS LAZICH | DESIGNATED MANAGING BROK

www.

JACK WANGJACKSON

KATHY MOORE BASS JOE CERVANTES JON SPHEERIS JESSICA & JOE SADUSKY

wealth Treasured Vessels Foundation.

Most Jessica and Joe Sadusky are Cervantes, a husband One of theestate best of workinga After inRealtor, real the transaction, Before she became Kathy a are frien s is a of veteran Realtor serving prospective buyers theparts home After has 49 years inexperience the real business, doing business.

Whether you b For Joe real estate beento buyers and sell76 79 80“Isetting.

83 84 reviews 87 represent commitrecently he got involved with Comfort and wife real estate team dedicated to estate Jessica Joe isassistant being Jon Spheeris is just asforpassionate about selling about a home,their he will ta for over 27 years. Jackson a fun and lively a part of life since in early adulthood. ersableleave Moore was aand dental for 17glowing years. glimmy dreams a Cases—a non-profit dedicated to helphelping families find their new home. to help someone buy their first home. he 19, wasand on day one.ofHethe got his start interests.said, We “Joe would highly rec bought my first care. house whenit Iaswas time with Joe.that One recently erience, wealth of knowledge One shemoments brought from years.

With a focus on client relationships, “This is one of things the biggest shington ing children in fosterthey “If we get in 1972 after graduating from college.

“I Jon and his team for any and I became a licensed agent after that,” he Cervantes is amazing and is a very aggresdia,skills to provide maximum After working in real estate for almost three job into her real estate practice is the with a strive to always above level and beyond in a person’s life, and we love being a Jack to agocertain of success and the knew Istill wanted toit. enter the industry, needs.”

Another wrote, “Joa explains.

Thisus opened thealways door to more sive negotiator.

He willestate not leave anything to ensure buyers and sellers will have part of Weautonomy especially enjoyrole working clients. decades, Jackson finds the elling hisJackson has employed community around isn’t experiencunderstanding of the she plays with with as mywith family real estate andto my knowledgeable about the to local a positive experience.

Affiliated withopportunities, withbyfirst homebuyers.

They are iding ing the same thing, can we really entrepreneurial Joeowned on the table unattended and will represent rative toAssistant for five years and have flexibility offered histime career hergoing clients.

“I’m their advocate.

There get Century 21, they serve clients throughonly to buy their first homeyou once, whired him to fulfillment?

I don’t believe so.

If we grandfather even developed subdivisions lake property market.

He is a mark purchasing a four unit apartment building in the best possible deal he can get for a Buyer Specialist out as he be incredibly rewarding.

He says, “Real can be some pain involved in the process, happy Pennsylvania New Jersey. and we like makeServing it a smooth and fun h clients. can and make the smallest inallows the area,” hetosays. a sales probl and aeven laundromat bydifference age 23, in Milwaukee addition you. you are just a first timeagent. homeHe solvesThis am to serve his expanding cliestate me to betransaction my own boss for them to look back onWhether and myand job isand to prevent or relieve that b you find in people’s lives, then I think it’s worth Waukesha, Jefferson Ozaukee objections with creative solution JACK WANG JACKSON BASS JESSICA &vacaJOE Aside CERVANTES JON or SPHEERIS KATHY MOORE to flipping homes and building a buyer moving up to your dream home, The married duo first got into real estate fondly.” from her clients, Jessica son has built a reputation for chase my own dreams.

That’s priceless.” with my the time and effort.” as much as possible.

I also think it’s an much Counties, a prominent thoughtful and a great ‘follow th JOE SADUSKY as investors – the full of how they alsobecome likes to brighten up the dayhe of the tionstory rental business.

After moving toJon Las has cares about his homebuyers and home aper an agent On average, Jackson closes $18M year e and my who reliably solves MARGO MIKUNDA advantage being a woman.

I sort of have a care o agent in the region, making the top 1% in completion of the task’ person.”

An all-around sports enthusiast, Jack got started is discussed at length in The Bigger Pockets people in the neighborhood with her unique marketing Vegas, he decided to hone in on helping sellers, as if they were family.”

Another eal estatethe highest sale prices d gets in total sales volume, and isand on track toa lotdrives ‘mom’ instinct that me to look out Book by Craiglikes Curelop “The House Hacking Strategy” strategy.

“I go down to the coffee shop and at least to play basketball and watch the MLS for production being awardFor Mariand LaPrelle, real estate herdecades we used“Joe that was for leverage get thedrone pricephotography to buyers sellers with theircombines real estate wrote, responsive to our needs With over three of experience astowell as Margo Mikunda approaches every real between 50 the to 60 while high exceed number inCompleting –stanand currently own multiple rental once acomes month I2021. like to leaveto $50.00 with stafftransacsoby sports when he sold. isn’t busy properties working. erfect maintaining getlove the house Once wepassion hired Laura, it for people.”

Kathy Marcy Deck ahas business down being uber responed that the International President’s Premier Award When Jon isn’t working, he as a of people with her for busiwe wanted.

Mari helped us negotiate togives 88 91 92 95 96 99Sheback goals, so he became licensed again and for selling our home in Las Vegas.

He in the business, Maryellen O’Brien uses listings stand out. also ut estate transaction with a high level of tions per year, Margo utilizes various throughout County, NJ. “The reason whyeverything that the next clients that come in will be told that the ity for and customer service. usiness residential “My wife andBurlington kids willabout tell you that other thantosports thers took a got week for us get Coldwell Banker in 2020.

With a production volume of community member of Oconomowoc’s Cha in ness.

She her start in 2006, just before purchase our dream home.

Quick is an She had an opporsive and building lasting relationships with the ground running five years ago. guided offering sug-media as wellthe and diligence.

Her focus revolves marketing methods to sell her decided to gethit licensed was because we Iher didn’t Sadusky Team is buying their coffee that day. It’s alistings. fun us step by step, expertise and vision toand strategically power of social a n undeniable edge, and passion andwe real estate, I don’t care about anything else. don’t In his free time, Jackson traveling relaxing over $40 million last year alone, it’sstart clearinJon exceeds Commerce, where he served as president for R t was settled, part being we were out ofenjoys state ® of ithit.

Kathy got her the industry at the urging of her supporters oflisting the recession “Things were going great, understatement!

With the industry experts want toneeds wait Iof for athe Realtor way to get our name out there while putting a smile on to view different properaround the her clients, and she is “I have a site that publishes my listings Serving the greater Las Vegas area, the vast majority gestions to make sure that we would get the price we ed advisor that’s capawatch Netflix, don’t play video games, I don’t keep guide clients towards their real estate personal network.

“Each business from the clients and business partners alike.”

Jackson’s experience, he is an incredibly at home.

He is heavily engaged with his community client expectations and provides exceptional service. in a row and was named Citizen of the Year. husand had to send paperwork back and forth. someone’s face.” ties.

Shortly after, we organically ended up building a brother-in-law, a builder in Seattle, who suggested been very active i and aAll few months the market took a toreferrals, on side, she was able ent tothe sell our home, ® We attentive to detail order social platforms automatically. complexities of buying keenly up with the Kardashians.

I doto ismake look atlater homes ofhisin his business consists ofand repeat clients wanted. hadher daily contact through andno one size fits goals.

“My mother was a media REALTOR soprocess there is l estate agent whosure builds trust with he gained is their closely involved with Lostand and Found Youth, team and business quickly Amarket his and enjoys staying active in allthro of wned, Once we got our house on the we ched mother reat prideher in delivering watch that’s it.

That’s the list,” hemomentum.” jokes. turn,” she says.

“We had the opportunity helpasked us buyme a new home, close and move thatsports, she our helps them achieve I also likebe to I’ve usewe more methshe’d good atanold-fashion it. “He’d toarea manage some neighborhood a testament to his unparalleled skills and commitment couldn’t have asked for anything more.” before me, so it’s something been look at the property and decid Going forward Jessica and provides Joe areBanker focusedElite, on thehis natural people person, Jessica loves building trusting providing insightforand solutions forhad them organization based in his neighborhood As the broker/owner of that Coldwell activities.

“Oura downtown has just been re dwith being a resource more showings for it than we did the goals.

As the owner of Complete Real ods such as running ads in local papers.” to go down with the ship or just learn how into the new place within month and a property for him in Spokane—which I did without any she loves gardenin tohergoing above beyond expectations. designin educating business Outside of career, Marcy tremenLooking the with future, Jack plans to and continue growinterested inconsists for aher long time.”

Affiliated best reach yourWeaudience.

Ne growth of their business andessentials are committed to is continue relationships clients.

“I’m very personable the transaction process.

He toworks hard counseling, housing assistance, food and atisfaction company of 20 agents, and Jon has his own and it’s really phenomenal. have 14 res Estate, Margo serves buyers and sellers pping whole six months from the previous agent. to in every different facet that their we clients half.

Herfuture, integrity and experience can not ® golde trouble—and when he got with a Realtor he Miranda, her helping withhelps passion and integrity. up conversations people everywhere ingand andI strike providing his survive clients with with premier service.

As Joe looks to frustrated the he sees himself continuing with Keller Williams, she buyers key with other REALTORS My construction expe- throughout s.

After marrying dously involved with her community. personal team within it.

The Team likes consists of On condos, lakelooking frontage, of parks andisfestiv s clients are informed and their needs are for homeless, primarily LGBTQ+ youth inSpheeris the area.

Connecticut, and Outside of work, Margo to stay cided When it always came to negotiations, gave could.”

Choosing the latter route, Mari beme matched.

Ifthought you are fortons someI go.

I Newington, think being outgoing and being interested inLaura “I’m always thinking about how I can become a better was dealing with, he told that he I could do my own pontoon bo “I’m trying to break records, so when I list a to grow and assisting more people with their real estate my clients, especially and sellers throughout Bucks and Eastern LAURA EBERT MARCY DECK MARGO MIKUNDA MARI LAPRELLE MARYELLEN O'BRIEN MEGAN JERNIGAN his wife Lucine and their sons Matthew and Alexander. ® the surrounding counties. involved in the Polish community and them the best chancetoof He isher also a frequent supporter thewith Spiritual wanting talksuccess other and connect with on ofgive renovated us amazing advice and what was best to ofhas and awith better team leader.

I to believe it’stop all REALTOR ,r towaiving they of serving herLiving localHechurch, maneuvered way through the turbuone toeverything beshe on YOUR side, Mari isand theski oneboat I might a house Ipeople, find out the highest price a home sold for dreams. loves about his work, can’t re all sorts of it better.”

Montgomery County in Pennsylvania.

Going forward, Maryellen plan “Matt and ever.

Alex Sponsor have theirof own clients,with andfor Lucine Looking ahead, Jon hopes to continue grow has previously helped the local them is very important inthe this business.

That’s one ofto athan gnspections. or sellingMy a home. tomindset give my clients Center of Atlanta, and Platinum the Civic about and having right energy level for my lence and made better you!

Thisother is a very competitive field to “But do.

I the would recommend anyone clients “I try in area and I tryit toout go her beyond that,” headministrative explains.

Joe picture himself inbut any field.

“When hat laterwhat inspired volunteers at the Polonia Neonatal Intensive Care “I’ve also got tinue onsomeone exactly as she has fo the praise key reasons for why many of my clients come back Clients her for being extremely Miss pageant.

She also enjoys assists on the end of transactions, serving more people.

“We would love togrea exp PHIL BARONE clients to feel that I’m there for them.” more than they expect,” Jackson says.

Association of his neighborhood.

Jackson’s advice for Today she leads The Group based besoinhonored and we couldn’t be happier that she ey for realthem so that if we looking buy or sell aLaPrelle house.

She really is nottoafraid to as set ambitious goals.

He landed a Vice hires me, I’m and grateful that they chose to work with me, because they know I don’t just look After nearly three decades in the business, that question them when I can.” knowledgeable, professional, as well meditating and gardening.

“I recently In order to provide her clients with an elite 34 years—working hard to hel we all help each other when we need it.”

Specializing group, and want positive people with great at getting to know my clients, AUnit resident ofWinchester Pennsylvania since 1990, stment properties Medical tous!”to strategy involves g-ticket things thethere m to know thatand I’m for them every step agents?

“Bloom where you’re planted. to know Melanie is just as at hands-on After graduating The Barone Center Group’s robust marketing Mooresville, Carolina, serving was there for eryland, perknows her new stuff.”

When aGet friend inspired Steavy Pruitt texts w businessman and devoted compassionate outlook has earned him at this process as ain oneElsewhere, time transaction.”

The pair stay President role at North the third largest transportation comme toraises help them with the largest purchase ofhimself their life. responsive, and Margo works tirelessly got into gardening and it’slines wonderful.

Itbuilt is pretty much settled.

Kathy has a very successful level of service, Maryellen approaches ents achieve the American Dre in lake and equestrian properties, Jon and shows He can’t imagine anywhere else, a 100 103 104 107 108 111 through with them, or deliveri Sheri Kunkle has always been drawn to from high school, multiple of local and digital advertising aimed to solid.” nleader, news when assisting hersmall buyers, guiding them The service Jackson is thorough and your own neighborhood first, branch outto from there, and over Iredell County and surrounding areas.

By providing in touch theirexperience clients sending out gifts part te license.

From help other parents with infants. enter the real estate industry, she didn’t decisio Nabil Khantooffers got his anot fantastic reputation throughout British pany inby the with aAmerican college credit his Ipremature bend to make it aminute great ensure thatwith their isU.S as stress-free assingle brings peace and quiet tocareer your life.”

Phil Barone jumped generate the backwards maximum number of prospective buyers.experience Saddlebred horses, so he is well-equipped loves every of his work.

“The interacti business with Windermere Real Estate/Cornerstone, Going forward, Ka every transaction with diligence and always improving her own sk Above all, I do what I say I’m go helping others.

She began her in the and celebrating special occasions together. nkills, ABC toLaura thefind right home for their best interests. superior customer service and support at every step, isn’t working, she’saccess staying active in the d, andJack he isgoes and beyond the call lead generation activities you’re comfortable attan, When isn’t working, she’s giv-that intentabove on right into the As ground aMari team with Compass, they have to digital hesitate toworld hitWhen the running.

“I had line by

MARCY LAURA EBERT

DECK

MARI L PRELLE MARYELLEN O'BRIEN

RHONDA O'GUINN

SHERI KUNKLE MELANIE DESILETS STEAVY PRUITT NABIL KHAN technology, afford Rhonda Ask anyone who has worked with of tools to provide the best Rhonda O’Guinn about their experience, estate after graduating from Columbia, with the vast majority ofand possible.

Originally from shethe obtained her name,Poland, because owner of the company he for them.” her professional Moreover, she also donates a percentage of to help clients in thought this niche.

But Jon histhrough team are people, that’s what I enjoydoing, the Helping front office of a prominent local real estate a high level of patience—qualities that have helped goal is to never stop Education is pt specializing in residential, new construction, upgrading advertising resources that allow listings to showfundraisers onand a learning. of real estate – he Mari has developed a solid reputation in her region. community her church, school andmost. he purThrough the years, she has earned a treple toand buy sell. the “Iwill uide clients towards the decisions that will with and do amonths lot of Ithem.”

If toyou’re looking for ababy vast ingabout back to the community through the license in 1987 and started her company ten years In the future, Margo would like to help theand new agents clients and communicate wh they tell you her compasjust had my fourth was awell stay-atus.

She 2018.

Forand him, industry his volume coming from repeat clients had aJessica gift.

“Within 16 was able make that As real estate investors, and Joe can put themexperienced in all areas of real estate, from subdiviwhat they are looking for is so rewarding.”

Outside her career, Sheri is deepl company, where she had an opportunity to her form a large network of repeat and referral busiit’s important to stay educated on everything myriad of websites, as as social media pages. spent some time waterfront properties Spokane the communications, each transaction to a tocharity orin Washington’s nonprofit points clients or motivation various sponsorships.

“My team and Valley, I will go toneeded the to meet ein came mendous reputation both among clients themselves and their families.

Realtor in anticipate Atlanta with experience and skill spare, repeat and Chamber of here Commerce in Wamego and Manhattan. ago.

“When got from Poland I $21 couldn’t speak working with her find their own success.

“The goal home mom,” Steavy says.

“I had a friend ous wh company over million in negotiations of mergers selves inI their clients’ shoes with ease, all erfect outlet for his outgoing and referrals. working for a Title Additionally, the team sends out weekly and monthly sions to condominiums and everything in between. in her community.

Currently, she learn the business from thebusiness ground up.

Fromfrom ness.

“Almost all of my comes repeat on with the market so thatcating you can be the best to sell? Why do commitment“Ito and she’s the head listing-agent for exclusive subdito Washingt ket is doing.

“It’s always m sion and pursuing their have a great number of people that I’ve helped buy Christian Mission and purchase hundreds of hotdogs to inwant parand Realtors alike, as evidenced by her look no further than Jackson Bass.

English, but I knew that I wanted to help people. is to keep expanding.

I’ve been in the business for “My husband is a licensed ATF shooter, so through the cel as an agent— organization of her client’s choice.

When their worries and help to alleviate them. he “We’ve been updates to he pastsuggested clients and contact their referral base Insurance company and acquisitions,” says. who was a broker, and I get less entrepreneurial spirit, and By providing guidance and support throughout each ber of her church and its acco there, she would pursue her own license, out those motivational and referral Ivisions, think they know that I aLake put theup people rely onDuring you to guide them bru thr from toand West Terrace.

Closing orestate, sell multiple times,” Mari says.

“Iclients. believe it’s grill for ontheir food pick Mari says. and in and theour mortgage whenever new listing comes up.days,” As a who whole, the through the process ourselves so many times andthe When I the got value into real I realized that I could abiggest very long time, I have a Shelley lot of them experience usiness strong rate of referrals.

Having closed xpertise lies in maximizing availWamego Chamber, we help put on one of ervice thatothers. has undermyclients Initially, Steavy thought she new helping After starting Outside career, Nabil islicense.” tremendously transaction, Jon makes his clients feel confident about to give my clients aasfeeling stream dream home by listening and focusing ministries, as her local and inhis theahead 12 years since, she has truly seen since. she’s not with or she industry before getBarone Group impressive $20M per year interests of my own always toaverages give process.

There’s nothing likewell that ofde b we have adifference firm grasp onthe what it entails when you’re between andgiving 30strive transactions aan year, Kathy has built service-oriented nature that us stand out.” any free timeback, can be found enjoying the ocean, a huge in lives ofinmy clients byhelps wisdom to pass onMari toand the20 next generation.

Ishe have ng and $3.5 million volume this August alone, hsays. property and pricing them correctly and “Ifound try to make firework shows in the midwest.”

Laura and her famprimary goal.

This is a make He takes this difficult knowledge into his work as an agent, priting his Realtor ’s in total sales volume, and look forward to offering their the process, no matter the price point or property type. of Commerce.

She is also on thl it all as an agent—from residential sales would sell a house or two for some extra availab ckly success in the active within his community.

A recogon the other side.

It’s especially now when them the best results.

It’s easy to do because I truly someone when they find the right home.

I helping them get the best possible deals.

It felt like team of people and I want to see them thrive and succan be found spending time with her family and two and her team are always striving to be the best and do doing craft projects or hanging out with family.

MELANIE DESILETS NABIL KHAN PHIL BARONE RHONDA O'GUINN SHERI KUNKLE STEAVY PRUITT a reputation as an honest, hard-charging agent who will rawing she remains focused on the proven valestate experience.” on what matters most to each person. so much more than just y to thesince market.

He knows the value of staglicense proper.

Phil do brand personal service to many more members of the anding that this ison ily are also involved their local St. Bernard, oritizing his so clients’ happiness whilemanagement. simultaneously bend backwards and just Directors for the Realtors Asso to “We property Today, Sheri isofabout you’re frequently losingin because manychurch, people are he has gone launch nized religious leader atthe his mosque, he income, but she fell ineverylove the with St like the people Iabout work with,” she says, and adds, they call metoback a year later or send me pictur ato true calling.

I felt needed and like Ino could some ceed.

Iover want them to be the soon best agents possible, andwith better, leaving stone unturned.

They will go extra is a do third generation Realtor .that The company his grandNorthwest Chicago community in the years come.

SUZI LEIDENFROST For more Jessica & Joe Sadusky go the extra mile for her clients.

That includes being tofor purues thatweddings have anchored her success in the ,nts and puts together a vision with each client Dandridge Realty Group, young children, traveling, or working on various projects will ever make, and she sings at funerals, and church mass on interested in the same property.

We’ve been disapensuring all other parties are satisfied.

“I always want thing,” he says.

“If they need something delivered or Westmoreland, Indiana, and M an Associate Broker with eXp Realty in shedWhere career in some the real business. serves asreceiving the Regional Representative industry.

Now inpatient. herHATCHER) sixth year, Steavy had sol started, Barone Realty, came to fruition in 1966, see footage, Rhonda WILLIAM COALSON good in square my community.

That’s why I father still love to work with a me high degree ofvery ethics and knowledge.”

“Clients often tell that I’m For me, new babies or the treehouse they put in the please call (267) 316–8633, THE HATCHER TEAM (GREG & LISA To learn more about Jack Wang, mile to ensure their clients are the best care.

Continuous growth is in Mari’s future, as she has plans very direct when she needs toenjoys be, exercising, and never backing eer as a home first place.

“While building lasting relapointed many times.

That’s why weeveryone goshe out ofloves our way ake the look the best it possibly can h as possible.

This Sundays.

During any free time, hanging out to make sure involved is happy and that no When she’s not with clients or Pennsylvania, where she assists clients picked up, we will do that for them.

We walk them to a wide variety of and both his father and grandfather cultivated illusIn his free time, Phil eating at local A lifelong resident of Indianapolis, Suzi agent to guide them to the right home lients throughout the Eastern at her home. work with first time homebuyers and help guide them email thesaduskyteam@gmail.com, il is a Realtor for Century for aour charitable organization that spans serves the greater Dallas-Fort Worth specializing Buyingtoorparticipate selling,gis please email it’s not about trying todown get them toto buy or sell and asomething home.

Iisarea, feel like I’ve been “Ijack@rlathome.com, have a storage full of furniture and items we can add another buyer’s agent. my motto hasallowed always tomile make sureget we each fight diligently on theunit behalf of tionships with your clients and fellow when she thinks in“But the interest of trious careers real estate for several decades each. restaurants, boating the lake with his family.

He forenvisions Humanity, St. to dtat budget.

“I goeach the extra to marketing rollout each listing.

Ads time ou William isoften a inREALTOR for our times, hem through with family.

When Rhonda isn’t working, your child’s first steps, famshe can be foundfor traveling, spending throughout Indiana County and the surrounding areas. on through everything, and just go above and beyond.” bridges arehomeownership.” burned.”

This means building a rapthesaduskyteam.c21.com or visit Leidenfrost has been in the real estate for their best interests.

Moreover, she achieve that special dream of JackWangRealEstate.com, visit can attend training and meetings...without Top Agents Greg & Lisa Hatcher aka. alty, where he serves clients across Canada.

He also volunteers and the region east of attuned Dallas.

With more than half ofwantinhave now sold).life, a clients so that theyuse can to reach theirour It’s about helping them find the right or achieve the biggest moments stage sellers’ homes ifto we need to,” she says. ‘we don’t want to becalled the biggest, we tosomebody’s be Phil and his family are keeping thatin tradition going –been: ishome very with his local community, and serves inia and Northern Virginia.

112 115 116 ital, UNICEF, agents, it’sgoals.” also important find your posted across abroker wide of social an ambitious go-getter, combining a of her client. builders have my oint where can maximum value forTeam the relaxing at home withrange her black lab. But goin There, she has applied her years experience, outgoing he time, soitIComfort know eliminates stress and allows his buyers and sellers port with agents, aids in getting business forget over years.

Growing connects her clients with an“Several elite network or call/text (240) 731–9919 ever having leave our home office.

We the Hatcher of fellow eXp Realty inThis Phil haswhich been inultimately real estate for 32 of years now, his wife on the Sauganash Community Association, twopath local e lower mainland of thirty British contributes aand variety of nonprofit orgaher business deriving from repeats and referrals, it’s success into the sale their home.

It’s about really lishuge privilege.”

Theniche.

LaPrelle Group also goes above beyond when the best,’” shetoexplains.

Wherever this leads, shelistings giving back to her communi ily dinners, and holiday celebrations, so nThisFight.org, and the media platforms put William’s digital-native expertise, with homemmings I believe in sticking to the areas Sheri also has strong plans for the future of he personality, and strong standards for integrity to meet over the years to compliment my boldness—which is to make informed decisions. son says.

“Ifirst am able provide resources e has over 100 transacGoing forward, Marcy has exciting plans for the future of to a home and look Looking ahead, Laura plans to continue growing her busihis buyers what they want.

“When I’m looking for propup,closed she took anto interest in the industry of contractors, home inspectors, and With a high percentage of repeat and referral busiChambers, and the Neighborhood Association.

His Maureen has been an agent for 26 years, his daughter canno meet with our more tech-savvy clients Williamsburg, VA - aretopartners innizations, both Through a winning blend of providing everything from it comes serving their buyers.

They the time to is going will doubt enjoy every minute it.atmaintains “It’s a As really tening toprovide them and understanding they want.” clear she above and beyond to get herofclients Steavy looks tow right at avolume buyer’s fingertips.

By reversegrowth, town personability innephew atake people-focused Elizabeth forcan 5, and his Philip Wieniewski is what team also gets face time with the community the clients you know well so you the As her its steady the needs ofagent any buyer or seller. while assisting a local Realtor and family mortgage lenders, making sure they are in ness, Margo believes it’s her attention to detail and putting it politely,” Kathy laughs.

“I don’t shy away ors and vendors, and I have a lot of expeLaura wants to help ness and hiring more people.

It’s clear she has chosen the erties for a buyer, I’ll call the listing for properties the Community Action Cos she understands the importance of findvirtually, but we still do plenty of facemarriage and real estate.

With over two er, possessing the insight and her business.

As her volume maintains its steady growth, understand what they’re looking for, and never stop the exciting time for us.”

Copyright Top education Agent Magazine unication, hard work, and integrity, he quality to meals for those in need.

When an agent as well.

Along with their Team of seven othFarmer’s Market.

For the future, Phil hopes to grow towards their goals. expand her busines prospecting agents that emailed his listapproach to the industry.

In 2015, on expanding her reach further into the su Howard best possible service.” which inspired her to later accept a good hands throughout their transaction.

After the transaction, clients love to spread the word keen listening ear that makes all the difference.

“My they’re interested in, and I’ll see what it will take to get ogetting she friend, loves sharing right path, as she loves everything about her work.

“My homes ready fordecades market.”

Onestate top experience from ato negotiation, and I’m not afraid toandfind aFor solution to-face with those that prefer an making of real under their more information about er agents, they provide exceptional service a be wide his team byput adding more agents, eventually hand search until the ideal property isFor found.

Mari and her ing toJoe their clients and personal during his senior year at Randolph A former teacher, Maryellen continues tomeetings a lot deep roots not only among his buyers and he’stointends not with clients or giving back, he can found For more about Cervantes, alsogroup has her sights s any deal, especially the she to build a team so she can further assist her is also part of a that ing a ashigh home carefully tailored to fit your position a Listing Secretary for the F.C. her boutique approach, she has earned clients know that I take my time really understand counties while scaling the model of client se When listing a home, Sheri offers her clients a compreabout his work.

One recently said, “Jon is a principled nlitate City. the house,” he says.

In a market that is saturated with rmed.

“Iuses also offer clients become my family, they know they can always variety of clients in the South Loop, Lakeview, Roscoe it down to his daughter, Elizabeth, who is a fourth ackson quality photography and to a problem outside the box.” ‘old-school’ approach.”phone ThisJon unique set up please belts, the Hatcher Team has builttheir a thriving Spheeris, call 262-490-5 team also utilize negotiation skills to get their buycalls to buyers’ agents that come Macon College, William interned with of emphasis on education in her business.

“I was a lso throughout the region. staying active at the gym or spending time at home “I’m really involved and I make it a fun process,” she while maintaining h please call 702-592-4563 or them and their goals.

Every transaction feels personal Tucker Company in 1991.

From there, she a terrific reputation all across Indiana, with has anchored her success in the first place. hensive strategy.

After helping them fully prepare their Village, Lincoln Park, Jefferson Park, the North Shore, generation Realtor .

If you need help buying or sellman with a high level of integrity and business acurelocaOutside her career, is multiple offers at tens toMelanie hundreds ofdeeply over with ing and selling clients and share her model of service the generto highlight do,lifestyle it’s so fun strengths to simultaneously. count me before, during and after the transaction.

Ithousands to the of on each property, allows thenext Hatcher Team to customize their business on a solid foundation of honesty, orin email jon@cb-elite.com children need.

Rhonda ca tomorrow.

This to his open William understands Hometown Realty.

Upon graduating ers and sellers the best deal possible. ing acoming home Northwest look nohouses, further than andthe the Western Suburbs of Chicago, and work teacher for eight years before Iofover was aemail REALTOR , Chicago, with his beloved family. me,today and into I takemortgages, itand very seriously and make client would make thefor transition the near entirety of herout Contact Jackson at (404) 694-4663, house for the market, she shares itvolume both theinestate regional says.

Steavy is down-to-Earth, always letting her buyI am, butIfwould jocervantes951@gmail.com men.

He also does very well with the relational sideexperience of has built a network of committed tolist community.

On top of serving as the you’relove loo price, Joe’s approach gives his clients an edge. clients’ real for best results. integrity, aher client-first approach to sellers get extensively the to love helping them.” smy each listing across and multiple Her favorite part of the job, though, is seeing a boutique state of the art Compass satellite office in Phil Barone and the rest of the Barone Group for ofabout making conthat a sale often all isthe that spring, heBut hit themost ground running to ation of Realtors. of all, she looks forward to the my priority.

I like to know that I help people.

I like so I’m constantly educating myself, getting advanced becoming a Loan Officer for Tucker from repeat clients or referrals.

“My home, Nabil isalong there for his clients But in“As the to meantime, she isthe more than fulfil MLS and a GREG blend & ofers targeted digital andreal social media and sellers know what she’s aother single for long haul.”

F email jackson@jackonbasshomes.com, SUZI LEIDENFROST LISA WILLIAM COALSON taspans the region.

Secretary offrom the Forest Lake Homeowners Association. tending her garden or han vision, with her strong negotiation customer service.

They have also more than the heart of Edgebrook. your estate needs! thinking.

Get more with ncluding social media, the MLS, various nections with agents.

He explains, become licensed and launch his career. happiness her clients experience when they close transaction complete, clients love to spread to see them happy. their I After work with people whoisbought Mortgage. through everything, Suzi the business has mom been built on these lifelong designations, taking broker courses, and doing everydynamic career she has cultivated inSteavy the comm campaigns.

In the meantime, she leverages proven h. After helpingBut them fully prepare Going forward, Nabil has exciting plans for the rcy leverages her background new opportunities that await in the community she loves. of four kids, I am honest with everyone about this field, w or visit jacksonbasshomes.com HATCHER In the meantime, she volunteers at various organizations earned their stellar reputations as trusted real Greg & Lisa truly value the relationships “ICopyright the Top aspect 509-710-3171 down pat, “I love buildingrelationships,” relationships and being websites, open houses designed to allow on asaid, deal, particularly buyers.

“Ihave recently helped the word about their experience.

One recently houses with me years ago and are now retiring.

Agent Magazine wasand stillhe drawn back to real estate.

Since she says.

“Atknowledgeable the end of thetheagent Phil’s favorite part about hiscompleted work is the opportunity inhigh-tech Howard County skills and client-centric practices, has thing inHaving my power toschedules be the most loves.

“In real estate, no two daysisare the os methods like mailers to the surrounding communities to home the market, broadcasts itpreparing over a30series future ofand his business. nearly andforty they’re with that because they’re heart, sowith wort estate advocates for both buyers sellers. they formhappy witha their many grateful clients, leverages extenlike the Boys and Girls Club of Maryland.

When she’s but still believe in a lot of the old but school able to Iand help accomplish their assist herher clients in “There’s nothing more rewarding than helping buyer those relationships tooutstanding! meet helppeople aHer rangeexpertise of different people engage very rewarding to“Mari behas able to help them again.

I LaPrelle in selltaking a leadership class returning to the It’s business in 2000, she truly seenis day, love seeing my clients reach the closing table, says.

“While that can it tricky to plan for give her clients an added advantage and ensure a seamas well as thehe best resource for mythere’s clients.

Knowledge digital and social media not campaigns.

Butor with transactions inthe2021 alone, intends on scaling his and they work hardGrowing tolike sustain them long after principles making calls andmake actually talking goals,” William says.

“It’s exciting aas ve herpies an on added clients giving back, she be found readall juggling things well.” upphone in DFW, butterflies, but when with transaction process.

He works hard towhen ensure For more about Margo Mikunda ive away knit family during any free tim allowed Rhonda tobecome work a compassion diverse think it’s big compliment that they trust me.can It’s itclients all, working her way upawith to Senior Buyer happy with purchase or sale.” inga and buying, and true honesty are what .hat, She then utilizes the wealth or seller navigate atheir tricky situation in their transaction topens Copyright Top Agent Magazine next, there’s nothing more rewarding th less transaction.

But from start totable. finish, she is there for and experience matter in this business, especially thatthey his strengthening clients’ needs are met, and gives them all the he caters his process directly to his service while his brand within the the closing “We try stay connected in person,” says Having first met in the 1990’s when were both tennis to someone to get the job done.” challenge or obstacle to overcome.

Even if someprepare their home for ing, hiking, going for a run, playing tennis or golf with Steavy iscall also(860) transparent about suggested neighborhoods, knowsellestate. their home soA th please 559–6485 partners, I host very important to me because without trust I don’t Agent for fun Morris Group Realty, a every leading company buyer/seller would want in someone helping with real tools and information they need to be successful when people move on to the next stage of their lives her sellers, including them in the process and keeping today.

It’s a very challenging market now and the clientele throughout Maryland across times the More market may be difficult, Ithough, love sitting rage and her marketing help them achieve their goals.

If someone needs me, I’m there’s Lisa, “and whenever that’s not Whether possible, always professionals, the pair got married and formed successful s, standing as a tireless advocate onpracticing their regional market. than anything, heindown iscons hional a suite of friends, or yoga. or email margosia@aol.com think anything valuable can be built.” ing the pros and of each. she’s helping there’s just no other photographer in herprofessional area, andpast even launching her own successful Outside herainformed career, Suzi is deeply involved her combuying orthem selling a home.

“When you sell a home for house transactions.

We began ‘just looking’ for a new they’re or selling.” along the way. skills that are required to arewhat not something and thinking of creative ways to help people get No portion ofInthis issue may be reproduced in any manner without prior ofother thebuying publisher. social media, as well as noteconsent cards and residential contracting business.

“I met some in When he’s not working, Williaminstays active, exertheshares transaction and including them excited for the new clients and possibilities that await someone, it’s important that you treat likesucceed it’s your ging, she itprice over company, Realty.

2017, though, decided munity.

As acontacts breast cancer survivor, she supports various grassroots effort around each there for them, day orovernight.” night.” awhatsoever buyer find their first home, or assisting atraditional seller rghout families, andNobility I’ll place she to call home with nolooking intention of being in aithurry. start a commission-base Her sights are focused various points.

Tofuture learn more about they’re for.” you learn own,” Phil says.

“We match each client with a home forms of communication.” that industry who persuaded me to try real estate”, says cising with a regular CrossFit routine. wasMaryellen O on the cision. the end oftothe day,toreal estate in British Columbia.

“The relationships are the most Top Agent Magazine is by Feature Publications GA, Inc. Although precautions are taken to everyone ensure the He accuracy the“At time was right return the Tucker Family—and breast cancer throughout thethe year.

When and social media camGoing forward, Melanie exciting plans for were the moving onto next chapter, Steavy guides Shepublished listened to has what our needs andfoundations wants and sent Elsewhere, Sheri is just as attentive when assisting her Copyright Top Agent Magazine that fits their needs, and we make sure our clients ching potential buyers through please call (215) 680–8975, Greg.

“Things went well with that,aspect and eventually soldhe football team at Randolph Macon and still enjoys she’s been there everclientele,” since. she’s not with clients or giving back, she can be found For more information about Mari LaPrelle, however, her passion for wh to photography understanding your rewarding of my career,” says.

“By delivering he the future ofhe hersays. business.

Atomember ofwe the Harford County always get the best possible price for them.”

Phil and us listings look at.

So itbuyers. began!

The 1stheld place we saw throughout theIndiana transaction.

“I always stay in contact oftopublished materials, Top Agent Magazine cannot be responsible for opinions expressed or facts supplied by its the leap and got her li Having raised her kids in County, she the contracting business, and I became a Realtor full-time.” watching and playing sports in his free time.

Looking Today, William is a REALTOR on Hometown Currently, more than half of the Hatcher Team’s considerable email maryellenobrien@kw.com When it comes to marketing, Maryellen leaves no and social media campaigns, traveling, relaxing on the water, or spending quality his team truly go above and beyond expectations to please call 704-785-1915 or ers the strategy behind Association of Realtors and Coastal Association of nvested in building those lasting relationsuch strong results, I’mputable tooffer better lives yalty Rhonda to Laura, and was perfect...we wanted it!Hometeam We in adminisan andpeople’s thetexting, through emails and phone calls,” she explains. possesses an acute knowledge of the entire area, from authors.

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

Published in the U.S. always remains as time goes on.

“I love entered the real estate industry as an to the future of his business, William hopes to conRealty’s in Mechanicsville, Virginia, business is based upon repeat clients, referrals, and positive get clients into the ideal situation, a quality that has stone unturned.

She opts for professional photography or visit movewithmaryellen.cot Today,Ibuyers.

Suzi is aknow Realtoreverything and Broker for the F.C. time withwhile her family and herreal five estate—and nieces and email nephews. marilaprelle@laprellegroup.com rospective Realtors, shefrom intends onTucker building a Laura team maintainmy clients; getOne tointernal and strengthen their families through gork to own network seller counter offered.

The bathroom was outdated toher others. the local school districts to the up-and-coming neighFor more Ebert, since, isthat enjoyi It’s not uncommon for Steavy toback maintain paid dividends in their continued success.

It’sso no surtinue serving at a952-7962 high level and and building upon where the majority of his business derives word-of-mouth, afrom significant achievement byrelationships any measure, (who is information fluent in both about English & Spanish) helped Company where sheLisa services clients throughout the But going forward, Suzi also has strong plans for the You can contact Philclients at (312) ing the standards of that’s service that truly set apart ifehouse totrator their long term goals.

Above all, I’mcall such ahave beautiful thing.”

It’s so rewarding getting them to for Northrop Realty, a Long & Foster Company. prise that the team getsher 90% of their business through ur sat on the borhoods, which helps her guide clients to the right the momentum of his success, challenging himself to next repeat and referral clients.

Born and raised in with her clients for years afterwards.

“All of my clior phil.barone@compass.com. please 785-458-9741 or but more so in their highly competitive market.

“I believe however she could from “behind the scenes” while also Negotiating a great contract and North Side of Indianapolis and the surrounding coun- referrals future.from Assatisfied her volume maintains its steady growth, she clients. er clients—no matter in the region.

“There’s nothing better than connecting hem on track and meet their ambitions for investment for their best interests.

Moreover, she continus agent, we were top his last sale.

“I’m competitive but not in a sense Mechanicsville, William has a personal connection Today she The Je Top Agent Magazine ents mydofriends.

I fact get that involved in their lives. that has a lot life. to with the weCopyright always answer ourIleads raising their 3 children.

Once the were grown enough, Copyright Topafter Agent ties. There,a she has cultivated a hands-on approach to kidsintends onher further cultivating thebecome relationships that email lauraebertsellshomes@gmail.com Ihave don’t believe in disappearing However, strong eyeright for design led to become ly ensures seamless transacding are crucial into thisher people with homes,” she says.

“Most of all, Iclients ues supporting herfeel well after the staying competing othercame agents, I’m competitive with each property.

Clients hecareer is byand their all te.” couldn’t seem phones respond quickly to emails texts,” says Greg, Lisa got her realthe estate license and to joined Greg.

Sheaccomplished quickly meet the demands of any transaction.

“A personal touch anchored her theside firstclosing, place. just had ain Memorial Dayofparty andand awith client with e up an in the accredited morning, I says. absolutely love it Iwhen my first time homebuyers are myself.”

William concludes, “I’m theMore way as he agent, helps navigate their transactions, touch beyond the when transaction to make sure they are four agents and thinking three tion is negotiated finalized.

It’s myad g professional stager a them licensed asked how the couple have managed generate suchIconstantly proved herself in the field became ainand star later is key for me,” she “No matter what, makeand sure than anything, though, she looks forward to the his wife and daughter, they moved fromtoand Minnesota.

Top Magazine 3 of ways to do better than I did yesterday.” them withthat their dream home in thehometown. place fully satisfied in their new homes. new my tois this.

The little ready toassisting build their family and connecting grow into the home where Copyright Top Magazine Nabil just asAgent hands-on when impressive levels of trust and loyalty. earning her broker’s license. clients have a smooth experience and get to the closnewAgent opportunities await in her beloved ® ® just keep inwork contact them, and they really becomeRealtor today, trusted and go-to helping prepare and home present he’sbusiness, called all his life.their A tireless ethicwith advisor ant toRealtor metable could mean they’ll raise their children.

In this you get to see ing as easily andtoquickly asclients possible.” entire business is based o carefully guiding them the right home ®

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friends and family to me.”reputaand his Through responsiveness help Sheri William trusta and relythenothing years, hasfoster earned fantastic e when to keepassisting them fully buyers, clients progress life—and there’s Another factor that comes into play when assessing the Inyour addition, Lisa is alsothrough a mentor within eXp Realty’s

CONTENTS 6) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES 11) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 16) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU 26) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT 32) BE THEIR REALTOR FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 38) 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS 42) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

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46) 3 MIND-BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 50) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 53) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 57) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU 61) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES 65) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 69) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION 73) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 77) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

81) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS 85) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID 89) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS 93) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU 97) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION 101) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 105) 9 THINGS THE BEST LEADERS NEVER SAY 109) ADDING VALUE TO LISTINGS & THE ADVANTAGE OF IDENTIFYING NEIGHBORHOOD AMENITIES 113) IF IT'S GOOD FOR THE SOUL, IT'S GOOD FOR THE BUSINESS Top Agent Magazine

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

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5

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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FRANK ALTAMURO 25 years ago, Frank Altamuro started in real estate as an investor before working as a small rehabber for some time. He became licensed as a Realtor® in 2005 and started his full-time career in Real Estate in Philadelphia. Frank has established himself as a Top Producing Agent in the area through a combination of expertise and excellent communication skills, and he has built an expansive sphere of influence over more than two decades in the industry.

One of Frank’s biggest assets as a Realtor® is his effective and efficient communication. Clients love his timely responses and creative problem solving.

He does everything in his power to facilitate clients’ success and well-being from the very first time he meets with them. “I make a point of staying by my clients’ side every step of the way,” Frank says. “I prefer to make time during my day for clients in order to give them my undivided attention, and I keep myself available to answer any questions they may have.” Frank gets more than half of his business from repeats and referrals, and he enjoys a sense of fulfillment from the positive experiences he is able to provide for his clients.

MLS, as well as his own extensive network of clients, to market his listings so that they are offered maximum exposure to prospective buyers. He is currently working on updating his website to provide a modern touch to his brand. Frank closes 65 transactions per year on average, and looks forward to seeing that number increase in the years to come.

Passionate about homes and enthusiastic about real estate, Frank relishes the opportunities in his line of work to make people happy. Aside from his job, Frank is always involved in the community - he works with local organizations to provide food and necessities for homeless folks in the area, and is always engaging in his real estate community through his membership in the GPAR and NAR. Frank hopes to keep growing his business well into the future, and to offer his brand of personalized service to as many people as he can reach in Philadelphia and the Surrounding Areas. If you’re looking for a Realtor® with experience and skill, look no further than Frank Altamuro!

As a life-long resident of Philadelphia, Frank is uniquely qualified to guide clients towards making decisions that will benefit themselves and their families. His knowledge of the local market is second to none, and he uses his wealth of experience when negotiating clients’ contracts. “I’ve been working in this business for a long time, and I’ve learned to love the finer intricacies of Real Estate,” Frank says. Frank knows Philadelphia like the back of his hand, and he is an agent you want on your side when buying or selling a home in the city and surrounding areas.

Frank stays in touch with clients long after their transaction is completed, reaching out to them multiple times throughout the year including phone calls and home anniversary cards. He uses social media and the Top Agent Magazine

You can contact Frank at (215) 495-2348 or at faltamuro@cbpref.com.

You can also check outhis website at livephillyhomes.com www.

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Danielle Hunt is proud to congratulate

Frank Altamuro

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

Danielle Hunt Mortgage Loan Officer Business Partner NMLSR#1896786 Direct: 215.645.0486 | Cell: 215.620.4201 efax: 215.220.2650 Dhunt@myrepublicbank.com Eight Neshaminy Interplex, Suite 105, Trevose, PA 19053 Oak Mortgage, a Division of Republic First Bank dba Republic Bank. Subject to Credit Approval; Terms, Conditions/Restrictions may apply. Programs are subject to change without notice. NMLSR#738460

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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 12

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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Top Agent Magazine

SARAH UMBERGER Snug in the heart of New Hampshire’s beautiful White Mountains sits the town of Woodstock, annual host to outdoor enthusiasts of every sort, from skiers to Appalachian Trail thru-hikers. Those visitors who fall in love with the area and decide they want to stay will also be happy to meet Sarah Umberger—a New Hampshire native and a Realtor who knows the area by heart.

Sarah got her start in the industry ten years ago, working as an administrative assistant to a Realtor in North Tahoe, California. In 2015 she returned to New Hampshire, bought her first investment property, and got her real estate license as a sales agent. As a team member with O’Rourke Realty, she serves clients all over southern New Hampshire, specializing in second home purchases in the White Mountains and the Lake Region. She closes 15-20 transactions a year, with a 2020 sales volume of $4 million—a number she’s already surpassed for 2021.

The key to that success is reflected in her reviews.

Clients consistently praise Sarah for the level of care she took with them and the knowledge she brought to the process. As one happy client put it, “Sarah is patient, knowledgeable, well-connected in the local area, and a great source for recommendations. It was a true pleasure to work with her and we have purchased a second home we are absolutely in love with!”

Aunt and Cousin—all of them are very strong, independent, professional women who are also raising children. I’ve always marched to the beat of my own drum too, so I like being able to create my own schedule and the ability to work from anywhere.”

Sarah has given back a lot to the communities she’s lived in and explored over the years. She’s volunteered with the Pemigewasset Search and Rescue, and has been an expedition leader for the New Hampshire Conference United Church of Christ. She’s taught dance to both children and adults, and worked with the Wanderlust Festival in Squaw Valley, California, Vermont and Mont Tremblant in Canada.

When not working, Sarah enjoys the activities she’s had an enthusiasm for all of her life. “Anything that has to do with the outdoors or with the arts! I have a background in writing and the performance arts, so I’m a huge supporter of local theatre, and I attend a lot of music and art festivals.”

Going forward, Sarah wants to keep growing her business to consistently close a volume of $5-10 million annually. She plans to get her license for Massachusetts, and hopes to eventually get her broker’s license as well.

Another quality that sets Sarah apart is the sheer enthusiasm she brings to her work. “I’m a younger, professional woman in a pretty rural area, where our industry is generally dominated by men. I think a lot of my clients appreciate the attitude and perspective I bring. I’m also honest and authentic, something people really respond to.”

Being a Realtor suits Sarah well, coming as she does from a part of the country that prides itself on self-reliance and individualism. But her chief source of inspiration is the other women in her family. “My Mom and Sister, my Top Agent Magazine

Contact Sarah at 603-268-5939 or email Sarah@orourkerealty.com Copyright Top Agent Magazine 13

Capital Title & Escrow is proud to congratulate

SARAH UMBERGER

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

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MARK H. LAMPER, ESQ. CAPITAL TITLE & ESCROW, LLC (603) 226-7970 www.captitlenh.com 14 South Street, Concord, NH 03301

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Congratulations!

AJ Robichaud, Account Manager at Lynne Warren State Farm congratulates Sarah on her well-deserved and hard-earned recognition as a Top Agent always putting the customer first!

SARAH UMBERGER

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Google AdWords:

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

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

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

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

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

2

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

3

MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

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

4

LOCATION IS EVERYTHING!

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

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

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

HARNESS THE POWER OF DATA

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

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

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

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Top Agent Magazine Top Agent Magazine

FRANCINE KITKOWSKI Top Agent Magazine

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With offices in both Wisconsin and Michigan, and with a team of dedicated agents, Top Agent Francine Kitkowski’s business is well-poised to help a diverse range of clients buy or sell their homes.

Francine Kitkowski has over thirty years of experience in the real estate industry and an abiding passion for helping her clients succeed. With deeply held values and a customer-oriented approach, Francine has built an exceptional career not only because of her impressive figures, but also because of her 20 Copyright Top Agent Magazine

guiding belief about the power of real estate to change lives. “A few years ago, I looked at where the market was going, and I reflected on what kind of business I wanted to build,” Francine says. She found Assist2Sell, a real estate franchise that reflected her own values.

“I opened an office with them in 2019, and Top Agent Magazine

it’s going great,” Francine says. “It has been a great fit for me, because I want to be part of a company that is focused on helping clients as their bottom line. I’m not in it for the money, which is why I’m in this franchise. I believe in this business model and in helping people reach their life goals.”

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With offices in both Wisconsin and Michigan, and with a team of dedicated agents, Francine’s business is well-poised to help a diverse range of clients buy or sell their homes. “We have a different business model than a traditional real estate office,” Francine says. “We charge a flat fee commission, no matter the price point.

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“We have a different business model than a traditional real estate office,” Francine says. “We charge a flat fee commission, no matter the price point. We are full-service, hands-on, and we work extremely hard on behalf of our clients.”

We are full-service, hands-on, and we work extremely hard on behalf of our clients. The money that our clients save on commission goes towards retirement, or college savings. Our clients know how hard we work for them. Their gratitude means everything to me.”

Along with saving their clients money, what set Francine and her team apart are their market expertise, their negotiation skills, and their Copyright Top Agent Magazine 22

adaptability. “We’re great negotiators,” Francine says. “We know the appraisers, we know the lenders, we know how to close deals. To be successful in this industry, you need to know how to adjust to current market conditions, to technology, to local and national changes, and you have to be in tune with the market.”

To market their clients’ listings, Francine and her team offer top-tier and all-inclusive services Top Agent Magazine

to ensure competitive offers. “We have a professional photographer for every listing who does both photos and videos,” Francine says. “Real estate sells online now, so pictures are huge. We don’t charge more money for those services.

Top Agent Magazine

Every client receives the same marketing.” By leveraging the technological tools available from Assist2Sell, Francine and her team provide their clients with wide coverage across social media and digital platforms.

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Dedicated to her community, Francine is actively involved in Rainbow House, a domestic violence shelter, where she has served as Board President and Board Chair for the past ten years. She has also served on the Chamber of Commerce Board of Directors. Francine is the author of a book, Opening Doors, an Amazon bestseller about real estate in her local area.

Looking to the future, Francine is interested in bringing on more agents and spreading the Assist2Sell business model to communities that could benefit from its approach. As she envisions growth, her priority remains providing excellent service and value to her clients. “I’m hands-on, I like to stay consistent and maintain high value,” Francine says. “I want to grow with scale so I can provide the best service.”

To find out more about Francine Kitkowski, call (715) 587-0126, email francine@assist2sell.com, or visit MarinetteHomes.com or MenomineeHomes.com www.

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

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 26

Top Agent Magazine

Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Now, let’s list!

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CHRISTOS PRAPPAS

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CHRISTOS PRAPPAS

Christos Prappas began his real estate career 20 years ago. “My parents are Greek Australians, and my dad did some rehabs back in Melbourne,” Christos recalls. “I always had a fascination with people, and I’m very good with people in general. I first looked into real estate appraisal, but it was a little bit dry for me, so I decided to get into real estate sales because I love working with people.” The rest is history, and for two decades Christos has excelled at helping his clients achieve their real estate goals.

very outgoing personality,” Christos says. “I will tell you the truth, no matter whether it will cost me a transaction. When people meet me, they can see that I am an extremely straightforward person, and in today’s world, people like that.”

Christos sets himself apart with his responsiveness and availability for his clients.

“People still value personal connections,” he

A founding agent of @properties, Christos serves an area that reaches from Glenview to downtown Chicago. About 90% of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “I am an extremely honest person, and I have a 30

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explains. “If a client calls, I will pick up the phone regardless. Even if I cannot talk to you, I will pick up the phone and say, ‘Let me call you right back.’ People really appreciate that.”

His communication is an asset to his clients.

“Especially when it comes to a transaction,” he says, “when I put it under contract, I do not leave it up to the attorneys. I am totally involved with the transaction. My clients can call me anytime. I am always available, 24/7.”

This client-focused approach results in Christos staying in touch with clients for years to come, often becoming friends with them and continuing to be a valuable resource. “I have developed a personal relationship with my clients. They know that if they need something they can call me, whether it’s for refinancing, a painter, a handyman, or anything else.

Because I’ve been doing this for a long time, I have a huge network of people that my clients can call.”

Community involvement is important to Christos. “I have been living in the US for the last 27 years,” he explains, “and I feel fortunate that I am in the position that I am, so I try to give back as best as I can to my community.” Christos is involved with three nonprofit organizations. When he is not working or giving back, Christos enjoys spending time with his wife and two daughters, traveling internationally, and dining out.

In the future, Christos says, “I plan to stay the course. I love to make personal connections, and I am an extremely friendly and outgoing person. I like to go out, to entertain, and I like people…so what better business to be in? I feel fortunate to have the life I have. I live the American dream: I work hard, I have a good time, I have my family, I have my investments, and I have a great job that I love. What else can I say? I’m lucky!”

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To find out more about Christos Prappas, please call (847) 962 6060, email christos@atproperties.com, or visit him online at christoshomes.com www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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HOLLY RENFRO

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HOLLY RENFRO

Self driven, compassionate, and resourceful, Holly Renfro has always been drawn to real estate. Born and raised in Basehor, Kansas, she put family first and spent her early adult years raising her four children while her husband worked in the railroad industry.

Seeking a career path that would provide greater stability for her family, Holly accepted a position at a good friend’s property management company, where she had an opportunity to learn the real estate business from the ground up. From there, she would launch her career as an agent—and the rest is history.

Today, Holly is a Realtor, powered by Platinum Realty, where she assists clients throughout Basehor, and the surrounding Kansas City metropolitan area. Specializing in the Leavenworth County area, she has combined her tireless work ethic with her passion for helping others to truly set herself apart in the region, possessing the insight, integrity, and experience needed to serve any buyer or seller.

over a blend of targeted social media campaigns. In the meantime, she contacts agents within her extensive professional sphere and previous clients to generate as much buzz around her listings as possible, building a grassroots effort around every home.

Elsewhere, Holly provides her buyers with hands-on assistance from start to finish, navigating the nuances of their transaction and helping them uncover the right investment for their best interests. Noted by many friends and clients for her tenacity and positive outlook, she remains in close contact with her clients

When listing a property, Holly leverages her deep ties to her community to give her clients an added advantage. After helping them fully prepare their home for the market, she shares it 36

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throughout the transaction and beyond to ensure they are fully satisfied in their new homes. Over the years, she has earned a fantastic reputation across the region, with the entirety of her volume coming from repeat clients or referrals.

Along the way, though, Holly offers sound advice to any aspiring agent. “Stop playing it safe, and don’t be afraid to take the leap,” she says. “Through lots of prayer, our family took some really big risks & made some substantial changes in order to allow me to begin this career. As embarrassing as this may sound, I used to take clients out in my old, rusted out van with over 200,000 miles on it and a falling headliner, because it was all we could afford, and I refused to take on debt to get started.

But starting this journey in real estate has been a launching point for so many incredible changes in our lives. Earning my way from the bottom up, I’ve been able to make a difference—not only for my family, but also my clients.”

Outside her career, Holly is tremendously involved in her community. On top of participating in events through her church, she can be found building partnerships with local businesses, supporting area schools, or volunteering to help those in need. When she’s not with clients or giving back, she enjoys spending quality time with her husband and children; in fact, her entrepreneurial spirit can be seen reflected in her family, with her husband and even her 15-year old daughter both running their own businesses. “We’ve turned into a family of entrepreneurs overnight,” she says with a laugh, “and we wouldn’t have it any other way.”

Going forward, Holly has a strong vision for her future. As her volume maintains its steady growth, she intends on further scaling her standards of service while pursuing a platform to mentor up-and-coming agents. Now averaging more than 50 transactions per year, she continues to embrace the challenge underlying every deal or negotiation. “When I set my mind to something, nothing stops me. Because of that, I am constantly challenging myself to create new ways to give my clients the absolute best experience possible. After all, when starting any business, you have to go in head-first and work hard until you get to where you want to be.”

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For more about Holly Renfro email hollyrenfrokc@gmail.com, visit movewithplatinum.com or call (913) 638-2783 www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room 38

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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BETH DAVIS

Beth Davis brings over two decades of real estate knowledge and experience to every transaction, helping clients achieve a seamless experience and paying close attention to their needs. She is dedicated to providing topnotch service and ensuring that her clients are making the best real estate choices. A founding member of Realty Partners, LLC, Beth serves buyers and sellers throughout Florida.

while going through this complex process.

We are in a crazy market right now with very low inventory. We have so many people moving to Florida that it makes finding a property very difficult, especially for a first-time homebuyer. I just try to make it go smoothly and do whatever I can to make it happen for my clients.”

Prior to her career in real estate Beth was a social worker—a career that helped hone her communication skills and taught her the value of patience and perseverance, which has tremendously contributed to her success as a REALTOR®. “This job is not about the money for me, it’s finding the right fit and making sure my client is not stressed 40

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As a busy mom, Beth appreciates the flexibility that working in real estate offers.

“It’s wonderful to be able to make your own schedule, and if something changes you can always adjust. It just gives you more of a life. I work a lot of hours, but I can make room for the important things in my life that come up,” she says, and adds, “I’ve also met some amazing people and developed long lasting friendships with clients from all over the world thanks to real estate, which I wouldn’t have been able to do in any other job.”

When she’s not busy working, Beth and her family like to enjoy all that Florida has to offer. “I have two daughters, ages 15 and 22, and I love spending my free time making amazing memories with them. We live on the water, so we like to go boating and taking nice walks on the beach,” she says. Beth is also involved with local animal organizations and has many pets of her own including four cats, a bunny, and a new puppy.

Going forward Beth wants to keep growing her business. “My future goal is to build my team and continue to provide my clients with excellent care and white glove service.” She also wants potential buyers to know that despite the tough current market, there is always hope and they shouldn’t give up on trying to find their perfect home. “I just want to tell buyers to hang in there. The market is always changing. Right now, you might have to wait because of this crazy shortage of inventory, but if you stick it out, it’s going to be worth it and you will get your dream home down the road.”

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To learn more about Beth Davis, please call (727) 512–1150, email BethDavis@Realtor.com, or visit her website at BethDavisRealtor.com www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 42

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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MARCI RANSOM

Marci Ransom’s career as a Realtor® began when her landlord hired her to help as an assistant with property management, a company which she purchased a few years later and owns with her husband. “I spent four or five years in that position, until the brokerage my landlord worked for was looking to add real estate agents and the broker encouraged me to get my license. It felt like it would be a good fit, so I went to school and I’ve been with West Valley Realty ever since!”

Six years later Marci has built a successful business, serving clients all over northern Idaho, with a primary focus on the Silver Valley and the Chain Lakes area. Last year she did well over a million dollars in sales volume, and has already eclipsed that number in 2021, with a volume of $1.7 million as of June. Thirty percent of her business comes from repeat clients and referrals.

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“I was born and raised in the Silver Valley,” Marci explains. “I have a deep love for the area and so know it intimately. People who have worked with me before have benefited from that knowledge, and they know that I’m always available. I think that’s what keeps them coming back.”

Much of Marci’s business these days is with people moving from states like Washington or California, whether they are seeking more affordable housing, or looking for a new community that reflects their political and spiritual beliefs. “We’re also a big mining community, so we have a lot of people moving home again, having finally found a job with one of the local mining companies after working in mines in places like Nevada. I don’t care where they come from or why. I enjoy listening to people, hearing about their life experience, and just making a personal connection. I love helping Top Agent Magazine

people find the right house that they can make into a home.”

Marci’s relationship with her clients doesn’t end there, however. She stays in touch with them in every way she can, through emails, texts, or calls.

“And sometimes you have to use oldschool means,” she laughs. “Some people aren’t online, but would welcome you if you dropped by when you’re in their neighborhood. I think that’s one of the things that makes our population unique.”

When it comes to promoting her listings, Marci adjusts to the needs of the market. “Right now the market is so hot that homes are selling almost as soon as they hit the MLS. But under normal circumstances we’ll do a combination of online and print, posting them on sites like Craigslist and Facebook and Zillow as well as in the Shoshone News Press.”

When she’s not working, Marci is very home centered. “I’m helping to raise two children we’ve taken into our home, and they’ve been a blessing. I also have a lot of pets—four dogs and six parrots.” She also likes to read or shop, and sometimes travel.

As for the future of her business, Marci has good reason to be excited.

“I’m going to purchase West Valley Realty and become the designated broker in the next few months.”

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Contact Marci Ransom at 208-660-9095 or email Marci@WestValleyRealty.com

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine 46

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profesTop Agent Magazine

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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SCOTT ROME

Scott Rome brings creativity, energy, and a very unique background to the business of real estate.

His years as a sales and marketing executive in media and technology allow him to view a real estate transaction through a different lens. As Owner and Principal Broker of Brick & Barn Real Estate Group based in Portsmouth, NH, he serves buyers and sellers throughout New Hampshire, Maine, Massachusetts, Vermont, and Rhode Island.

of focus, which encompasses residential and commercial real estate.”

Scott’s unique perspective and high standard of service helps him build long lasting relationships with many of his clients. “When you get invited

“I don’t come from a real estate background, so I bring a fresh perspective to the industry. I was able to leverage my sales and marketing experience with companies like Paramount Pictures, NBC, and Silicon Valley Tech startups to create a compelling brand and strong customer support approach. My goal was to over-perform on responsiveness so that at every touch point, our customers felt valued and prioritized,” he explains, and adds, “Because of our consultative approach and dedicated team, we’ve been able to quickly establish a strong reputation in our areas 48

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over for drinks and dinner once the transaction has long been closed, that is the ultimate compliment. I know I’ve done something right if clients still want to see me weeks and months later. It’s also thrilling to see them settled into their new homes or places of business.” The company’s relentless dedication to excellence is also reflected in their numbers, with a high average of 400 transactions per year.

For Scott, working in real estate pleasantly challenges him and helps bring forth his creative spirit. “I like the creativity that comes along with real estate. Each client has their own unique goals and creating a short or long-term strategy with them that they are excited about is one of the aspects of the job I enjoy the most.” Additionally, Scott has enjoyed being an entrepreneur, “Starting an independent brokerage has been an incredible journey. We have a lot of leeway in terms of how we do things. We’re always looking to our team to provide input on how we can make our brokerage even better and we are able to pivot quickly, if necessary, without the constraints of a large franchised company.”

Outside of work Scott is an avid skier and cycler.

“I had to adjust during COVID-19, so I became a long-distance Peloton rider,” he jokes. “I live on the seacoast so there’s beautiful beaches, lakes and mountains nearby. It’s an incredible place to live all year long.”

The team at Brick & Barn Real Estate Group are presently getting ready for more growth.

“We’re planning to make a very careful and deliberate expansion to a few different states.

We’ve kept our company on the midsize level for a reason, because we wanted to place focus on quality versus quantity. But recently we met a number of passionate agents who caught wind of our model and like our culture and approach, so we’re exploring the opportunity to reach new markets.”

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To learn more about Scott Rome email scott@brickandbarngroup.com, visit brickandbarngroup.com, or call (603) 319–4660 www.

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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.

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 sign-ups. 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 accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION

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 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 When online back-and-forth goes stale, commumodern clientele your way, but in order to take nication drops off quickly. If you’re following full advantage of the web’s reach, you’ll need up via e-mail, social media, or text, be sure to to tailor your follow-up technique. Mastering keep topics focused squarely on the potential the fundamentals of digital communication is client. Ask open-ended questions to give your the first step to converting digital interest into lead the opportunity to loosen up and engage concrete business. Keep these tips top-of-mind on a personal level. There’s no better way to as you build your online presence and mine the cement a digital lead than to take a pointed vast world wide web for an endless wealth of interest in the specifics of their situation. Doing clientele. Earning a command of digital lead so transforms the impersonal invisibility of the conversion is the surest way to bolster your internet into a true connection. business in the ever-evolving digital era.Magazine Top Agent Magazine 50 Top Agent

ALEX MIRANDA Alex Miranda doesn’t really think of himself as being in the property business. He and his team are in the experience business. “When we help someone purchase or sell real estate, we aren’t just focused on completing the transaction,” Alex explains.

“We gauge our success on the quality of the entire journey a client takes with us, from our first meeting through the closing and even beyond. I think that’s one of the things that distinguishes us from a lot of other brokerages.”

Managing a team of 11 agents, Alex represents clients all over South Florida along with his husband and partner Joe Padula. The Alex + Joe Team at Compass have developed a comprehensive service plan to ensure the happiness of their customers.

Whether clients are buying or selling, Alex works hard to make sure they have fun during the process, come to a decision they’ll be proud of, and feel good about the direction of their life going forward. It’s an approach that relies on getting to know clients very well.

Alex spends a lot of up-front time talking to his buyers, both to get a sense of their lifestyle and to allow them to reflect on what they want in a neighborhood and a home. Once he’s identified their “must-haves,” he takes them into neighborhoods that best match their vision to help them select their perfect home.

For sellers, Alex reverses the process, asking clients to tell him why they purchased their home and what they love about it. That helps him determine how to show the property in its best light. “One of my favorite things about this job is staging homes,” says Alex.

“It’s very gratifying to take a property and figure out how to accentuate its most unique features, and then to see our clients happy when we get top dollar for it.” His team’s marketing strategy is cutting edge too, as their graphic designers use professional photos and videos to build websites for each property. The listings are also boosted to every media outlet, including social media and real estate sites.

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The Alex + Joe Team are experts in every corner of the real estate market, from single and multi-family homes, to mixed-use developments, to commercial buildings, and they’ve created a special niche for themselves in the luxury condo market.

They are also advocates of smart urban planning, and both Alex and Joe were elected to the board of the Midtown Miami Community Development District. Their commitment to the happiness of their clients and the welfare of the larger community has earned them the friendship and trust of everyone they work with up and down the coast, and the vast majority of their business is now driven by repeat clients and referrals. In 2020 the team closed 145 transactions for $55 million in sales volume, and their year-to-date sales in 2021 are already at $100 million.

The future looks bright. Alex and his team are growing their commercial division with hotel and retail listings, and they have dozens of new listings in their pipeline from Miami to Palm Beaches, as well as plans to expand from Naples to Tampa in Florida’s west coast.

If you’d like your experience of buying or selling a home to be something you’ll remember fondly for the rest of your life, contact Alex at 305-712-6522 or email hello@alexandjoe.com Copyright Top Agent Magazine 51

JEREMY TAYLOR Top Agent Jeremy Taylor – Owner/ Broker at Taylor Made Realty in Columbus, Ohio – is a singularly dedicated real estate professional who truly cares about the wellbeing of his many grateful clients. Possessed of a wealth of industry knowledge and a fierce work ethic, Jeremy has built his thriving business on a rock-solid foundation of honesty and integrity, and he has absolutely earned his stellar reputation as a respected advocate for both buyers and sellers alike.

Jeremy began his journey in the world of real estate after relocating to the Columbus area in 2011. “When we first came here,” he recalls, “I was working in corporate America, but the job wasn’t a comfortable fit for me. As I had always had a passion for real estate, but never pursued it, I started taking classes and got my license in 2014.” Beginning his career with Keller Williams, Jeremy obtained his Broker’s license in 2021 and opened boutique agency Taylor Made Realty.

Currently, eighty-five percent of Jeremy’s overall business comes from repeat clients and referrals, a significant achievement that illustrates the excellent customer service he provides. “I think that has a lot to do with how hard I work for my clients,” says Jeremy, when asked how he has managed to instill such impressive levels of loyalty and trust amongst those he works with. “I’m in constant contact with my clients. I also think that it’s because I provide the personal touch to every transaction.”

There are many other factors that come into play when assessing Jeremy’s continuing success story, and chief among them would be his thorough, intelligent approach to marketing his listings. High quality, professional photos are used exclusively; staging and open houses are common as well. Social media is leveraged deftly to ensure maximum exposure, which coupled 52

with his expert negotiation skills result in fast sales for top dollar, not to mention happy – and returning and referring – customers.

“It’s a weird feeling to love what you do for a living,” muses Jeremy, “though it’s harder work than most people imagine.

It’s about building solid, long-lasting relationships with my clients. I feel like my work ethic and customer service sets me apart from many other agents.”

When he’s not busy helping his clients achieve their real estate goals, Jeremy enjoys traveling with his wife and two sons. “We love seeing new places,” he says. Jeremy is also an avid golfer who enjoys exercise and staying physically fit. Additionally, he gives back to his community by coaching local youth in basketball.

Asked about his plans for the future of his business, Jeremy grows thoughtful for a moment before replying. “My plan is to build a recognizable brand that lasts for a long time, so that if my children are interested in real estate when they’re grown, they can take it over. “I really like the idea of building it into something that’s going to really help people and make a difference not only in my life, but in my clients’ lives as well.”

For more about Jeremy Taylor, call 614-306-3327 or email Jeremy@Taylor-Made-Realty.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 54

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

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

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

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

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BEAU OTIS A lifelong resident of Grand Rapids, Beau Otis has always been interested in real estate. He first pursued his license in his early 20s; however, he delayed his entry into the real estate business to pursue a career in corporate America.

In 2008, though, he decided to make a change, and taking all the managerial skills he had gleaned from the corporate sphere, he turned his attention toward becoming a full time agent. Today, Beau is a Realtor for Greenridge Realty, where he assists clients throughout the Greater Grand Rapids area. As the Manager of Greenridge’s Cascade and Kentwood Offices, he oversees a team of eighty specialists, applying his integrity and tireless work ethic to assist buyers and sellers throughout the region.

When listing a home, Beau pulls out all the strops for his clients. Starting out, he provides them with access to an elite team of vendors, equipping his sellers with home staging, floorplans, virtual tours, and professional photography—whatever they need to maximize their value on the market. From there, he shares his listings via a blend of targeted digital and social media campaigns, as well as promotions to those within his own extensive professional network.

Elsewhere, Beau is just as comprehensive when assisting his buyers, leaning on his in-depth knowledge of the local market to guide them to the right home for their needs. But for him, the transaction is never fully finished, as he prefers to remain in touch long after closing through postcards, check ins, and the Greenridge Connect Program, all to ensure his clients are fully satisfied in their new homes. “I believe in staying in close contact with all my clients,” he

says. “For me, this isn’t just about a transaction; I often become close friends with my buyers and sellers by the time the deals are done.”

Through the years, Beau has earned a fantastic reputation throughout Michigan for his compassion and professionalism, with the vast majority of his volume coming from repeat clients and referrals.

When asked about the keys to his success, he remarks on the intrinsic value of his management experience. “When you manage eighty agents, you get a great feel not just for your own business, but also for the market in general. To mentor my team, I have to hold myself to a higher standard and keep my finger on the pulse of our industry.”

Outside his career, Beau is deeply involved in his local Association of Realtors, sitting on both its professional standards and grievance committees. Meanwhile, he also contributes to numerous causes throughout the Cascade and Kentwood areas while supporting the Greenridge Dream Team Foundation, the second largest donor to the Make A Wish Foundation in all of West Michigan. When he’s not with clients or giving back, he can be found spending quality time with his family and friends. An avid fan of the outdoors, he also enjoys hiking, fishing, or relaxing on the lake.

Going forward, Beau has exciting plans for the future.

As his volume maintains its steady growth, he intends on maintaining his strong standards of service while further mentoring the up-and-coming members of his team. “I’m most excited to help our new agents adapt to these challenging market conditions,” he says.

“Together, we can raise the bar in real estate.”

To learn more about Beau Otis, email botis@grar.com, visit beauotis.com or call (616) 401-8880 www.

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BRANDON COHEN Determined and self-motivated, Brandon Cohen has found his true calling as an agent in New York. After graduating from the University of Delaware and working in finance, he realized it wasn’t the best fit. “I didn’t enjoy it, so when a friend of mine who has his own brokerage encouraged me to join, I took the leap,” he explains. It’s now been five years, and today he leads The Brandon Cohen Team serving Nassau and Suffolk counties. A large portion of his business consists of repeats and referrals, which stands as a testament to his superior customer service and ability to go above and beyond expectations.

“I’m a very patient person,” he says. “I always see the light at the end of the tunnel, and I know that this is probably going to be the biggest purchase of their life. You have to do everything you can to fulfill their needs.” Brandon takes the time to understand what they are looking for, and doesn’t stop until it’s found.

A problem-solver, he can even assist buyers with obtaining competitive financing, which helps their offers stand out. “I have a great relationship with Eric Braun at Contour Mortgage, who thinks of creative ways to get buyers pre-approved. We can basically get them a commitment before we get into contract, which makes us look significantly more appealing compared to other buyers.” When it comes to Brandon’s sellers, he ensures their listing is in front of as many eyes as possible. “I focus on social media, as the younger generation is scrolling for hours on their phones, so I capture their attention through that. I’ve had a lot of success with it.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Would recommend Brandon to anyone who is buying or selling a home. I had very specific requirements for the home I was looking for. Constantly researching, Brandon would send me houses that met my 56

requirements when they became available and he was always available to set up viewings. Brandon was very knowledgeable throughout the process and always patient with a first time home buyer. Would certainly use Brandon for any future needs.”

When Brandon isn’t working, he’s staying active in the community. His lending partner Eric runs an event called Brew.Re, which Brandon loves to attend. “It’s a great way to make connections,” Brandon says. “A lot of agents, loan officers and real estate investors get together and it’s an amazing way for me to maintain relationships and make new ones.”

During any free time, he is playing softball, raising his new puppy with his amazing girlfriend Brittany, going out to dinner and keeping up on business news.

Growth is certainly in Brandon’s future, as he plans to add more members to his team. “I would also like to get into the investment side,” he says. In the meantime, he’s loving every second of his current work.

“I’m aggressive, patient, and willing to provide my clients with as much information as they need to make their decisions.”

For more about Brandon Cohen, please call 516-776-4929 or email bacohen10@gmail.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

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

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CHRIS FRITCH With thirty-four years of experience in real estate, Chris Fritch knows how to support his clients through every step of the process with care, attention, and top-tier customer service. Chris’s father worked in real estate for nearly forty years, so Chris has the business in his blood. For Chris, the greatest satisfaction comes from helping every client achieve their goals. “I love helping people get to where they want to be,” Chris says. “It is a privilege to get to know clients over the years, and to have the opportunity to help them throughout their lives.”

Now an Associate Broker and leader of the Chris Fritch Team at eXp Realty, Chris has gathered a group of dedicated professionals who have the experience and the skills to help get the job done. “We are very tight-knit,” Chris says. “Team culture is huge for us. We do a lot of things together outside of work. We really are a family.”

A team of twelve, the Chris Fritch Team is staffed to support clients through buying or selling a home. They are also experienced in new construction and commercial real estate. Together, they serve the Twin Cities metro area in Minnesota, offering their clients personalized and experienced service. They are committed to making every real estate transaction as smooth and transparent as possible for every client, no matter the price point.

The Chris Fritch Team is dedicated to professionalism and ethics, and they set high standards for themselves.

“We train and promote from within,” Chris says. “It is tough to get on this team. We have a seven-step interview process, including a team interview. We want to make sure that we maintain our values, team culture, and our commitment to our core values.”

Chris and his team keep in consistent touch with past clients and make sure to check in regularly through texts, emails, phone calls, or in-person lunches. They also hold client appreciation events that support the team’s generous philanthropic work. To market their listings, the Chris Fritch Team’s marketing specialist deploys a comprehensive digital strategy that features their clients’ homes across 800 websites, making sure to keep the content fresh and new each week to ensure competitive offers. Their strategy has paid off: last year, they helped 234 clients find homes, and this year they have already helped 125 clients.

Community service and engagement are core to the Chris Fritch Team’s approach. Each agent donates $100 in their client’s name from every transaction to St. Jude’s and the Dylan Witschen Foundation in honor of Dylan Witschen, a high school student who lost his battle with cancer. They are also involved with Hope for Youth, an organization that works with homeless youth. Every year, they organize fundraising events, such as a charity golf tournament to raise money for causes close to their hearts. “Community engagement is baked into the team culture,” Chris says. “It is a requisite to join this group.

We want people who are committed to giving back.”

When Chris is not busy helping clients or giving back his time, he loves to fish, hunt, ski, and mountain bike.

For the future, Chris has no plans to slow down. “I want to grow our team in a strategic and thoughtful way,” Chris says, “and possibly expand to other cities and states. Our priority is to continue to serve our clients every day to the best of our abilities. It is a privilege to be an integral part of their lives.”

To find out more about Chris Fritch, please call 763-746-3997, email chris@chrisfritchteam.com, or visit chrisfritchteam.com www.

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CHRIS PARSONS After working as a carpenter for 19 years, and spending some of those years running a building business, Chris Parsons decided to get licensed and become a Realtor® 13 years ago. Three years ago, Chris opened his own brokerage, Coverage Realty, in order to best provide value for his clients through personalized service and a unique commission structure designed to offer clients a great deal, and he has been doing just that across Macomb County and St. Clair County in Michigan. With a wealth of experience in a variety of facets of real estate, Chris is well-equipped to offer a satisfying experience for every client he works with.

One thing that sets Chris and Coverage Realty apart from the crowd is his use of a hybrid commission structure to save his clients thousands of dollars.

Rather than adhere to the industry norm, Chris offers his brokerage’s services at a flat fee, acknowledging that the amount of work his team does stays consistent across his diverse range of clients. “Regardless of the price of the property, the work we do is the same,” Chris says. “I’m trying to shake up the industry and give clients what they really want, and they really do seem to love it.” In his three years running his brokerage, Chris has garnered a great deal of success. He gets 60% of his business from repeats and referrals, and is excited to cultivate his loyal client base even further in the years to come.

As a veteran of the industry with decades of experience, Chris is a skilled professional who excels at guiding clients towards making the decisions that will bring them the most direct benefit. He is incredibly knowledgeable about current market trends, what makes a home sell, and what makes a home worth buying, and is eager to impart that knowledge to his clients. “I do everything in my power to ensure that my clients are successful in buying or selling a home,” Chris says.

“With everything that I’ve seen in the industry, there isn’t a real estate problem that I can’t solve.” Chris 60

earns the trust of his clients by using his real estate knowledge base to successfully navigate each transaction.

Chris employs a robust online marketing strategy for his listings, advertising each home on the MLS and across various third party websites. Chris knows that people buy based on “price, condition, and location,” and he tries to leverage that when presenting his listings. Coverage Realty closes 50 transactions on average each year, and Chris is hoping to increase that number in the future as he continues to grow his business and his team.

In his free time, Chris enjoys traveling and playing golf. He is passionate about putting his clients’ interests first by offering them an innovative pricing system to help them save on costs while providing immense value through his full service brokerage and team of trained professionals. If you’re looking for a Realtor® in Michigan who puts clients first, get in touch with Chris Parsons today!

You can contact Chris Parsons at (586) 804-2974 or at chrisparsons715@gmail.com.

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

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

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

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

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

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

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

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

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 62

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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CINDY SHETTERLY For Cindy Shetterly, real estate combines her love of homes with her passion for helping others. She started her love of real estate after flipping homes with her husband in 2005. “I decided to get my license because I thought it would be fun to see where it would go.” Soon after, her husband was laid off from his job as a pilot, so she went full-time into real estate. That was in 2006, and she hasn’t looked back since, loving every minute of her career.

Today, she leads The Cindy Shetterly Team, which consists of 12 agents serving the greater Cincinnati area and Northern Kentucky Area. The vast majority of their business derives from repeat clients and referrals, which stands as a testament to their superior service and guidance.

“We truly care about our customers,” she says. “We host four events every year that we invite them to, whether it be FC Cincinnati or Reds games, Santa and Mrs. Claus Luncheon or Thanksgiving pumpkin pie giveaways, we are always showing our appreciation.” Cindy and her team focus on building relationships with all they serve, and it is their number one priority to make their journeys in buying or selling as easy and as memorable as possible. This means they are in constant communication with everyone, leaving no questions unanswered. For their buyers, they listen carefully to their needs and never stop the search until the ideal property is found. When it’s time to submit an offer, they do everything they can to get them the best price and terms as possible. Meanwhile, sellers enjoy exceptional advertising, with their listings being posted on numerous platforms. “We have a huge presence online, as our marketing coordinator makes sure all of our properties are posted on social media and

every major real estate site.” With the team closing 400 units in 2020 alone, it’s clear they are exceeding expectations.

Afterward, clients leave glowing reviews about their time together. One recently said, “We feel so blessed to have worked with the Cindy Shetterly Team. They listed our house quickly, had professional pictures taken, and negotiated a sale for almost $10,000 more than the asking price in just 2 days. We had the pleasure to work with her, Venus, and Amanda on both the selling and buying side. We thought we wanted to build but we were able to acquire a newer home in the same subdivision we were going to build in for a savings of almost $30,000 versus the cost to build new. We would definitely use them again and recommend them to anyone we know.”

When Cindy and the team aren’t working, they are giving back to the community. They have donated over 3,000 pounds of food to Be Concerned and Tender Mercies, organizations that feed and support those in need. They are also involved in dog rescues, donating over $100,000 over the past decade. During any free time, Cindy can be found traveling or spending time with family.

Looking ahead, Cindy hopes to expand to other states, including Arizona. “My daughter goes to school there, so that would be our next big venture.” Wherever her path leads, Cindy plans to enjoy every minute of it, as she can’t imagine herself on any other path. “What I love most about my job is the relationship building and the fact that we can serve the community. It’s so rewarding.”

For more information about Cindy Shetterly, please call 859-743-0212 or email cshetterly@kw.com.

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DEVIN MCNICHOL & AARON BERNBACH Four years ago, after speaking with friends and family members about their tough experiences buying and selling homes, Devin McNichol and Aaron Bernbach decided that they wanted to establish an ethical, people-first business model as Realtors®, in order to truly help people buy and sell homes. They got licensed together and haven’t looked back, using their brand of personalized service to help folks across West L.A. conduct their real estate business with patience and poise. Devin and Aaron are in it for the right reasons – they’ve been friends for more than a decade, and with similar morals and established chemistry, they’ve found a lot of success working together as joint real estate agents.

Devin and Aaron put a lot of time and energy into their client interaction, as it is a fundamental piece of the ethical framework their business is based on. “We are really in it for our clients’ best interests,” Devin says. “We work with them tirelessly to figure out what they need and help them meet those needs, no matter what it takes, and we end up becoming good friends with many of them because of it.” Most of Devin and Aaron’s business is referral-based, as they treat their clients right 100% of the time and have built an expansive sphere for themselves in Los Angeles. “We know we are helping people with a huge, emotional decision, and we always take that into consideration when we work with them,” Aaron says.

In the interest of building relationships with clients as a means of engaging with the community and expanding their sphere, Devin and Aaron find it important to stay

in touch with clients long after the transaction has closed. They send cards and gift to past clients for special occasions, and reach out regularly to past client on social media and over the phone to maintain a line of communication.

Devin and Aaron work hard to ensure that their clients are given the best possible information, and that their listings look pristine and reach a wide audience. They use their experience and expertise, coupled with their trademark honesty and transparency, to offer clients valuable insight and sincere advice when it comes to making life-changing real estate decisions. On top of that, Devin and Aaron use professional staging, photography, and videography as well as Matterport virtual tours to bring out the potential of the homes advertised in their listings, and they market those listings locally and across social media to push them to as many folks across the world as possible.

Devin and Aaron closed 32 transactions last year, and are on track to double that number in 2021.

Outside of working directly on their business, Devin and Aaron prioritize community engagement. They have raised over 2,000 pounds of food through food drives partnered with Westside Food Bank, and have done promotions for many local businesses while working with clients. They hope to continue this initiative in the future by sponsoring various schools in LA, as well as expanding their business throughout the city and focusing more on the seller side of real estate. If you’re looking for hands-on professional real estate service on the Westside of Los Angeles, look no further than Devin McNichol and Aaron Bernbach!

For more information about Devin and Aaron, call (424) 835-1470, email info@DevinAndAaron.com or visit DevinAndAaron.com www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 66

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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DIXIE RAPUANO “I’m a people person,” Dixie Rapuano explains, while discussing her career as an agent. Upon earning her real estate license in 2008, she quickly discovered it was her true passion. After working as a registered dietitian, then having four children, Dixie was ready for a new adventure.

“One of my children’s best friend’s mom was an agent, and she thought I would be a great fit for this industry,” Dixie explains. “So I decided to join her, and when the market crashed in the fall of ‘08, I helped her with bank foreclosures.” Although starting her new career during a recession was an unexpected turn, she is grateful that it brought her endless learning opportunities. By January of 2011, she was ready to go out on her own.

“I was able to absorb so much during that crisis period, and ever since then things began settling down and the market continued to go up.” Today Dixie serves the greater Washington D.C. region, including northern Virginia and Maryland. Providing excellent service at every step of the transaction, the vast majority of Dixie’s business derives from repeats and referrals.

“I really listen to people and try to figure out what they want, even if they don’t know what they want,” she says. “I’m also very accommodating.” Understanding that this is a large purchase in her clients’ lives, she goes above and beyond to eliminate stress from the experience. “I put their interests first, as I want to make them happy. It’s not about the money for me, it’s about the relationships.” When assisting a buyer, she discovers what their ideal property looks like, and works within their budget to find a home that ticks all the boxes. For her sellers, she makes sure each listing looks its best, with professional photography and 3D tours. “Then I market it all over the internet, and will call local agents telling them I have something coming up.”

After working with Dixie, clients love to spread the word about their experiences. One recently said, “Dixie Top Agent Magazine

went above and beyond finding us a home outside. We had to make several trips up into the mountains and long drives but she never hesitated to make the journey with us. We were facing a long shot deal, and under her advice we were able to secure a home with only a single written offer! Dixie has now found us two homes and sold our condo for us in a matter of days, she really looked out for us on the selling and buying end in a particularly competitive market.”

During the few hours that Dixie isn’t working, she is walking her dog, on her treadmill or spinning bike, or having lunch or coffee with friends. “I always make time to meet with friends for coffee or lunch. It’s one of my favorite ways to spend my time.” Dixie is also planning for the future, as she and her husband recently bought eight acres on the Tennessee River in her hometown of Chattanooga, Tennessee and plan to build a home there in the next few years.

“We are going to build a house and retire there,” she says. Although currently, she doesn’t have a set date for retirement. Loving every minute of her work, it will certainly be bittersweet when the time comes.

“Making people happy is so rewarding.”

For more information about Dixie Rapuano, please call 703-801-2145 or email dixiemyrealtor@cox.net 67

EDIE WATERS Edie Waters got her real estate license in 1993 to help family and friends, with whom she was buying investment property. “We decided one of us needed to understand these contracts, and I was the gal! I fell in love with the whole process, signed on with a brokerage, and was Rookie of the Year.”

Twenty-eight years later, Edie still considers herself as someone helping family and friends. When she created the Edie Waters Network with Keller Williams, she envisioned a business model different from that of a typical company, which seats the CEO at the top of the organizational chart. “We look at it as an inverted pyramid where the base is formed by our leadership and staff—all tasked with supporting our agents with incredible coaching, training, systems and tools, so they can serve the clients at the top of the pyramid to the highest possible level. We see it as our family helping their family.”

The success of Edie’s vision is undeniable. Her team of 60 agents serves clients in Missouri, Arkansas, and Colorado, and completed 650 transactions for a sales volume of $150 million in 2020. This year they are on track to well-exceed those numbers. Sixty-five percent of business across the entire Network comes from repeat clients and referrals, and Edie’s personal rate is a whopping 89 percent. “We’re just very transparent with people,” she says, in explanation of that loyalty. “We explain the market in clear terms and give honest advice.

That’s the only way to build a relationship that lasts.”

Edie and her team market their listings using a fivestage plan that begins with a conversation with sellers to ascertain their situation, plans and needs, and to advise them on how to price their home. Stage two focuses on preparing the home for sale, including repairs, updates, and staging. In stage three, a videographer creates drone shots and creates the home measurements necessary for listing. A photographer takes the still photos in stage four, as well as creating 68

floor plans and designing virtual tours of the home. The final stage involves a 3-tiered marketing plan that includes posting the listing to 85 different websites and social media platforms, print flyers and pop-bys, and targeted marketing to agents and buyers likely to be interested in that home or neighborhood. “The activity is very intense on our side,” Edie explains. “But the seller gets to relax. It’s hard enough to move; we make sure the process itself isn’t stressful.”

Edie and her team advocate for Habitat for Humanity, going out four times each year to build homes and marketing those homes for free. They donate to HillCrest Transitional Housing in Kansas City, aimed at helping at-risk women get back on their feet.

Edie loves classical music and supports the Youth Symphony in Kansas City, which allows kids to work with a professional conductor and masterful orchestra.

She also donates to the Jazz Museum.

Going forward, Edie plans to bring the same comprehensive, quality experience to clients in new locations across the Midwest. She will also continue to support her agents with strong leadership, and the best resources in the industry.

Contact Edie at 816-536-0635 or email edie.waters@gmail.com LGEWN, EDIE WATERS NETWORK, KELLER WILLIAMS

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

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

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

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

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

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

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 70

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

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

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

There’s no one way to overcome procrastination.

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

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ELIZABETH ERWIN & ROXY WESTPHAL Top Agents Elizabeth Erwin and Roxy Westphal – the Girls on Fire Team at My Home Group Realty in the Phoenix, Arizona area – have worked hard to redefine the concept of exceptional customer service. Consistently going above and beyond for their clients, the enterprising pair have built a solid reputation as trusted real estate advocates for their many grateful buyers and sellers in The Grand Canyon State.

Elizabeth and Roxy, who have been friends for over two decades, joined forces in 2017 and formed The Girls on Fire team. “I love working with Elizabeth,” says Roxy. “I wouldn’t want to do this by myself. We have so much fun together and we laugh a lot. Most of our clients remark on the fact that we have great energy, and they appreciate that.” Elizabeth echoes the same sentiments about Roxy: “Working together has just been a great adventure.”

Their partnership has resulted in a thriving business that is based, in large part, on referrals and repeat clients, a true barometer of the amazing, comprehensive concierge service they provide.

“I think it’s because we’ve developed a concierge program that really benefits our clients. We provide them resources for everything they might need,” says Elizabeth, when asked how they have managed to generate so much loyalty and trust amongst those they work with. Roxy concurs: “We realized that here in Arizona, there are a lot of older people who have moved here, and they have come to a point in their lives where they need to downsize. It can be a daunting task, but we’re here to help them with anything they need.” In the past, this has included such tasks as cleaning refrigerators, supervising painting, or having trash hauled away. “We do things for our clients that most other agents don’t and won’t,” says Roxy.

Another factor that has played a significant role in the pair’s impressive success story would be their thorough, leave-no-stoned unturned approach to marketing, which Top Agent Magazine

combines tried and true old-school methods like writing letters to homeowners who live near their listings, and more cutting-edge techniques that harness the power of the internet and multiple social media platforms. Combined, this results in fast sales for top dollar in their highly competitive market.

“We really enjoy making our clients’ dreams come true, being of service, and making others happy,” says Elizabeth, when asked what she enjoys most about what she does for a living. Roxy also enjoys interacting with clients, and the long-lasting friendships they forge with them.

When they’re not working, both Elizabeth and Roxy give back to their community in a variety of ways.

Elizabeth has recently become involved with (CASA) Court Appointed Special Advocate for Children. Roxy has been involved with the elderly, working with senior citizens to help them search out better living conditions.

Looking to the future, Elizabeth and Roxy’s plans are to continue the pace at which their business is operating, as they do not want to grow too big and sacrifice any of the amazing, top-of-the-line customer service that has become synonymous with their names.

For more about The Girls on Fire Real Estate Team, please call 602-399-4881, email ElizabethGirlsOnFireAZ@gmail.com, or RoxyGirlsOnFireAZ@gmail.com Copyright Top Agent Magazine 71

GREG STRNISA Greg Strnisa began his journey in real estate in 1998 when he was eighteen to learn about the business from an investment point of view. Greg quickly fell in love with the business, and he pursued a part-time real estate career while earning his Bachelor Degree in Business Administration and Management as well as his MBA. For many years, Greg worked in different areas of real estate including real estate appraisal, corporate relocation sales, and mortgage default servicing sales.

These experiences imparted invaluable skills and lessons. “I learned a lot from working in the lending side of the real estate business,” Greg says. “I’m now able to leverage that knowledge to directly benefit my clients and to add value to their investments.” With his extensive educational and professional background in the financial and business world, Greg is well-poised to offer his clients more than the average Realtor®.

Since 2011, Greg has been working full-time in real estate delivering top-tier customer service throughout the transaction process. A multi-million-dollar producing agent with Platinum Real Estate, Greg serves Cleveland and the surrounding suburbs. Greg specializes in corporate and institutional investment, and he also works with home-buyers and sellers, offering the best customer care to each of his clients. “After working in the REO industry, I made that my specialty,” Greg says. “I focus on building and nurturing relationships.

My clients see how hard I work on their behalf. They appreciate my experience and my breadth of knowledge, and how I am able to provide expert counsel.”

With his focus on service and education, it is no surprise that Greg’s business operates almost exclusively on referrals. His range of experience in the industry enables Greg to advise his clients through all aspects of

the real estate process. “I think my clients come back and refer me because I do what I promised them I would do. I’m very big on follow-through.”

To market his listings, Greg deploys a comprehensive social media strategy that promotes his clients’ properties across digital platforms. With beautiful images and professional photography, Greg knows how to make a property stand out. “One thing sellers love is the virtual staging we do, especially for vacant homes,” Greg says. “Virtual staging greatly improves the market presence and makes the listings stand out.” Greg works mostly on the listings side, and regularly sells between 50-70 properties per year.

Greg finds the most fulfillment not from his impressive sales figures, but from his ability to serve others and do a good job on behalf of his clients. “I love to help people,” Greg says. “For me, it’s not about hitting a certain production number; it’s just about doing my job well, and getting that positive reinforcement that my clients are happy.”

For the future, Greg plans to continue to build on his formidable success, and to maintain the quality of service, the professionalism, and the values-driven approach that have gotten him where he is today. The way Greg sees it, success in this business comes down to operational practices. “Regardless of your niche, the key is to work hard, to be dedicated to your customers, to develop excellent systems and organization, and to continually educate yourself. Especially in a changing market, it’s so important to be able to answer clients’ questions to give an educated and informed opinion.

Know your business, and be the best possible version of yourself that you can be. If you focus on the customer, the rest will fall into place.”

Photo by: Candee Wright

To find out more about Greg Strnisa, call 216-347-8847 or 440-942-2100, email gregstrnisa@contactplatinum.com or visit ContactPlatinum.com www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 74

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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IVICA OTIS LAZICH | DESIGNATED MANAGING BROKER For Ivica Otis Lazich, his entrance into the real estate world started with a career in mortgages. “From 2004 to 2008, I was a mortgage broker, but when the recession hit I decided to pursue another path,” he says. In 2006, he earned his real estate license and worked for a friend, so it felt natural for him to open his own brokerage in 2008. As the team lead and owner of Capital Investment Realty Group Inc. in Countryside, Illinois, Otis provides superior service to all he serves, resulting in a growing referral network. Serving Cook, Kankakee, Kane, Kendall, Lake, Will and McHenry counties, his range is wide, allowing him to help many people reach their real estate goals.

“I’m very hands on,” Otis says. “I do everything, and I know the business inside and out.” When hiring Otis to help with buying or selling, clients can rest assured that they will only be working with him and no one else. “I’m handling it all, I’m not handing it to a team or letting other people do some of the work. With me, you get 100% real estate broker.” Throughout the process, Otis offers guidance and support, turning what can be a stressful journey into an easy and clear experience.

He never pressures his buyers or sellers, only providing them with advice and giving them the knowledge to make educated decisions. For his buyers, he listens carefully to their needs and doesn’t stop searching until their ideal property is found. When it comes time to submit an offer, Otis ensures they are competitive while also getting them the best deal possible. Meanwhile, he advertises his seller’s listings on multiple platforms, getting them in front of thousands of people.

With his slogan: ‘Be a friend, refer a friend,’ those who work with Otis love spreading the word about his work.

One recently said, “I would highly recommend Ivica for anyone looking for a great agent with expansive knowledge in the industry, who presents a high quality of care for his clients. Ivica helped me with my first home buying experience and he made the whole process Top Agent Magazine

run smoothly. In the end we found a home that we are in love with. He was readily available for any questions I had and was dedicated to finding the perfect home for me and my family while making the process easy, stress free and enjoyable for us. I cannot say enough good things about Ivica! As someone myself who looks at reviews in order to develop an informed understanding of my decisions, I would take this review as a sign that you found your agent!”

When Otis isn’t working, he’s serving on the board for the local library where he was just re-elected as president. “We take care of things that the library needs and host meetings once a month, making sure all the bills get paid.” They also donate to various charities throughout the year. During any free time, he can be found playing golf, fishing, or hanging out with his five daughters.

In the coming years, Otis wants to hire more people to join Capital Investment Realty Group, Inc. “We will put an emphasis on training and mentoring, giving them as much support as I can to set them up for success.”

Throughout it all, he will continue to be grateful for his career, as it’s his true passion. “Every day is different, it’s never the same, that’s what I love about it.”

For more about Ivica Otis Lazich, please call 708-692-7283 or email lazich2@yahoo.com Copyright Top Agent Magazine 75

JACK WANG With a sharp eye for details and a wealth of local knowledge, Jack Wang is committed to helping make his clients’ dreams a tangible reality. Licensed in Washington D.C., Maryland, and Virginia, Jack first got into real estate after selling his wholesale company and deciding to pursue a career that would allow him to forge personal connections with clients.

“It’s a very powerful thing when you find your true calling in life. For me, with my combination of local knowledge and my passion for customer service, real estate became the perfect path.”

Jack’s prior background in business and residential construction have given him an undeniable edge, and his clients look to him as a trusted advisor that’s capable of guiding them through the complexities of buying and selling a home. He takes great pride in delivering the highest level of service and being a resource for his clients, and he finds great satisfaction in educating them throughout the process. “My construction experience has been of great help to my clients, especially in this market where people are waiving all sorts of contingencies, including home inspections. My clients rely on me to assess the property for them so that if we do make an offer, at least the big-ticket things and the overall structure of the home is solid.”

Known for his keen listening skills, Jack is intent on finding out what motivates people to buy and sell. “I want to understand the exact pain points or motivation points for people. Why do they want to sell? Why do they want to move? Finding out those motivational features and really providing service that has understanding at the heart of it, is my primary goal. This is a human business, and it’s about so much more than just transactions.”

Outside of work Jack donates to a wide variety of charitable organizations; Habitat for Humanity, St. Jude Children’s Research Hospital, UNICEF, Comfort Cases, OMO Child Ethiopia, WinThisFight.org, and the 76

Treasured Vessels Foundation. Most recently he got involved with Comfort Cases—a non-profit dedicated to helping children in foster care. “If we get to a certain level of success and the community around us isn’t experiencing the same thing, can we really have fulfillment? I don’t believe so. If we can make even the smallest difference in people’s lives, then I think it’s worth the time and effort.”

An all-around sports enthusiast, Jack likes to play basketball and watch sports when he isn’t busy working.

“My wife and kids will tell you that other than sports and real estate, I don’t care about anything else. I don’t watch Netflix, I don’t play video games, I don’t keep up with the Kardashians. All I do is look at homes and watch sports, that’s it. That’s the list,” he jokes.

Looking to the future, Jack plans to continue growing and providing his clients with premier service.

“I’m always thinking about how I can become a better REALTOR® and a better team leader. I believe it’s all about mindset and having the right energy level for my clients to feel that I’m there for them.”

To learn more about Jack Wang, please email jack@rlathome.com, visit JackWangRealEstate.com, or call/text (240) 731–9919 www.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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JACKSON BASS Jackson Bass is a veteran Realtor serving North Atlanta for over 27 years. Jackson uses his experience, wealth of knowledge and acquired skills to provide maximum value to his clients. Jackson has employed an Administrative Assistant for five years and recently hired a Buyer Specialist as he grows his team to serve his expanding clientele. Jackson has built a reputation for himself as an agent who reliably solves problems and gets the highest sale prices for Sellers while maintaining a high standard of quality for customer service.

With all of Jackson’s experience, he is an incredibly capable real estate agent who builds trust with his clients by providing insight and solutions for them throughout the transaction process. He works hard to ensure his clients are informed and their needs are met in order to give them the best chance of success when buying or selling a home. “I try to give my clients something more than what they expect,” Jackson says.

“I want them to know that I’m there for them every step of the way.” The service Jackson offers is thorough and personalized, and he goes above and beyond the call of duty to guide clients towards the decisions that will most benefit themselves and their families.

Jackson’s expertise lies in maximizing the value available in each property and pricing them correctly and appropriately to the market. He knows the value of staging properly, and puts together a vision with each client of how to make the home look the best it possibly can on a limited budget. “I go the extra mile to get each home to a point where it can get maximum value for the seller,” Jackson says. “I am able to provide resources for contractors and vendors, and I have a lot of experience with getting homes ready for market.” On top of staging, Jackson uses high quality photography and video tours to highlight the strengths of each property, then markets each listing extensively across multiple platforms, including social media, the MLS, various third party websites, and open houses designed to allow Top Agent Magazine

prospective buyers to experience the home in a fun and lively setting.

After working in real estate for almost three decades, Jackson still finds the autonomy and flexibility offered by his career to be incredibly rewarding. He says, “Real estate allows me to be my own boss and chase my own dreams. That’s priceless.”

On average, Jackson closes $18M per year in total sales volume, and is on track to exceed that number in 2021.

In his free time, Jackson enjoys traveling and relaxing at home. He is heavily engaged with his community he is closely involved with Lost and Found Youth, an organization based in his neighborhood that provides counseling, housing assistance, food and essentials for homeless, primarily LGBTQ+ youth in the area.

He is also a frequent supporter of the Spiritual Living Center of Atlanta, and a Platinum Sponsor of the Civic Association of his neighborhood. Jackson’s advice for new agents? “Bloom where you’re planted. Get to know your own neighborhood first, branch out from there, and find lead generation activities that you’re comfortable with and do a lot of them.” If you’re looking for a Realtor in Atlanta with experience and skill to spare, look no further than Jackson Bass.

Contact Jackson at (404) 694-4663, email jackson@jackonbasshomes.com, or visit jacksonbasshomes.com www.

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JESSICA & JOE SADUSKY Jessica and Joe Sadusky are a husband and wife real estate team dedicated to helping families find their new home.

With a focus on client relationships, they strive to always go above and beyond to ensure buyers and sellers will have a positive experience. Affiliated with Century 21, they serve clients throughout Pennsylvania and New Jersey.

The married duo first got into real estate as investors – the full story of how they got started is discussed at length in The Bigger Pockets Book by Craig Curelop “The House Hacking Strategy” – and currently own multiple rental properties throughout Burlington County, NJ. “The reason why we decided to get licensed was because we didn’t want to wait for a Realtor® to view different properties. Shortly after, we organically ended up building a team and our business quickly gained momentum.” A natural people person, Jessica loves building trusting relationships with her clients. “I’m very personable and I strike up conversations with people everywhere I go. I think being outgoing and being interested in wanting to talk with other people, and to connect with them is very important in this business. That’s one of the key reasons for why many of my clients come back to work with me, because they know I don’t just look at this process as a one time transaction.” The pair stay in touch with their clients by sending out small gifts and celebrating special occasions together.

As real estate investors, Jessica and Joe can put themselves in their clients’ shoes with ease, anticipate all their worries and help to alleviate them. “We’ve been through the process ourselves so many times and we have a firm grasp on what it entails when you’re on the other side. It’s especially difficult now when you’re frequently losing because so many people are interested in the same property. We’ve been disappointed many times. That’s why we go out of our way to make sure we fight diligently on the behalf of our clients so that they can reach their goals.”

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One of the best parts of working in real estate for Jessica and Joe is being able to help someone buy their first home.

“This is one of the biggest moments in a person’s life, and we love being a part of it. We especially enjoy working with first time homebuyers. They are only going to buy their first home once, and we like to make it a smooth and fun transaction for them to look back on fondly.” Aside from her clients, Jessica also likes to brighten up the day of the people in the neighborhood with her unique marketing strategy. “I go down to the coffee shop a lot and at least once a month I like to leave $50.00 with the staff so that the next clients that come in will be told that the Sadusky Team is buying their coffee that day. It’s a fun way to get our name out there while putting a smile on someone’s face.”

Going forward Jessica and Joe are focused on the growth of their business and are committed to continue helping their clients with passion and integrity.

For more about Jessica & Joe Sadusky please call (267) 316–8633, email thesaduskyteam@gmail.com, or visit thesaduskyteam.c21.com www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

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

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

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1

Turn jealousy into admiration

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

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

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

2

Tackle the things you dread doing first

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

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

3

Don’t make decisions based on emotion

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

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

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 82

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

4

Learn to love feedback

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

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

5

Replace a fixed mindset with a growth mindset

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

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

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

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JOE CERVANTES For Joe Cervantes, real estate has been a part of life since early adulthood. “I bought my first house when I was 19, and I became a licensed agent after that,” he explains. This opened the door to more entrepreneurial opportunities, with Joe purchasing a four unit apartment building and a laundromat by age 23, in addition to flipping homes and building a vacation rental business. After moving to Las Vegas, he decided to hone in on helping buyers and sellers with their real estate goals, so he became licensed again and hit the ground running five years ago.

Serving the greater Las Vegas area, the vast majority of his business consists of repeat clients and referrals, a testament to his unparalleled skills and commitment to going above and beyond expectations.

“I’m always trying to break records, so when I list a house I find out the highest price a home has sold for in the area and I try to go beyond that,” he explains. Joe is not afraid to set ambitious goals. He landed a Vice President role at the third largest transportation company in the U.S with not a single college credit to his name, because the owner of the company thought he had a gift. “Within 16 months I was able to make that company over $21 million in negotiations of mergers and acquisitions,” he says.

He takes this knowledge into his work as an agent, prioritizing his clients’ happiness while simultaneously ensuring all other parties are satisfied. “I always want to make sure everyone involved is happy and that no bridges are burned.” This often means building a rapport with fellow agents, which ultimately aids in getting his buyers what they want. “When I’m looking for properties for a buyer, I’ll call the listing agent for properties they’re interested in, and I’ll see what it will take to get the house,” he says. In a market that is saturated with multiple offers at tens to hundreds of thousands over list price, Joe’s approach gives his clients an edge.

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After the transaction, buyers and sellers leave glowing reviews about their time with Joe. One recently said, “Joe Cervantes is amazing and is a very aggressive negotiator. He will not leave anything on the table unattended and will represent you in the best possible deal he can get for you. Whether you are a first time home buyer or moving up to your dream home, he cares about his homebuyers and home sellers, as if they were family.” Another wrote, “Joe was responsive to our needs for selling our home in Las Vegas. He guided us step by step, offering suggestions to make sure that we would get the price we wanted. We had daily contact through the process and we couldn’t have asked for anything more.”

As Joe looks to the future, he sees himself continuing to grow and assisting more people with their real estate dreams. He loves everything about his work, and can’t picture himself in any other field. “When someone hires me, I’m so honored and grateful that they chose me to help them with the largest purchase of their life.

I bend over backwards to make it a great experience for them.”

For more about Joe Cervantes, please call 702-592-4563 or email jocervantes951@gmail.com Copyright Top Agent Magazine 83

JON SPHEERIS After 49 years in the real estate business, Jon Spheeris is just as passionate about it as he was on day one. He got his start in 1972 after graduating from college. “I always knew I wanted to enter the industry, as my family owned real estate and my grandfather even developed subdivisions in the Milwaukee area,” he says. Serving Waukesha, Jefferson and Ozaukee Counties, Jon has become a prominent agent in the region, making the top 1% in the MLS for production and being awarded the International President’s Premier Award by Coldwell Banker in 2020. With a production volume of over $40 million last year alone, it’s clear Jon exceeds client expectations and provides exceptional service.

As the broker/owner of Coldwell Banker Elite, his company consists of 20 agents, and Jon has his own personal team within it. The Spheeris Team consists of his wife Lucine and their sons Matthew and Alexander.

“Matt and Alex have their own clients, and Lucine assists on the administrative end of transactions, but we all help each other when we need it.” Specializing in lake and equestrian properties, Jon raises and shows American Saddlebred horses, so he is well-equipped to help clients in this niche. But Jon and his team are experienced in all areas of real estate, from subdivisions to condominiums and everything in between.

By providing guidance and support throughout each transaction, Jon makes his clients feel confident about the process, no matter the price point or property type.

“We bend over backwards and do just about everything,” he says. “If they need something delivered or picked up, we will do that for them. We walk them through everything, and just go above and beyond.”

This eliminates stress and allows his buyers and sellers to make informed decisions.

After the transaction, clients love to spread the word about his work. One recently said, “Jon is a principled man with a high level of integrity and business acumen. He also does very well with the relational side of 84

doing business. Whether you are buying or selling a home, he will represent your best interests. We would highly recommend Jon and his team for any and all real estate needs.” Another wrote, “Jon is very knowledgeable about the local high-end lake property market. He is a marketer, not just a sales agent. He solves problems and objections with creative solutions. He is thoughtful and a great ‘follow through to completion of the task’ person.”

When Jon isn’t working, he gives back as an active community member of Oconomowoc’s Chamber of Commerce, where he served as president for two years in a row and was named Citizen of the Year. He loves his area and enjoys staying active in all of the local activities. “Our downtown has just been revitalized and it’s really phenomenal. We have 14 restaurants, condos, lake frontage, tons of parks and festivals.”

Looking ahead, Jon hopes to continue growing and serving more people. “We would love to expand our group, and want positive people with great attitudes.”

He can’t imagine himself anywhere else, and truly loves every minute of his work. “The interactions with people, that’s what I enjoy the most. Helping them find what they are looking for is so rewarding.”

For more information about Jon Spheeris, please call 262-490-5558 or email jon@cb-elite.com Top Agent Magazine

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SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

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

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

2

Lack of Consistent Branding

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

3Not Posting Enough

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

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

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

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

Be a resource for people who follow your page.

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

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

4

Not interacting With Your Followers

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

5

Not Sharing or Linking to Others

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

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KATHY MOORE Before she became a Realtor, Kathy Moore was a dental assistant for 17 years.

One of the things she brought from that job into her real estate practice is the understanding of the role she plays with her clients. “I’m their advocate. There can be some pain involved in the process, and my job is to prevent or relieve that as much as possible. I also think it’s an advantage being a woman. I sort of have a ‘mom’ instinct that drives me to look out for people.”

Kathy got her start in the industry at the urging of her brother-in-law, a builder in Seattle, who suggested she’d be good at it. “He’d asked me to manage some property for him in Spokane—which I did without any trouble—and when he got frustrated with a Realtor he was dealing with, he told me that he thought I could do it better.”

After nearly three decades in the business, that question is pretty much settled. Kathy has built a very successful business with Windermere Real Estate/Cornerstone, specializing in residential, new construction, and waterfront properties in Washington’s Spokane Valley, and she’s the head listing-agent for exclusive subdivisions, from Shelley Lake to West Terrace. Closing between 20 and 30 transactions a year, Kathy has built a reputation as an honest, hard-charging agent who will go the extra mile for her clients. That includes being very direct when she needs to be, and never backing down when she thinks something is in the interest of her client. “Several builders have called my broker over the years to compliment my boldness—which is putting it politely,” Kathy laughs. “I don’t shy away from a negotiation, and I’m not afraid to find a solution to a problem outside the box.”

Her favorite part of the job, though, is seeing the happiness her clients experience when they close on a deal, particularly the buyers. “I recently helped Top Agent Magazine

a friend purchase a home, and I saw a glimmer in her eye that I haven’t seen in years. Getting that mom her first bedroom with a master bath, getting a guy a home with a workshop or a basement he can use to get some privacy—that makes them happy and brings me a lot of satisfaction.

This business isn’t about salesmanship as much as it is about relationships, taking care of people.”

Kathy and her husband, Lyle, are active in their community as well. They are supporters of the Ronald McDonald House, and she’s been very active in ushering in improvements to her neighborhood through her HOA. When not working, she loves gardening, spending time with her daughter Miranda, her golden-doodle, Jim, or boating. “I have my own pontoon boat, because if I wreck my husband’s ski boat I might as well pack my bags,” she laughs.

“I’ve also got great girlfriends, so I like to travel with them when I can.”

Going forward, Kathy plans to keep doing what she’s doing, upgrading her database and hiring help as needed to meet the influx of new clients that are relocating to Washington from out of state.

If you’re looking to buy or sell a home— Get more with Kathy Moore! Contact Kathy at 509-710-3171 or email Kathy@K-realestateinc.net Copyright Top Agent Magazine 87

LAURA EBERT For Laura Ebert, real estate was the perfect way to combine her desire to help others with her entrepreneurial spirit. She was introduced to the field through her husband, who is a home builder. They owned, sold, and rented out many properties, with Laura still managing rentals and flipping homes today. Seven years ago she decided to become an agent, with the intention of selling her husband’s flip projects. “But that was when I decided I really love real estate, and I love people, so it was the perfect fit,” she explains. Today she is part of ERA High Pointe Realty in Manhattan, Kansas. Serving the Flint Hills, the vast majority of her business consists of repeat clients and referrals.

“I’m trustworthy and sincere,” Laura says. “I try to make the transaction really fun.” Understanding that this is one of the largest transactions her clients will ever make, she wants the process to be as smooth as possible. This means educating them and guiding them through each step. “I buy and sell properties all the time, so I know the products available and I will go into a home and look for things other agents might miss.” Laura wants to help her clients make the best decisions, so she loves sharing her knowledge and keeping them informed. “I also offer staging, it’s one of my favorite things to do, it’s so fun to make things look their best and help my sellers get the most out of their listing.”

get the house sold. Once we hired Laura, it took about a week for us to get everything settled, part of it being we were out of state and had to send paperwork back and forth.

Once we got our house on the market we had more showings for it than we did the whole six months from the previous agent.

When it came to negotiations, Laura gave us amazing advice and what was best to do. I would recommend her to anyone looking to buy or sell a house. She really knows her stuff.”

When Laura isn’t working, she’s giving back to the community through the Chamber of Commerce in Wamego and Manhattan.

“My husband is a licensed ATF shooter, so through the Wamego Chamber, we help put on one of the biggest firework shows in the midwest.” Laura and her family are also involved in their local church, St. Bernard, and she sings at funerals, weddings and church mass on Sundays. During any free time, she loves hanging out with family.

Looking ahead, Laura plans to continue growing her business and hiring more people. It’s clear she has chosen the right path, as she loves everything about her work. “My clients become my family, they know they can always count on me before, during and after the transaction. I love helping them.”

After the transaction, she maintains those relationships by showing her appreciation. “I give pies away on Thanksgiving to clients and referral partners, I host fun drawings. Every year I have a professional photographer take pictures of my clients and their families, and I’ll give them free prints.”

Buyers and sellers grow a strong loyalty to Laura, and love spreading the word about her work to others. One recently said, “Laura was amazing! Our house sat on the market for 6 months with our previous agent, we were barely getting any showings and just couldn’t seem to 88

For more information about Laura Ebert, please call 785-458-9741 or email lauraebertsellshomes@gmail.com Copyright Top Top Agent Agent Magazine Magazine

5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 90

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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MARCY DECK All throughout her life, Marcy Deck has been drawn to real estate. She had an opportunity to learn the housing business from the ground up while she watched her mother lead a successful interior design business in Florida for over 30 years. After marrying her husband, an architect, they renovated their own home, a project that later inspired Marcy to delve into investment properties and pursue her real estate license. From there, she would lean on her professional background in marketing, communications, and customer service to excel as an agent— and she hasn’t looked back since.

Today, Marcy is a Realtor for Dandridge Realty Group, LLC., where she assists clients throughout the Eastern Panhandle of West Virginia and Northern Virginia.

Licensed in both states, she has closed over 100 transactions in her esteemed career, possessing the insight and compassion needed to facilitate any deal, especially the nuances that come with buying and selling simultaneously.

When listing a home, Marcy leverages her background and local connections to assist her clients in preparing their home for the market. She then utilizes the wealth of resources at her brokerage and her past marketing experience to build a truly grassroots effort around each property. In addition to reaching potential buyers through a blend of targeted digital and social media campaigns, she also markets the listing to her own internal network of colleagues and clients. Negotiating a great contract and staying in touch consistently ensures a seamless transaction from start to finish.

Marcy is just as hands-on when assisting buyers, relying on her experience to carefully guide them to the right home for their needs. In fact, she stays in touch with her clients long after the deals are done to ensure they are more than satisfied with life in their new homes. Over the years, this caring approach has earned Marcy a fantastic reputation, with the vast majority of her volume coming from repeat clients and referrals. And the key to her success?

“I’m most focused on being open, trustworthy, and honest with my clients—no matter what,” she says. “For me, this Top Agent Magazine

business comes down to being uber responsive and building lasting relationships with clients and business partners alike.”

Outside of her career, Marcy is tremendously involved with her community. On top of serving with her local church, she volunteers at the Neonatal Intensive Care Unit at Winchester Medical Center to help other parents with premature infants.

Moreover, she also donates a percentage of each transaction to a charity or nonprofit organization of her client’s choice. When she’s not with clients or giving back, she can be found spending time with her family and two young children, traveling, or working on various projects at her home.

Going forward, Marcy has exciting plans for the future of her business. As her volume maintains its steady growth, she intends to build a team so she can further assist her clients and share her model of service with the next generation of Realtors. But most of all, she looks forward to the new opportunities that await in the community she loves.

“There’s nothing more rewarding than helping a buyer or seller navigate a tricky situation in their transaction to help them achieve their goals. If someone needs me, I’m there for them, day or night.”

To learn more about Marcy Deck, email marcy@dandridgerealtygroup.com, visit dandridgerealtygroup.com or call (954) 829-4272 www.

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MARGO MIKUNDA Margo Mikunda approaches every real estate transaction with a high level of passion and diligence. Her focus revolves around the needs of her clients, and she is keenly attentive to detail in order to make sure that she helps them achieve their goals. As the owner of Complete Real Estate, Margo serves buyers and sellers throughout Newington, Connecticut, and the surrounding counties.

Clients praise her for being extremely knowledgeable, professional, as well as responsive, and Margo works tirelessly to ensure that their experience is as stress-free as possible. Originally from Poland, she obtained her license in 1987 and started her company ten years ago. “When I got here from Poland I couldn’t speak English, but I knew that I wanted to help people.

When I got into real estate, I realized that I could make a huge difference in the lives of my clients by helping them get the best possible deals. It felt like a true calling. I felt needed and like I could do some real good in my community. That’s why I still love to work with first time homebuyers and help guide them to achieve that special dream of homeownership.”

With a high percentage of repeat and referral business, Margo believes it’s her attention to detail and keen listening ear that makes all the difference. “My clients know that I take my time to really understand them and their goals. Every transaction feels personal to me, and I take it very seriously and make the client my priority. I like to know that I help people. I like to see them happy. I work with people who bought houses with me 30 years ago and are now retiring.

It’s very rewarding to be able to help them again. I think it’s a big compliment that they trust me. It’s very important to me because without trust I don’t think anything valuable can be built.”

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Completing between 50 to 60 transactions per year, Margo utilizes various marketing methods to sell her listings.

“I have a site that publishes my listings to social media platforms automatically.

I also like to use more old-fashion methods such as running ads in local papers.”

Outside of work, Margo likes to stay involved in the Polish community and has previously helped with the local Miss Polonia pageant. She also enjoys meditating and gardening. “I recently got into gardening and it’s wonderful. It brings peace and quiet to your life.”

In the future, Margo would like to help the new agents working with her find their own success. “The goal is to keep expanding. I’ve been in the business for a very long time, and I have a lot of experience and wisdom to pass on to the next generation. I have a team of people and I want to see them thrive and succeed. I want them to be the best agents possible, and work with a high degree of ethics and knowledge.”

For more about Margo Mikunda please call (860) 559–6485 or email margosia@aol.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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MARI LaPRELLE For Mari LaPrelle, real estate combines her love of people with her passion for business. She got her start in 2006, just before the recession hit. “Things were going great, and a few months later the market took a turn,” she says. “We had the opportunity to go down with the ship or just learn how to survive in every different facet that we could.” Choosing the latter route, Mari maneuvered her way through the turbulence and made it out better than ever.

Today she leads The LaPrelle Group based in Mooresville, North Carolina, serving Iredell County and surrounding areas. By providing superior customer service and support at every step, Mari has developed a solid reputation in her region.

“I have a great number of people that I’ve helped buy or sell multiple times,” Mari says. “I believe it’s our service-oriented nature that helps us stand out.” Mari and her team are always striving to be the best and do better, leaving no stone unturned. They will go the extra mile to ensure their clients are receiving the best care.

“I have a storage unit full of furniture and items we can use to stage our sellers’ homes if we need to,” she says.

The LaPrelle Group also goes above and beyond when it comes to serving their buyers. They take the time to understand what they’re looking for, and never stop the search until the ideal property is found. Mari and her team also utilize their negotiation skills to get their buyers and sellers the best deal possible.

After the transaction is complete, clients love to spread the word about their experience. One recently said, “Mari LaPrelle is outstanding! Her expertise in selling and buying, compassion and true honesty are what every buyer/seller would want in someone helping with house transactions. We began ‘just looking’ for a new place to call home with no intention of being in a hurry.

She listened to what our needs and wants were and sent us listings to look at. So it began! The 1st place we saw was perfect...we wanted it! We put in an offer and the seller counter offered. The bathroom was outdated so Top Agent Magazine

we used that for leverage to get the price we wanted. Mari helped us negotiate to purchase our dream home. Quick is an understatement! With the industry experts on her side, she was able to sell our home, help us buy a new home, close and move into the new place within a month and a half. Her integrity and experience can not be matched. If you are looking for someone to be on YOUR side, Mari is the one for you! This is a very competitive field to be in and we couldn’t be happier that she was there for us!”

When Mari isn’t working, she’s staying active in the community through her church, school fundraisers and various sponsorships. “My team and I will go to the Christian Mission and purchase hundreds of hotdogs to grill for them on food pick up days,” Mari says. During any free time she can be found enjoying the ocean, doing craft projects or hanging out with family.

Continuous growth is in Mari’s future, as she has plans to add another buyer’s agent. “But my motto has always been: ‘we don’t want to be the biggest, we want to be the best,’” she explains. Wherever this path leads, she will no doubt enjoy every minute of it. “It’s a really exciting time for us.”

For more information about Mari LaPrelle, please call 704-785-1915 or email marilaprelle@laprellegroup.com Copyright Top Agent Magazine 95

MARYELLEN O'BRIEN With over three decades of experience in the business, Maryellen O’Brien uses her expertise and vision to strategically guide clients towards their real estate goals. “My mother was a REALTOR® before me, so it’s something I’ve been interested in for a long time.” Affiliated with Keller Williams, she helps buyers and sellers throughout Bucks and Eastern Montgomery County in Pennsylvania.

In order to provide her clients with an elite level of service, Maryellen approaches every transaction with diligence and a high level of patience—qualities that have helped her form a large network of repeat and referral business. “Almost all of my business comes from repeat and referral clients. I think they know that I put their interests ahead of my own and always strive to give them the best results. It’s easy to do because I truly like the people that I work with,” she says, and adds, “Clients often tell me that I’m very patient. For me, it’s not about trying to get them to buy or sell a home.

It’s about helping them find the right home or achieve success in the sale of their home. It’s about really listening to them and understanding what they want.”

A former teacher, Maryellen continues to put a lot of emphasis on education in her business. “I was a teacher for eight years before I was a REALTOR®, so I’m constantly educating myself, getting advanced designations, taking broker courses, and doing everything in my power to be the most knowledgeable agent as well as the best resource for my clients. Knowledge and experience matter in this business, especially today. It’s a very challenging market now and the skills that are required to succeed are not something you learn overnight.”

When it comes to marketing, Maryellen leaves no stone unturned. She opts for professional photography 96

as well as drone photography to help her listings stand out. She also utilizes the power of social media as well as her own personal network. “Each listing is different so there is no one size fits all. You look at the property and decide how to best reach your audience. Networking with other REALTORS® is key.”

Going forward, Maryellen plans to continue on exactly as she has for the past 34 years—working hard to help her clients achieve the American Dream while always improving her own skills. “My goal is to never stop learning. Education is power, and it’s important to stay educated on everything that goes on with the market so that you can be the best advisor to the people who rely on you to guide them through this process. There’s nothing like that feeling of being with someone when they find the right home. I love when they call me back a year later or send me pictures of their new babies or the treehouse they put in the backyard.

I feel like I’ve been allowed to participate in one of the biggest moments in somebody’s life, and it’s a huge privilege.”

To learn more about Maryellen O’Brien please call (215) 680–8975, email maryellenobrien@kw.com, or visit movewithmaryellen.com www.

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

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

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

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

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

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

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

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

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

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

4. Keep up to date

7. Be a great boss

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

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

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MEGAN BAKER JERNIGAN Self-motivated and hardworking, Megan Jernigan has truly flourished as an agent in the greater Nashville area. She got her start in 2014 after working in the corporate world. “I was doing really long hours and had so many ideas to make our processes more efficient, but was frustrated that everything had to go through the chain of command,” she says. After taking a leadership class and talking to mentors, one suggested real estate. Although she was hesitant to start a commission-based career, she eventually took the leap and got her license. Megan hasn’t looked back since, and is enjoying every minute of her path.

Today she leads The Jernigan Group, consisting of four agents and three administrative assistants. Their entire business is based on referrals and repeat clients, a testament to their superior service and dedication.

“We constantly communicate with our buyers and sellers even after they close,” Megan says. “What I brought from my previous career was an emphasis on system processes and organizations, so we have a very systematic approach.” Every month, she sends past clients a fun mailer unrelated to real estate that keeps her team top of mind. During the transaction, Megan and her team are always staying one step ahead, updating everyone at every step so no questions are left unanswered. This results in solid relationships with all they work with, leaving a lasting impression and an eagerness to hire her again. “I think it’s that level of client care that results in them feeling that they don’t need to go anywhere else. They know they can always count on us.”

These positive experiences mean word spreads fast about The Jernigan Group. One recent buyer said, “Wow, what to say. Nashville is quite a stress inducing and overwhelming market for a first time buyer. I knew, however, when I was introduced to the Jernigan Group that I could breathe easy. This incredibly smart, efficient, thoughtful and timely team quickly assessed my needs in a house and in a manageable and appropriate period of time helped me find several great possible houses. When things didn’t work out as planned, they kept me optimistic and helped me persevere. Their professionalism, connections and reputation played a huge role in me securing what I would call my dream house. All the while I got to interact with the friendliest and coolest group I could think of. I felt prepared every step of the way and feel especially prepared for home ownership with the care I received from the Jernigan Group. I couldn’t recommend them more.”

Staying involved in the community is an integral part of The Jernigan Group’s work. They are members of local Realtor® associations and groups, and Megan also gives back to Vanderbilt Children’s Hospital. “I worked there in research before I was in real estate, so I have a huge heart for them.” When Megan isn’t working or giving back, she is spending time with her husband and their one-year-old son or renovating their house.

Looking ahead, Megan has her sights set on continuing their current pace and providing the same outstanding support to clients. “I want to stick with a seven person team, we’re having so much fun at our current volume.” As time goes on, Megan falls more in love with this industry, and she can’t see herself anywhere else. “I love seeing my team grow as individuals, and I also love the satisfaction I get from helping people with the largest transaction of their lives. It’s so rewarding to be a part of.”

For more information about Megan Jernigan, please call 615-594-1990 or email megan@thejernigangroup.com Top Agent Magazine

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MELANIE DESILETS A twenty-year resident of Maryland, Melanie Desilets began her career in news media and marketing, serving as an ABC Affiliate with WMAR. Following the purchase of her own dream home, she came to take an interest in real estate—in particular for the ways in which the business spoke to her background in branding and her passion for helping others. Drawing from this inspiration, she decided to pursue her license and launch her career as a full-time agent.

Today, Melanie is a Realtor for Cummings & Co. Realtors where she assists clients all throughout Baltimore County, Howard County, Harford County, and Ocean City.

Accommodating buyers, sellers, relocations, and military families, she has built a network of satisfied clients and colleagues that spans the region.

When listing a property, Melanie leverages her extensive background in branding to give her clients an added advantage. After helping them fully prepare their home for the market and providing them with a suite of professional photography services and home staging, she shares it over a blend of highly targeted digital and social media campaigns. But along the way, from the photography to the carefully crafted writeups, she caters the strategy behind each listing to a unique market of prospective buyers.

Moreover, Melanie is there for her clients—no matter what. “Compassion and understanding are crucial in this business,” she says. “When I wake up in the morning, I remind myself that my clients are new to this. The little details that might seem unimportant to me could mean a lot to them. As such, you have to keep them fully informed from start to finish.”

Elsewhere, Melanie is just as hands-on when assisting her buyers, guiding them to the right home for their best interests.

Through the years, she has earned a tremendous reputation both among clients and Realtors alike, as evidenced by her strong rate of referrals. Having closed $3.5 million in volume this August alone, she remains focused on the proven values that have anchored her success in the first place. “While building lasting relationships with your clients and fellow agents, it’s also important to find your niche. I believe in sticking to the areas you know well so you can provide the best possible service.”

Outside her career, Melanie is deeply committed to her community. On top of serving as the Secretary of the Forest Lake Homeowners Association.

In the meantime, she volunteers at various organizations like the Boys and Girls Club of Maryland. When she’s not with clients or giving back, she can be found reading, hiking, going for a run, playing tennis or golf with friends, or practicing yoga.

Going forward, Melanie has exciting plans for the future of her business. A member of the Harford County Association of Realtors and Coastal Association of Realtors, she intends on building a team while maintaining the standards of service that have truly set her apart in the region. “There’s nothing better than connecting people with the right homes,” she says. “Most of all, I absolutely love it when my first time homebuyers are ready to build their family and grow into the home where they’ll raise their children. In this business, you get to see your clients progress through life—and there’s nothing more rewarding.”

To learn more about Melanie Desilets, email melaniesellsmd@gmail.com, visit cummingsrealtors.com or call (410) 979-5813. You can also email her photographer, Danielle Arcilesi, at danarc@comcast.net, and her stager, Joy Wade, at joy@joyhomedesign.com www.

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8

Things Successful People Never Do

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

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

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

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

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

4

THEY DON’T TRY TO PLEASE EVERYONE

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

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 102

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

6

GO FOR THE SHORT RUN SOLUTION

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

7

PAY ATTENTION TO THE NAYSAYERS

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

8

THEY NEVER QUIT

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

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

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NABIL KHAN A skilled businessman and devoted community leader, Nabil Khan got his start in real estate after graduating from college in 2018. For him, the industry provided a perfect outlet for his outgoing personality, entrepreneurial spirit, and passion for helping others. After starting out, he quickly found success in the market, and he has since gone on to launch an accomplished career in the business.

Today, Nabil is a Realtor for Century 21 AAA Realty, where he serves clients all across the lower mainland of British Columbia. Through a winning blend of open communication, hard work, and integrity, he has planted deep roots not only among his buyers and sellers, but also throughout the region.

When listing a home, Nabil is there for his clients from start to finish. After helping them fully prepare their property for the market, he broadcasts it over a series of targeted digital and social media campaigns. But no matter what, he caters his process directly to his clients’ needs, standing as a tireless advocate on their behalf throughout the transaction and including them on every decision. “At the end of the day, real estate comes down to understanding your clientele,” he says.

“I’m fully invested in building those lasting relationships with my clients; I get to know everything from their family life to their long term goals. Above all, I’m here to get them on track and meet their ambitions for years to come.”

Elsewhere, Nabil is just as hands-on when assisting his buyers, carefully guiding them to the right home for their best interests. Leaning on his acute attention to detail and in-depth knowledge of the lower mainland, he ensures that they make fully informed decisions on their future. Moreover, always looking to go above and beyond, he remains in touch well after the transactions are done to ensure his clients are fully satisfied in their new homes. Through the years, this Top Agent Magazine

compassionate outlook has earned him a fantastic reputation throughout British Columbia, with the vast majority of his volume coming from repeat clients and referrals.

Outside his career, Nabil is tremendously active within his community. A recognized religious leader at his mosque, he serves as the Regional Representative for a charitable organization that spans across Canada. He also volunteers and contributes to a variety of nonprofit organizations, providing everything from quality education to meals for those in need. When he’s not with clients or giving back, he can be found staying active at the gym or spending time at home with his beloved family.

Going forward, Nabil has exciting plans for the future of his business. Having completed nearly forty transactions in 2021 alone, he intends on scaling his service while strengthening his brand within the regional market. More than anything, though, he is excited for the new clients and possibilities that await in British Columbia. “The relationships are the most rewarding aspect of my career,” he says. “By delivering such strong results, I’m able to better people’s lives and strengthen their families through real estate—and that’s such a beautiful thing.”

To learn more about Nabil Khan email nabil.k@century21.ca, visit c21.ca or call 778-321-4662 www.

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PHIL BARONE After graduating from high school, Phil Barone jumped right into the world of real estate – he spent some time working for a Title Insurance company and in the mortgage industry before getting his Realtor®’s license proper. Phil is a third generation Realtor®. The company his grandfather started, Barone Realty, came to fruition in 1966, and both his father and grandfather cultivated illustrious careers in real estate for several decades each.

Phil and his family are keeping that tradition going – Phil has been in real estate for 32 years now, his wife Maureen has been an agent for 26 years, his daughter Elizabeth for 5, and his nephew Philip Wieniewski is an agent as well. Along with their Team of seven other agents, they provide exceptional service to a wide variety of clients in the South Loop, Lakeview, Roscoe Village, Lincoln Park, Jefferson Park, the North Shore, and the Western Suburbs of Chicago, and work out of a boutique state of the art Compass satellite office in the heart of Edgebrook.

Phil’s favorite part about his work is the opportunity to meet and help a range of different people engage with the transaction process. He works hard to ensure that his clients’ needs are met, and gives them all the tools and information they need to be successful when buying or selling a home. “When you sell a home for someone, it’s important that you treat it like it’s your own,” Phil says. “We match each client with a home that fits their needs, and we make sure our clients always get the best possible price for them.” Phil and his team truly go above and beyond expectations to get clients into the ideal situation, a quality that has paid dividends in their continued success. It’s no surprise that the team gets 90% of their business through referrals from satisfied clients.

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The Barone Group’s robust marketing strategy involves multiple lines of local and digital advertising aimed to generate the maximum number of prospective buyers.

As a team with Compass, they have access to digital advertising resources that allow listings to show on a myriad of websites, as well as social media pages.

Additionally, the team sends out weekly and monthly updates to past clients and contact their referral base whenever a new listing comes up. As a whole, the Barone Group averages an impressive $20M per year in total sales volume, and look forward to offering their brand of personal service to many more members of the Northwest Chicago community in the years to come.

In his free time, Phil enjoys exercising, eating at local restaurants, and boating on the lake with his family. He is very attuned with his local community, and serves on the Sauganash Community Association, two local Chambers, and the Neighborhood Association. His team also gets face time with the community at the Farmer’s Market. For the future, Phil hopes to grow his team by adding more agents, and eventually hand it down to his daughter, Elizabeth, who is a fourth generation Realtor®. If you need help buying or selling a home in Northwest Chicago, look no further than Phil Barone and the rest of the Barone Group for all of your real estate needs!

You can contact Phil at (312) 952-7962 or phil.barone@compass.com.

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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RHONDA O'GUINN Ask anyone who has worked with Rhonda O’Guinn about their experience, and they will tell you about her compassion and commitment to pursuing their dream home by listening and focusing on what matters most to each person.

Where some see square footage, Rhonda envisions your child’s first steps, family dinners, and holiday celebrations, so she understands the importance of finding a home carefully tailored to fit your lifestyle for today and tomorrow. This vision, along with her strong negotiation skills and client-centric practices, has allowed Rhonda to work with a diverse clientele throughout Maryland across various price points.

Rhonda entered the real estate industry as an administrator for Northrop Realty, a Long & Foster Company.

However, her strong eye for design led her to become an accredited professional stager and a licensed Realtor® helping clients prepare and present their homes for the market. The brokerage soon recognized her potential to become a successful agent and asked her to consider it. Rhonda jumped at the opportunity to put her real estate license to further use, so she hit the ground running and never looked back. “I learned by doing, and I’m so glad I did it that way,” she explains, “you’re constantly learning in this business, as it’s always changing, and that’s what I love about it.”

Fast forward fifteen years, and Rhonda O’Guinn has become a top producing agent at Northrop Realty. Her client base is built mainly from referrals and repeats, which is a testament to her superior knowledge, skills, and services. Rhonda refers to herself as a ‘family Realtor®,’ as she often works with a person’s entire family over time. “I’ve sold to a brother of a client, his mom, and all their friends,” she says, “I love to lead them on this journey.” Years of experience, together with her mastery of today’s ever-changing Top Agent Magazine

technology, afford Rhonda an arsenal of tools to provide the best data to her clients and communicate what the market is doing. “It’s always my mission to give my clients a streamlined real estate experience.”

When Rhonda isn’t working, she’s busy giving back to her community through the Community Action Council. She is also part of a group that donates to children in need. Rhonda can be found tending to her garden or hanging out at home in Howard County with her closeknit family during any free time.

Her future sights are focused on growth; however, her passion for what she does always remains as time goes on. “I love the people.

It’s so rewarding getting them to that next chapter in life. I don’t believe in disappearing after a transaction is negotiated and finalized. It’s my goal to be a trusted advisor and go-to Realtor® today, tomorrow, and always.”

20304 LUBAR WAY Brookville, MD 20833

Contact Rhonda at 443-864-9307, email rhondaoguinn@northroprealty.com, or visit northroprealty.com/agents/rhonda-oguinn www.

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SHERI KUNKLE A resident of Pennsylvania since 1990, Sheri Kunkle has always been drawn to helping others. She began her career in the front office of a prominent local real estate company, where she had an opportunity to learn the business from the ground up. From there, she would pursue her own license, and in the 12 years since, she has truly seen it all as an agent—from residential sales to property management. Today, Sheri is an Associate Broker with eXp Realty in Pennsylvania, where she assists clients throughout Indiana County and the surrounding areas.

There, she has applied her years of experience, outgoing personality, and strong standards for integrity to meet the needs of any buyer or seller.

When listing a home, Sheri offers her clients a comprehensive strategy. After helping them fully prepare their house for the market, she shares it over both the regional MLS and a blend of targeted digital and social media campaigns. In the meantime, she leverages proven methods like mailers to the surrounding communities to give her clients an added advantage and ensure a seamless transaction. But from start to finish, she is there for her sellers, including them in the process and keeping them informed along the way.

getting to know my clients, following through with them, or delivering results.

Above all, I do what I say I’m going to do.”

Outside her career, Sheri is deeply involved in her community. Currently, she is a member of her church and its accompanying ministries, as well as her local Chamber of Commerce. She is also on the Board of Directors for the Realtors Association of Westmoreland, Indiana, and Mon Valley.

When she’s not with clients or giving back, she can be found traveling, spending time outdoors, or relaxing at home with her black lab. But going forward, Sheri also has strong plans for the future of her business.

As her volume maintains its steady growth, she intends on expanding her reach further into the surrounding counties while scaling the model of client service that has anchored her success in the first place.

But in the meantime, she is more than fulfilled by the dynamic career she has cultivated in the community she loves. “In real estate, no two days are the same,” she says. “While that can make it tricky to plan for what happens next, there’s nothing more rewarding than helping people move on to the next stage of their lives—whether they’re buying or selling.”

Elsewhere, Sheri is just as attentive when assisting her buyers. Having raised her kids in Indiana County, she possesses an acute knowledge of the entire area, from the local school districts to the up-and-coming neighborhoods, which helps her guide clients to the right investment for their best interests. Moreover, she continues supporting her clients well after the closing, staying in touch beyond the transaction to make sure they are fully satisfied in their new homes.

Through the years, Sheri has earned a fantastic reputation across Western Pennsylvania for her compassionate approach and tireless work ethic; through it all, though, she remains focused on the values that have set her apart in the area. “I’m a hard worker,” she says. “At the end of the day, I believe in doing more, whether that means 108

To learn more about Sheri Kunkle email sheri.kunkle@exprealty.com, visit sherikunkle.exprealty.com or call 724-422-5955 or 888-397-7352 x469 www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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STEAVY PRUITT When a friend inspired Steavy Pruitt to enter the real estate industry, she didn’t hesitate to hit the ground running. “I had just had my fourth baby and was a stay-athome mom,” Steavy says. “I had a friend who was a broker, and he suggested I get my license.” Initially, Steavy thought she would sell a house or two for some extra income, but soon she fell in love with the industry. Now in her sixth year, Steavy serves the greater Dallas-Fort Worth area, specializing in the region east of Dallas. With more than half of her business deriving from repeats and referrals, it’s clear she is going above and beyond to get her clients towards their goals.

“I’m really involved and I make it a fun process,” she says. Steavy is down-to-Earth, always letting her buyers and sellers know what she’s thinking. “As a single mom of four kids, I am honest with everyone about schedules and they’re happy with that because they’re all juggling things as well.” Growing up in DFW, Steavy is also transparent about neighborhoods, knowing the pros and cons of each. Whether she’s helping a buyer find their first home, or assisting a seller in moving onto the next chapter, Steavy guides everyone throughout the transaction. “I always stay in contact through texting, emails and phone calls,” she explains.

It’s not uncommon for Steavy to maintain relationships with her clients for years afterwards. “All of my clients become my friends. I get involved in their lives. I just had a Memorial Day party and a client came with his wife and daughter, they moved from Minnesota. I just keep in contact with them, and they really become friends and family to me.”

Those who work with Steavy never hesitate to spread the word about her work. One recently said, “Steavy helped us find the perfect home. She put up with us asking last minute to go see different homes. She didn’t mind going back MULTIPLE times to our home to make sure it was THE ONE. Late night phone calls and Top Agent Magazine

texts with questions before we made the decision to go for it. Going over in detail line by line of the inspection report with us. She is honest, welcoming and hilarious which makes the whole experience less brutal.” Another wrote, “We have a new development with 16 lots. 12 were available and not moving at all. We signed with Steavy and in a couple of months she had sold all but one lot. She’s a go-getter.

Buying or selling, she’ll work hard for you.” (All lots have now sold).

As Steavy looks towards the future, she is hoping to expand her business into the commercial sector. She also has her sights set on earning her broker’s license while maintaining her current pace. “I’m happy where I am, but would love to have that title to prove I’m here for the long haul.” For anyone considering a career in this field, Steavy warns that it’s not for the faint of heart, but is so worth it. “It’s not always rainbows and butterflies, but when you get your clients those keys, or sell their home so they can move onto something else, there’s just no other feeling like it.”

For more about Steavy Pruitt, please call 214-502-3390 or email steavypruitt@gmail.com Copyright Top Agent Magazine 111

SUZI LEIDENFROST A lifelong resident of Indianapolis, Suzi Leidenfrost has been in the real estate business for over thirty years. Growing up, she first took an interest in the industry while assisting a local Realtor and family friend, which inspired her to later accept a position as a Listing Secretary for the F.C. Tucker Company in 1991. From there, she would make the transition into mortgages, becoming a Loan Officer for Tucker Mortgage. But through everything, Suzi was still drawn back to real estate. Since returning to the business in 2000, she has truly seen it all, working her way up to become a Senior Buyer Agent for Morris Group Realty, a leading company in her area, and even launching her own successful company, Nobility Realty. In 2017, though, she decided the time was right to return to the Tucker Family—and she’s been there ever since.

Today, Suzi is a Realtor and Broker for the F.C. Tucker Company where she services clients throughout the North Side of Indianapolis and the surrounding counties. There, she has cultivated a hands-on approach to meet the demands of any transaction. “A personal touch is key for me,” she says. “No matter what, I make sure my clients have a smooth experience and get to the closing table as easily and quickly as possible.”

agent to guide them to the right home for their best interests. Moreover, she connects her clients with an elite network of contractors, home inspectors, and mortgage lenders, making sure they are in good hands throughout their transaction.

For her boutique approach, she has earned a terrific reputation all across Indiana, with the near entirety of her volume coming from repeat clients or referrals. “My business has been built on these lifelong relationships,” she says. “At the end of the day, I love seeing my clients reach the closing table, happy with their purchase or sale.”

Outside her career, Suzi is deeply involved in her community. As a breast cancer survivor, she supports various breast cancer foundations throughout the year. When she’s not with clients or giving back, she can be found traveling, relaxing on the water, or spending quality time with her family and her five nieces and nephews.

But going forward, Suzi also has strong plans for the future. As her volume maintains its steady growth, she intends on further cultivating the relationships that have anchored her accomplished career in the first place.

More than anything, though, she looks forward to the new opportunities that await in her beloved hometown.

When listing a property, Suzi is there for her clients from start to finish. After helping them fully prepare their home for the market, she broadcasts it over a blend of targeted digital and social media campaigns; meanwhile, she leverages her own professional sphere to give them an added advantage, maintaining open channels of communication and a high standard of integrity throughout.

“I really get to know my clients,” she says. “While we work together, they become family, and they know I’m here long-term to listen to their wants and needs.”

Elsewhere, Suzi is just as attentive when assisting her buyers, leaning on her extensive background in the mortgage industry and wealth of experience as an 112

To learn more about Suzi Leidenfrost email suzi@talktotucker.com, visit suzisellsindy.com or call 317-698-0944 www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 114

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THE HATCHER TEAM (GREG & LISA HATCHER) Top Agents Greg & Lisa Hatcher - aka. the Hatcher Team of eXp Realty in Williamsburg, VA - are partners in both marriage and real estate. With over two decades of real estate experience under their belts, the Hatcher Team has built a thriving business on a solid foundation of honesty, integrity, and a client-first approach to customer service. They have also more than earned their stellar reputations as trusted real estate advocates for both buyers and sellers.

Having first met in the 1990’s when they were both tennis professionals, the pair got married and formed a successful residential contracting business. “I met some contacts in that industry who persuaded me to try real estate”, says Greg. “Things went well with that, and we eventually sold the contracting business, and I became a Realtor full-time.”

can attend training and meetings...without ever having to leave our home office. We can meet with our more tech-savvy clients virtually, but we still do plenty of faceto-face meetings with those that prefer an ‘old-school’ approach.” This unique set up allows the Hatcher Team to customize their clients’ real estate experience for best results.

Greg & Lisa truly value the relationships they form with their many grateful clients, and they work hard to sustain them long after the closing table. “We try to stay connected in person,” says Lisa, “and whenever that’s not possible, there’s always social media, as well as note cards and other traditional forms of communication.”

Lisa (who is fluent in both English & Spanish) helped however she could from “behind the scenes” while also raising their 3 children. Once the kids were grown enough, Lisa got her real estate license and joined Greg. She quickly proved herself in the field and became a star agent, later earning her broker’s license.

Currently, more than half of the Hatcher Team’s considerable business is based upon repeat clients, referrals, and positive word-of-mouth, a significant achievement by any measure, but more so in their highly competitive market. “I believe that has a lot to do with the fact that we always answer our phones and respond quickly to emails and texts,” says Greg, when asked how the couple have managed to generate such impressive levels of trust and loyalty.

In addition, Lisa is also a mentor within eXp Realty’s program for new agents, so she is constantly ensuring that her mentees have the training & support they need and are learning the business the right way. Greg mainly focuses on marketing and branding, as well as providing whatever support Lisa needs.

Another factor that comes into play when assessing the Hatcher Team’s success story would be their thorough and intelligent approach to marketing their many listings, which includes deft utilization of online tools to gain maximum exposure to potential buyers. This almost always results in a fast sale for top dollar, not to mention happy clients.

It must be working because the Hatcher Team is currently doing over $10 Million dollars of volume per year and have achieved eXp Realty’s prestigious Icon Status. Serving a wide swath of territory surrounding Williamsburg, the Hatcher Team is proud of their affiliation with eXp Realty.

“One of the interesting things about us is that we are a cloud-based & agent-owned company,” explains Greg, “so everything is virtual and there are no brick & mortar buildings. There is a cool cloud office where our avatars

In their off-time, Lisa & Greg enjoy tennis, golf, and the beach...most of the time with their now-grown children.

One of the kids is in the process of joining the family business. Future plans for the Hatcher Team include continued growth, expansion, and adding new team members. Most important however, is their longstanding, overarching objective to continue providing their clients with the unparalleled customer service that has become synonymous with their name.

For more information about the Hatcher Team, visit HatcherTeam.com or email Hatcher.Team@eXpRealty.com www.

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WILLIAM COALSON William is a REALTOR® for our times, an ambitious go-getter, combining a digital-native expertise, with hometown personability in a people-focused approach to the industry. In 2015, during his senior year at Randolph Macon College, William interned with Hometown Realty. Upon graduating that spring, he hit the ground running to become licensed and launch his career.

“I love building relationships and being able to help people accomplish their goals,” William says. “It’s exciting when there’s a challenge or obstacle to overcome. Even if sometimes the market may be difficult, I love sitting down and thinking of creative ways to help people get what they’re looking for.”

Today, William is a REALTOR® on Hometown Realty’s Hometeam in Mechanicsville, Virginia, where the majority of his business derives from repeat and referral clients. Born and raised in Mechanicsville, William has a personal connection to each property. Clients feel he is by their side all the way as he helps them navigate their transactions, connecting them with their dream home in the place he’s called home all his life. A tireless work ethic and his responsiveness help William foster trust and build lasting relationships with his clients. “When you work with me you deal directly with me, not an assistant. Folks trust that when they reach out to me, they’re going to get a quick response,” William says. “If I don’t know the answer to something, they always know that I’ll find an answer for them, and I’ll get done what they need to get done.”

Annually, William closes forty to fifty transactions and is on track to surpass fifty in 2021. When it comes to marketing, he utilizes a variety of methods in a tenpoint strategy to reach the right buyer. This includes leaning on his tech savvy to engage a robust digital 116

marketing rollout for each listing. Ads posted across a wide range of social media platforms put William’s listings right at a buyer’s fingertips. By reverse prospecting agents that emailed his listing to their clients and making personal phone calls to buyers’ agents that come to his open houses, William understands that a sale often is about making connections with other agents. He explains, “I have the high-tech aspect down pat, but still believe in a lot of the old school principles like making phone calls and actually talking to someone to get the job done.”

When he’s not working, William stays active, exercising with a regular CrossFit routine. He was on the football team at Randolph Macon and still enjoys watching and playing sports in his free time. Looking to the future of his business, William hopes to continue serving clients at a high level and building upon the momentum of his success, challenging himself to top his last sale. “I’m competitive but not in a sense of competing with other agents, I’m competitive with myself.” William concludes, “I’m constantly thinking of ways to do better than I did yesterday.”

Connect with William at 804-387-4824, email william@soldbycoalson.com, or visit soldbycoalson.com www.

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