Nationwide & International 11-17-25

NATIONWIDE & INTERNATIONAL EDITION

MY CRYSTAL BALL: FEATURED LENDER

IRA MELTZER FEATURED AGENTS

ARTUR ISRAYELYAN CARLO DIPASQUALE ERIN OMIATEK KAYLA NIEMAN LISA CARSWELL MATT SALWAY MIRTA ARROYO MONIKA DEROUSSEL COVER STORY

DOUGLASS HOLMES

You CAN Predict You’ll Be Successful Selling Real Estate

HOW TO NOT LOSE A CLIENT

in 10 days

WHAT SELLERS WANT FROM YOU

As Their RealEstate Agent Is Starting a Team

THE RIGHT SOLUTION FOR YOUR BUSINESS?

NATIONWIDE & INTERNATIONAL EDITION

IRA MELTZER: BEYOND THE SALE: KAYLA NIEMAN’S MISSION INING SUPER-JUMBO MORTGAGE FINANCING TO BUILD CONNECTION THROUGH REAL ESTATE

aunched career with clients Ontario have funded billions inexpand transactions. and reach, Forhis Kayla Nieman, founder 7 of Kayla Realty 15 23 the Ottawa area to 33 19 while across major online cliand member of Signature Team Realty Ltd, Much of itspushing growthlistings comes from repeat ransaction—originating platforms, community groups, and local real estate is far more than contracts and ents andmedia. referrals, a testament to the trust Ira ortgage’s firstIt’s$2about mil-people, relationships, Her goal is simple: position each home closings. has cultivated over he deal, financed to reach the rightdecades. buyers and“Our deliverclients the best are andwhich trust. Before entering real estate, she results. standard is clarity, speed, stospent years procurement specializing some of the Her most successful and and sophistinner George C. in Scott’s rytelling that makes buyers fall in love. in contract management, honing her skills cated borrowers in America,” Ira says. “They Martindale’s Malibu in negotiation, communication, and value expect the best,matters, andCARLO we don’t disappoint or what would and Kayla shows up every- our analysis.

Yetbecome even HOLMES with that background, DOUGLASS ARTURVisibility ISRAYELYAN DIPASQUALE IRA MELTZER KAYLA NIEMAN clients.”where—online and in person. She’s active on she knew success couldn’t be measured on a in high-value residenthirteen social “This business 57 65 platforms and still 73 believes in 41 isn’t just about 49 a year,spreadsheet.

Ira was named touchpoints:market newspapers, bulletin to transactions, it’s about people,” she says.

As the old-school luxury housing continues op loan officer nationboards, radio, sponsorships, and community “Real estate lets me build genuine relationexpand, OneMillionDollarPlus is scaling events.

“Kayla Realty isn’t just about selling homes—it’s help clients make one of life’s most meaningful d for ships two and consecutive meetpartdemand.

This year the firm’s abouttobeing of the community and marks always showing investments—a home.” signal of the record-setup for our clients and neighbors,” she says.

That accessi-with most ambitious move yet: a partnership ble presence keeps her top-of-mind and approachable long Working as a solo agent today, Kayla is actively growing a one of the nation’s largest conforming VA & before someone is ready to move. team grounded in care and integrity. She seeks professionals mortgage Through this DEROUSSEL collaboration, Ira’s MATT SALWAY companies.

MIRTA ARROYO MONIKA ERIN OMIATEK LISA CARSWELL who treat every client like family and honor theFHA responsiresidential mortgage financing indusRelationships don’t end at closing.

Kayla keeps clients close bility that comes with big decisions. “I want people who SuperJumbo exclusive services are now available nationellar reputation as one of the country’s through personal check-ins, birthday and holiday messages, see beyond the sale and truly serve,” she explains.

For her, CONTENTS wide, powered by thousands of MONIKA loan officers across the nancingexpansion advisors the ultra-wealthy. and the occasional knock DEROUSSEL on the door if she’s nearby. “If isn’tfor about headcount—it’s about culture: elevatcountry. promises tostop expand reach expo4)loans Mystandards, Crystal Ball: You Can 39) Are Real Estate Myths I’minitiative in theThese neighborhood, I’ll to saytheir hello—the same ing service systems, and Predict creating a client This e originated with refining America’s largMATT bringing elite solutions a new You’ll Befeels Successful Estate Holding You Back? way familytheir would,” she financing says. That sincerity fuels to loyalty personal at Selling step.Realnentially, ortgageexperience brokers,that and bankers.

Inevery 2015, andaffluent referrals; roughly five percent of her business already SALWAY generation of homebuyers.

47) Key Mistakes To Avoid For 13) Is Starting A TeamaThe o createRooted OneMillionDollarPlus, comes from repeat clients, and that share continues to grow. in the Ottawa Valley, Kayla bouproudly serves one of MIRTA Home ARROYO Sale Right Solution For Your Business?its nature, A Successful Ontario’s most beautiful regions—championing ng exclusively in multi-million-dollar notThe only about numbers—it’s all hesitate—“not about relation55) Three Important Asked what she’dMost change, Kayla doesn’t community spirit, Player and genuine people. Guiding Ira’s buyerswork and is 17) Every Is Valuable: The company has since become the ships. she Known forShe’d hisFor discretion, has become trusted much.” simply tellEstate herhe younger self to trustthe the prosellers across ValleyYour to match lifestyleMorale with location, Qualities Real Success How Tothe Boost Team’s naires,says, celebrities, and business leaders cess and keep learning.

Each transaction teachesseek something “I love helping others see the potential here—whether choice when billionaires andDown celebrities quietly financ63) How To Cut On Digital 20) Embracing Smart Homes: Does new: how to negotiate better, listen deeper, and guide more it’sand a first a family retreat, or an investment propecision, thehome, lowest available intering for homes that demand privacy and sophistication.

He And Yourcentral, Productivity effectively. Giving backUp remains too—she supports erty.”New Beyond transactions, Really her workIncrease preserves the charm Distractions Technology n’s largest home loans. communicates success through client stories, industry rec-

localWhat arenas and youthWant hockeyFrom teams You and mentors women 71) Sellers in real Grounded, passionate, client-first, Kaylalike ognition, and a estate. consistent presence media outlets As Their Real Estate Agentinand

that draws people to the region in the first place.

Home Value?

29) How Toa Not Lose Aevery Client Plus, Ira and his gets team structure NiemanJournal, continues Bloomberg to build not just a business, but a The com- LA Every listing tailored plan.

Kayla buildsThe individuWall Street Wealth News, 79) Keeping In Touch – How To Stay In In strategies 10 Days munity—one relationship at a time. In a market that rewards alized that combine professional presentation, inancing above $1 million, averaging Times, and Your national television interviews.

Clients’ Lives For The both expertise and empathy, her Long clients Haul get both—and data-driven digital exposure, and real-world relationships. oan. The firm specializes in purchase homes that fit their lives perfectly.

She leverages a robust network of agents across Southern bridge loans, both mid-construction Outside the office, Ira dedicates his time and resources to Phone 310-734-1440 | Fax 310-734-1440 ® perm loans, HELOCs, ARMs, DSCR Contact Kayla Nieman, Realtor | Signature Ltd,heart, Brokerage | Ottawa Valley, Ontario causesTeam closeRealty to his including Skid Row’s Midnight mag@topagentmagazine.com | www.topagentmagazine.com , and private money solutions—always Mission, Children’s Los Angeles, |613-281-4770 | Facebook: @KaylaRealty kayla@kaylarealty.ca | kaylarealty.ca No portion of this issue may be reproduced in any manner whatsoever without priorHospital consent of the publisher.

Top Agent and affordable Magazine isneeds. publishedWith

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published to each client’s relationhousing initiatives.

He highly values travel and time spent @KaylaRealty | LinkedIn: Kayla Realty | YouTube & TikTok: materials,Instagram: Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its@KaylaRealty authors. n’s top private banks, theaddress, firm delivers with his wife and family.

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

Published in the U.S. lending options for complex financial Copyright Top Agent Magazine 2 Top Agent Magazine With four decades of expertise, Ira Meltzer stands as one of the most knowledgeable and trusted figures in the mortgage www.

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

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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DOUGLASS HOLMES Top Agent Magazine

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Dedication, Design, and Drive: The Real Estate Journey of Douglass Holmes For Douglass Holmes, real estate wasn’t the career he planned — but it’s the one he was meant for. After leaving a successful career in network television, he found himself at a crossroads. “My brother-in-law suggested real estate, and I told him, ‘No way,’” he recalls with a laugh. “Six months later, I relented — and 23 years later, I’m in the top 100 out of more than 58,000 agents in 8Copyright Top Agent Magazine

New Jersey.” His story is a testament to the power of persistence, passion, and purpose.

Douglass’s transition into real estate was as unexpected as it was transformative. He discovered early on that his background in media gave him a unique edge — an understanding of storytelling, presentation, and audience connection. Those skills translated Top Agent Magazine

seamlessly into helping clients market and sell their homes with creativity and confidence. “Television taught me about communication and consistency,” he says.

“In real estate, that’s everything.” What began as a leap of faith soon became a lifelong calling.

In addition to being a top-producing agent, Douglass offers complimentary staging ser-

vices for every listing he represents — a feature that truly sets his approach apart.

“Presentation isn’t just important, it’s everything,” he says. Staging has become both a personal passion and a thriving side business, allowing him to transform spaces with intention and elevate their market appeal. “I approach each home with a designer’s eye and a strategist’s mindset, curating layouts that highlight flow, light, and lifestyle,” he

Top Agent Douglass Holmes proudly serves all corners of New Jersey, though he’s especially rooted in Northern New Jersey, where his reputation as a trusted advisor continues to grow.

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BEFORE

In addition to being a top-producing agent, Douglass offers complimentary staging services for every listing he represents — a feature that truly sets his approach apart.

“Presentation isn’t just important, it’s everything,” he says. explains. “My goal is simple: help sellers maximize their profit by making buyers fall in love at first sight. It’s not an add-on — it’s part of the value I bring to every client.”

Today, Douglass proudly serves all corners of New Jersey, though he’s especially rooted in Northern New Jersey, where his reputation as Copyright Top Agent Magazine 10

a trusted advisor continues to grow. Working as a solo agent with a dedicated team of assistants, he has built a business grounded in relationships, not transactions. “I build relationships that last beyond the sale,” he says.

“Staying in touch just comes naturally. When you truly care about people, it doesn’t feel like work.”

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Douglass attributes much of his success to his work ethic and personal philosophy. “I’ve worked seven days a week since day one — not because I had to, but because I wanted to,” he says. “Building something real takes consistency, creativity, and showing up every single day.” His commitment to excellence has made him a perennial top producer and a go-to expert for clients seeking honesty, strategy, and results.

Beyond his professional accomplishments, Douglass believes in giving back to the community that has supported him. He’s an active supporter of local animal shelters and PTAs, and he proudly served on the board of a philanthropic athletic scholarship foundation, helping student-athletes pursue their dreams. “It’s incredibly rewarding to help others grow,” he says. “Whether it’s a student earning a scholarship or a family

Working as a solo agent with a dedicated team of assistants, Douglass has built a business grounded in relationships, not transactions. “I build relationships that last beyond the sale,” he says.

AFTER

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finding their forever home, it’s all about building futures.”

With 70% of his business coming from repeat and referral clients, Douglass’s success speaks volumes about his authenticity and care. He

credits his longevity in the business to one simple principle — show up, serve others, and stay true to your word. “This career has given me more than I ever imagined,” he says. “And I’m still just as excited today as I was 23 years ago.”

Contact Douglass Holmes, Realtor® Howard Hanna | Rand Realty | New Jersey

Email: douglass.holmes@randrealty.com | Instagram: @DouglassHolmesRealEstate https://www.linkedin.com/in/douglass-holmes-245026335 LinkedIn: linkedin.com/in/douglass-holmes-245026335

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans14

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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IRA MELTZER: REDEFINING SUPER-JUMBO MORTGAGE FINANCING In 1985, Ira Meltzer launched his career with a headline-making transaction—originating Coldwell Banker Mortgage’s first $2 million purchase loan. The deal, which financed Academy Award–winner George C. Scott’s purchase of Wink Martindale’s Malibu estate, set the tone for what would become a remarkable career in high-value residential lending. Within a year, Ira was named Coldwell Banker’s top loan officer nationwide, a title he held for two consecutive years. It was a clear signal of the record-setting path ahead.

Over 40 years in the residential mortgage financing industry, Ira has built a stellar reputation as one of the country’s most trusted home financing advisors for the ultra-wealthy.

For three decades, he originated loans with America’s largest private banks, mortgage brokers, and bankers. In 2015, he shifted his focus to create OneMillionDollarPlus, a boutique firm specializing exclusively in multi-million-dollar residential financing. The company has since become the go-to source for billionaires, celebrities, and business leaders seeking discretion, precision, and the lowest available interest rates on the nation’s largest home loans.

At OneMillionDollarPlus, Ira and his team structure every form of residential financing above $1 million, averaging over $7 million per loan. The firm specializes in purchase loans, refinances, bridge loans, both mid-construction and construction-to-perm loans, HELOCs, ARMs, DSCR financing, buydowns, and private money solutions—always individually tailored to each client’s needs. With relationships across the nation’s top private banks, the firm delivers unmatched access to lending options for complex financial profiles.

Operating in all 50 states, with primary markets in California, New York, Florida, and Hawaii, OneMillionDollarPlus

clients have funded billions in transactions.

Much of its growth comes from repeat clients and referrals, a testament to the trust Ira has cultivated over decades. “Our clients are some of the most successful and sophisticated borrowers in America,” Ira says. “They expect the best, and we don’t disappoint our clients.”

As the luxury housing market continues to expand, OneMillionDollarPlus is scaling to meet demand. This year marks the firm’s most ambitious move yet: a partnership with one of the nation’s largest conforming VA & FHA mortgage companies. Through this collaboration, Ira’s exclusive SuperJumbo services are now available nationwide, powered by thousands of loan officers across the country. This initiative promises to expand their reach exponentially, bringing their elite financing solutions to a new generation of affluent homebuyers.

Ira’s work is not only about numbers—it’s all about relationships. Known for his discretion, he has become the trusted choice when billionaires and celebrities quietly seek financing for homes that demand privacy and sophistication. He communicates success through client stories, industry recognition, and a consistent presence in media outlets like The Wall Street Journal, Bloomberg Wealth News, The LA Times, and national television interviews.

Outside the office, Ira dedicates his time and resources to causes close to his heart, including Skid Row’s Midnight Mission, Children’s Hospital Los Angeles, and affordable housing initiatives. He highly values travel and time spent with his wife and family.

With four decades of expertise, Ira Meltzer stands as one of the most knowledgeable and trusted figures in the mortgage financing industry. His legacy continues to grow—now on a national scale.

Contact Ira Meltzer at 424.281.6700 (Ext. 1) or on mobile at 760.808.1444 Email: onemilliondollarplus@gmail.com, or visit LinkedIn, Instagram or Facebook

https://www.instagram.com/tmt_carealtors?igsh=NTc4MTIwNjQ2YQ%3D%3D&utm_source=qr

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https://www.linkedin.com/in/irameltzer/

https://www.instagram.com/onemilliondollarpluscom

https://www.facebook.com/irafunds

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Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 17

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

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

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

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

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

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

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

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

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BEYOND THE SALE: KAYLA NIEMAN’S MISSION TO BUILD CONNECTION THROUGH REAL ESTATE For Kayla Nieman, founder of Kayla Realty and member of Signature Team Realty Ltd, real estate is far more than contracts and closings. It’s about people, relationships, and trust. Before entering real estate, she spent years in procurement specializing in contract management, honing her skills in negotiation, communication, and value analysis. Yet even with that background, she knew success couldn’t be measured on a spreadsheet. “This business isn’t just about transactions, it’s about people,” she says.

“Real estate lets me build genuine relationships and help clients make one of life’s most meaningful investments—a home.”

Working as a solo agent today, Kayla is actively growing a team grounded in care and integrity. She seeks professionals who treat every client like family and honor the responsibility that comes with big decisions. “I want people who see beyond the sale and truly serve,” she explains. For her, expansion isn’t about headcount—it’s about culture: elevating service standards, refining systems, and creating a client experience that feels personal at every step.

Rooted in the Ottawa Valley, Kayla proudly serves one of Ontario’s most beautiful regions—championing its nature, community spirit, and genuine people. Guiding buyers and sellers across the Valley to match lifestyle with location, she says, “I love helping others see the potential here—whether it’s a first home, a family retreat, or an investment property.” Beyond transactions, her work preserves the charm that draws people to the region in the first place.

Every listing gets a tailored plan. Kayla builds individualized strategies that combine professional presentation, data-driven digital exposure, and real-world relationships.

She leverages a robust network of agents across Southern

Ontario and the Ottawa area to expand reach, while pushing listings across major online platforms, community groups, and local media. Her goal is simple: position each home to reach the right buyers and deliver the best results. Her standard is clarity, speed, and storytelling that makes buyers fall in love.

Visibility matters, and Kayla shows up everywhere—online and in person. She’s active on thirteen social platforms and still believes in old-school touchpoints: newspapers, bulletin boards, radio, sponsorships, and community events. “Kayla Realty isn’t just about selling homes—it’s about being part of the community and always showing up for our clients and neighbors,” she says. That accessible presence keeps her top-of-mind and approachable long before someone is ready to move.

Relationships don’t end at closing. Kayla keeps clients close through personal check-ins, birthday and holiday messages, and the occasional knock on the door if she’s nearby. “If I’m in the neighborhood, I’ll stop to say hello—the same way family would,” she says. That sincerity fuels loyalty and referrals; roughly five percent of her business already comes from repeat clients, and that share continues to grow.

Asked what she’d change, Kayla doesn’t hesitate—“not much.” She’d simply tell her younger self to trust the process and keep learning. Each transaction teaches something new: how to negotiate better, listen deeper, and guide more effectively. Giving back remains central, too—she supports local arenas and youth hockey teams and mentors women in real estate. Grounded, passionate, and client-first, Kayla Nieman continues to build not just a business, but a community—one relationship at a time. In a market that rewards both expertise and empathy, her clients get both—and homes that fit their lives perfectly.

Contact Kayla Nieman, Realtor® | Signature Team Realty Ltd, Brokerage | Ottawa Valley, Ontario kayla@kaylarealty.ca | kaylarealty.ca |613-281-4770 | Facebook: @KaylaRealty Instagram: @KaylaRealty | LinkedIn: Kayla Realty | YouTube & TikTok: @KaylaRealty www.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 20

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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ARTUR ISRAYELYAN

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“I focus on perfecting the simple things in my business, which include, honesty, hard work and availability for my clients. People can sense when you are genuine and will seek you out if they know you are in their corner.”

Artur Israyelyan of Los Angeles, CA combines his entrepreneurial spirit with an unwavering work ethic, which ultimately drives his thriving real estate business. “I focus on perfecting the simple things in my business, which include, honesty, hard work and availability for 24 Copyright Top Agent Magazine

my clients. People can sense when you are genuine and will seek you out if they know you are in their corner.”

Artur has launched several successful business ventures in his career, including in the areas of logistics, automotive Top Agent Magazine

accessories, dental supply, parking management and transportation. “As a business owner, I am fortunate to have been exposed to people from so many different walks of life”, he recalls. “It has taught me to provide everyone

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I meet with the same level of quality, expertise and professionalism which are the foundations of my business.”

After selling his other business interests, Artur leveraged his strong communication

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As an agent with Beverly and Company, Artur serves the greater Los Angeles market including some of its most prominent and affluent neighborhoods, including Beverly Hills, Bel Air and Malibu. skills, elite business acumen and natural sales ability into the real estate industry. As an agent with Beverly and Company, Artur serves the greater Los Angeles market including some of its most prominent and affluent neighborhoods, including Beverly Hills, Bel Air and Malibu. “I have experienced challenges and hardship in my life, which have taught me to persevere and succeed where others have failed”.

Artur combines an extensive digital marketing program along with the triedand-true methods of direct mail and door knocking. Utilizing this multi-faceted approach allows him to reach a wide and diverse audience of prospects, including buyers, sellers and investors.

His business model more closely resembles a family doctor who makes house Copyright Top Agent Magazine 26

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calls for his patients rather than that of a traveling salesman.

When he has free time, Artur enjoys horseback riding, race car driving and spending quality time with his family and friends. He is also deeply involved

and committed to his local community, working diligently to enhance educational and recreational opportunities for those in his neighborhood.

With the ever-changing landscape of the real estate industry, Artur is always sure

“Constantly surrounding myself with positive and knowledgeable people assists me greatly in pursuing my goal of becoming the #1 agent in my market as well as in the entire state of California.”

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to stop, reflect and celebrate the many contributions his colleagues and mentors provide,and which have allowed him to continuously expand his real estate business.“Constantly surrounding myself with

positive and knowledgeable people assists me greatly in pursuing my goal of becoming the #1 agent in my market as well as in the entire state of California.”

For more information about Artur Israyelyan, call 747-999-0000 or email realtorart@yahoo.com

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Top Agent Magazine

HOW TO NOT LOSE A CLIENT IN 10 DAYS While we won’t be serenading a Carly Simon song or tugging on the heartstrings of a Hollywood heartthrob, we will be sharing ten essential tips for agents, the key pitfalls to avoid and the most common mistakes agents make that can cost them Top Agent Magazine

a client. Whether you are a new agent or seasoned veteran in today’s market, get ready for ten insights from Top Agent Magazine. Sit down, grab your popcorn, and tune in to “How To Not Lose a Client in 10 Days!”

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Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey.

Rule number 1:

Prioritize Client Well-being Over Transactions.

Something we hear time and time again from agents featured in Top Agent Magazine is that their business and relationship with a client is not just about the transaction but more about devotion to serving their clients.

Suppose a client suspects you are only eager for a quick commission versus their welfare; they may move on to a new agent who puts their welfare ahead of a transaction. Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey. If an agent is more transaction-focused than client-centric, this is a sure way to lose a client.

Rule number 2:

Be Transparent in Property Disclosures.

Never gloss over issues with a property. Be transparent with your client as you disclose everything you know about a property to protect the interest of a client and their family.

When an agent openly communicates with their clients, whether a structural issue or faulty plumbing in the home, it prepares them 30

to understand the magnitude of what home repairs need addressing before purchasing.

If an agent conceals property issues for their client to discover later, they may lose future business.

Rule number 3:

Practice Prompt and Consistent Communication.

Failing to respond to your client may cause severe frustration. Your clients will have questions—point blank. The client relies on their agent as their voice of reason to distribute facts, relay progress, handle disruptions in the home buying process, and close the deal as seamlessly as possible. In a way, as an agent, you pledge to take on the stress. When you leave your clients without answers, they may not feel like a priority to you. Promptly return those phone calls and emails!

Rule number 4:

Thorough Property Knowledge is Non-Negotiable.

Agents must do their homework on a property to avoid losing potential customers and leads.

Picture this - It’s an open house flooded with

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potential clients, but you struggle to answer questions regarding the property accurately.

Your potential client will be running for the hills! Conduct thorough research on the home and property, plunging into every detail from the construction date of the home to the specifics of the flooring. When your clients ask about the home, land, and local community, they expect you to inform them properly. Keep your leads impressed while you share your knowledgeable expertise about your listings so they feel secure in their home purchase.

Rule number 5:

Implement Effective Marketing Strategies.

Marketing properties sufficiently is critical for generating new leads and sales. Top agents effectively market their listings through email marketing, social media, print advertising, drone photography, and professional staging. For example, TV Personality from Selling Sunset and one of Southern California’s most well-known luxury real estate brokers featured on Top Agent Magazine’s cover, Jason Oppenheim from the Oppenheim Group, shares, “We focus on the presentaJASON OPPENHEIM tion of a property beforehand, and we even have a concierge service that can help get the home ready for sale. We really like to have a property looking as new as possible before we photograph and get them to market, so that often means staging, painting, landscaping, and sometimes a light remodel.”

Implement Jason’s advice by employing Top Agent Magazine

effective marketing strategies to have plenty of leads and prevent losing potential clients.

Rule number 6:

Master the Art of Negotiation.

Lacking confidence in negotiation can give the impression that an agent needs a grip on the sale. Successful agents who know how to negotiate home prices find reward by keeping clients long-term while serving their clients’ best interests. A client will expect their agent to handle the negotiation aspects of the home buying process to give them the most favorable outcome. Poor negotiation skills can look like rushing, passivity, and lack of decision-making ability. On the other hand, a confident negotiator will have patience, assertion, and the ability to make decisions by articulating a client’s boundaries when discussing the closing price. You could miss out on future business or a five-star review if you don’t bring your A-game for your client.

Rule number 7:

Take Your Client Feedback Seriously.

Ignoring client feedback will result in client frustration and pose a significant risk of losing repeat and referral business. Constructive criticism from clients can be a guiding light to where an agent needs improvement in how they do business and, in the long term, may help refine an agent’s skills. Which agent doesn’t want to be the best version of themselves? Take advantage of your client’s advice to leverage it as an opportunity for career growth.

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It is paramount that an agent is educated about present market trends and informed about the local real estate market.

Rule number 8:

Rule number 10:

Deliver What You Promise.

Get Versed in Market Knowledge.

Overpromising and under delivering is an easy way to taint your image and name in the business of real estate. To uphold your reputation among clients and industry peers, it’s crucial to fulfill the expectations you’ve committed to meeting. An agent should strive to be realistic when working with their client to avoid false hope or unrealistic results in the buying and selling process. Furthermore, it helps everyone prepare emotionally for potential obstacles in the homebuying process.

Rule number 9:

Cultivate Patience and Professionalism.

Putting pressure on your clients to make a decision when purchasing or selling their home is a big no-no. Not only is a home one of the most significant purchases most individuals make over their lifetime, but it is also where most spend the rest of their lives. For a client, these decisions can be challenging as they determine what their future home will look like. While guiding your client is valuable, it’s important to allow them to go at their own pace. Patience is a virtue, and professionalism is essential for a happy client.

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It is paramount that an agent is educated about present market trends and informed about the local real estate market. Should an agent not prove they are up-to-date with the latest market knowledge, they risk looking unprofessional and unfit to represent a client. By knowing the state of the market, you become a proficient representative for your client. Additionally, you stay properly educated and may earn respect in the industry for your knowledge. Learning things like year-to-year home values, current interest rates, and home inventory stock, as well as the best time to list or purchase a home, will demonstrate to your clients that they are in good hands with an agent who holds vast knowledge of the real estate world.

In the competitive world of real estate, the success of your business relies on your clients’ loyalty and the prestige of your reputation. By implementing these rules into practice, you can avoid future challenges as you flourish in your business and cultivate enduring relationships with your clients for years to come.

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CARLO DIPASQUALE Top Agent Magazine

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CARLO DIPASQUALE Top Agent Carlo Dipasquale lives and specializes in the South of Fifth neighborhood of Miami Beach, one of the five most desirable neighborhoods in the entire country.

Incandescent; flourishing; vibrant: Miami Beach, Florida, houses millions of people from all walks of life. They travel the globe to walk the heavenly shores and experience the world-renowned nightlife.

At the hub of this rapidly spinning wheel sits Carlo Dipasquale, an artistic polyglot who combines twenty-five years of 34 Copyright Top Agent Magazine

real estate expertise with an unparalleled work ethic and a spirit of collectivism to fuel his thriving business. “Every day is different. Some people prefer the fake safety net of a nine-to-five job – I would rather embrace the unknown. That’s given me the education to serve people from all over the world.”

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A native of Taormina, Italy, Carlo moved to Miami Beach twenty-six years ago. “I started working for the Consulate General of Italy,” he recalls. “I was buying and selling real estate for myself, and helping my coworkers do the same. I was already

deeply connected to the Italian community here – I saw an opportunity to help people understand the market and thrive like I was.” Carlo issued his last passport with the consulate, passed his exam, and signed on with Cervera Real Estate Inc.

A native of Taormina, Italy, Carlo moved to Miami Beach twenty-six years ago. “I have traveled extensively,” he exudes, “and nothing compares to this city.

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Fluent in four languages, Carlo averages between 100 and 120 transactions each year, helping investors and travelers experience the luxury of Miami Beach.

Today in 2024, Carlo lives and specializes in the South of Fifth neighborhood of Miami Beach, one of the five most desirable neighborhoods in the entire country. “I have traveled extensively,” he exudes, “and nothing compares to this city. We redefine what it means to have 36Copyright Top Agent Magazine

white-glove service.” Fluent in four languages (English, Spanish, Portuguese, Italian), Carlo averages between 100 and 120 transactions each year, helping investors and travelers experience the luxury of Miami Beach. In 2021, he was featured in Forbes Magazine when Top Agent Magazine

he sold the $6 million condo of Novak Djokovic. With 25 years of experience, he has cemented himself in the luxury real estate market.

In addition to helping his clients, Carlo prides himself on bolstering his colleagues while benefiting from their strengths. “If I know somebody who could help one of my clients, whether they are a member of my team or not, I bring them into the transaction.

Whatever it takes to make my client

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feel comfortable – I can connect with most people, but sometimes there are cultural differences that others understand better.” Carlo’s team of twelve agents includes representatives from Argentina, Cuba, Germany, Brazil, and Switzerland. “We market locally and internationally – branded and unbranded videos, a bus stop here in South Beach, and most importantly, we keep people up to date on the market. It’s our job to know when the best time to buy and sell could be, and for our clients, that means

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understanding currency trends as well as real estate movements.”

While Carlo prefers to be on the clock seven days a week, he diligently organizes

his life so that he can support local artist events, sponsor animal shelters, and travel to every corner of the globe. “I love what I do – the art of negotiating, meeting new people every day, helping others succeed, and visiting unusual destinations.”

For more about Carlo Dipasquale, please call 786-512-5094 or email carlo.dipasquale@compass.com

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Top Agent Magazine

ARE THESE

REAL ESTATE MYTHS HOLDING YOU BACK? Top Agent Magazine Debunks Common Misconceptions In the fast-paced world of real estate, it’s easy to fall prey to common myths and misconceptions that can hinder your sucTop Agent Magazine

cess. Whether you’re a seasoned agent or just starting out, separating fact from fiction is essential for navigating the

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complexities of the market. That’s why Top Agent Magazine is here to debunk some of the most prevalent real estate myths and empower you to achieve your full potential.

MYTH #1

their needs and goals, and providing personalized service every step of the way. By focusing on client satisfaction and fostering trust, agents can establish themselves as reliable partners and attract repeat business and referrals.

MYTH #3

You need to have a large budget to succeed in real estate.

Real estate is a solo endeavor.

Reality: While having ample resources can certainly be advantageous, success in real estate is not solely determined by the size of your budget. With creativity, determination, and strategic planning, agents can achieve remarkable results regardless of their financial constraints.

Top Agent Magazine showcases countless examples of agents who have built thriving businesses through hard work, ingenuity, and a commitment to excellence.

Reality: In reality, success in real estate often requires collaboration and teamwork. Top Agent Magazine celebrates the power of networking, mentorship, and partnerships in the industry. By surrounding yourself with knowledgeable colleagues and industry experts, you can gain valuable insights, access new opportunities, and overcome challenges more effectively. Together, agents can achieve greater success and make a positive impact in their communities.

MYTH #2

It’s time to dispel these common real estate myths and embrace a more informed and empowered approach to your business. With Top Agent Magazine as your trusted resource, you can access valuable insights, learn from industry leaders, and stay ahead of the curve in today’s competitive market. Don’t let misconceptions hold you back—unlock your full potential and achieve the success you deserve in real estate.

It’s all about closing the deal as quickly as possible.

Reality: While closing deals efficiently is important, rushing the process can lead to costly mistakes and missed opportunities. Top Agent Magazine emphasizes the importance of building long-term relationships with clients, understanding 40

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ERIN OMIATEK Top Agent Magazine

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Top Agent Erin Omiatek with 111 First Delray has “dipped a toe into every pond of real estate: developing, remodeling, investing— My track record speaks for itself.”

Erin Omiatek of Delray Beach, Florida, combines decades of industry expertise with her tireless work ethic and keen eye for opulence to fuel her thriving real estate business. “Knowledge, knowledge, knowledge. Staying up to date on every facet of the market is critical for my clients, and when you show people that you know your numbers inside and out, they will trust your instincts and come back to you for everything. I’m passionate about what I do, and I’m fortunate to help other people benefit alongside me.”

For Erin, real estate is as much an inheritance as a lifelong vocation. “I grew up in Michigan with two parents who were teachers,” she recalls. “My dad is very handy, and my mom is business savvy – they spent their summers remodeling and selling lakeside properties. I spent my childhood on a boat gazing at houses across the lake, listening to them debate the prices of remodeling projects they noticed from last summer.

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It’s in my blood!” This early introduction sparked Erin’s entrepreneurial spirit, and after obtaining a degree in Business Administration and Management from Western Michigan University, she set off to chase the horizon.

In 2013, Erin became a fully licensed REALTOR® and launched her career on the development team for 111 First Delray.

“Things took off from there – I’ve dipped

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a toe into every pond of real estate: developing, remodeling, investing; you name it. My track record speaks for itself, and when I take a client to four different job sites and tell them what I would do in their shoes, they listen.” This penchant for candor has helped Erin establish a book of business that is one hundred percent repeat and referral clientele, and she averages between ten and twenty annual transactions, ranging from $1.5 million

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Erin establish a book of business that is one hundred percent repeat and referral clientele, and she averages between ten and twenty annual transactions in the Boca Raton and Delray communities. to $10 million each in the Boca Raton and Delray communities.

“Every day is different,” Erin exudes. “I can go from picking out tile for a new build to showing a handful of homes to a couple who are visiting from New York, then helping an agent down the street evaluate an off-market property. I like constantly changing gears in my brain!” Despite the dizzying variety of tasks, Erin insists that at the end of the day, after helping her daughter train for competitive baton twirling or volleyball at her school, all she wants to do is catch up on her own drip feed on the MLS. “I’m passionate about what I do – if I keep myself disciplined and consistent, I can manage anything that comes my way.”

As 2024 comes to a close, Erin is finalizing plans for her latest development, which Copyright Top Agent Magazine 44

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she has been orchestrating with the city for the past three years. With exclusive listing rights for twenty-eight units, she is preparing to leverage Sothetby’s global digital footprint to find the ideal client for every home. “I like to up my game every year

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– whether that’s learning something new, hitting a new price point, or helping my clients clear a different hurdle. I want to put myself around other open-minded people who get excited about the same things that I do – that’s the only way I plan to grow.”

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For more about Erin Omiatek, call 561-702-2993 or email Eomiatek@onesothebysrealty.com

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Top Agent Magazine

KEY MISTAKES TO AVOID FOR A SUCCESSFUL HOME SALE Steering clear of these common home selling errors is essential for a seamless and effective Top Agent Magazine

transaction. Here are some top home-selling mistakes to avoid:

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1

7

2

8

Picking the Wrong Agent

Low-Quality Listing Photos

An experienced and compatible real estate agent is crucial. Select an agent with a strong performance history and knowledge of your local market.

Dishonesty

Improper List Price

Avoid setting an unrealistic asking price.

Analyze the local market and similar properties to find a competitive and fair price.

3

Not Making Repairs

Make necessary repairs and improvements to attract buyers. Addressing issues beforehand can make your home more appealing.

4

No Home Staging

Proper staging is key. Declutter, depersonalize, and arrange furniture to highlight your home’s features.

5

Not Tending to Curb Appeal

First impressions are vital. Enhance your home’s exterior with maintenance, landscaping, and possibly a new paint job.

6

Ensure your listing has high-quality photos. Attractive, clear images can significantly impact buyer interest.

Lack of Marketing

Expand beyond traditional marketing.

Utilize online platforms and various channels to increase your home’s visibility.

Be transparent. Fully disclose the property’s condition to avoid potential legal complications.

9

Having Emotions Involved

Maintain a business perspective. Emotional attachment can complicate the selling process.

10

Ignoring Market Trends

Understanding current market dynamics can guide your decisions regarding pricing and the best time to sell.

11

Not Being Flexible

Openness in negotiations can facilitate a sale. Be willing to consider reasonable offers and compromises.

12

Unprepared Showings

Maintain a show-ready home at all times. A tidy and clean environment can make a strong impression during unexpected showings.

By avoiding these common mistakes, you can increase your chances of selling your home quickly and at a satisfactory price.

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LISA CARSWELL Top Agent Magazine

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LISA CARSWELL In Magnolia, Texas, Top Agent Lisa Carswell owns her own thriving company, handling between $36 and $40 million in closed volume each year.

Lisa Carswell’s journey into real estate started simply enough. While working at a school, she decided to get her real estate license to help friends and family find the homes of their dreams in the communities they love. “I wanted to sell real estate part-time,” she recalls. “But it ended up being full-time, and now I’m thriving.”

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What started simply, as a part-time job, became a runaway success in her Texas market. Today, Lisa owns her own thriving company, handling between $36 and $40 million in closed volume each year.

After nearly three decades in the industry, Lisa is an undeniable force in Texas real estate.

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Magnolia, Texas, is the backdrop to Lisa’s success story, a town where she has deep roots and an unwavering commitment to the community. Having grown up in Magnolia, the once-tiny town has transformed into a booming area, thanks to new infrastructure.

As more developers and new construction

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move in, Lisa finds herself at the center of it all, bridging Magnolia’s past and its burgeoning future.

Lisa credits her continued success to the relationships she builds with clients.

With a repeat and referral business rate

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After nearly three decades in the industry, Lisa is an undeniable force in Texas real estate, where she has deep roots and an unwavering commitment to the community. at an impressive 80 percent, it’s clear her approach resonates. “For me, it’s about being honest and caring and taking care of my clients,” she says. Lisa doesn’t disappear after the sale, either. She stays connected, often reaching out by phone, email, or even a visit, keeping clients in the loop and maintaining those valued relationships. Traditional marketing strategies, like Copyright Top Agent Magazine 52

social media and sending out mailers to past and current clients, have been successful for Lisa. She routinely picks up new leads with every mailing.

At the heart of Lisa’s work is a genuine love for people. When asked what she loves most about her career, she gushes, “Oh my gosh, the people! Just getting to know people and Top Agent Magazine

making new friends.” That love extends to her family, especially her sons and three grandsons. Sunday dinners, trips to baseball and football games, and family time are a priority for Lisa, who exudes pride when talking about her family.

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Beyond real estate, Lisa is a member of the Greater Magnolia Chamber of Commerce.

As if all this wasn’t enough, she also owns another business, a wedding facility. She also stays involved with local causes, including fund-raising for Abandoned Animal

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Rescue in Magnolia, JoyRide, an equine facility for children and adults with special needs, and St. Jude Children’s Research Hospital.

Sons Justin and Brandan, along with daughter-in-law Melissa, joined her company team as broker and real estate agents in the mid-2000s, and her loving and supportive husband Rick of 46 years “has been there all

the way,” she says. Another valuable member of her team, colleague Sandy Kutac, came on board in 2004. Lisa envisions turning over the business to family one day. When asked about her guiding philosophy, Lisa sums it up simply: “We like to treat people like family. Life’s a circle. If you treat people fairly and honesty, they’ll always come back to work with you.”

For further information about Lisa Carswell, call (713) 206-8345, email Lisac@carswellrealestate.com, or visit carswellrealestate.com www.

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Top Agent Magazine

THE THREE MOST IMPORTANT QUALITIES FOR REAL ESTATE SUCCESS Thinking about going into real estate or new to the business?

This article is for you.

Real estate sales offers almost unlimited income, flexible hours, and the ability to ‘be your own boss’. If it’s so awesome a field, why don’t more people succeed?

(Statistics say about half of agents entering the business in any given year are out of the business in a year…)

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The Success Numbers Having interviewed thousands of would-be agents, I haven’t met one who didn’t want to make six figures their first year in the business. Here’s the truth: The first-year agent, on average, sells 2-3 homes. Depending on the area, that’s nowhere near six figures. So, what’s wrong?

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The Business Doesn’t Guarantee Success I know. You were told you could be successful if you joined a particular company. You thought that was true. Then, you found out success wasn’t nearly as much due to the company as it was due to your own work ethic!

How rude! Yes, it’s true that a good company provides the tools. A caring, coaching manager provides the skills. Good agents around you help you stay motivated. But, agents still fail with great support. Why? They didn’t go to work!

The Three Qualities that Make the Difference I’ve told you the downside. Now, here’s the upside. Agents who have an abundance of these three qualities succeed at a high level:

1

Personal initiative—taking charge of their own schedules, organization, and initiating a successful business startup plan from day one. These people don’t need someone baby-sitting them.

They follow the lead of a trusted mentor or coach and are self-directed.

2

Tenacity—not giving up. People think they are tenacious and selfdirected until they actually have to be tenacious and self-directed. Most people give up way too soon! These people just keep going until they win. They have a huge tolerance to keep losing as they have their eye on the ball— success. While they are striving, they are constantly getting better at what they do.

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3

Mental toughness—the ability to take ‘no’ after ‘no’ and keep going to a ‘yes’. These people don’t stop at 3 ‘no’s. They learn from rejection and get more determined to win.

See if you have these qualities. And, better yet, how strong are each of these qualities in your ‘prior life’? Give yourself a grade of 1-5 (5 being really high).

Examples of People Who Prove They Have these Qualities in Abundance Read the biographies of exceptional Olympic performers. Every one has overcome great adversity. They all exhibit extreme tenacity, personal initiative, and mental toughness.

Pretend you’re an Olympic sales performer.

Find those qualities in yourself. Find someone who believes in you. Keep going. Don’t give up if you have the will to succeed!

Managers, an interview tip: Use this list and develop ‘past-based behavioral predictor’ questions to see if that prospective agent exhibits enough of each quality. You can see questions and how to create them in The Complete Recruiter.

Carla Cross, CRB, MA, President of Carla Cross Seminars, Inc. is an international speaker specializing in real estate management with emphasis on creating peak productivity. Her eight internationally published books, including Up and Running in 30 Days, and 20 agent and management programs have helped thousands of real estate professionals to greater productivity and profitability. Her newest book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School, has won the Axiom business book award for best business book of the year. Reach Carla at 425-392-6914 or https://carla-cross.com.

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MATT SALWAY Top Agent Magazine

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Top Agent Matt Salway stands out as a real estate agent for his deep understanding and connection with the military community in the Hampton Roads area, commonly known as Virginia Beach.

From the moment Matt Salway bought his first house in 2016, he knew he had stumbled upon something intriguing in real estate. “My friend sold me that house, and I was inspired by his work, so I asked him how I could get my real estate license,” Matt explains. Serving in the military, Matt pursued it as a second career, thinking it might pay for a vacation once a year. But it ended up being much more than that, as he discovered a deep passion for this field. His journey 58 Copyright Top Agent Magazine

has since transformed into a rewarding path, and he’s on track to complete over $30 million in volume this year.

Matt stands out as a real estate agent for his deep understanding and connection with the military community in the Hampton Roads area, commonly known as Virginia Beach.

Serving one of the top markets in the country, he has carved out a niche by focusing on active duty service members and veterans, Top Agent Magazine

specializing in VA loans. “I’m active duty myself, so I speak their language, I understand what they’re looking for and what they need,” Matt explains. This unique expertise has driven his success, with all of his 60+ sales this year involving VA loans.

Additionally, about 35 to 40% of his business comes from repeat clients and referrals, reflecting the strong relationships he has built within this community.

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When it comes to marketing his listings, Matt employs a multifaceted approach, ensuring maximum exposure. “We post across a few different social media pages,” he says, utilizing the power of online platforms to reach a broad audience. He also adds a personal touch by directly sending each listing to the top 500 real estate agents in Hampton Roads, enhancing the network’s effectiveness. Boosted marketing on social

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Matt has carved out a niche by focusing on active duty service members and veterans, specializing in VA loans. “I’m active duty myself, so I speak their language, I understand what they’re looking for and what they need,” he explains. media amplifies the reach further, capturing the attention of potential buyers. Listings appear on his company’s website, gaining nationwide exposure through other Iron Valley branches.

Looking ahead, Matt’s future plans for his business include stepping into the new construction market alongside his wife Heather, Copyright Top Agent Magazine 60

who is also his business partner. They are purchasing lots to build new homes targeted at the military community, aiming to provide affordable and modern housing close to the base. Matt’s wife started a pre-listing renovation company called Spruced Up Renovations that handles upfront home upgrades at no initial cost to the seller, collecting payment from the proceeds at Top Agent Magazine

closing. A truly innovative approach, it has been well-received, with clients benefiting from increased home values without the burden of upfront expenses. Together, they are expanding their business while focusing on delivering quality services to their community.

What Matt enjoys most about his work is helping clients reach their dreams, whether it’s selling their home to start a new chapter

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or moving into a new place. He takes pride in maintaining ongoing communication with his clients, ensuring they know he is always available to help with any needs that arise after the sale. Matt’s dedication to client satisfaction helps him build lasting relationships. For Matt, the true reward lies in knowing he has made a positive impact on the lives of those he serves. “I just love seeing a smile on people’s faces when they’ve accomplished their goals.”

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For more information about Matt Salway, call 757-525-3599 or email salway.matt@gmail.com

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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MIRTA ARROYO Top Agent Magazine

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Top Agent Mirta Arroyo is a solo agent—recently joining Monarch Group Realty where she serves Cabarrus, Mecklenburg, Rowan, and Stanly Counties.

Mirta Arroyo, of Concord, North Carolina, combines her deep understanding of construction with a commitment to education and a passion for building meaningful relationships, all of which fuel her thriving real estate business. “I’m a teacher at heart,” Mirta shares. “I love helping my community and guiding people along the path toward homeownership and investing. Every day, I meet people who believe it’s impossible for them to own a home.

I get to teach them about credit and loan opportunities, and seeing their faces light up when they realize it’s possible is the best part of my job.”

More than just a Realtor, Mirta is also a home remodeler & investor, using her knowledge of the industry to help clients build wealth through the purchase of their first home. Entrepreneurship runs in Mirta’s family, and it’s more than just a vocation for her. “I come from a lineage of business owners,” she recalls. “Eight 66 Copyright Top Agent Magazine

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years ago, my husband and I launched a home remodeling and maintenance business. Through that venture, I discovered my passion for real estate.” After establishing their renovation business, Mirta expanded her expertise, becoming a solo agent and recently joining Monarch Group Realty, where she now serves Cabarrus, Mecklenburg, Rowan, and Stanly Counties.

relationships with everyone I meet,” she says. “I’m always available for my clients and make sure they know that my knowledge is theirs. When you help someone achieve their dream of homeownership and make it a reality, they become clients for life.” Mirta’s dedication to fostering deep connections has earned her a reputation as a trusted advisor and educator within her community.

In 2024, Mirta’s business continues to thrive, with over eighty-five percent of her clientele coming from repeat customers and referrals. “I focus on building strong

Outside of real estate, Mirta and her husband are active in their local church, and they take pride in their volunteer work, repairing homes and improving

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As a longstanding member of Fix & Flip en Español Academy, Mirta has been invited to speak at the Fix & Flip en Español conference for the past two years, sharing her niche expertise in the profitability of manufactured homes. neighborhoods for the elderly and people with disabilities. This commitment to giving back, paired with Mirta’s growing digital presence, has allowed her to balance a flourishing real estate business that generates wealth for the people she serves.

In addition to her work in Concord, Mirta helps guide others in their journey toward real estate investment. As a longstanding member of Fix & Flip en Español Academy, she has been invited to speak at the Fix & Flip en Español conference for the past two years, sharing her niche expertise in the profitability of manufactured homes. In August 2024, Mirta co-authored a book “Mas Alla Del Sueño Americano” on the subject: Latinos who transform dreams into financial freedom Copyright Top Agent Magazine 68

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through investments in real estate, sharing her knowledge and experience. “I wanted to pass on what I’ve learned, but more importantly, I wanted to tell my story—from Puerto Rico to North Carolina—and express how much joy this path has brought me. I’ve been fortunate to meet people from all walks of life, and we feel blessed to give back.”

With the constant support of her husband—who, as Mirta fondly notes, “pushed me to get my license and did

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one hundred percent of the cooking and cleaning while I was studying”—Mirta is now planning to launch her own firm in the future to further support her growing enterprise. In 2025, she will serve on the Board of Directors for the National Association of Hispanic Real Estate Professionals, bolstering her impact on leading industry experts and blossoming clientele. “Every one of my clients meets my family at some point, and that’s when they truly see that we’re all in this together.”

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For more information about Mirta Arroyo, call 980-829-5421 or email keytohavenrealty@gmail.com or mirta@monarchgrouprealestate.com Photography by Larry Laughter with Next Agent Up Copyright Top Agent Magazine 70

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WHAT SELLERS WANT FROM YOU AS THEIR REAL ESTATE AGENT

Although sellers’ individual preferences may differ, they often share a set of expectations and needs when it comes to what they seek in their real estate agents. Here are the top six things sellers often want: Top Agent Magazine

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1

List Price Expertise and Market Knowledge

Sellers want their agents to have a thorough understanding of the local real estate market. This includes providing an accurate and realistic pricing strategy for the property based on current market conditions, comparable sales, and other relevant factors.

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Reliable and Effective Communication

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Strong Negotiation Skills

Sellers appreciate real estate agents who maintain open and transparent communication throughout the entire selling process.

This includes providing regular updates on the status of the property, relaying feedback from potential buyers, and being responsive to the seller’s inquiries.

Sellers expect their real estate agents to be skilled negotiators who can secure the best possible deal on their behalf. This includes negotiating the sale price, handling counteroffers, and navigating any potential challenges that may arise during the negotiation process.

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Marketing Knowledge

A strong online and offline marketing strategy is crucial for selling a property quickly and at a desirable price. Sellers value agents

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who can effectively market their homes through various channels, such as online listings, social media, professional photography, and traditional advertising.

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Strategic Guidance and Support

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Transparency and Ethical Standards

Sellers seek agents who offer strategic guidance throughout the selling process. This includes advising on the best times to list the property, suggesting improvements or staging techniques to enhance the property’s appeal, and providing insights on market trends that could impact the sale.

They value an agent’s ability to navigate the complexities of the real estate market, offering support and expert advice to make informed decisions and ultimately achieve a successful sale.

Trust is a key factor in the real estate relationship. Sellers want an agent who is professional, trustworthy, and acts in their best interests. This includes maintaining confidentiality, adhering to ethical standards, and demonstrating a commitment to providing excellent service.

Remember, individual preferences can vary, so it’s essential for real estate agents to communicate openly with their clients to understand their specific needs and expectations. Building a strong, trusting relationship is crucial for a successful real estate transaction.

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MONIKA DEROUSSEL Top Agent Magazine

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MOST EXPENSIVE HOME SOLD IN CINCINNATI - MAY 2024

LISTED AND SOLD IN INDIAN HILL

Monika DeRoussel is one of the top agents in Ohio, consistently ranked No. 1 by eXp Realty after previously dominating at REMAX. When Monika DeRoussel moved to Cincinnati nearly two decades ago, she was starting from scratch. Armed with a determination to succeed and a passion for real estate, she quickly turned what could have been a daunting challenge into a remarkable career. Today, she is one of the top agents in Ohio, consistently ranked No. 1 by eXp Realty after previously dominating at REMAX. 74 Copyright Top Agent Magazine

Monika’s path to top producer wasn’t without its struggles. Starting in a city where she had no connections, she closed only one sale in her first year. However, she quickly ramped up her game. “I sold one house my first year, then five houses the next year, then 35 houses after that,” she says. In her fifth year, she had become REMAX’s top agent in Ohio. Today she averages 100 home sales a year with eXp Realty.

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What’s her secret? For Monika, it’s all about relationships. With 90 percent of her sales coming from repeat and referral business, she makes it a point to connect on a personal level with her clients. One memorable instance demonstrates the deep trust her clients place in her. “A former client told his neighbor, ‘You

cannot list or sell it to anybody unless you talk to Monika first.’ When she took over the listing, it eventually sold for more than asking price, “within two hours,” she adds.

Monika serves the greater Cincinnati area, focusing on neighborhoods like Mason, West Chester,

LISTED AND SOLD IN MASON

LISTED AND SOLD IN HYDE PARK

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“I believe in taking care of people and providing an experience from start to finish,” she explains. To further that end, she holds a number of client appreciation events throughout the year, including pool parties, movie nights and appreciation dinners.

Liberty Township, Hyde Park, Montgomery and Indian Hill. Her approach to business is built on creating memorable experiences and offering top-tier service. “I believe in taking care of people and providing an experience from start to finish,” she explains. To further that end, she holds a number of client appreciation events throughout the year, including pool parties, movie nights and appreciation dinners.

She also understands the importance of maintaining a digital presence, with vibrant social media followings on Instagram, Facebook, LinkedIn, her own website, and other outlets.

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Her commitment to her community is evident in the lives touched through her charitable activities. In addition to involvement in Catholic charities, Monika coaches track and field and cross country as a volunteer. As a former professional runner, it’s her way of giving back to a community that has given so much to her.

Monika’s passion for building relationships also drives her future plans, including the launch of a new YouTube channel, “Cincinnati Life,” to educate potential homebuyers. “I want to Top Agent Magazine

provide education, not just for people buying in the market, but also for consumers in different areas and markets,” she explains. “We know so much about real estate that I believe it’s my moral obligation to educate consumers.”

Beyond her success in real estate, Monika is a mother of five. “People think you cannot have family-life balance and success in real estate,”

she says. “But it’s important for moms to know that you can have it all.”

In a business defined by numbers and transactions, Monika stands out by leading with heart.

Her ability to build lasting, genuine relationships is the cornerstone of her success and the reason her clients—new and old—trust her with their biggest life decisions.

LISTED AND SOLD IN CARRIAGE HILL

ACTIVE LISTING IN GREEN TWS

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For further information about Monika DeRoussel, call (513) 289-1039, email monika@deroussel.com, or visit deroussel.com https://

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g n i p Kee h c u in To

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

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work.

To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

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

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

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

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

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s inter-

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ests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

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

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

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

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

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

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

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

TAKE ADVANTAGE OF SOCIAL NETWORKS

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

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

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

STAY ORGANIZED

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

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

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

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