Issuu

FEATURED LENDER

IRA MELTZER

FEATURED AGENTS

ARTUR ISRAYELYAN

CARLO DIPASQUALE

ERIN OMIATEK

LISA CARSWELL

MATT SALWAY

MIRTA ARROYO

MONIKA DEROUSSEL

KAYLA NIEMAN

COVER STORY

DOUGLASS HOLMES

15 MARKETING TIPS for Real Estate Agents

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?

BEYOND THE SALE: KAYLA NIEMAN’S TO BUILD CONNECTION THROUGH

In 1985, Ira Meltzer launched his career with a headline-making transaction—originating Coldwell Banker Mortgage’s first $2 mil lion 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 residen tial lending. Within a year, Ira was named Coldwell Banker’s top loan officer nation wide, a title he held for two consecutive years. It was a clear signal of the record-set-

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.”

MIRTA ARROYO

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.

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.

At OneMillionDollar Plus , Ira and his team structure every form of residential financing above $1 million, averaging over $7 million per loan. The firm specializes in purchase

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

clients have Much of its ents and referrals, has cultivated some of the cated borrowers expect the best, clients.”

Ontario while platforms, media. to reach results. rytelling

As the luxury expand, OneMillionDollar to meet demand. most ambitious one of the nation’s FHA mortgage companies. exclusive SuperJumbo services wide, powered by thousands country. This initiative promises nentially, bringing their elite generation of affluent homebuyers.

Visibility where—online thirteen old-school boards, events. “Kayla Realty about being part of up for our clients and ble presence keeps her before someone is ready Relationships don’t end through personal check-ins, and the occasional knock I’m in the neighborhood, way family would,” and referrals; roughly comes from repeat clients,

Ira’s work is not only about ships. Known for his discretion, choice when billionaires and ing for homes that demand communicates success through ognition, and a consistent The Wall Street Journal, Bloomberg Times, and national television

Asked what she’d much.” She’d simply cess and keep learning. new: how to negotiate effectively. Giving back local arenas and youth in real estate. Grounded, Nieman continues to munity—one relationship both expertise and homes that fit their lives

MIRTA ARROYO

IRA MELTZER

KAYLA NIEMAN

15 MARKETING TIPS FOR REAL ESTATE AGENTS

Successful marketing is essential for differentiation and drawing in clients in the competitive real estate industry. Here are

some quick and easy marketing tips for REALTORS® to enhance their visibility and success in the competitive market:

1. Create a Professional Website

Craft a user-friendly, visually appealing website showcasing your expertise, active listings, and client testimonials, ensuring it’s optimized for search engines to enhance your online visibility.

2. Have a Strong Social Media Presence

Establish a solid presence on key platforms such as Facebook, Instagram, and LinkedIn. Post engaging content, property listings, and industry news to connect with potential clients, using high-quality visuals and paid ads to broaden your reach.

3. Utilize Professional Photography

Prioritize high-quality photography for your listings to attract attention and make a memorable first impression.

4. Have Video Marketing

Create and share video content, including property tours, market updates, and informative pieces about the buying or selling process, to engage audiences across multiple platforms.

5. Build an Email Marketing Strategy

Build a comprehensive email list of clients, prospects, and industry contacts. Send regular newsletters featuring market updates, new listings, and useful advice to keep your audience engaged.

6.Keep Engaged in Local Communities

Take an active role in local events, sponsor community initiatives, and participate in neighborhood groups to build a trusted local presence.

7. Enhance Online Listings

Ensure your property listings on various real estate websites are complete, compelling, and accurate, featuring high-quality images and detailed descriptions to draw in potential buyers.

8. Network with Peers

Attend real estate industry events, join professional networks, and connect with fellow REALTORS®. Networking can lead to referrals and partnerships, and maintaining connections with past clients can open doors to repeat business and referrals.

9. Share Expert Content

Position yourself as an industry expert by distributing valuable content, such as blog posts, infographics, and market reports, to establish credibility and attract potential clients.

10. Use Online Testimonials

Encourage satisfied clients to leave positive feedback on platforms like Google and Yelp, leveraging good reviews to build trust and influence prospective clients’ decisions.

11. Remain Consistent with Branding

Keep your branding uniform across all marketing materials, including business cards, social media profiles, and your website, to foster recognition and trust.

12. Host Virtual Open Houses

Adapt to the digital trend by organizing virtual open houses, utilizing live streams or prerecorded tours to showcase properties and interact with potential buyers.

DOUGLASS HOLMES

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

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

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.

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 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.”

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.

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.” https://www.linkedin.com/in/douglass-holmes-245026335

Thriving Through the Slowdown : WHAT TOP AGENTS DO When Mortgage Rates Are High and Clients Hit Pause

When mortgage rates climb and client confidence stalls, the real estate market shifts into a slower gear. Buyers put their plans on hold, sellers get nervous, and suddenly, those once-hot leads go cold. It’s a cycle every agent knows—but not all navigate it the same way.

Written by Jessica Fisher, Top Agent Magazine Publisher

The most successful agents don’t just wait out slow markets; they work them. They use downtime as runway. Because real estate, at its core, is a rollercoaster—filled with highs, lows, unexpected turns, and thrilling rebounds. And those who understand that are always preparing for the next climb, even when the ride slows down.

What Agents Should Do in Slow Market

Here’s how top-producing agents maximize their time and mindset when the market cools and clients choose to wait.

1Embrace the Downtime as a Strategic Gift

It’s tempting to view a slow market as a setback—but what if it’s actually a setup for your next breakthrough?

Downtime allows you to do the work you often push aside during busier seasons. Think of it as your off-season training. Athletes don’t just play during game time—they condition, study, and strategize during the off-season so they’re sharper when competition returns. The same applies here.

• Revisit your business plan. What worked this year? What didn’t? Refine your goals and track your metrics.

• Organize your systems. Clean up your CRM, refresh your email templates, and streamline your listing and buying processes.

• Take a break—intentionally. Recharging your mindset is productive, too. This industry demands energy, and rest is part of resilience.

By shifting your perspective from scarcity to strategy, you’ll find that this “slower” time can actually be your most productive yet.

2 Master Your Market and Elevate Your Expertise

In uncertain markets, clients crave certainty. That doesn’t mean you have all the answers— but it does mean you can provide clarity.

Use this time to become the agent who doesn’t just show homes, but explains the market.

• Deepen your economic knowledge. Understand how interest rates impact buying power and pricing trends. Learn how sellers can use concessions or rate buydowns to create win-win deals.

• Get additional certifications. Consider designations like Certified Residential Specialist (CRS) or Accredited Buyer’s Representative (ABR®) to enhance your expertise.

• Follow local data weekly. Be able to answer: How many homes sold last month? Are prices holding steady? Where’s the inventory?

The more fluent you are in your market’s story, the more confident your clients will be in working with you—even if they’re not ready yet.

3 Stay Top of Mind Without Selling

When clients feel uncertain, the worst thing you can do is push. Instead, lean into valuebased marketing. Show up as an advisor—not a salesperson.

• Create useful content. Videos, newsletters, or blog posts that break down current conditions show you’re active and informed.

• Host no-pressure events. Webinars like “What Buyers Should Know in 7% slow Market” or community meetups keep your presence warm and helpful.

• Send personal check-ins. Reach out to past clients just to say hello, share a relevant tip, or see how their home is treating them.

These moments build trust. So when your client is ready to move, they’ll remember that

you stayed engaged—not just when the market was hot, but when it mattered most.

4 Focus on Relationships, Not Just Transactions

Deals may slow down, but relationships never go out of season. Use this time to deepen your network.

• Reconnect with past clients. A note, call, or coffee can spark future referrals or repeat business.

• Collaborate with vendors. Stagers, lenders, inspectors—now’s the time to build stronger partnerships and find ways to co-market.

• Give first. Recommend local businesses, highlight community events, or offer to help with homeownership questions. Being generous with your time builds loyalty.

5 Keep Showing Up—

Because the Slow Market Will Turn

History shows it time and again: real estate rebounds. Rates drop, confidence returns, and the clients who were waiting suddenly jump in. The question is—will you be ready when they do?

Consistency is your competitive advantage.

• Keep posting. Even if engagement dips, stay visible.

• Keep learning. Markets shift, and knowledge is your edge.

• Keep moving. Host open houses, preview listings, attend broker tours—activity fuels momentum.

Agents who retreat during slow periods have to start over when the market wakes up. But those who stay present, focused, and proactive? They’re already ten steps ahead.

Use the Dip of the slow market to Prepare for the Climb

Real estate is a cyclical business. Every slowdown is followed by an upswing. And the agents who succeed long-term are those who accept that truth, prepare through the pauses, and never let external conditions define their value.

High mortgage rates might slow your pace, but they don’t stop your purpose. Embrace the down-time. Improve your skills. Stay visible. Strengthen relationships.

Because when the market comes back—and it will—you won’t just be back in the game.

You’ll be leading it.

ARTUR ISRAYELYAN

“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

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

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

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

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

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.”

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

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!”

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

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

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 presentation 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

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.

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

Rule number 8: Deliver What You Promise.

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.

Rule number 10: Get Versed in Market Knowledge.

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.

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

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.”

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.

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

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

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

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

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

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

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

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.

MYTH #2

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

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

Real estate is a solo endeavor.

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.

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.

ERIN OMIATEK

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.

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

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

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

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

– 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.”

KEY MISTAKES TO AVOID FOR A SUCCESSFUL HOME SALE

Steering clear of these common home selling errors is essential for a seamless and effective transaction. Here are some top home-selling mistakes to avoid:

1Picking the Wrong Agent

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

2 Improper List Price

Avoid setting an unrealistic asking price. Analyze the local market and similar properties to find a competitive and fair price.

3Not Making Repairs

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

4No Home Staging

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

5Not Tending to Curb Appeal

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

6Lack of Marketing

Expand beyond traditional marketing. Utilize online platforms and various channels to increase your home’s visibility.

7Low-Quality Listing Photos

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

8Dishonesty

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.

11Not 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.

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.”

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.

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

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

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

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

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.

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

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.”

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…)

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?

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:

1Personal 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.

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

MATT SALWAY

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

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,

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.

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

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, 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

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

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.”

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—

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

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.

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.

ARROYO

MIRTA

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

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.

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

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.

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

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

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

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.”

Photography by Larry Laughter with Next Agent Up

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:

1List 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.

2 Reliable and Effective Communication

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.

3 Strong Negotiation Skills

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.

4 Marketing Knowledge

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

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

5 Strategic Guidance and Support

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.

6 Transparency and Ethical Standards

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.

MONIKA DEROUSSEL

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.

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.

LISTED AND SOLD IN INDIAN HILL

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

“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.

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

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.

ACTIVE LISTING IN GREEN TWS

LISTED AND SOLD IN CARRIAGE HILL

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

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:

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.

1

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.”

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

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

3If 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.

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.

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

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

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.

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

https://www.facebook.com/irafunds

Graham Harrop

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

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.

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 trans-

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?

BEYOND THE SALE: KAYLA NIEMAN’S MISSION TO BUILD CONNECTION THROUGH REAL ESTATE

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.