NATIONWIDE & INTERNATIONAL 11-1-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS CHRISTINA DE LUCA EVA CUPER CHRISTINA O’KEEFE SARA MARIE BRENNER FEATURED AGENTS

MELISSA ERNST

MIKE & SANDY BLOOD

BRANDON CLARK

MIKE BOONE

CHARI BADUA- ROBINSON

NEGIN STERN, ESQ.

DAN BANGS DIANA KADAN

NIKKI SHELLEY NAIL

JANINE GRILLO

RICK RICHKER

KIM LEWELLEN

ROBERTA INGLETTO & GIO INGLETTO-AMARAL

LEAH HOLBROOK

SALVATORE J. DAVIDE

MARCO STILLI

THOMAS SANTORE

MARK CAOLA & TINA HOUSE MEAGHAN BAKER MERIANN BOXALL

COVER STORY

THE KOEHLER BORTNICK TEAM

NATIONWIDE & INTERNATIONAL EDITION

Paul Kusnierek is proud to congratulate Carlo Monroy is proud to congratulate

Eva Christina De LucaCuper 8

14

CHRISTINA DE LUCA

EVA CUPER

MELISSA ERNST

SARA CHRISTINA O’KEEFE 19

THE KOEHLER BORTNICK TEAM

29

35

CHRISTINA O’KEEFE

SARA MARIE BRENNER

BRANDON CLARK DIANA KADAN DAN BANGS on being state ofBADUAIllinois CHARI ROBINSON on being featured for the state offeatured New Yorkfor the in Top Agent Magazine!

Diana Kadan began her estate career properties in the b Originally Toronto, Dan Bangs began clients and referrals. Having been in Top Agent Magazine!

Brandon Clark needed his work toBeginning matter in California, Chari family knowing Brandon was looking at real Badua-from relationship and serving them forrepeat years to the midst of the coronavirus pandemic. to zero in on cert 40 a was first drawn tohisreal 43estate 47 ranked career in it Atlanta in the financialin44 sphere. #7 in the entire 48 Southeast in 2020, more. It’s the main reason he became differently.”

Robinson come.

“With each transaction, I believe

“Real estate is something I alwaysout home fellow distinctive, WhileWhile building foundations in transaction a pool of more than 14,000 after purchase of her first home. in taking a personalthat approach,” she of says.

Realtor. “I enjoy helpingCarlo people directly, THE KOEHLER Monroy |the NMLS# 204011 wanted do, but busy andKeller out.toIf a h management and same honing his business acu-togoes Williams agents, he stillstand returns pursuing prop“I’m not with in it afor the career end result; rather, cmonroy@eastcoastcap.com BORTNICK TEAM and I wanted a job that would allow me to her interest in investment That attention to detail into mara the hectic commute I didn’t see how I couldthe space orrelaa great ki men, he would take an interest in real importance of cultivating a lasting erties, she would launch her career as a I become my clients’ ongoing resource East Coast America Capital Corp do that. I’d come from corporate keting his listings. Brandon assists clients do it.

Diana says.

“I had a background in makes that home reveals why clie Before becoming a Realtor, Christina O’Keefe spent Paul Kusnierek| NMLS: 1707964 estate industry through his mother-in-law, a tionship with every buyer, seller, or builder. while she worked to gain their future investments and financial (Cell) 347-615-9933 Passionate about helping others, Sara As Marie where I spent my days putting out Realtor; fires. Sohowever, Park with staging their home tofor draw maxiRidge Branch fashion industry, I wasSurgery in sales“Iand 14 years inwhere the Oral General Dentistry fellow agent. Soon after moving to the Georgia, strive to establish a goodfidence. rapport and one (Office) 516-280-9470 103business, she also a footholdext: in the pursued planning.”

Cell: (224) 305-5086 I feel very lucky to be where I’m at now.” mum interest from buyers, he works was naturally drawn to the estate indus and product development. the fashtalent fo (Fax) 516-977-3177 he decided andand cultivate athe sense of trust withreal allDiana’s my clients is an extremely Field.

But she When had never forgotten excitement a career in land surveying, which eventu-to pursue his license in 2001 Fax: (833) 465-0214 ion industry came to a screeching halt and handy when clien with an excellent photographer to capture 35 Pinelawn Rd., Suite 205 W, with a full-time job in insurance where sh launch his career as a Realtor; however, it and builders,” he says.

“Whether I’m findPaulk@loandepot.com Email: ally led her to Hawaii in 2007. There, she Inand hersense career, has earned a terof Chari well being she felt after purchasing She’s very acces tanked during the lockdown was when Iing them land, helping them ing upgrades to in NY 11747world That experience inMELISSA theMelville, corporate property’s features, utilizing www.loandepot.com/loan-officers/paulk developed the BRANDON resourcefulness and tireless rific reputation throughout the Hawaiian wasn’t until each Dan began workingbest with Steve develop, or the hoops and hu her first home when she was 19, and had always ERNST CLARK CHARI DAN BANGS DIANA KADAN large team, Sara couldn’t find homes. the time to ob decided get licensed in New andcrafting “When Iw honed Brandon’s natural ability work to keep still photos, drone shots, 3DtoIslands, imaging and ethic she ultimately needed to excel with the vastYork of being hertheirable Casey, a prominent builder in the Atlanta marketing I’m always helped me getofhto nurtured thereal dream ofmajority someday towasn’t helpplan, BADUAROBINSON real estate license.

It until she hurt New Jersey and go into estate!”

Diana try, I did a lot p agent, and in 2012, she area, pursued coming from repeat clientsto add value to our relationship.” calm under pressure. “I’m good as at an manneeded. his Heniche markets the listing thather he video startedas to uncover intransactions looking homeo others experience that same joy.

She finally decided become ashe Already at $6,000,000 in sales volume this year,the and Driven by her passion to help others, Melissa took plunge and hasn’t says.

JANINE anback accident to pursue it. “ license in Hawaii and wentGRILLO full time again. referrals.

Whilelooked averaging close tothat she was able design,” the business.

“That was athe pivotal moment LEAH HOLBROOK aging stressful situations, and for a lot of not only on MLS, but also across all as the quickly Ernst is known for her honesty, creativity, and Melissa points to her strong marketingsince, hard worksom Ch to million make that dream a reality in 2018, getting her the establishing herself as a remains been helping $30 new in annual volume, in tomy he “Once Ithe delved conOutside his she career, Dan,one whoday, has just construc- by m my shoulder andfinished was ordered people, this is one ofspirit. them. Nodiligently one works of the social media platforms. ®into Moreover, hercareer,” success.

Notsays. aallow believer into onekind oversees every detail key Realtor upgrades to help better market who excels at helping her clients achieve their most definitely b license and joining Century 21 North Home Realty.

Janine Grillo brings She a positive and integrity her be a stabilizing A self-described farm girl, Leah Holbrook Whether working with clients or the comSince then, Chari has gone on struction, to author an accomplished focused on environment the proven values have her disI found myself working an that thattion onanchored his new lake house, can be found spending quality she treats everyin client oftotheensure transaction process while closely guid- size-fits-all approach, hardercandid than me theirreal clients’ he’sher actively reaching out to other agents tor tomunity, not drive for 4-6 weeks,” she explain I’m helping aisseller design he real estate goals. attitude to every estate force for her clients in the midst of, what attributes success intinguished real estate to Leah’s highest motivation being career as an agent, uncovering a niche in distressed career in the first place.

“As soon as I adjusted really captured my attention.

Since then, real estate has time on the water with his family and friends.

But going 51down-home 52 55 of service. With anand andpotential establishesbuyers, a unique and marketing ing her clientsand along to their desiredpeople goal. In individually peace-of-mind. patient, Isales love helping representing doing everything he Instead outvolume paint colors for values.

“I raised with annual sales thought, ‘Okay, this ispicking chance!’” transaction.I’m With over years ofbuilding istheir forparticular many, anwas emotionally charged “I lovechanged. working with first-time homebuyers, a robust ofsuit lenders, lawyers, my mindset, everything ofhe caring been the only thing I’ve wanted to do.” forward, also about has strong plans formy the future of his back strategy to needs.

“My mar-Keller real estate since25 2013, sheand serves buyers and network I’m able to use my design With Williams Hudson Valley Realty, Diana priovercome whatever issues arise, which I think really can to gain exposure for his clients’ homes.

“I’ve never a strong work ethic and taught to show of up to $22 million, she is a member of experience, sellers she helps guide homebuyers process.

“My partcommission, of what I doI simply financial consultants and accountants that both my own asked how I could bestthe especially, because they experience those emo-its steady keting depends on spans the client andfavorite what’s going to throughout El Paso County and surSara took classes, earned herhe business.

As his volume maintains growth, of homes as well.” marily serves Rockland and Bergen counties, but she up, work hard, do good, and treat people Berkshire Hathaway’s Chairman’s Circle, shinesand through them. areas.

My critical job is toperiod help and them makeregions. been afraid to work,” Brandon explains.

“And Iso enjoy California Hawaii Today, Chari is a create Broker serve each client—and that subtleintends shift changed my sucsellersfor through this is is seeing people happy at theWilliams end.

It’s Atlanta all serve them better.

We a marketing packrounding tions intensely,” Christina says.

“Itheenjoy Today, Dan a Realtor for Keller on further scaling standards of service license, and hasn’t looked back since. also works in Passaic and Essex counties, and even Long fairly.”

Her journey began at rate the Diamond.

Yet,took as Leah puts photography it, “My genuine that an Three years ago, good decisions, whether that’s seizing the this work very much.” and Investor for opporThe Surrealty Group, where shecustomer assists cess one hundredfold.” age around their wants, needs, and desires.

If throughout in their lives.

Janine developed herright about service forurging me.” educating them on the process, so they also Perimeter, where he assists clients the have truly setpassion himKim apart in can the region.

In the future, says she w Island.

Her referral business is already growing.

“I’m very of a friend and mentor who was a legend is helping people, and it Diana so hap-but “It certainly was a crazy journey, vastfrom background in interior clients throughout theIfHawaiian Islands. Also licensed tunityreal or keeping them something rash. estate Her knowledge bydoing starting out Alpharetta, Milton, Canton, Woodstock areas.

There, feel good about decisions they’re making.” customized cons opportunity to tryherinsays. somein the Yakima market. and “She saw somepens real estate, homes while ing aI sell team to help her better ser active, and it’s the something thatthe I really love,” Diana design allows Melissa toBroker curate as in California, possesses the experience, Outside her career, Chari enjoys getting active inthat in them new construction andthem working with Outside of work Janine likes to stay things happen for a reason.”

Loving helping means urging to awalk away from a she He’s not afraid to have fun either, when time allows. he hasthing authored an accomplished, year career, ranking Along the way, he offers sound advice anygrown aspiring in me,” Leah recalls.

The20first year helping people.”

She also citesto her she looks forward to continuin a perfect vision when helping to depth of knowledge, and compassion needed to serve community.

On top of volunteering at her local senior Her marketing thing new when she made a builder. realizing that she had involved in motorcycles, her community and gives deal because it’sAfter not good for them, I will.”

Brandon riding or as the out, #1enjoys Individual Agent For Keller Williams Atlanta agent.

“This industry ishappiness all about momentum.

The every minute of her work, can’t Leah achieved Rookie ofDiana’s the woodworking, Year. children’s and stability aspossible one ofmore with the bestshe service. sales development background Nowand into her fourth year, Christina has been stage a house or advise on anyclients buyer centers, she contributes toproduct an assortment of charitable found her how calling, she obtained her or seller. back to earning different local2017, charities.

Inand her2014. doing anything outdoors, including paddle boarding Perimeter in 2020, 2019, 2018, 2015, work you do, the more you’re going to do.

Many Realtors She continued awards and a stelher most significant accomplishments.

In million dollars the leap into the unknown to Diana says.

“I love meeting new sets her apart and is a valuable resource for her clients. to make their new place into see herself in any other path.

Living growing aOahu veryandsuccessful business, serving JANINE GRILLO KIM LEWELLEN LEAH HOLBROOK organizations throughout Solano County in license and ahasn’t back since. spare time, sheclients, loves like to boat, play golf, lar reputation with retired her free time,need Leahto enjoys playing Specializing inalso new construction and development, he30 possess all the tools they succeed; you just needpeopl Brandon has plenty of experience with that and skiing.

He loves playing with his 10-year-old home.

“Ilooked love being able to helppersonally. find a home, andmusic helping “I’ve been in sales not for years, andor I do lot of creative all over Washington State’s Skagit, When listing a home, Chari takes a comprehensive stratCalifornia.

When she’s with clients giving back, exceed three mi start her career inawith real estate. in Delaware, Ohio, today Sara leads Affiliated with Keller Williams Domain and spend quality time with herclients family Four-Star General Barry McCaffrey, herfind husband.

They are both classically people up a began new future. now sports a robust network of satisfied builders, buyers, to push through and your niche.

Once you do, you’ll they can for their home.” marketing,” she says.

“My major in college was adverHis familiarity with thedream industry when he was daughter.

“I try to be the fun dad,” he laughs.

As for the egy. After helping her clients ready their property for the she can be foundWhatcom, travelling, cooking, or spending quality Snohomish, and Island counties. who that served in the the region.

White House and graphic trained musicians who have collaborated Luxury International, she serves buyers and friends.

Team Brenner brokered by eXp Realty, That’s why I went into design in and sellers spans have an opportunity to do a lot of business—for yourself tising and design, so I do lots of marketing with She’s been helping clients 19, buying properties to rent or tomarket, flip. He his real it over future the business, Plowman Properties is upon topace 14 shegot broadcasts the of regional MLS, intetimethree with her husband and her family.

She’s toand close between 28 and 30 transwhose distinctions include purple hearts.

Their with the Yakima Symphony Orchestra. first place, Macomb and now I and get to and sellers the throughout your clients.” graphics.

Igrowing use TikTok, and my Instagram is blowing As a REALTOR where she provides unparalleled guidestate license in 2007 and his broker’s license in 2017. agents now and Brandon toten continue the year, grated through a blend of targeted digital and social media plans successfully navigate their continue my passion through resibusiness relationship spans years and 20 properactions this with much of that business Oakland counties in Michigan.

Janine’s clients akeep her motivated and focused, and up!”

Diana uses all theexciting social platforms, When listing property, empowers his clients via a different As plans she sees it,the “Life can be crazy and short.

If you can’t outreach campaigns.

Leveraging her ties. resourcefulness andDanGoing forward, Chari has formedia future For the last 15 years helped hundreds of families brokerage with hisMcCaffrey partner, always focused on delivance and support to her clients as well lets her neighbo dentialhe’s real estate.

There’s nothing General says of Leah, “she understands thetheir result of referrals.

A glance attoher reviews she to continue working to ensure including Facebook, LinkedIn, Twitter and comprehensive strategy, helping them fully prepare their transactions since. show upever and bemore helpful, then “It there is something wrong tireless work ethic, she caters herplans process to the distinct ofhard her business.

With 2020 having been one of her marbetter achieve than getting people into of acrossJanine’s Centralsuccess Ohio their dreams homeering the same extraordinary service his clients have the marketplace and is someone oftheir enormous integrity, as her team members. as a real estate agent can be attributed success and assist them with realizing dreams ket her listings and herself. home for with the market and providing a suite of professional tabling with on the deepening picture.” She has no intention of packing it a in.booth a of every them strongest overall years, she intends their more dream wealth homes needs and helping and dedication.” definitely has been a her blessing ownership build through real client, estateincluding come tointelligence, expect.unmatched to her or passion forcreate homes andnew providing extraordinary of homeownership.

“Myincluding goal concentration is todrone keep imaging taking care “Many outscaling there need reliable help in real estate. photography services, and standards of openness, integrity, and communication. within the3D Hawaiian areafolks while them those memories.” spread the word investing.

With Plowman hedetermination averages 20 to Dianaand also takes ofneeds theAfter marketing resources service to her clients, Properties, as well as her to ofMatterport. my past andFrom present go above beyond Today, Leah isthere, theclients, face theworkflow Berkshire Hathaway team Sometimes transactions are accompanied by joy, he of broadcasts his listings over foradvantage me,” Kim says.

“It’s a her lot her to further meet the oftheir herstarting estabown brokerage, 30 transactions a year, with an enviable 80 percent of available toserve her Williams ensure she with husband, Felip.

They Central like they needtomore space of a child, keep up with a market that’s in Elsewhere, a constant state of is flux. meetdedicated theirco-runs needs, andher provide them with the highparticipates in s websites and alished blend of digital and social Copyright Top Agent Magazine Chari just astoboth hands-on when assisting client base.

Butthrough most ofKeller all, she looks to opti-due to the birth Crane &best Pearl shethedecided more than just job.

Iproven couldn’t for a inforward better career. mum exposure a property light. with a meantime, focus onaYakima.

She isbuyers inand thepresent top ask or sometimes itits is sadness, likeRealty, parting with family that business coming repeat her clients andleaning referrals.

“The majority of from my business comes from repeat andher 20+ estmedia level of I am also committed to helping campaigns.

In the heeven uses methbuyers, on yearsWashington of service. experience and helping more and sellers pursue their dream and awareness, a ½ targeted of Berkshire Hathaway brokers home.

They need toshe bewith treated well, with kindness, fair“Ion gothe fullislands. onnationwide, when itI’m comes to my advertising,” says. to partner eXp Realty in 2021, One client recognized likein this: referral clients. I Brandon’s have alwaysvalue stayed touch with train younger agents that are coming in the business odsmarket like to surrounding communities extensive knowledge of the local to1% helpofmailers uncover home “I love seeing clients happy Being out inthe the community, always meeting new

KIM LEWELLEN

repeats and referrals up most of her business, ness, and delicacy. long as I can be that agent for my at “Keller Williams haspurchased fabulous marketing templates that my clients. I think they respect my advice tobest make sure they their make clients with passion and theand righttrust investment for their interests.

Butserve for her, and ecstatic once they’ve a property that As they activities to give his sellers an added advantage.

people and developing new relationships. you’re clients, as longOnce as I am needed, I am happy to continue.”

and she suggests success hinges on her sphere of influ-

her

I use, and I invest in paid advertisements on Google because I’ve beena inmore the business for soprofessional, long is and I’vefinished, purpose.” words of wisdom to those agents who the transaction never as she Her prefers to remain previously assumed was unattainable,” she says.

“For and “I cannot imagine thorough, leads an active ence. In addition, she is not afraid to roll up her sleeves.

Facebook.

I really like to highlight a property, so I also in close contact with her clients, cultivating a lasting me, there’s nothing more rewarding.” diversified with every shift in the market.

It’s importare just starting out: “Always treat your peers and Elsewhere, Dan is just as helpful when assisting his buymy client, you become a friend.”

Phonereal310-734-1440 For more about Diana K knowledgeable, responsive estate agent. However, | Fax 310-734-1440 Whether it is organizing window cleaners and movers, spare no expense on professional photos.” to continue educating because the way you want to be treated, put paint, your cusfarm with email her dih ers, leveraging extensive professional network (917) 930-7543, what ant I most appreciated fromyourself Brandon was the his market expe- clients staging, orhis helping clients garden and Leah and says, changes alldetail….In the time.” one case he pointed continue to region educate yourself never acute first, knowledge ofwww.topagentmagazine.com the tofull-service carefully guide them to ® conTo learn more tomers about Chari Badua-Robinson emailand charibadua@gmail.com, dianakadan.kw.com or visit “I jump in|to help.

I am aa with rienced eye for out the mag@topagentmagazine.com Today, Kim is REALTOR with EXIT Royal Realty in occasion to enjo Her salesagent instincts and knack for presentation help To learn more about Dan Bangs complacent.” the right for their best refer interests.

Through the years, cierge services.

Clients their adult children and tellstand (California.) orhome call 808-351-1712 (Hawaii) or 510-631-6111 visitithomesbychari.com, @rocklandberge bowing of a wall. Would I have noticed during the become Diana make her listings out. “I market mydanbangs@kw.com, clients’ email Clanton, Alabama, serving a broad territory in the state’s favorite pastime Completing between 30 to 40 transactions a year, he has them, earned an excellent reputation throughout Georgia, ‘You can trust Leah.

Just do what she says.’” short time in the home during our showing? Possibly. visit danbangs.com or call 770-365-4510 Copyr withContact his annualBrandon volume coming almost exclusively from Janine uses a combination of marketing methods to at 614-325-9801 or central business gains Kim future, Kim plan But what I am certain of is that any home we looked at Known for her region. vision, Leah As worksher to create real estate Copyright Top momentum, Agent Magazine get her listings sold quickly and for top price. “I treat email brandon@plowmanproperties.com stories which draw you in. A new endeavor is creatI could focus on whether it would be a good fit for our https://

www.

www.

all my listings the same, even the luxury homes. I have professional photos and videos which I use online on various social media platforms. I also like a bit of the 2 old-fashioned touch with high quality brochures,” she explains.

is seeing her business derive increasingly from repeat move towards th Copyright Top Agent Magazine and referral clients. Originally a registered nurse, Kim As she lays the Top Agent Magazine found she transitioned to real estate with ease, thanks increase her kno For more information, connect with Leah at: leahholbrook.com, lholbrook@bhhscentral.com, to her personability and genuine care for the needs of tain the high lev

ing videos. Inspired by the cinematography in Robert Redford’s motion picture, A River Runs Through It, Leah collaborates with a professional videographer Copyright Top Agent Magazineto create movies of her listings complete with a soundtrack, animated bullet points, and an emotional narrative. “I visualize how I can project a feeling,” Leah says, “so

www.

www.

zillow.com/profile/Leah-Holbrook,

MARCO STILLI

nty An avid cook, Marco likes to utilize MERIANN BOXALL & SANDY BLOOD MEAGHAN BAKER MARK CAOLA & TINA HOUSE of his kitchen skillsMIKE to host cozy gatherMark Caola might not have been That difference when they Blood formed knowledge o Whenshows Mikeupand Sandy MeriAnn Boxall has built her business MeriAnn deploys 64 56 59 60The Team able to sell his partner a home, but market listings too. power63 couple an The Blood in 2013, they knew y’s he definitely soldaround ings for past clients—a testament toefficiency, the her on a career.

He begins with smart staging detailing all they wanted to and buildfine a business that one simple promise: “I make keting plan for he Tina House have been making photography—still pictures, drone experience th transcended the traditional real estate as and he view real estate their clients’ dreams come client true for footage,fact video—that captures thedoes every feel like my only client.” presenting theas hom summed up servicethat model with which so manynot of 18 years now, and their enthusiasm house in itsusbest then utiBlood Team are form. all tooThey familiar. as it wasa at the beginlize a comprehensive marketing plan It’s refreshing stance, feeling almost buyer.

She estate creates indust ell- isning.still as“I fresh transactional but rather takes a personal still think it’s hysterical that includes of thecustomers social media “Weall treat like family and anachronistic in a world where we’re virtual tours thatcom Tina never bought from me,” platforms friends,” and hundreds of websites, It won’t Mike explains. “Whether on that in each deal.

“I Mark laughs. “But I knew she’d be as wellinterest assomeone print sources like The MIKEenjoy & SANDY staying relationships is purchasing a home for MARCO STILLI MARK CAOLA MEAGHAN BAKER MERIANN BOXALL used to in line for everything property descriptio great at this. I encouraged her towaiting get Gallery ofthe Bucks with clients firstCounty, time orNewtown selling a home where BLOOD & TINA HOUSE licensed and join me, and I’m so Lifestyle, Homes and Land, to name a closing of gladMIKE inthey’ve touch with food. raised their family somy they canclients through are often met with indifference when website, as welltabl as she did!” andBOONE few. Color brochures go out to agents post reviews, the dialogue con downsize, they’re relying on us to help them into the ROBERTA INGLETTO & GIO INGLETTO-AMA NIKKIandSHELLEY NAIL RICK RICHKER potential buyers within their it’s finally our turn. Butsphere, it’sandsomething on social med team responds with their ow next of their a responsibility we take ing luMost them become good friends, so He got his own start in 1991 while still working a corpoare also distributed at thechapter open of houses the lives. cou- That’s experience they shared. very seriously.”

Born and raised in word the they Chicagoland construction. Because of these experi-The a one rate job in California’s wine industry, earning hislove spread about their license tople conducts.

Inthe addition, direct mailarea, 5000 postcards MeriAnn 67 aims to Mark change, at least for find ways tofrom mak 68 71to real ESQ. 72 ences, I truly understand 75 NEGIN STERN, through social media and clie Richker has always drawn real estate aRick month toexperiences potential buyersbeen across New Jersey, New York, hile in order to handle his own property investments.exceptional with them. nd I often invite them over to my house Sandy got licensed in 2009 as something to do while she or virtual depending estate. Upon graduating from the University the inside out, andson I can apply that knowl- on th became a Realtor full time with Keller Williams in 2003, Southern Connecticut and the Philadelphia metro area. her clients. she says, “by add was pregnant with couple’s son.isMike joined in assist Offering extensive support and theCommunity an important part of the Negin’s business, withSandy moment.

Mike and tab- with Tina as his One “Thank socareer much of Iowa,said, he would launch a you 15 year edge toher better my clients.” first client. After a long journey withrecently 2013, after selling a catering-event management comnal for athat nice dinner oryears. wine tasting.” their clients during team’ into alltheaspects of real LeMark offering aaTax Benefitsideas Program working with as a and trader atgive theback Chicago Mercantile Banker, the team reinvented themselves in 2021, Mark Tinaguidance they love. that aretheir sure nted Coldwell Boone Residential!

Mike did acommunity fantastic pany he’d built owned for Since then joining Compass Real Estate because of its forward-lookMark donatesadding to firstNegin responders, Shriners Hospital for work withislocal charities, Exchange, to hisStern long-standing Outside his career, deeply comestate, has become a and charities.

As 12 a trained pianoof player and Rick vocalist, “my hus- food the Bloods have built an 11-member team that serves cli-community. technology.“People But their laser focus on their clients’ St.inAndrew’s Catholic Church, and State’s job us through process of contribute toof the vitality expertise finance.

Along the way, hePenn mitted to his Onfun. top having deserve tobestwalking beChildren, treated with top agent in the southern California band and I write music together andtosing for We also of monea ing ents all over North-Central Massachusetts and Southern interests remains the same.

THON. He’shis also involved with his Alma Mater, Boston would earn real estate license and dive coached Little League and basand Arizona.

Her initial introhave a cooking show called ‘Welcome forbaseball Dinner’, where alty, selling our very first home.

The Boone Whenhethey’re notsits working, New Hampshire.

The the team averages 180 transactions a When respect,” she explains. “ICollege. don’t care what she’s not t Tina supports the Pennsylvania ASPCA, into investment properties, which set the ketballrecipes for eight years, currently on duction to the real estate world we prepare fusion style like Persian/American or a retired Navy theLieutenant outdoors, that is yearjob for ashowsales volume $56U.S. million, with aboard healthy about quality, not quantity,” Mark Beagle Freedom Project, theAs Salvation Army, Drew’s Hope MIKE BOONE NEGIN STERN, ESQ. NIKKI SHELLEY RICKofRICHKER ROBERTA INGLETTO & ofwhether inia “We’ve always been Team team did an amazing stage for his transition into becoming a fullthe of Family Service Glencoe. wasbuy through law.

“When of I Association, was German/American She spends her active free time onin her her kind offorget home someone trying to or very explains. “Forget money, the number of transac- isResearch Foundation, snowmobiling in the winter, o 45Ambulance percent that business coming from foods.” repeat clients NAIL GIO aINGLETTO-AMARAL time agent inworking 2009.

InNewtown the since, Rick Also permanent tee time holder the d a tions. Our goal is to ensure all our clients feel likecasing the house toAssociation. future buyers.

Thecouple foryears Glendale Public ranch teaching her daughter how toseason! ride and tend toattheir they’re and Newtown Fire When not working, Mark As for the future of or referrals.

The takes pride in their team’s proSALVATORE J. DAVIDE has truly seen it all, establishing a robust Glencoe Golf Club, he can be found travCommander, Marco is passionate person isdetail always going toscheduled have asimple: member oftimethetheiC Works as Deputy City Attorney, Arabian horse, and rescues endangered honeybees.

We givethat close attention to every of were enjoys doing home projects, landscape design, golf, the THOMAS SANTORE growing fessionalism, efficiency, and the personal relationships ice, the only client.sell, results 50ofplus showings network lenders, lawyers, contractors, eling, playing paddle orcontinue spending the transaction and keep them informed every step of the beach and—of course!—drinking great wine and eating I started getting involved with they serve, and maintaining they build with their clients to ensure them a wonderful For Salvatore J. Davide, real estate Iand runs super hard working.

Salvatore kept the and satisfied clients throughout the city and suburbs. In with family and friends when he’s not with clients or my full attention. love getting to know with which she’s tele way. We’ve approximately 100 people during eal about giving back military causes. seen everything over the years, and ourThomas negofine food. Tina loves animals, especially dogs and horses.

Before Santore wassome a full-time family, and the bulkpart of his comes construction projects,” she As time goes on, Negin’s love what shefor does continues service which they’ve com experience.

The concept has ato huge offorbusiness in the family.

His dad entered the indusbuyer focused on the closing.

Hebeen helped 2013, though, hefrom decided toYork take his business toteam the next giving back. tiation skills are superb.”

Of course, being New originally, Tina enjoys 76 79 Realtorlove , open he looking owned a which construction from returning clients. explains.

Thereafter, asrest General to grow.

She has targeted the luxury this market year. by establishMike the house, blew us away.

We their success. clients.

I also at homes of every shape ership She’s level andBroadway join @properties—and history. try inmy the 60s, with his mom following to the make sure all building liens were academy attending showshis and eating at all is kinds company for many years.

He started ce, donates to charities, includCounsel forHe a Downtown LA of fine ing andvarious expanding LeMark Estates, which will continue Going forward, Rick has a strong vision for the future to of ms, Mark andshortly received about 25 by that following after.

“It’s basically been a famresolved a timely manner, avoiding Tina serve Bucks County, Pennsylvania, includrestaurants.

Fewoffers people know that Tina was inin a NYC Rock “Wherever you’re at in the transaction, there’s a speand size, and always look forward to sharing that experiWasatch Business Alli estate company, she plunged into the development of deliver exceptional service to those buying orsteady sellinggrowth, proprealreal estate career while the construction When it comes to Women’s marketing his listings, Today, Rick is a Broker with @properties, where he his business.

As his volume maintains its ing Newtown, Upper Makefield, New Hope, Washington Band in the 80’s, and to this day she never turns down the business ever since,” he explains. any delays in themaking closing.

I would reccialist helping you, sure you understand and are for Crossing,ilyYardley, Monday.

Mike’s strategy is proven to be over 700 live/work lofts, closing $35m in Textile Building erties over $2 million.

Through her law firm, Stern Law, company was still running, and juggled Thomas advertises extensively online across assists clients throughout Glencoe and the surroundhe intends on further scaling the model of service that ce. ing the USO, the Wounded Warrior Buckingham, Wrightstown, Solebury, chance to participate in a good lip sync battle! comfortable withto each step ofwho themany process, ensuring He’s ence worked in various real estate-reommend him anyone is sellingand with them.” charities and events.

Free and managing a before $200m sales project for every Santee P.C., hundreds she towebsites help more clients whoA are looking for both for someefficient time he realized that of using largest MLS ing areas.

Leveraging hisbudget professional background hasplans set him apart in the firstthe place. lifelong learner, Doylestown, Northampton, Richboro, and Warrington very and well thought out a astress-free experience.

For our“Salvatore sellers, we provide a lated roles for over 30 years, butVillage became property.”

Another wrote, lofts. managed closed thewill $40m Stand counsel real estate, particularly sellers who not to inlot finance andand investments, he possesses the insight, is also constantly seeking new ways toprefer stay the They are both longtime residents the area, forward, Mark and was Tina utilize the many techrealofestate was She aGoing of fun, and he inhein New York.

Recently, heoutdoors has been using enjoying the or on traveli Find outMaple more at meaghanbaker.exprealty.com. ce, Townships.

Project, The Veterans of Foreign comprehensive marketing that includes virtual stepthey oflive the way. accepted an amazing offer on our an agent over 10isyears ago, handles every aspect of strategy the deal.

You and theirlicensed love of theasplace where another ofWe the resources Compass offers into order to better serve integrity, andsold compassion needed navigate even the cutting edgedo of his ever-changing industry.

But most of parking garage which included a 500 space parking strucutilize an agent. really good.

He nological eventually his busimore mailers to market locally, which has Connect with Meaghan at (615) 878-0362 tours of homes, droneabout photos, professional photography deciding to make itfrom his and primary focus. not have to trail worry anything.

He’s many things that separate them other agents.

With a Associate their clients.

“Our isthis about strategic change, not setMeriAnn’s journey tomulti-level Broker/Realtor began with and athat glass toughest transaction. all, down Rick is excited for a thebook new possibilities await of he explains.

“We home were able to close in afuture couple of weeks.

If ture with bonds.

During time she also or email atSANTORE meaghanbaker@realtracs.com ness and never looked back.

Now, Thomas to a and significant in enjoys his and videography as own well ascontributed top-notch online print growth SALVATORE THOMAS th an unparalleled Wars of the United States.

In his free time, repeat client and in referral rate Florida, of 75 percent, their clients tling for being traditional,” says Mark.

“I know my Raised South Salvatore is very professional.” thepoint upcoming buyers orI sellers in he his hometown.

“I’m blazed the path in obtaining the first ever Mills Act prop“At this in my career, have enough experience to is known for being one of the most prolific this Thomas has received marketing for every listing.

In addition, we year. also offer a clients.

We’re very you are deciding to sell or buy inhas the nearRick future, Boone J.listing DAVIDE when one ofpeople her got sick, and she had to look clearly appreciate theabout difference. learning curve skyrocketed, and we’re both excited to a business passionate guiding inchildren their When a property, equips his clients with a people-person,” he says. not “Whether I’m finding someerty tax reduction benefits from Los Angeles Tax Assessor be a guide, counsel, and leader, only in the community, free moving truck for all of our buyers and sellers to help sellers of land hiswhat area of New York.

In numerous awards from various organizacomes next!” our clientsreal feel as journeys, Residential should beinsee your number one choice without comprehensive strategy.

After helping themher fullyhours preone the home where raise their family I’d or helping estate helping them learn During the few that Salvatore them in the right traveling, opera, exploring new and practicing for 7 Historic Buildings.

Negin soon recognized that but fortions thecultures, agents that join they’ll our boutique practice. like tocom them with their transition.” for a job that would give her the flexibility to care for MeriAnn plans to serve her fact, from the beginning ofhome 2000 up until over the course of his career for being pare their for the market, he shares it over email them sell a property and move on to the next phase of whatMark areas them best.

At Davide isn’t working, he’s staying active in skills as an attorney would translate well into working as an offer what I’ve learned throughout my career to our clients ving.”Contact Offering aatsuit a doubt. #BooneResidentialForLife.”

267-566-1067, Tina 267-229-2959, email markandtina@compass.com. today,atThomas hasblasts soldor more than network any other a consistent Top Producer, and hopes to continue thatthan workto an land extensive ofagent top brokers onher the their lives,how there’s nothing more rewarding A look at the team’s reviews reveals much clihim.

Her broker approached her about working in She wants to continue building Realty, he focuses primarily on Miami his community through the Board of so she decided to take the leap “I into this field. Almost asnecessarily well as colleagues in oursay industry. want to provide all Mik mwork Italy, he has ato invisitallagent, his golf swing. wouldn’t I Iplay good Contact Be sure their website at Markandtina.com. of Westchester, Putnam, and Dutchess Counties trajectory well into theothers future. withDade Boone Shore, along with a mix ofhave geo-targeted ing with and seeing their dreams come true.” ents appreciated the service they received. , ordigital helping out small County, where around 20 80% of later, North REALTORS years as broker/owner of LeMark Realty, Negin the tools and guidance to Many ensure people are successful inmike@ email and social media In the meantime, heorutiaccording toitMLS statistics, and campaigns. through afor combinaoffice part time, and didn’t take long MeriAnn to clients and agents, striving to be praised Mike, Sandy, onereal of the other agents for their ery aspect of the Community is important to Boone Residential, so they charities or groups.

“Whether it’s sponsoring a little his business consists of repeat clients and referrals. has gradually built a presence in two states and continues their estate endeavors.” of his international mostly just hit balls,” he jokes. lizesexpertise proven techniques like full pagesome ads inInthehislocal tion ofgolf, honesty and hasI built an impressive free time, Thomas enjoys playing golf and to exceed clientnewspapers—all expectations. league baseball team or transaction giving back to a school, we try Salvatore’s top priority is fulfilling his clients’ dreams, realize she’d found very meaningful.

“You get want to work with City herself.

Mike and the team are always giving back.

Labor Daya weekend we to ensure seamless that career insomething real estate.“Over traveling – he takes monthly trips to Atlantic and to keep it value very in grassroots.”

During any free time, he’s whether it’s getting top dollar for their listingmaximizes or find- each client’s the marketplace. ny take fortheInternational time to hosted a donation drive for Afghan refugees, supplying visits Disney every year.

He is a long-time resident of to ideal help people obtain that brings them great the vast culture “I have ansomething unwavering and hanging loyal client continue outbase withwho family oraenjoying ing their home.

Although he specializes in selling land, Thomas is Putnam Valley, and a pillar of the community – he has ng for and develop them with several trailers full of clothes and other to rely on me for their estate and needs,” Neginhis buyMiami has legal to offer.

Rickreal is just aswho’s attentive when assisting deal of joy.

Oralso maybe it’sBut someone going through for excellence and the future, Marco likewith to exploring aIn Commercial Broker and closes aHills, significant been involved manycontinue charitable organizations over explains.

Withers. brokerages inhisBeverly Sanwould Diego, BalancingContact financial expertise with his in-depth Robin Wilson atfor 847-207-1975 or email Robin@ChicagoToNorthShore.com look out forortheir best interests,” he explains.

“They thisat means deteritems,” Mike explains.

“We’re constantly looking rrie (901)“I488-9680 cbenitone@hobsonrealtors.com, number of residential transactions each year.

Coupled the years, including a golf outing fundraiser that raised Temecula and Phoenix, Negin agoes team of Salvatore’s agents with knowledge ofany the leads Chicagoland area, he carefully guides something more challenging, and you help them move No portion of this call issue be reproduced manner whatsoever without prior consent As time on, love for what he doesof the publisher. know they can always me,may and I will always talkin can visit website hobsonrealtors.com t-haves.

All team events and ways topassion get involved.”

During any free with his extensive experience in construction, Thomas tens of the thousands of design, dollars for charity.and He is passionate rco toher build aatMagazine busihis for construction and to create them to the home forgrow. their needs.

Through unparalleled expertise and right customer service.

Throughout continues to He hopes to continue growing the to Top themAgent and give them advice.”

One would be hardisispublished

by Feature Publications GA, Inc. Although to ensure accuracy an incredibly knowledgeable agent who is trustaboutprecautions his work andare thetaken betterment of his the community, forward, making sure they are cared for.

It’s very gratifyyears, he has earned a fantastic reputation throughout every transaction, Negin is patient, empathetic and clihe process,pressed never time, Mike can be found hanging out with his family, team and staying close to his core To values ofmore providing to find an agent who knows the Miami area aboutwith Roberta Ingletto Ingletto-Am of published materials, Top Agent Magazine cannot be held for carries opinions expressed or facts

by Gio itsto the city, with be the vast majority ofbehiskind volume com-learn worthy and dependable, while also able toresponsible keep and that enthusiasm him assupplied hewant helpsand clients ent-oriented.

“You caninrecognizable still an attorney and to based.

“My clients his own brand. definitely do superior service and putting clients first. “I “We feel better than Salvatore, with him not only growing up Tovery learn more about Rickvisit Richker but offering guidincluding his three children and his wife. ing to be able to connect with people at the level we do.” email roberta@rgirealty.com or gio@rgirealty.com, rgirealty.com or ing from repeat clients and referrals—and the key to clients informed throughout the transaction process. every day.

If you’re looking for an agent in New York people,” she explains.

“You can still do real estate work and subscribe or change send inquiry to mag@topagentmagazine.com.

Published in the U.S. blessed that we’ve had the opportunity to help people theauthors. area, butTo raising his children here as address, well. his “I know call 773-909-9962, email rick@rickrichker.com, success?

“I’m not they’re just a Broker,” he says.

“Inconsiderable my sellers, Boone an agent who knows what doing is with knowledge in every aspectown of real percaremore about your construction peers.” orto what I do. lovefor“Having going forward. have my in our community, it’s been amazing for all of us.”I or what makes itIdesirable people, and thatcareer, knowlvisit Santore atproperties.com I’ve done numerous rehabs and even built new really important,” Thomassights says. “Iare bring a depth of estate, get in touch with Thomas today! arketing plan that In the coming years, Mike’s set on growth. edge Clearly, helps my buyers sellers better understand herandtheir clients have felt bond Negin’s work centered providing quality resultsServing and knowledge to theistable, andupon ifthat I don’t know the too. answer with in wethis sonal style and flair, and when someone sees one of my what can dobusito reach goals.”

When is working yt eyes as possible.

“Our seven year target grow our team to 300 agents isquestion, passionateI guarantee abouttobuilding enduring relationships.

Getting to a I can call someone and find Wasatch, Summit, and other communities along Utah’s with buyers, Salvatore takes the time to hear their and we syndicate across Virginia and North he explains.

He know herWith clients understanding their needs, she goes outtoquickly.” hisand skill and know-how, Thomas needs, outlining a plan to get above them whatbeyond they want. ch their real estate houses, ICarolina,” want them tostateimmediately think, “That’s a Top Agent Magazine 3 and to achieve goals.

This includes Wasatch Front with Real Estate, is capable ofInnovative handling even thetheir most challenging realMeriAnn Mike explains.

“We would love to spend more time training his team and By being patient throughout of-the-art the process, he never marketing, as drone estate transaction, and issuch an agent you footage, want onprofessional your For more about Negin Stern, pressures them helping into any client decision, only offero somepurchase grassroots them achieve their goals.

“We’re a75 family enjoys a making repeat and referral rate of tours. percent, one their Marco Stilli house.” staging, interior design, and virtual “We’re sidephotography, when buying or selling a property.

In today’s market, you want a REALTOR® with Meaghan’s knowledgeability and integrity by your side. Her origins in real estate began following her husband’s discharge from the United States Marine Corps, when they purchased their first fixer-upper home to improve and resell. Through their experience flipping houses, Meaghan and her husband gained first-hand knowledge and hands-on experience with what makes a great home.

Coming from a background in social work, Meaghan felt it was time for a career change, and in 2016, she made the leap to pursuing real estate fulltime. In her first year as an agent, Meaghan sold over 2.2 million in volume, earning a Silver award with Greater Nashville Realtors.

She’s beeninhelping clientsyou successfully navi“To be successful real estate, gate their transaction experience ever since. have to build relationships,” Nikki

Shelley explains, while discussing ® with eXp Realty in Today, Nail Meaghan is a REALTOR her career.Tennessee, She started as antheagent 20 of her busiFranklin, where majority years ago, after from ness derives fromencouragement repeat and referral clients. Working her “My father was a custom withfather. many young families, Meaghan often finds herself reselling for theand same home builder, he clients wanteda few me years to later while helping them new purchases.I With her high sell houses forupgrade him, soto he suggested ratemy of license repeat clients, creates lasting relationget while IMeaghan was in college.” ships, decided sharing intotheir with them towards Nikki takelives, his growing advice, and their forever “I loveLeading helping people hasn’t lookedhome. back since.

The find homes, especially first-time homebuyers.

It’sthe the most rewardShelley Home Group, and serving ing thing to work with someone who might have thought greater Baltimore region, nearly all of that they could never buy a home, whether they’re in her business derives from repeats and referrals. It’s their twenties or their sixties,” Meaghan says. “Seeing her focus on maintaining thathumhas those dreams come true isclient really connections wonderful and led to her bling to becontinuous a part of.” growth. ®

Meaghan’s a precedent “They oftendown-to-earth become myapproach friends,helps it’s set more than a of trust for to long-term client relationships.

As a mother transaction me.” Throughout the journey, Nikki of five, Meaghan can relate experiences of young gets to know her buyers andwith sellers on a deeper level. families looking to settle into their dream home. “I think Guiding them on every step, she alleviates stress, as people identify with us,” Meaghan says. “They know clients trust her wholeheartedly. With Nikki’s extenthat we work hard and feel secure knowing people are sive experience the field, she has seen all types of working hard forinthem.” transactions, and is always able to prepare them for Whentoitexpect. comes to marketing, a variwhat “Growing up,Meaghan I learnedemploys all the details ety of methods to reach thebuilding right buyer.

Equipped with surrounding buying land, a house and transitioning from selling a house to moving into a house you’re building.”

her e-PRO certification and a wealth of online marketing knowhow, she engages a robust digital rollout for each listing. Posts across a wide range of social media platforms, with heavy ad rotation and targeted boosting on Facebook, put Meaghan’s listings right at a buyer’s fingertips. On realty websites like Zillow, Meaghan utilizes online tools like 3D virtual walk throughs, giving potential buyers a view into their new home from the comfort of home.

When she’s not working, Meaghan and her family stay busy farming their homestead where they raise hogs, cattle, and honeybees. When she’s not showing a property or managing the farm, Meagan spends a lot of time at highest level ofteam service and support. theand mother-daughter of Roberta countyFor fairs livestock shows where her girls show These ladies areof very knowledgeable Ingletto and cattle.

Gio Ingletto-Amaral, real registered Hereford Many Meaghan’s clientele in their and areOrigialsofamily’s negotiaestate truly runs in the are customers who findprofession her first family. through her tors.Brazil, Not only did I get thecame home of my nally from Roberta first farming ventures.

campaigns, pri own popular ne they also shar in their extens giving each sel

dreams but my mortgage to Florida 25 years agomonthly to attend high pay-

Looking to thement future, Meaghan recently earned Nikki her as well.

I highly recommend school andand later pursue her Bachelor’s broker’s licenseand plansto to begin creating her first Tiera be your agent if you want Degree in Finance from the University team. As she lays the groundwork to grow her business, quality of service, affordable rate and of Miami.

From there, she would delve Meaghan endeavors to maintain the high level of care for professionalism.” into stocks and investments, but soon each client that has been her trademark of excellence in interest servicetook fromanday one. in the real estate industry

WheninNikki working,her she’s for the ways whichisn’t it allowed to giving back to the community through events ground her elite business acumen while and charities. “I’m participating in an helping others. Inspired, Roberta then antique event that’s held in Westminster, and during decided to switch tracks and launch her Christmas time I donate to the Gingerbread Festival. I career as an agent. like to help out the families that need assistance in our area.” During her free time, she’s working on develIn the meantime, her daughter, Gio, had an opportunity to oping an AirBnb business, hanging out with family, or learn the business from the ground up while helping out visiting baseball stadiums. around her mother’s offices, developing her own passion for real estate.

Afterwants attending NYU, shegrowwould follow Looking ahead, Nikki to continue in Roberta’s footsteps and a Realtor®—and the ing while also maintaining her become client relationships. two have beenleads, teamed ever since.

“Giominis one of the Wherever her path sheup will soak up every I’ve ever dealt with,” Roberta says of her ute ofbest it. “Iagents love being able to bring my kids to work daughter. natural she brings and have them“She’s see mea as a rolepeople-person, model. And Iand truly so muchmy lifeclients. to ourI’m business.

Together, compliment love helping so grateful when we people each in so many ways.” support myother business.” www.

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Today, Roberta and Gio are licensed Brokers and Owners of RGI Realty, where they assist clients throughout the East When it comes to marketing her listings, she utilizes Side of Miami and the surrounding areas. Together, they all major social media platforms and hires profes® are also licensed in New York. With Roberta having owned sional photographers and videographers. “I will also and managed her own brokerage for 17 years, the two have stage the properties and get my contractor in there to Copyright Top Agent Magazine make sure they’re ready to go.” Wanting to ensure established a boutique process to meet the needs of buyers everything runs smoothly, she has an inspector come and sellers all the way from Pinecrest to Manhattan. in so they have the chance to make repairs if needed.

When listing a property, Roberta and Gio offer a comAfter the transaction is complete, clients leave glowprehensive approach. After helping their clients fully ing reviews about their time together. One recently prepare theirabout home Nikki for the market,Nail, they broadcast it For more Shelley said, “I just recently purchased a new home and went over a variety outlets, including please call of 410-746-6238 or targeted email social media to Keller Williams to deliver. My agents Nikki and nikki@theshelleyhomegroup.com Dan were phenomenal. They provided me with the www.

www.

But Roberta an when assisting their dynamic client to the rig Fluent in Port mother-daughte in touch with t closing to ensur new homes. “W says. “That’s why clients know never make a sale just to compl always strive to put my client’s b

Through the years, Roberta fantastic reputation among cli with the vast majority of the repeat clients or referrals. Hav network that spans not only world, the two remain focused brought them to real estate in nothing more rewarding than c our buyers and sellers,” Gio s day, if they’re happy, we’re ha

Going forward, Roberta and Gi the future of their business. As its steady growth, they intend o to further expand their model o Florida Coast. “I believe inCop bri every transaction,” Roberta says because they need something. A how we can give them the best a within the context of what they

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www.

www.

Copyright Top Agent Magazine

CONTENTS 6) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

38) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

12) 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS

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

16) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 26) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS 32) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

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45) 3 MIND-BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 49) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 53) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

57) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES 61) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 65) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION 69) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 73) TIPS ON BEING A GOOD TEAM LEADER 77) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

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

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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 thought6

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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Top Agent Magazine

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 Top Agent Magazine

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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CHRISTINA DE LUCA Top Agent Magazine

CHRISTINA DE LUCA

A lifelong resident of New York City, Christina De Luca has always strived to make an impact on her community. For nearly 15 years, she served as a physical education teacher, but along the way, she came to take an interest in real estate— in particular for how the industry combined her passion for helping others with her entrepreneurial spirit. Inspired, she decided to pursue her license, at first balancing her new career with her previous position as an educator.

But after establishing a network of satisfied clients throughout the city, Christina decided the time was right to transition into being a full time agent. Today, she is the Broker of Throggs Neck Realty of NYC, where she assists clients all throughout New York City.

Specializing in everything from the marketing and sales of houses to co-ops, condos, townTop Agent Magazine

houses, and rentals, she is equipped with the openness, expertise, and integrity needed to serve any buyer or seller.

When listing a property, Christina prefers a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it over both the regional MLS platforms and a mix of digital and social media campaigns. In the meantime, she uses highly targeted resources to give her sellers an added advantage. Because she runs a boutique franchise, she also possesses the flexibility needed to navigate even the most challenging transaction while catering her strategy to the distinct needs of her clients.

Elsewhere, Christina is just as proactive when assisting her buyers, leaning on her acute 9

knowledge of the local market to identify the right property for their budget and best interests. Moreover, she can connect her clients to a network of inspectors and attorneys, as well as her trusted loan officer, Carlo Monroy of East Coast Capital, to ensure they are well taken care of—from start to finish. Most importantly, though, she is there for all her buyers and sellers, thoughtfully guiding them each step of the way. “I love helping my clients reach that light bulb moment when they realize they can actually do this,” she says. “Many people have the ability to buy a home; they just haven’t put the pieces together.”

Having earned a fantastic reputation throughout New York, Christina is currently on pace to complete over 40 sales and 150 rental transactions in 2021 alone. And the key to her success? “I’m a straight shooter. Because of that, my clients can come to me with questions, knowing I won’t tell them what they want to hear, just to get a contract. I’ll always be transparent with them.”

Drawing from her roots as an educator, Christina is deeply involved in her community. On top of having hosted numerous holiday events around New York City, such as Christmastime pictures with Santa, she lends support to giveaways for area public schools. When she’s not with clients or giving back, she can be found camping, vacationing, or going apple picking with her family.

Going forward, Christina has strong plans for the future of her business. As her volume maintains its steady growth, she intends on adding onto her team while scaling the model of service that has truly set her apart in the region. But more than anything, she looks forward to all the new clients and opportunities that await in the city she loves.

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To learn more about Christina De Luca email cdelucatnr@gmail.com, visit throggsneckrealtynyc.com, or call (917) 363-8127. www.

Top Agent Magazine

Carlo Monroy is proud to congratulate

Christina De Luca

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

Carlo Monroy | NMLS# 204011 cmonroy@eastcoastcap.com East Coast Capital Corp (Cell) 347-615-9933 (Office) 516-280-9470 ext: 103 (Fax) 516-977-3177 35 Pinelawn Rd., Suite 205 W, Melville, NY 11747

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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 12

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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EVA CUPER Originally from Poland, Eva Cuper first came to the United States 26 years ago, where she first took an interest in real estate through her husband, a prominent investor in the Chicagoland area. While starting their family, the two began buying, remodeling, and selling houses around the city, a process that inspired Eva to pursue her own real estate license. In the 17 years since, she has truly seen it all as an agent, establishing a network of colleagues and satisfied clients that spans the region.

Today, Eva is the Designated Managing Broker of EHomes Realty, Ltd., where she oversees an elite team of 27 Brokers to assist clients throughout the Chicagoland area. With Brokers also licensed in Florida, Michigan, and Wisconsin, she offers clients a one-stop-shop for any transaction. “There’s nothing more gratifying than working with people you admire,” she says. “Our brokers and agents have truly set themselves apart, and I’m so excited to work with them.”

When listing a property, Eva, along with her team, is there for her clients from start to finish. After helping her sellers fully prepare their home for the market, she shares it over a series of boosted digital and social media campaigns; in the meantime, she leverages proven methods like open houses and postcards to the surrounding neighborhoods to give her clients an added advantage.

Elsewhere, Eva is every bit as attentive when assisting her buyers, leaning on her acute knowledge of the Chicagoland area to uncover the right investment for their best interests. Over the years, she has earned a fantastic reputation throughout Illinois with the near entirety of her volume coming from repeat clients or referrals. Best of all, she takes genuine pleasure in seeing each client satisfied and thriving in their new home.

“I’m always so happy for my clients after their transaction,” she says. “After all, they’re not only navigating 14

one of the biggest investments of their lives, but also fulfilling their dreams. I love being part of that process.”

Outside her career, Eva is deeply involved with her community. On top of hosting annual Thanksgiving turkey giveaways, her team also supports A Safe Haven Foundation, which assists those in-need throughout the Chicagoland area. Moreover, she enjoys preserving her heritage through participating in various Polish festivals and events around the city. When she’s not with clients or giving back, she can be found reading, exercising, or spending quality time with her family. An avid learner, she is also passionate about keeping up-to-date with the latest trends in her ever-changing industry, attending real estate conferences around the country.

Eva has strong ambitions for the future of her business. As her volume maintains its steady growth, she intends on further scaling her client base to the suburbs surrounding Chicago. In the meantime, though, she looks forward to the new possibilities that await in her beloved city. “I truly care about my clients’ best interests,” she says. “It’s never just about the numbers; I feel for them, and I want to send them in the right direction. As such, they know they can count on me for honesty and openness—no matter what.”

To learn more about Eva Cuper please call (773) 392-5741, email cupereva@gmail.com or visit ehomesrealtyltd.com www.

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Paul Kusnierek is proud to congratulate

Eva Cuper on being featured for the state of Illinois in Top Agent Magazine!

Paul Kusnierek| NMLS: 1707964

Park Ridge Branch

Cell: (224) 305-5086 Fax: (833) 465-0214 Email: Paulk@loandepot.com

www.loandepot.com/loan-officers/paulk

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

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

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THE KOEHLER BORTNICK TEAM

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The Koehler Bortnick Team boasts 58 agents serving five different locations throughout Kansas City, allowing them to present clients with every available option to find a home that best fits their needs.

Luxury service doesn’t create itself. It’s always the product of someone’s hard work and vision. Consider the real estate industry in Kansas City. No matter who buyers or sellers happen to choose to represent them in 2021, if they experience a streamlined, stress-free process that nets them the best value on their investment, 20 Copyright Top Agent Magazine

they probably have Kathy Koehler and Heather Bortnick to thank.

“When I started real estate 35 years ago, I realized early on that Kansas City was ten years behind cities like New York and Chicago when it came to marketing and service strategies,” Kathy explains.

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“I began shadowing teams that conducted seminars, and I brought that knowledge to Kansas City.”

Kathy realized she’d need to create Kansas City’s first real estate team to achieve the superior service she wanted to offer her Top Agent Magazine

clients, so in 1994 she partnered with her daughter, Heather Bortnick, who helped her train four agents. Together they’ve been transforming the city’s real estate scene ever since. Today the Koehler Bortnick Team boasts 58 agents serving five different locations throughout the city, allowing them to 21 Copyright Top Agent Magazine

“Our passion is for helping people, and we want everyone to have a good experience,” Heather explains.

“But our brand still sets us apart. Clients are savvy, and they’ll always want to work with the best.” present clients with every available option to find a home that best fits their needs.

Kathy and Heather train every agent in their process to ensure an enjoyable experience for clients while making sure no detail of a transaction gets overlooked. “Our team is the best in Kansas City,” says Kathy. “I couldn’t be more proud!”

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Success is often imitated, of course. These days Kansas City offers plenty of real estate teams to choose from. But the Kansas City Business Journal still ranks KoehlerBortnick as #1 in the Metro area, and in 2019 The Wall Street Journal recognized them as the #12 team in the entire country. Kathy and Heather are still clearly the act to chase. In Top Agent Magazine

2020 they closed 890 transactions for a sales volume of $400 million, and are on track to exceed that this year. Their 75 percent repeat client or referral rate—coupled with the new business added through smart branding—is the model of a healthy company.

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Koehler-Bortnick continues to exert great influence on the city’s realty industry, profiting clients and other Realtors alike.

ReeceNichols asked them to teach their strategies to all of its agents in the city, a sharing of knowledge that has certainly trickled out to Copyright Top Agent Magazine 23

other brokerages. That’s just fine by the mother-daughter team. “Our passion is for helping people, and we want everyone to have a good experience,” Heather explains. “But our brand still sets us apart. Clients are savvy, and they’ll always want to work with the best.” The team continues to serve those clients beyond the closing table too, offering educational videos aimed at building clients’ real estate acumen.

It’s one of the reasons Kathy and Heather’s repeat business is so high. We never forget the teachers who cared for us the most.

Koehler-Bortnick nurtures their city in other ways too, raising money for Children’s Mercy Hospital. They also sponsor and donate to many charities, and are continually adding to that list based on recommendations from their clients.

The plan going forward is simple, though never easy: “We’re always looking to be more educated and innovative,” says Kathy.

“It’s the necessary work we do to keep making our clients’ dreams come true.”

For more about the Koehler Bortnick Team please call 913-488-3639 or email kathyk@reecenichols.com Copyright Top Agent Magazine 24

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

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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 making 26

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

2. Build in some perks

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.

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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.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

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 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.

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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CHRISTINA O’KEEFE

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CHRISTINA O’KEEFE

Before becoming a Realtor, Christina O’Keefe spent 14 years in the Oral Surgery and General Dentistry Field. But she had never forgotten the excitement and sense of well being she felt after purchasing her first home when she was 19, and had always nurtured the dream of someday being able to help others experience that same joy. She finally decided to make that dream a reality in 2018, getting her license and joining Century 21 North Home Realty.

reveals why clients refer her with so much confidence. As one happy buyer wrote, “Christina is an extremely kind and knowledgeable realtor!

She’s very accessible and prompt. Even with all the hoops and hurdles we had to jump through she helped me get to the finish line. I couldn’t have become a homeowner without the expertise and all the hard work Christina put into everything! I was most definitely blessed to have her as my realtor!”

“I love working with first-time homebuyers, especially, because they experience those emotions so intensely,” Christina says. “I enjoy educating them on the process, so they can also feel good about the decisions they’re making.”

Now into her fourth year, Christina has been growing a very successful business, serving clients all over Washington State’s Skagit, Whatcom, Snohomish, and Island counties.

She’s on pace to close between 28 and 30 transactions this year, with much of that business the result of referrals. A glance at her reviews 30

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Her combination of knowledge, professionalism, and caring is why Christina earned Century 21’s Quality Service Producer Award in 2020.

She knows how stressful the process can be for both buyers and sellers, and her aim with every transaction is to make it an experience they will actually remember with fondness, by reducing their anxiety and helping them get the best price and terms. Christina is Military Certified, and is very familiar with the Permanent Change of Station process. Over the years she’s helped many military families with that transition. “I also offer all of my clients a home warranty which I pay for at closing,” she adds. “I know a lot of people are putting everything they have into a house, so this gives them peace of mind in the event they do need something repaired or replaced during that first year, things like the furnace, hot water heater or something as simple as an outlet that isn’t working or a plumbing leak.

If something stops working, it’s only a $100 service fee for it instead of what could potentially be thousands.”

When she’s not working, Christina spends part of her time looking for ways to contribute to the overall health of her community. She’s active with the 4-H Club and participates in local food drives every year. She also attends charity auctions that help support victims of domestic violence. Leisure time is spent with her husband John and their two teenage girls, enjoying all things outdoors, including hiking, camping, swimming, paddle boarding and going to the dunes to ride quads and RZRs. The family also has three dogs that they love very much!

As for the future of her business, Christina wants to continue her trend of doubling it each year. Even more importantly, she wants to keep earning the Quality Service Producer Award, which means she’s taking care of people in the way they deserve. To that end, Christina is committed to continuing her education within the industry, gaining more certifications so that she can offer even more services.

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For more about Christina O’Keefe please call 425-231-2651 or email ChristinahomesalesC21@gmail.com

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 32

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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SARA MARIE BRENNER

Passionate about helping others, Sara Marie Brenner was naturally drawn to the real estate industry. But with a full-time job in insurance where she led a large team, Sara couldn’t find the time to obtain her real estate license. It wasn’t until she hurt herself in an accident that she was able to pursue it. “I broke my shoulder one day, and was ordered by my doctor to not drive for 4-6 weeks,” she explains. “So I thought, ‘Okay, this is my chance!’”

Sara took the classes, earned her license, and hasn’t looked back since.

“It certainly was a crazy journey, but things happen for a reason.” Loving every minute of her work, she can’t see herself in any other path. Living in Delaware, Ohio, today Sara leads Team Brenner brokered by eXp Realty, where she provides unparalleled guidance and support to her clients as well as her team members.

where she is able to take her team to new heights.

As an associate broker, certified mentor and team leader, she can help agents reach their fullest potential. “We’re spending our time creating programs for the agents we have, and for the agents who are coming on board.” Currently serving all of Ohio, with agents soon joining Team Brenner from multiple states and soon other countries, Sara is able to

After starting her own brokerage, Crane & Pearl Realty, she decided to partner with eXp Realty in 2021, 36

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‘sell locally and build globally.’ She is excited to share, “I’m starting a new podcast, Brenner Blueprint Coaching is launching, and we’re opening a community office—all yet in 2021.”

Throughout Sara’s career, she has always prioritized her clients’ experience, going above and beyond to achieve their goals. She instills this in her agents, which ultimately helps them grow.

Highly educated, with a Master of Business Administration and a plethora of designations, Sara continually exceeds client expectations.

Her experience and knowledge allows her to advise them on their next steps, preparing them to make the best decisions possible. After working with Sara, buyers and sellers love to spread the word about her work. One recently said, “Our experience with Sara Marie was beyond our expectations. She is super smart, and very dedicated to making sure you get exactly what you are looking for. She also goes the extra mile to make sure that you are well informed about all aspects of the property you are buying, such as planned development in the area and anything else that could impact your property in the future. It was delightful working with her.

She is our go to agent from now on and we will recommend her to everyone we know.”

Community is an integral part of Sara’s business, so she always makes time to give back.

She has served on the City Council in Powell, and has served on a number of committees and boards. “My husband is a state senator, so I am heavily involved with social and political issues,” she explains. But much of her free time lately has been spent developing plans for the future, as she hopes to grow exponentially over the next few years.

“We’re still focusing on my personal sales, but I really want my team to thrive,” she says.

“Developing a group of successful agents is my ultimate goal. It is so rewarding to see them achieve their goals.”

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For more about Sara Marie Brenner, please call 740-816-5511 or email smb@saramariebrenner.com

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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 38

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.

2

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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MELISSA ERNST

Driven by her passion to help others, Melissa Ernst is known for her honesty, creativity, and kind spirit. She diligently oversees every detail of the transaction process while closely guiding her clients along to their desired goal. In real estate since 2013, she serves buyers and sellers throughout El Paso County and surrounding areas.

Her vast background in interior design allows Melissa to curate a perfect vision when helping to stage a house or advise clients on how to make their new place into a home. “I love being able to help people dream up a new future.

That’s why I went into design in the first place, and now I get to continue my passion through residential real estate. There’s nothing better than getting people into their dream homes and helping them create those new memories.”

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Already at $6,000,000 in sales volume this year, Melissa points to her strong marketing as the key to her success. Not a believer in the onesize-fits-all approach, she treats every client individually and establishes a unique marketing strategy to suit their particular needs. “My marketing depends on the client and what’s going to serve them better. We create a marketing package around their wants, needs, and desires. If

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they have more flexibility with being able to vacate the home for showings, then I will do open houses as soon as we put the home on the market. If they’re not in a position to do that, then we create a package that focuses on online marketing.”

Helping someone buy or sell their home can be an incredibly personal experience, and Melissa admits that she’s accepted plenty of wedding and baby shower invitations from former clients through the years.

“I am a big people person. After a closing, I always check back in with my clients to see how they’re settling in and if they need anything. They frequently let me know that they appreciate the honesty and effort I put into each transaction, and I think that’s what allows us to form those close relationships.

I become a part of their family in a sense.”

When she’s not busy with clients. Melissa likes to stay actively involved in her local community. She volunteers with veterans through her Keller Williams brokerage. She also sponsors and hosts fundraisers for children’s quarter midget racing and volunteers at her children’s school. Aside from working and giving back to the community, she loves spending time with her husband and two kids. “I love camping in the mountains in the middle of nowhere enjoying the natural landscape that we have here in Colorado.”

Melissa is excited about the future, and she is working towards developing a team that’s going to support her in providing clients with an unmatched level of service. “I’m currently taking coaching classes so that I can be a good leader for my future team and help them attain their own individual success in real estate.”

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To learn more about Melissa Ernst email Ernstsellshomes@outlook.com, or call (719) 237–0751 Copyright Top Agent Magazine 41

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.

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BRANDON CLARK Brandon Clark needed his work to matter more. It’s the main reason he became a Realtor. “I enjoy helping people directly, and I wanted a job that would allow me to do that. I’d come from corporate America where I spent my days putting out fires. So I feel very lucky to be where I’m at now.”

That experience in the corporate world honed Brandon’s natural ability to keep calm under pressure. “I’m good at managing stressful situations, and for a lot of people, this is one of them. No one works harder than me to ensure their clients’ peace-of-mind. I’m patient, and I love helping people overcome whatever issues arise, which I think really shines through for them. My job is to help them make good decisions, whether that’s seizing the right opportunity or keeping them from doing something rash. If helping them means urging them to walk away from a deal because it’s not good for them, I will.”

Brandon has plenty of experience with that personally.

His familiarity with the industry began when he was 19, buying properties to rent or to flip. He got his real estate license in 2007 and his broker’s license in 2017.

For the last 15 years he’s helped hundreds of families across Central Ohio achieve their dreams of homeownership or build more wealth through real estate investing. With Plowman Properties, he averages 20 to 30 transactions a year, with an enviable 80 percent of that business coming from repeat clients and referrals.

One client recognized Brandon’s value like this: “I cannot imagine a more thorough, professional, knowledgeable, responsive real estate agent. However, what I most appreciated from Brandon was his experienced eye for detail….In one case he pointed out the bowing of a wall. Would I have noticed it during the short time in the home during our showing? Possibly.

But what I am certain of is that any home we looked at I could focus on whether it would be a good fit for our Top Agent Magazine

family knowing Brandon was looking at it differently.”

That same attention to detail goes into marketing his listings. Brandon assists clients with staging their home to draw maximum interest from buyers, and he works with an excellent photographer to capture each property’s best features, utilizing still photos, drone shots, 3D imaging and video as needed. He markets the listing not only on the MLS, but also across all of the social media platforms. Moreover, he’s actively reaching out to other agents representing potential buyers, and doing everything he can to gain exposure for his clients’ homes. “I’ve never been afraid to work,” Brandon explains. “And I enjoy this work very much.”

He’s not afraid to have fun either, when time allows.

Brandon enjoys riding motorcycles, woodworking, or doing anything outdoors, including paddle boarding and skiing. He also loves playing with his 10-year-old daughter. “I try to be the fun dad,” he laughs. As for the future of the business, Plowman Properties is up to 14 agents now and Brandon plans to continue growing the brokerage with his partner, always focused on delivering the same extraordinary service his clients have come to expect.

Contact Brandon at 614-325-9801 or email brandon@plowmanproperties.com Copyright Top Agent Magazine 43

CHARI BADUA- ROBINSON Beginning in California, Chari BaduaRobinson was first drawn to real estate after the purchase of her first home. While pursuing her interest in investment properties, she would launch her career as a Realtor; however, while she worked to gain a foothold in the business, she also pursued a career in land surveying, which eventually led her to Hawaii in 2007. There, she developed the resourcefulness and tireless work ethic she ultimately needed to excel as an agent, and in 2012, she pursued her license in Hawaii and went full time again.

Since then, Chari has gone on to author an accomplished career as an agent, uncovering a niche in distressed sales and building a robust network of lenders, lawyers, financial consultants and accountants that spans both California and Hawaii regions. Today, Chari is a Broker and Investor for The Surrealty Group, where she assists clients throughout the Hawaiian Islands. Also licensed as a Broker in California, she possesses the experience, depth of knowledge, and compassion needed to serve any buyer or seller.

When listing a home, Chari takes a comprehensive strategy. After helping her clients ready their property for the market, she broadcasts it over the regional MLS, integrated through a blend of targeted digital and social media outreach campaigns. Leveraging her resourcefulness and tireless work ethic, she caters her process to the distinct needs of every client, including them with unmatched standards of openness, integrity, and communication.

Elsewhere, Chari is just as hands-on when assisting her buyers, leaning on her 20+ years of experience and extensive knowledge of the local market to help uncover the right investment for their best interests. But for her, the transaction is never finished, as she prefers to remain in close contact with her clients, cultivating a lasting

relationship and serving them for years to come. “With each transaction, I believe in taking a personal approach,” she says.

“I’m not in it for the end result; rather, I become my clients’ ongoing resource for their future investments and financial planning.”

In her career, Chari has earned a terrific reputation throughout the Hawaiian Islands, with the vast majority of her transactions coming from repeat clients and referrals. While averaging close to $30 million in annual volume, she remains focused on the proven values that have anchored her distinguished career in the first place. “As soon as I adjusted my mindset, everything changed. Instead of caring about my own commission, I simply asked how I could best serve each client—and that subtle shift changed my success rate one hundredfold.”

Outside her career, Chari enjoys getting active in her community. On top of volunteering at her local senior centers, she contributes to an assortment of charitable organizations throughout Oahu and Solano County in California. When she’s not with clients or giving back, she can be found travelling, cooking, or spending quality time with her husband and her family.

Going forward, Chari has exciting plans for the future of her business. With 2020 having been one of her strongest overall years, she intends on deepening her concentration within the Hawaiian area while scaling her workflow to further meet the needs of her established client base. But most of all, she looks forward to helping even more buyers and sellers pursue their dream home on the islands. “I love seeing my clients happy and ecstatic once they’ve purchased a property that they previously assumed was unattainable,” she says. “For me, there’s nothing more rewarding.”

To learn more about Chari Badua-Robinson email charibadua@gmail.com, visit homesbychari.com, or call 808-351-1712 (Hawaii) or 510-631-6111 (California.) www.

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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 Top Agent Magazine

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 profes46

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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DAN BANGS Originally from Toronto, Dan Bangs began his career in Atlanta in the financial sphere.

While building foundations in transaction management and honing his business acumen, he would take an interest in the real estate industry through his mother-in-law, a fellow agent. Soon after moving to Georgia, he decided to pursue his license in 2001 and launch his career as a Realtor; however, it wasn’t until Dan began working with Steve Casey, a prominent builder in the Atlanta area, that he started to uncover his niche in the business. “That was a pivotal moment in my career,” he says. “Once I delved into new construction, I found myself working in an environment that really captured my attention. Since then, real estate has been the only thing I’ve wanted to do.”

Today, Dan is a Realtor for Keller Williams Atlanta Perimeter, where he assists clients throughout the Alpharetta, Milton, Canton, and Woodstock areas. There, he has authored an accomplished, 20 year career, ranking as the #1 Individual Agent For Keller Williams Atlanta Perimeter in 2020, 2019, 2018, 2017, 2015, and 2014.

Specializing in new construction and development, he now sports a robust network of satisfied builders, buyers, and sellers that spans the region.

When listing a property, Dan empowers his clients via a comprehensive strategy, helping them fully prepare their home for the market and providing a suite of professional photography services, including drone imaging and 3D Matterport. From there, he broadcasts his listings over both dedicated websites and a blend of digital and social media campaigns. In the meantime, he uses proven methods like targeted mailers to the surrounding communities to give his sellers an added advantage.

Elsewhere, Dan is just as helpful when assisting his buyers, leveraging his extensive professional network and acute knowledge of the region to carefully guide them to the right home for their best interests. Through the years, he has earned an excellent reputation throughout Georgia, with his annual volume coming almost exclusively from Top Agent Magazine

repeat clients and referrals. Having been ranked #7 in the entire Southeast in 2020, out of a pool of more than 14,000 fellow Keller Williams agents, he still returns to the importance of cultivating a lasting relationship with every buyer, seller, or builder.

“I strive to establish a good rapport and cultivate a sense of trust with all my clients and builders,” he says. “Whether I’m finding them land, helping them develop, or crafting their marketing plan, I’m always looking to add value to our relationship.”

Outside his career, Dan, who has just finished construction on his new lake house, can be found spending quality time on the water with his family and friends. But going forward, he also has strong plans for the future of his business. As his volume maintains its steady growth, he intends on further scaling the standards of service that have truly set him apart in the region.

Along the way, he offers sound advice to any aspiring agent. “This industry is all about momentum. The more work you do, the more you’re going to do. Many Realtors possess all the tools they need to succeed; you just need to push through and find your niche. Once you do, you’ll have an opportunity to do a lot of business—for yourself and your clients.”

To learn more about Dan Bangs email danbangs@kw.com, visit danbangs.com or call 770-365-4510 www.

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DIANA KADAN Diana Kadan began her real estate career in the midst of the coronavirus pandemic.

“Real estate is something that I always wanted to do, but with a busy career and a hectic commute I didn’t see how I could do it. Diana says. “I had a background in the fashion industry, where I was in sales and product development. When the fashion industry came to a screeching halt and tanked during the lockdown was when I decided to get licensed in New York and New Jersey and go into real estate!” Diana took the plunge and hasn’t looked back since, quickly establishing herself as a Realtor® who excels at helping her clients achieve their real estate goals.

With Keller Williams Hudson Valley Realty, Diana primarily serves Rockland and Bergen counties, but she also works in Passaic and Essex counties, and even Long Island. Her referral business is already growing. “I’m very active, and it’s something that I really love,” Diana says.

Diana’s sales and product development background sets her apart and is a valuable resource for her clients.

“I’ve been in sales for 30 years, and I do a lot of creative marketing,” she says. “My major in college was advertising and graphic design, so I do lots of marketing with graphics. I use TikTok, and my Instagram is blowing up!” Diana uses all the different social media platforms, including Facebook, LinkedIn, Twitter and more to market her listings and herself.

Diana also takes advantage of the marketing resources available to her through Keller Williams to ensure optimum exposure and present a property in its best light.

“I go full on when it comes to advertising,” she says.

“Keller Williams has fabulous marketing templates that I use, and I invest in paid advertisements on Google and Facebook. I really like to highlight a property, so I also spare no expense on professional photos.”

Her sales instincts and knack for presentation help Diana make her listings stand out. “I market my clients’ 48

properties in the best light possible. I like to zero in on certain features that make a home distinctive, and make those features stand out. If a house has great outdoor space or a great kitchen, I’ll focus on what makes that home unique.”

Diana’s talent for design also comes in handy when clients are thinking of making upgrades to increase the value of their homes. “When I was in the fashion industry, I did a lot of product development and design,” she says. “Because of that, I have been helping some of my sellers with their upgrades to help better market their houses. Right now I’m helping a seller design her kitchen and bathroom and picking out paint colors for her house. It’s great that I’m able to use my design background in interior design of homes as well.”

In the future, Diana says she would like to begin building a team to help her better serve her clients. Above all, she looks forward to continuing to provide her clients with the best possible service. “I’m a people person,” Diana says. “I love meeting new people, helping people find a home, and helping people get the most value that they can for their home.”

For more about Diana Kadan, please call (917) 930-7543, email dianakadan@kw.com, or visit dianakadan.kw.com, and on Instagram @rocklandbergenrealtor. https://

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 50

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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JANINE GRILLO Janine Grillo brings a positive and candid attitude to every real estate transaction. With over 25 years of experience, she helps guide homebuyers and sellers through this critical period in their lives. Janine developed her real estate knowledge by starting out in new construction and working with a builder. After realizing that she had found her calling, she obtained her license and hasn’t looked back since.

Affiliated with Keller Williams Domain Luxury International, she serves buyers and sellers throughout Macomb and Oakland counties in Michigan.

Janine’s success as a real estate agent can be attributed to her passion for homes and providing extraordinary service to her clients, as well as her determination to keep up with a market that’s in a constant state of flux.

“The majority of my business comes from repeat and referral clients. I have always stayed in touch with my clients. I think they respect and trust my advice because I’ve been in the business for so long and I’ve diversified with every shift in the market. It’s important to continue educating yourself because the market changes all the time.”

Completing between 30 to 40 transactions a year, Janine uses a combination of marketing methods to get her listings sold quickly and for top price. “I treat all my listings the same, even the luxury homes. I have professional photos and videos which I use online on various social media platforms. I also like a bit of the old-fashioned touch with high quality brochures,” she explains.

Buying a home is one of the biggest investments a client can make, and Janine works diligently to ensure that the process is smooth and as easy as possible for her buyers. Her communication skills, patience, and Top Agent Magazine

integrity allow her to be a stabilizing force for her clients in the midst of, what is for many, an emotionally charged process. “My favorite part of what I do is seeing people happy at the end. It’s all about customer service for me.”

Outside of work Janine likes to stay involved in her community and gives back to different local charities. In her spare time, she loves to boat, play golf, and spend quality time with her family and friends.

Janine’s clients keep her motivated and focused, and she plans to continue working hard to ensure their success and assist them with realizing their dreams of homeownership. “My goal is to keep taking care of my past and present clients, go above and beyond to meet their needs, and provide them with the highest level of service. I am also committed to helping train younger agents that are coming in the business to make sure they serve their clients with passion and purpose.” Her words of wisdom to those agents who are just starting out: “Always treat your peers and clients the way you want to be treated, put your customers first, continue to educate yourself and never become complacent.”

TO LEARN MORE ABOUT JANINE GRILLO call (586) 531–5038, email Janinegrillo@kw.com, or visit kellerwilliamsdomain.com www.

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KIM LEWELLEN Three years ago, Kim took the opportunity to try something new when she made the leap into the unknown to start her career in real estate.

She’s been helping clients successfully navigate their transactions ever since. “It definitely has been a blessing for me,” Kim says. “It’s a lot more than just a job. I couldn’t ask for a better career.

Being out in the community, I’m always meeting new people and developing new relationships. Once you’re my client, you become a friend.”

Today, Kim is a REALTOR® with EXIT Royal Realty in Clanton, Alabama, serving a broad territory in the state’s central region. As her business gains momentum, Kim is seeing her business derive increasingly from repeat and referral clients. Originally a registered nurse, Kim found she transitioned to real estate with ease, thanks to her personability and genuine care for the needs of others in both careers. She credits that natural care she shows each client with her rise in referrals and repeat clients. “My whole career has been helping and serving others,” Kim explains. “That’s my true passion: to be there to help someone and truly give them the best service I can.”

photography and live video walkthroughs, factor into customized considerations for presenting each property.

Her marketing strategies have earned Kim over two million dollars in annual volume. She is forecasted to exceed three million by the end of this year.

As a REALTOR® who cares about her community, Kim lets her neighbors know that she’s there for them, often tabling a booth at local events like the Peach Festival to spread the word on realty services. With EXIT Royal, she participates in supporting local charities to raise money and awareness, as well as supporting good works through activities at her church. When she’s not working, Kim leads an active home life, caring for an eighteen-acre farm with her husband and parents. She cherishes any occasion to enjoy the outdoors with her family, and her favorite pastime is caring for her horses. Looking to the future, Kim plans to pursue further career education and move towards the goal of getting her Broker’s License.

As she lays the groundwork to grow her business and increase her knowledge base, Kim endeavors to maintain the high level of care for each client that has been her hallmark of excellent service from day one.

Kim’s service to her clients doesn’t stop at the close of a transaction. Building off the relationships she fosters, Kim often follows up with a phone call to see how they’re enjoying their new home. She stays in touch with personal cards, and gifts at Christmas. Quarterly educational flyers provide market updates and housing tips while keeping Kim top-of-mind for when past clients consider their next move.

When it comes to marketing, Kim harnesses EXIT Royal Realty’s tech-driven approach to reach a wide audience, engaging a robust digital marketing rollout for each listing. Ads posted across a wide range of social media platforms put Kim’s listings right at a buyer’s fingertips. Top-of-the-line production including elegant 52

Connect with Kim at 205 245 3536, email kimlewellen.exit@gmail.com or visit kimlewellenrealtor.com www.

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

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

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

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

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

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

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

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LEAH HOLBROOK A self-described farm girl, Leah Holbrook attributes her success in real estate to down-home values. “I was raised with a strong work ethic and taught to show up, work hard, do good, and treat people fairly.” Her journey began at the urging of a friend and mentor who was a legend in the Yakima market. “She saw something in me,” Leah recalls. The first year out, Leah achieved Rookie of the Year.

She continued earning awards and a stellar reputation with clients, like retired Four-Star General Barry McCaffrey, who served in the White House and whose distinctions include three purple hearts. Their business relationship spans ten years and 20 properties. General McCaffrey says of Leah, “she understands the marketplace and is someone of enormous integrity, intelligence, and dedication.”

Today, Leah is the face of the Berkshire Hathaway team she co-runs with her husband, Felip. They serve Central Washington with a focus on Yakima. She is in the top ½ of 1% of Berkshire Hathaway brokers nationwide, repeats and referrals make up most of her business, and she suggests success hinges on her sphere of influence. In addition, she is not afraid to roll up her sleeves.

Whether it is organizing window cleaners and movers, staging, or helping clients garden and paint, Leah says, “I jump in to help. I am a full-service agent with concierge services. Clients refer their adult children and tell them, ‘You can trust Leah. Just do what she says.’”

Known for her vision, Leah works to create real estate stories which draw you in. A new endeavor is creating videos. Inspired by the cinematography in Robert Redford’s motion picture, A River Runs Through It, Leah collaborates with a professional videographer to create movies of her listings complete with a soundtrack, animated bullet points, and an emotional narrative. “I visualize how I can project a feeling,” Leah says, “so that the property becomes an emotional event instead of a piece of land and a house.”

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Whether working with clients or the community, Leah’s highest motivation is being of service. With an annual sales volume of up to $22 million, she is a member of Berkshire Hathaway’s Chairman’s Circle, Diamond. Yet, as Leah puts it, “My genuine passion is helping people, and it so happens that in real estate, I sell homes while helping people.” She also cites her grown children’s happiness and stability as one of her most significant accomplishments. In her free time, Leah enjoys playing music with her husband. They are both classically trained musicians who have collaborated with the Yakima Symphony Orchestra.

As she sees it, “Life can be crazy and short. If you can’t show up and be helpful, then there is something wrong with the picture.” She has no intention of packing it in.

“Many folks out there need reliable help in real estate.

Sometimes their transactions are accompanied by joy, like they need more space due to the birth of a child, or sometimes it is sadness, like parting with the family home. They need to be treated well, with kindness, fairness, and delicacy. As long as I can be that agent for my clients, as long as I am needed, I am happy to continue.”

For more information, connect with Leah at: lholbrook@bhhscentral.com, leahholbrook.com, zillow.com/profile/Leah-Holbrook, leahholbrook.com/?p=professionalprofile.asp, Cell 509.833.2060 www.

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MARCO STILLI With a vibrant personality and plenty of pizzazz, Marco Stilli – owner of The Stilli Team at TTR Sotheby’s International Realty - is recognized as a favorite amongst the buyers and sellers in Washington D.C. His focus on understanding the particular needs of each client, his proven marketing solutions, and his ability to go above and beyond to provide a truly exceptional experience for his clients make him a force to be reckoned with.

A former pilot, Marco’s journey to real estate hasn’t been without turbulence, but he has landed in the right place.

With over two decades of experience, he is able to provide his clients with an unparalleled level of knowledge and help guide them in the right direction. Originally hailing from Italy, he has a unique understanding of the needs of his international clients, and he holds a Certification for International Property Specialist. His reputation for excellence and high-quality results has allowed Marco to build a business that’s fully repeat and referral based. “My clients realize that I have a lot of passion for what I do. I love the variety of people I get to interact with in this business, and I enjoy helping them reach their real estate goals—whether it’s helping someone purchase their dream home to start a big family or assisting a client in buying a property they can make a profit on in the years to come.”

Thanks to his construction experience, Marco is able to easily maximize the value of his listings. “Instead of spending a lot of money on staging, I prefer to fix the real problems. I like to give new life to properties and transform them. First, I discuss the budget with my clients, and then I send in my contractor to add some magic to the property. I like to think of myself as a onestop-shop.” His proven marketing strategy results in about $20,000,000 in sales volume per year.

An avid cook, Marco likes to utilize his kitchen skills to host cozy gatherings for past clients—a testament to the fact that he does not view real estate as transactional but rather takes a personal interest in each deal. “I enjoy staying in touch with my clients through food.

Most of them become good friends, so I often invite them over to my house for a nice dinner or a wine tasting.”

As a retired U.S. Navy Lieutenant Commander, Marco is passionate about giving back to military causes.

He donates to various charities, including the USO, the Wounded Warrior Project, and The Veterans of Foreign Wars of the United States. In his free time, he enjoys traveling, opera, exploring new cultures, and practicing his golf swing. “I wouldn’t necessarily say I play good golf, mostly I just hit some balls,” he jokes.

In the future, Marco would like to continue exploring his passion for construction and design, and to create his own recognizable brand. “I definitely want to do more construction going forward. I have my own personal style and flair, and when someone sees one of my houses, I want them to immediately think, “That’s a Marco Stilli house.”

To learn more about Marco Stilli call (202) 255–1552, email mstilli@ttrsir.com, or visit thestilliteam.com www.

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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 58

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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MARK CAOLA & TINA HOUSE Mark Caola might not have been able to sell his partner a home, but he definitely sold her on a career. He and Tina House have been making their clients’ dreams come true for 18 years now, and their enthusiasm is still as fresh as it was at the beginning. “I still think it’s hysterical that Tina never bought from me,” Mark laughs. “But I knew she’d be great at this. I encouraged her to get licensed and join me, and I’m so glad she did!”

He got his own start in 1991 while still working a corporate job in California’s wine industry, earning his license in order to handle his own property investments. Mark became a Realtor full time with Keller Williams in 2003, with Tina as his first client. After a long journey with Coldwell Banker, the team reinvented themselves in 2021, joining Compass Real Estate because of its forward-looking technology. But their laser focus on their clients’ best interests remains the same.

“We’ve always been about quality, not quantity,” Mark explains. “Forget money, forget the number of transactions. Our goal is to ensure all our clients feel like they’re the only client. We give close attention to every detail of the transaction and keep them informed every step of the way. We’ve seen everything over the years, and our negotiation skills are superb.”

Mark and Tina serve Bucks County, Pennsylvania, including Newtown, Upper Makefield, New Hope, Washington Crossing, Yardley, Buckingham, Wrightstown, Solebury, Doylestown, Northampton, Richboro, and Warrington Townships. They are both longtime residents of the area, and their love of the place where they live is another of the many things that separate them from other agents. With a repeat client and referral rate of 75 percent, their clients clearly appreciate the difference.

That difference shows up when they market listings too. The power couple begins with smart staging and fine photography—still pictures, drone footage, video—that captures the house in its best form. They then utilize a comprehensive marketing plan that includes all of the social media platforms and hundreds of websites, as well as print sources like The Gallery of Bucks County, Newtown Lifestyle, Homes and Land, to name a few. Color brochures go out to agents and potential buyers within their sphere, and are also distributed at the open houses the couple conducts. In addition, they direct mail 5000 postcards a month to potential buyers across New Jersey, New York, Southern Connecticut and the Philadelphia metro area.

Mark and Tina give back to the community they love.

Mark donates to first responders, Shriners Hospital for Children, St. Andrew’s Catholic Church, and Penn State’s THON. He’s also involved with his Alma Mater, Boston College. Tina supports the Pennsylvania ASPCA, the Beagle Freedom Project, the Salvation Army, Drew’s Hope Research Foundation, Newtown Ambulance Association, and Newtown Fire Association. When not working, Mark enjoys doing home projects, landscape design, golf, the beach and—of course!—drinking great wine and eating fine food. Tina loves animals, especially dogs and horses.

Of course, being from New York originally, Tina enjoys attending Broadway shows and eating at all kinds of fine restaurants. Few people know that Tina was in a NYC Rock Band in the 80’s, and to this day she never turns down the chance to participate in a good lip sync battle!

Going forward, Mark and Tina will utilize the many technological resources Compass offers in order to better serve their clients. “Our future is about strategic change, not settling for being traditional,” says Mark. “I know my own learning curve has skyrocketed, and we’re both excited to see what comes next!”

Contact Mark at 267-566-1067, Tina at 267-229-2959, or email markandtina@compass.com.

Be sure to visit their website at Markandtina.com. www.

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MEAGHAN BAKER In today’s market, you want a REALTOR® with Meaghan’s knowledgeability and integrity by your side. Her origins in real estate began following her husband’s discharge from the United States Marine Corps, when they purchased their first fixer-upper home to improve and resell. Through their experience flipping houses, Meaghan and her husband gained first-hand knowledge and hands-on experience with what makes a great home.

Coming from a background in social work, Meaghan felt it was time for a career change, and in 2016, she made the leap to pursuing real estate fulltime. In her first year as an agent, Meaghan sold over 2.2 million in volume, earning a Silver award with Greater Nashville Realtors. She’s been helping clients successfully navigate their transaction experience ever since.

Today, Meaghan is a REALTOR® with eXp Realty in Franklin, Tennessee, where the majority of her business derives from repeat and referral clients. Working with many young families, Meaghan often finds herself reselling for the same clients a few years later while helping them upgrade to new purchases. With her high rate of repeat clients, Meaghan creates lasting relationships, sharing in their lives, growing with them towards their forever home. “I love helping people find homes, especially first-time homebuyers. It’s the most rewarding thing to work with someone who might have thought that they could never buy a home, whether they’re in their twenties or their sixties,” Meaghan says. “Seeing those dreams come true is really wonderful and humbling to be a part of.”

Meaghan’s down-to-earth approach helps set a precedent of trust for long-term client relationships. As a mother of five, Meaghan can relate with experiences of young families looking to settle into their dream home. “I think people identify with us,” Meaghan says. “They know that we work hard and feel secure knowing people are working hard for them.”

When it comes to marketing, Meaghan employs a variety of methods to reach the right buyer. Equipped with 60

her e-PRO certification and a wealth of online marketing knowhow, she engages a robust digital rollout for each listing. Posts across a wide range of social media platforms, with heavy ad rotation and targeted boosting on Facebook, put Meaghan’s listings right at a buyer’s fingertips. On realty websites like Zillow, Meaghan utilizes online tools like 3D virtual walk throughs, giving potential buyers a view into their new home from the comfort of home.

When she’s not working, Meaghan and her family stay busy farming their homestead where they raise hogs, cattle, and honeybees. When she’s not showing a property or managing the farm, Meagan spends a lot of time at county fairs and livestock shows where her girls show registered Hereford cattle. Many of Meaghan’s clientele are customers who find her first through her family’s farming ventures.

Looking to the future, Meaghan recently earned her broker’s license and plans to begin creating her first team. As she lays the groundwork to grow her business, Meaghan endeavors to maintain the high level of care for each client that has been her trademark of excellence in service from day one.

Find out more at meaghanbaker.exprealty.com.

Connect with Meaghan at (615) 878-0362 or email at meaghanbaker@realtracs.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 62

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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MERIANN BOXALL MeriAnn Boxall has built her business around one simple promise: “I make every client feel like my only client.”

It’s a refreshing stance, feeling almost anachronistic in a world where we’re used to waiting in line for everything and are often met with indifference when it’s finally our turn. But it’s something MeriAnn aims to change, at least for her clients.

“People deserve to be treated with respect,” she explains. “I don’t care what kind of home someone is trying to buy or sell, that person is always going to have my full attention. I love getting to know my clients. I also love looking at homes of every shape and size, and always look forward to sharing that experience with them.”

MeriAnn’s journey to Associate Broker/Realtor began when one of her children got sick, and she had to look for a job that would give her the flexibility to care for him. Her broker approached her about working in her office part time, and it didn’t take long for MeriAnn to realize she’d found something very meaningful. “You get to help people obtain something that brings them a great deal of joy. Or maybe it’s someone who’s going through something more challenging, and you help them move forward, making sure they are cared for. It’s very gratifying to be able to connect with people at the level we do.”

Clearly, her clients have felt that bond too. Serving Wasatch, Summit, and other communities along Utah’s Wasatch Front with Innovative Real Estate, MeriAnn enjoys a repeat client and referral rate of 75 percent, averaging 14 transactions a year for a sales volume of $5 million. She utilizes her Master’s degree in Business Administration to make sure her buyers and sellers gain maximum value on their investment. She prides herself on delivering quality service with energy, creativity, and kindness, and she’s always looking for ways to improve.

“I want to be the best, and I won’t settle for less than that. My clients shouldn’t have to either.”

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MeriAnn deploys a comprehensive marketing plan for her listings, starting with presenting the home to appeal to the ideal buyer. She creates professional photos and virtual tours that are uploaded with the property description to the MLS and to her website, as well as doing targeted marketing on social media and Google. “I try to find ways to make people’s search fun,” she says, “by adding creative marketing ideas that are sure to catch a buyer’s eye.”

When she’s not working, MeriAnn is very active in her community, serving as a member of the Chamber of Commerce, with which she’s participating in a leadership academy this year. She’s also Co-founder of the Wasatch Women’s Business Alliance, and participates in many charities and events. Free time is for her family, enjoying the outdoors or traveling. She also likes to sit down with a book and a glass of wine.

MeriAnn plans to serve her community for many years.

She wants to continue building great relationships with clients and agents, striving to be the kind of person she’d want to work with herself.

meriann@innovativeutah.com http://www.homesbymeriann.com Copyright Top Agent Magazine 63

MIKE & SANDY BLOOD When Mike and Sandy Blood formed The Blood Team in 2013, they knew they wanted to build a business that transcended the traditional real estate service model with which so many of us are all too familiar.

“We treat customers like family and friends,” Mike explains. “Whether someone is purchasing a home for the first time or selling a home where they’ve raised their family so they can downsize, they’re relying on us to help them into the next chapter of their lives. That’s a responsibility we take very seriously.”

Sandy got licensed in 2009 as something to do while she was pregnant with the couple’s son. Mike joined her in 2013, after selling a catering-event management company that he’d built and owned for 12 years. Since then the Bloods have built an 11-member team that serves clients all over North-Central Massachusetts and Southern New Hampshire. The team averages 180 transactions a year for a sales volume of $56 million, with a healthy 45 percent of that business coming from repeat clients or referrals. The couple takes pride in their team’s professionalism, efficiency, and the personal relationships they build with their clients to ensure them a wonderful experience. The team concept has been a huge part of their success.

knowledge of the market, friendliness, efficiency, and negotiation skills. After detailing all of the things about his experience that pleased him, one client summed up his critique like this: “The Blood Team sets a high bar for the real estate industry.”

It won’t come as a surprise that the relationships The Blood Team builds with clients extends far beyond the closing table. For those clients who post reviews, the dialogue continues immediately as the team responds with their own fond impressions of the experience they shared. The agents are in frequent touch through social media and client events, whether in-person or virtual depending on the public health concerns of the moment. Mike and Sandy will also often encounter their clients during their team’s volunteer efforts, as they work with local charities, food banks, and youth leagues to contribute to the vitality of the community.

When they’re not working, the couple loves enjoying the outdoors, whether that is boating in the summer or snowmobiling in the winter, or horseback riding in either season! As for the future of their business, the plan is simple: continue growing their team, expanding the area they serve, and maintaining the exceptional quality of service for which they’ve come to be known.

“Wherever you’re at in the transaction, there’s a specialist helping you, making sure you understand and are comfortable with each step of the process, and ensuring a stress-free experience. For our sellers, we provide a comprehensive marketing strategy that includes virtual tours of homes, drone photos, professional photography and videography as well as top-notch online and print marketing for every listing. In addition, we also offer a free moving truck for all of our buyers and sellers to help them with their transition.”

A look at the team’s reviews reveals how much clients have appreciated the service they received. Many praised Mike, Sandy, or one of the other agents for their 64

Contact Mike at 978-433-8800 or email mike@bloodteamrealty.com

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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 66

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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MIKE BOONE “Customer satisfaction is our number one priority,” Mike Boone explains, while discussing his team. Wanting to establish a group of vibrant, client-oriented agents, Mike decided to start Boone Residential, brokered by eXp Realty, serving the greater Richmond, Virginia area. The team has since developed a reputation for delivering superior service, with a growing portion of their clientele deriving from repeats and referrals. Mike credits their extensive training programs, as well as their client-first mentality, for their continuous growth.

“We spend a lot of time coaching,” he explains. “We want to be the best advocates for our clients. We’re very customer centric and make sure that our clients feel as if they are the only ones we are serving.” Offering a white glove experience, those who work with Boone Residential can rest assured that every aspect of the transaction is being handled. When Mike and the team first begin working with a client, they take the time to truly understand what they are looking for and develop a plan to get them there. For buyers, this means determining their budget and list of must-haves. All team members are patient throughout the process, never pressuring them to make decisions, but offering guidance and support. When it comes to sellers, Boone Residential implements a detailed marketing plan that puts their property in front of as many eyes as possible.

“We place every home on the MLS and we syndicate our listings to about 600 websites,” Mike explains. “We also advertise on social media and do some grassroots marketing, where we will call everyone in the neighborhood and build excitement around the house.”

When it comes to advertising their own work, Boone Residential relies mostly on word of mouth, as clients

love to spread the word about their exceptional experiences with them.

One recently said, “Thank you so much Boone Residential! Mike did a fantastic job walking us through the process of selling our very first home. The Boone Team team did an amazing job showcasing the house to future buyers. The results were 50 plus scheduled showings and approximately 100 people during the open house, which blew us away. We received about 25 offers by that following Monday. Mike’s strategy is proven to be very efficient and well thought out every step of the way. We accepted an amazing offer on our home and were able to close in a couple of weeks. If you are deciding to sell or buy in the near future, Boone Residential should be your number one choice without a doubt. #BooneResidentialForLife.”

Community is important to Boone Residential, so they are always giving back. “Over Labor Day weekend we hosted a donation drive for Afghan refugees, supplying them with several trailers full of clothes and other items,” Mike explains. “We’re constantly looking for events and ways to get involved.” During any free time, Mike can be found hanging out with his family, including his three children and his wife.

In the coming years, Mike’s sights are set on growth.

“Our seven year target is to grow our team to 300 agents across Virginia and North Carolina,” he explains. He would love to spend more time training his team and helping them achieve their goals. “We’re a family owned and operated team, with my wife running the operations side. We enjoy showing agents the right way to do business. It’s a hard industry, but with the right structure systems and coaching, anyone can reach success.”

For more information about Mike Boone, please call 804-316-8488 or email mike@booneresidential.com Top Agent Magazine

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NEGIN STERN, ESQ. Offering extensive support and guidance in all aspects of real estate, Negin Stern has become a top agent in southern California and Arizona. Her initial introduction to the real estate world was through law. “When I was working for Glendale Public Works as Deputy City Attorney, I started getting involved with some construction projects,” she explains. Thereafter, as General Counsel for a Downtown LA real estate company, she plunged into the development of over 700 live/work lofts, closing $35m in Textile Building and managing a $200m sales project budget for Santee Village lofts. She managed and closed the $40m Maple St parking garage which included a 500 space parking structure with multi-level bonds. During this time she also trail blazed the path in obtaining the first ever Mills Act property tax reduction benefits from Los Angeles Tax Assessor for 7 Historic Buildings. Negin soon recognized that her skills as an attorney would translate well into working as an agent, so she decided to take the leap into this field. Almost 20 years later, as broker/owner of LeMark Realty, Negin has gradually built a presence in two states and continues to exceed client expectations.

Community is an important part of Negin’s business, with LeMark offering a Tax Benefits Program working with charities. As a trained piano player and vocalist, “my husband and I write music together and sing for fun. We also have a cooking show called ‘Welcome for Dinner’, where we prepare fusion style recipes like Persian/American or German/American foods.” She spends her free time on her ranch teaching her daughter how to ride and tend to their Arabian horse, and rescues endangered honeybees.

As time goes on, Negin’s love for what she does continues to grow. She has targeted the luxury market by establishing and expanding LeMark Estates, which will continue to deliver exceptional service to those buying or selling properties over $2 million. Through her law firm, Stern Law, P.C., she plans to help more clients who are looking for counsel in real estate, particularly sellers who prefer not to utilize an agent.

“At this point in my career, I have enough experience to be a guide, counsel, and leader, not only in the community, but for the agents that join our boutique practice. I’d like to offer what I’ve learned throughout my career to our clients as well as colleagues in our industry. I want to provide all the tools and guidance to ensure people are successful in their real estate endeavors.”

“I have an unwavering and loyal client base who continue to rely on me for their real estate and legal needs,” Negin explains. With brokerages in Beverly Hills, San Diego, Temecula and Phoenix, Negin leads a team of agents with unparalleled expertise and customer service. Throughout every transaction, Negin is patient, empathetic and client-oriented. “You can still be an attorney and be kind to people,” she explains. “You can still do real estate work and care about your peers.”

Negin’s work is centered upon providing quality results and is passionate about building enduring relationships. Getting to know her clients and understanding their needs, she goes above and beyond to achieve their goals. This includes stateof-the-art marketing, such as drone footage, professional photography, staging, interior design, and virtual tours. “We’re really mindful of style and design, making sure we properly position our clients’ product in the best way possible.”

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For more about Negin Stern, please call 626-437-2854 or email negin@lemarkrealty.com Copyright Top Top Agent Agent Magazine Magazine

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 70

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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NIKKI SHELLEY NAIL “To be successful in real estate, you have to build relationships,” Nikki Shelley Nail explains, while discussing her career. She started as an agent 20 years ago, after encouragement from her father. “My father was a custom home builder, and he wanted me to sell houses for him, so he suggested I get my license while I was in college.”

Nikki decided to take his advice, and hasn’t looked back since. Leading The Shelley Home Group, and serving the greater Baltimore region, nearly all of her business derives from repeats and referrals. It’s her focus on maintaining client connections that has led to her continuous growth.

“They often become my friends, it’s more than a transaction to me.” Throughout the journey, Nikki gets to know her buyers and sellers on a deeper level.

Guiding them on every step, she alleviates stress, as clients trust her wholeheartedly. With Nikki’s extensive experience in the field, she has seen all types of transactions, and is always able to prepare them for what to expect. “Growing up, I learned all the details surrounding buying land, building a house and transitioning from selling a house to moving into a house you’re building.”

highest level of service and support.

These ladies are very knowledgeable in their profession and are also negotiators. Not only did I get the home of my dreams but my monthly mortgage payment as well. I highly recommend Nikki and Tiera to be your agent if you want quality of service, affordable rate and professionalism.”

When Nikki isn’t working, she’s giving back to the community through events and charities. “I’m participating in an antique event that’s held in Westminster, and during Christmas time I donate to the Gingerbread Festival. I like to help out the families that need assistance in our area.” During her free time, she’s working on developing an AirBnb business, hanging out with family, or visiting baseball stadiums.

Looking ahead, Nikki wants to continue growing while also maintaining her client relationships.

Wherever her path leads, she will soak up every minute of it. “I love being able to bring my kids to work and have them see me as a role model. And I truly love helping my clients. I’m so grateful when people support my business.”

When it comes to marketing her listings, she utilizes all major social media platforms and hires professional photographers and videographers. “I will also stage the properties and get my contractor in there to make sure they’re ready to go.” Wanting to ensure everything runs smoothly, she has an inspector come in so they have the chance to make repairs if needed.

After the transaction is complete, clients leave glowing reviews about their time together. One recently said, “I just recently purchased a new home and went to Keller Williams to deliver. My agents Nikki and Dan were phenomenal. They provided me with the Top Agent Magazine

For more about Nikki Shelley Nail, please call 410-746-6238 or email nikki@theshelleyhomegroup.com Copyright Top Agent Magazine 71

RICK RICHKER Born and raised in the Chicagoland area, Rick Richker has always been drawn to real estate. Upon graduating from the University of Iowa, he would launch a 15 year career as a trader at the Chicago Mercantile Exchange, adding to his long-standing expertise in finance. Along the way, he would earn his real estate license and dive into investment properties, which set the stage for his transition into becoming a fulltime agent in 2009. In the years since, Rick has truly seen it all, establishing a robust network of lenders, lawyers, contractors, and satisfied clients throughout the city and suburbs. In 2013, though, he decided to take his business to the next level and join @properties—and the rest is history.

Today, Rick is a Broker with @properties, where he assists clients throughout Glencoe and the surrounding areas. Leveraging his professional background in finance and investments, he possesses the insight, integrity, and compassion needed to navigate even the toughest transaction.

When listing a property, Rick equips his clients with a comprehensive strategy. After helping them fully prepare their home for the market, he shares it over email blasts to an extensive network of top brokers on the North Shore, along with a mix of geo-targeted digital and social media campaigns. In the meantime, he utilizes proven techniques like full page ads in the local newspapers—all to ensure a seamless transaction that maximizes each client’s value in the marketplace.

But Rick is just as attentive when assisting his buyers. Balancing his financial expertise with his in-depth knowledge of the Chicagoland area, he carefully guides them to the right home for their needs. Through the years, he has earned a fantastic reputation throughout the city, with the vast majority of his volume coming from repeat clients and referrals—and the key to his success? “I’m not just a Broker,” he says. “In my career, I’ve done numerous rehabs and even built new 72

construction. Because of these experiences, I truly understand real estate from the inside out, and I can apply that knowledge to better assist my clients.”

Outside of his career, Rick is deeply committed to his community. On top of having coached Little League baseball and basketball for eight years, he currently sits on the board of Family Service of Glencoe.

Also a permanent tee time holder at the Glencoe Golf Club, he can be found traveling, playing paddle or spending time with family and friends when he’s not with clients or giving back.

Going forward, Rick has a strong vision for the future of his business. As his volume maintains its steady growth, he intends on further scaling the model of service that has set him apart in the first place. A lifelong learner, he is also constantly seeking new ways to stay on the cutting edge of his ever-changing industry. But most of all, Rick is excited for the new possibilities that await the upcoming buyers or sellers in his hometown. “I’m a people-person,” he says. “Whether I’m finding someone the home where they’ll raise their family or helping them sell a property and move on to the next phase of their lives, there’s nothing more rewarding than working with others and seeing their dreams come true.”

To learn more about Rick Richker call 773-909-9962, email rick@rickrichker.com, or visit atproperties.com www.

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

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

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

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

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

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

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

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

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

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

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

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ROBERTA INGLETTO & GIO INGLETTO-AMARAL For the mother-daughter team of Roberta Ingletto and Gio Ingletto-Amaral, real estate truly runs in the family. Originally from Brazil, Roberta first came to Florida 25 years ago to attend high school and later pursue her Bachelor’s Degree in Finance from the University of Miami. From there, she would delve into stocks and investments, but soon took an interest in the real estate industry for the ways in which it allowed her to ground her elite business acumen while helping others. Inspired, Roberta then decided to switch tracks and launch her career as an agent.

In the meantime, her daughter, Gio, had an opportunity to learn the business from the ground up while helping out around her mother’s offices, developing her own passion for real estate. After attending NYU, she would follow in Roberta’s footsteps and become a Realtor®—and the two have been teamed up ever since. “Gio is one of the best agents I’ve ever dealt with,” Roberta says of her daughter. “She’s a natural people-person, and she brings so much life to our business. Together, we compliment each other in so many ways.”

Today, Roberta and Gio are licensed Brokers and Owners of RGI Realty, where they assist clients throughout the East Side of Miami and the surrounding areas. Together, they are also licensed in New York. With Roberta having owned and managed her own brokerage for 17 years, the two have established a boutique process to meet the needs of buyers and sellers all the way from Pinecrest to Manhattan.

When listing a property, Roberta and Gio offer a comprehensive approach. After helping their clients fully prepare their home for the market, they broadcast it over a variety of outlets, including targeted social media

campaigns, print publications, and their own popular newsletter. Along the way, they also share their listings to those in their extensive sphere of influence, giving each seller an added advantage.

But Roberta and Gio are just as attentive when assisting their buyers, leveraging their dynamic synergy to guide each client to the right home for their needs.

Fluent in Portugese and Spanish, the mother-daughter team enjoys staying in touch with their clients well after the closing to ensure they are thriving in their new homes. “We tell it how it is,” Roberta says. “That’s why clients know they can trust us. I would never make a sale just to complete a transaction; rather, I always strive to put my client’s best interests first.”

Through the years, Roberta and Gio have earned a fantastic reputation among clients and Brokers alike, with the vast majority of their volume coming from repeat clients or referrals. Having built a professional network that spans not only the nation, but also the world, the two remain focused on the core values that brought them to real estate in the first place. “There’s nothing more rewarding than creating connections with our buyers and sellers,” Gio says. “At the end of the day, if they’re happy, we’re happy.”

Going forward, Roberta and Gio have exciting plans for the future of their business. As their volume maintains its steady growth, they intend on adding onto their team to further expand their model of service throughout the Florida Coast. “I believe in bringing value to each and every transaction,” Roberta says. “Our clients come to us because they need something. At all times, we’re asking how we can give them the best advice, deal, or price—all within the context of what they want.”

To learn more about Roberta Ingletto and Gio Ingletto-Amaral, email roberta@rgirealty.com or gio@rgirealty.com, visit rgirealty.com or call 305-812-9048. www.

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SALVATORE J. DAVIDE For Salvatore J. Davide, real estate runs in the family. His dad entered the industry in the 60s, with his mom following shortly after. “It’s basically been a family business ever since,” he explains.

He’s worked in various real estate-related roles for over 30 years, but became licensed as an agent over 10 years ago, deciding to make it his primary focus.

Raised in South Florida, Salvatore is passionate about guiding people in their real estate journeys, helping them learn what areas suit them best. At Davide Realty, he focuses primarily on Miami Dade County, where around 80% of his business consists of repeat clients and referrals.

Salvatore’s top priority is fulfilling his clients’ dreams, whether it’s getting top dollar for their listing or finding their ideal home.

“I look out for their best interests,” he explains. “They know they can always call me, and I will always talk to them and give them advice.” One would be hardpressed to find an agent who knows the Miami area better than Salvatore, with him not only growing up in the area, but raising his children here as well. “I know what makes it desirable for people, and that knowledge helps my buyers and sellers better understand what we can do to reach their goals.” When working with buyers, Salvatore takes the time to hear their needs, outlining a plan to get them what they want.

By being patient throughout the process, he never pressures them into making any decision, only offering guidance along the way. For his sellers, Salvatore implements a strategic marketing plan, putting his listings on the MLS, which then advertises them on over 500 different websites in multiple languages. “We also do regular monthly postcards that go out to our database of over 1,000 people.”

Those who work with Salvatore have endless positive things to say about him. One recent client said, “He is 76

super hard working. Salvatore kept the buyer focused on the closing. He helped to make sure all building liens were resolved in a timely manner, avoiding any delays in the closing. I would recommend him to anyone who is selling a property.” Another wrote, “Salvatore handles every aspect of the deal. You do not have to worry about anything. He’s very professional.”

During the few hours that Salvatore isn’t working, he’s staying active in his community through the Board of REALTORS®, or helping out small charities or groups. “Whether it’s sponsoring a little league baseball team or giving back to a school, we try to keep it very grassroots.” During any free time, he’s hanging out with family or enjoying the vast culture Miami has to offer.

As time goes on, Salvatore’s love for what he does continues to grow. He hopes to continue growing the team and staying close to his core values of providing superior service and putting clients first. “We feel very blessed that we’ve had the opportunity to help people in our community, it’s been amazing for all of us.”

For more about Salvatore Davide, please call 305-815-5993 or email sal@daviderealty.com Copyright Top Top Agent Agent Magazine Magazine

8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 78

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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THOMAS SANTORE Before Thomas Santore was a full-time Realtor®, he owned a construction company for many years. He started his real estate career while the construction company was still running, and juggled both for some time before he realized that real estate was a lot of fun, and he was really good. He eventually sold his business and never looked back. Now, Thomas is known for being one of the most prolific sellers of land in his area of New York. In fact, from the beginning of 2000 up until today, Thomas has sold more land than any other agent in all of Westchester, Putnam, and Dutchess Counties according to MLS statistics, and through a combination of honesty and expertise has built an impressive career in real estate.

Although he specializes in selling land, Thomas is also a Commercial Broker and closes a significant number of residential transactions each year. Coupled with his extensive experience in construction, Thomas is an incredibly knowledgeable agent who is trustworthy and dependable, while also able to keep his clients informed throughout the transaction process.

“Having an agent who knows what they’re doing is really important,” Thomas says. “I bring a depth of knowledge to the table, and if I don’t know the answer to a question, I guarantee I can call someone and find out quickly.” With his skill and know-how, Thomas is capable of handling even the most challenging real estate transaction, and is an agent you want on your side when buying or selling a property.

When interacting with clients, Thomas is very honest and transparent with his information, and toils endlessly to get the best possible results for his clients. He prioritizes building lasting relationships with clients over his own bottom line, and isn’t afraid to give candid advice when necessary to ensure his clients are prepared for each phase of the transaction. Due to his phenomenal personalized service, Thomas’s clients often refer him to their friends and Top Agent Magazine

family, and the bulk of his business comes from returning clients.

When it comes to marketing his listings, Thomas advertises extensively online across hundreds of websites using the largest MLS in New York. Recently, he has been using more mailers to market locally, which has contributed to a significant growth in his business this year. Thomas has received numerous awards from various organizations over the course of his career for being a consistent Top Producer, and hopes to continue that trajectory well into the future.

In his free time, Thomas enjoys playing golf and traveling – he takes monthly trips to Atlantic City and visits Disney every year. He is a long-time resident of Putnam Valley, and a pillar of the community – he has been involved with many charitable organizations over the years, including a golf outing fundraiser that raised tens of thousands of dollars for charity. He is passionate about his work and the betterment of his community, and carries that enthusiasm with him as he helps clients every day. If you’re looking for an agent in New York with considerable knowledge in every aspect of real estate, get in touch with Thomas Santore today!

You can reach Thomas at (845) 590-5488 or tsan25@aol.com.

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