NATIONWIDE & INTERNATIONAL 11-7-22

NATIONWIDE & INTERNATIONAL EDITION

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT Is Branding the Way to

TAKE YOUR BUSINESS TO THE NEXT LEVEL?

FEATURED AGENTS

ANIAN PETTIT TUNNEY PAM HARRISON REBECCA REED ROBERT PARIDIS SCOTT FOSTER TRAVIS BONTRAGER WILLIAM EAGLES

1 Billion-Plus Reasons Why You Should be Active on Facebook

WHY EMPLOYEE APPRECIATION MATTERS & CAN BOOST YOUR BOTTOM LINE COVER STORY

LONNA BEVEL

mailto:mag@topagentmagazine.com

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

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

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FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 7

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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LONNA BEVEL

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Top Agent Lonna Bevel works with eXp Realty as a Broker Associate, where she serves West Texas, including Midland, Odessa, Andrews, Crane, Monahans, and more.

There’s nothing Lonna Bevel loves more than helping people with their real estate goals. “I give all the glory to God for where I am today,” she explains. “I am very blessed to do what I love.” She got her start in 2003, after one of her best friends encouraged her to explore this industry.

“She has been in the business for 19 years, and she just feels like she has what it takes to be a great REALTOR®,” Lonna says.

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“So Pearl offered to mentor me, and the rest is history.” Today, Lonna works with eXp Realty as a Broker Associate, where she serves West Texas, including Midland, Odessa, Andrews, Crane, Monahans, and more. Offering a strong economy and excellent quality of life, residents are proud to call this area home. Lonna is highly knowledgeable about all of the communities, and enjoys sharing her expertise with clients.

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With almost all of her business deriving from referrals, it’s clear she goes above and beyond to exceed their expectations.

“I communicate throughout the transaction and even afterwards,” she says. Her

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solid team, which includes an administrative assistant, licensed assistant, and transaction coordinator, allows her to effectively handle multiple listings and buyers. Lonna’s experience is unmatched.

Having worked with a wide variety of

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Lonna’s experience is unmatched. Having worked with a wide variety of property types and clients, she is able to anticipate problems, taking care of them before they become big. property types and clients, she is able to anticipate problems, taking care of them before they become big. Through each step of the process, she prepares her buyers and sellers for what comes next, ensuring they know what to expect. This means less stress, and gives them the time to focus on other important tasks, like getting pre-approved or preparing to move.

When it comes to her sellers, Lonna goes the extra mile to draw attention to Copyright Top Agent Magazine 12

properties. She offers 3D Matterport tours, drone footage, and extensive marketing through social media. Lonna also utilizes unique strategies, like furniture auctions inside larger homes. “A company out of Houston will come out and stage our bigger properties with new furniture, and they auction off the furniture after allowing everyone to walk through the house for two days,” Lonna says. The events draw lots of visitors from all over the state. Her other listings Top Agent Magazine

can be a part of a ‘Poker Run,’ where visitors check out five different homes, collecting a poker card at each one. By the end of it, the person with the best and worst hands gets a prize.

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Lonna stays active in her community, always finding ways to give back. As Gold Star parents, Lonna and her husband are involved in many events that benefit military members and veterans. “During the

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holidays, we have a Christmas tree in our local coffee shop in honor of our son, Ray. You come in and take an ornament which will tell you who to buy a gift for,” Lonna says. “We have had Santa Claus and Mrs. Claus at the coffee shop several times for pictures with the local families.”

Looking ahead, Lonna hopes to start designing and building new homes. No matter how much her business grows, she will never tire of seeing her clients happy. “I absolutely love my job, the communities I work with and my clients. They’re just amazing people and I wouldn’t be here without them.”

For more information about Lonna Bevel, call 432-553-4861 or email lonna@lonnabevel.com

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 16

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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REBECCA REED

Arizona agent Rebecca Reed is just as thrilled as her clients to shop for houses. “I love it,” she says. “I can’t wait to open the door and see what the property looks like. I just love showing it to them. And I don’t feel like I’m working. I’m a people person.

That’s probably the reason why I love it so much.”

Customers love it too, in part because of Rebecca’s forthright approach to sales. She recalls a recent FaceTime chat in which she told a client miles away in Utah the disappointing news that the cabinets were not up to par in the house the customer had chosen. “She said she loves it,” Rebecca says of her candid reveal. “Because I would rather her be happy. I think that’s what I enjoy, meeting people and talking to people. Then, they’re not just my clients; they really do become my friends.”

her license yet working in the family-owned bakery beside her new husband. After her husband’s passing, she kept the bakery running for another decade.

Then, in 2015, her fresh out-of-high school son earned his license. He put together investment deals in nearby Sun Lakes, and all of a sudden, Rebecca’s real estate skills found new direction, selling her son’s remodeled homes. She has other listings, but remodeling and selling homes in and around Chandler has become the heart of her work with her husband and son, which is on pace to top $20 million in sales this year.

Rebecca has built on a foundation of homebuilding knowledge and partnerships with family to build a successful real estate business. She first took up real estate as a career in 1993, selling new construction at an agency that emphasized learning how houses were built. In 1997, Rebecca built on that industry knowledge while maintaining 18

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As Rebecca says, her clients have become friends.

For good reason. Rebecca goes beyond expectations to help a client close on a property. Before becoming independent, she remembers, she felt constrained by brokerages that told her her duty to the client ended at closing. “Now that I feel like I’m completely on my own, I do help them afterwards – and with lots of stuff. That’s what builds that trust for future business.” Rebecca has paid for a new roof, installed air conditioning and cleaned houses for clients, all in the name of getting them into their dream home. “It shocked people to know I would even take a chance,” she says. Rebecca owes some of her customer service ethic to her time at the bakery, when restaurants would call at 2 in the morning with an urgent need for bread. She always answered the phone; still does.

Rebecca also answers the call for service in her community. Her civic activities keep her abreast of the city’s ins and outs. She is considering another term on the city’s Economic Development Board, where she served for more than 10 years before reaching a consecutive term limit. Much of Rebecca’s charitable efforts go into the Kwame Lassiter Foundation. The organization, founded in honor of the deceased Arizona Cardinals football player who worked during his life in Chandler to address education gaps in underserved communities. The foundation also supports education and research on sickle cell anemia, a disease Lassiter’s son suffered. Close friends with Lassiter’s widow, Rebecca donates as well as volunteers for events such as ticket raffles at Cardinals games.

Rebecca sees longevity in remodeling sales with her son. Still, she is watching the market to see how she can best serve customers in the coming years, maybe sales automation. Either way, she will continue making friends out of customers through sharing her insight, doing what she loves in a place she loves. “I just love working in Arizona,” she says, “because it feels like you’re always on vacation. It’s kind of like this doesn’t feel like I’m working at all.”

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To learn more about Rebecca Reed, please call 480.390.6129, visit gentryrealestategroup.com or email rebecca@nestfindersrealty.com https://

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in 20

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider Top Agent Magazine

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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ANIAN PETTIT TUNNEY A fifth generation Piedmonter, Anian Pettit Tunney has always been passionate about representing and improving her community. After graduating from USC, she launched her career as a stunt car driver in Hollywood; however, when her husband, in thoroughbred track management, transferred to Northern California in the early 1980s, she found herself seeking a new opportunity that better spoke to her entrepreneurial spirit. Inspired, she would pursue her real estate license and, after training alongside some of the top producers in her region, joined The Grubb Company. The rest is history.

In the years since, Anian has gone on to develop an accomplished career in real estate, later teaming up with her daughter, Adrienne Tunney Krumins, to form what has been The Grubb Company’s top producing partnership in Piedmont since 2009. Specializing in luxury and high-end properties spanning the region, the two have developed a boutique workflow to meet the needs of any buyer or seller.

When listing a property, Anian is there for her clients each step of the way. Starting out, she helps them fully prepare their home for the market and supplies them with a suite of professional photography and staging services. From there, she places her listings both to the regional MLS and a highly targeted blend of digital and social media campaigns, as well as The Grubb Company’s own internal network, to give each client a global reach.

of getting to know a client and helping them produce the best product possible for the market,” Anian says. “At the end of the day, there’s nothing more rewarding than interacting with my clients and building a lasting friendship with them over the course of our transaction and into the future.”

Outside of real estate, Anian supports the Piedmont Education Foundation, the Piedmont Beautification Foundation, and the enormous city project of building a new facility for the water polo team. When she’s not with clients or giving back, she can be found relaxing at home with her Westies, or spending quality time with her two daughters and four grandchildren.

Having recently welcomed a social media specialist onto her team, Anian intends on scaling the leading standards that brought her to real estate in the first place. But in the meantime, she is more than grateful for the fulfilling life and career she has cultivated in her hometown. “As an agent, it is so important that you place yourself in a community you love,” she says. “I knew from the beginning that I wanted to work in Piedmont, because it’s where I grew up. Once you’ve genuinely established yourself somewhere you want to be, work hard for your clients—no doubt, you’ll find success.”

Elsewhere, Anian is just as attentive when assisting her buyers, drawing from her deep knowledge of the City of Piedmont to uncover the right investment for their best interests. In fact, she keeps in touch long after the closing through frequent check-ins and market updates to make sure her clients are thriving in their new homes.

Having sold $173 million in combined volume in 2021 alone, Anian and Adrienne have been ranked among the Top 100 Most Influential Agents in Northern California.

Through it all, the two remain committed to the core values that set them apart. “Above all, I truly enjoy the process 22

Contact Anian at (510) 339-0400 ext. 217, email Tunney@grubbco.com or visit AnianAndAdrienne.com www.

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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PAM HARRISON For as far back as Pam Harrison can remember, she’s always had a passion for homes. She worked in sales for a company that sold home decor items, and as her clients began selling their houses, she had the idea to become a real estate agent. Pam took the class and earned her license, hitting the ground running. Nearly three decades later, she has a thriving business, delivering exceptional customer service to every buyer and seller. She closes over 100 transactions each year as a solo agent, serving the Upstate of South Carolina in the SpartanburgGreenville area. Much of her business consists of repeat clients and referrals, as Pam goes above and beyond to meet their needs.

“I never forget my clients,” Pam says. “I am in touch with them regularly, sending out postcards, giving away gifts, and just letting them know how important they are to me.” Developing relationships with her clients is easy, as Pam works closely with them throughout the transaction. Taking the time to understand each person she serves, Pam knows what to do to help them reach their goals. Buyers are never pressured into placing offers. Instead, Pam educates them on the options available, and advises them on what to do next. Clients are able to make informed decisions, so the process is as stress-free and straightforward as possible. Sellers enjoy state-of-the-art marketing strategies that push their properties in front of as many people as possible. Pam posts her listings on social media, including Facebook, Twitter and LinkedIn. “I also list them on the MLS,” she explains. Homes sell for top dollar in a short amount of time thanks to Pam’s initiatives.

One recent buyer/seller raved, “Pam is the BEST REAL ESTATE AGENT IN THE USA! If you are Top Agent Magazine

searching for the BEST...look no further. Pam Harrison has been our agent and will continue to be our agent on any further moves. When you have an agent who is confident, practical and efficient it alleviates the stress that often accompanies the selling, or buying of a home. Pam brings a lot to the table. First of all, she listens. She will do an assessment of your needs. When we listed our home for sale, Pam was immediately on the job. She worked hard to make sure that our home was featured with lovely pictures, descriptions, and a fair price. In fact, imagine how delighted we were that our home sold in 2 days, the buyer paid cash over and above the asking price. If you are struggling to make a decision about an agent, you will LOVE using PAM HARRISON.” When Pam looks ahead, she sees a bright future full of possibilities. She plans to continue growing her business for many years to come, and knows that with hard work and dedication, her goals are achievable. “With real estate, you get out of it what you put into it. And I just love helping people.”

For more about Pam Harrison, please call 864-921-3709 or email pamonecall@gmail.com 25 Copyright Top Agent Magazine

ROBERT PARIDIS Robert Paridis, of Bondi Junction in Sydney, New South Wales, has enjoyed a lifelong career in the real estate industry as an agent, a property manager, and has recently become shareholder of the rapidly growing Laing+Simmons Corporation. “I’m in expansion mode at the moment – we’re in the process of merging with two other offices. It’s a situation where I’ve got together with some people I’ve met through Laing+Simmons, and we’re all expanding together. Our sales department will triple in size, and we’ll have Kingsford, Potts Point and Bondi Junction working under the same team of directors.”

For Robert, real estate is more than a profession; it’s an inheritance. His father opened his first real estate office in 1954, and after obtaining his HSC in 1986, Robert completed his license course work and followed in his father’s footsteps. “I basically started working with my father. I went and worked on cruise liners for a few years, and then I came back and opened my own office in 1993 in Bondi Junction. I’ve tried my hand at a couple of other things during my life, but I always come back to real estate – I like the communication with all my clients, the new people I get to meet, and all of the public relations the job demands.”

Along with two property management staff and an extra salesperson, Robert presently manages over three hundred and fifty properties along the eastern seaboard, and he boasts a book of business that is over seventy-five percent repeat and referral clients. He consistently achieves outstanding results year in year out, and he is a proud franchisor/shareholder of Laing+Simmons.

“I’ve been on the same street here in Bondi Junction for almost thirty years. Clients ring me up because of who I am and how long I’ve been in the industry.”

In addition to his work as an agent and property manager, Robert manages his own valuations business with 26

the Kingsford Office. “My core business is real estate sales and management, but I’m also a licensed builder, and I use that knowledge to help me in my clients in valuations.” His intimacy with all elements of the industry make him a trusted advisor, and his clients and colleagues regularly benefit from his guidance and expertise. “I don’t have to be a high pressure salesman. I’m very methodical, logical, and calm about each sale, and I focus on the motivations of the vendor to guide me. I get to the same point in the same amount of time as anybody else, but without all the pressure.” His assuredness and tranquility are a staple of his business, and he is eager to share what he’s learned with those alongside him as his enterprise expands.

Robert’s growth within the industry and city have afforded him and his family ample opportunity to connect with his hometown. Robert is a board member of the Royal Motor Yacht Club, and he sits on the board of several additional clubs and businesses. He supports anything and everything aquatic: “I have a little girl who loves to fish, so I take her out whenever I get the chance. Any time I’m not at work I’m with my family!”

Contact Robert at 02 8383 1999 visit lsre.com.au/bondi-junction or email robert@lsbj.com.au www.

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 27

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 28

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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SCOTT FOSTER Scott Foster initially entered the real estate world with the goal of representing himself in his own real estate pursuits. He had no idea it would reveal his greatest passion: helping other people buy and sell properties.

Once he began assisting others in their real estate dreams, he knew what he wanted to do for the rest of his career.

Today he’s been in the business for nearly 30 years and is reaching great heights. He serves Licking County and surrounding regions of Ohio. As a solo agent, he goes above and beyond to meet his clients’ needs.

With the vast majority of his business coming from repeat clients and referrals, it’s clear he’s exceeding expectations. By getting to know his buyers and sellers, and developing tailor-made plans to achieve their goals, he continually grows his business to new levels.

Built on a foundation of transparency and honesty, Scott’s approach leaves his clients feeling confident and knowledgeable. “Everything is always clear, and I’m always truthful,” Scott explains.

“I just run a good, old-fashioned, honest business.”

His buyers appreciate his relaxed demeanor, as he doesn’t pressure them to make decisions. Scott aims to teach his clients about the real estate process, so they know how to make informed choices.

While he will offer his advice and guidance, it is up to his buyers whether or not they want to move

forward with any given property. The ultimate goal is to find the right house for them, which suits their short-term and long-term goals. At the same time, Scott’s sellers receive the best marketing available, which puts their home in front of as many eyes as possible. “I have my listings up on every real estate website, including Zillow and Trulia,” Scott says. “I also utilize social media.” Scott’s listings sell for top dollar due to these strategies.

Those who work with Scott tell others about their experience, as they’re eager to spread the word.

One recently said, “Scott took GREAT care of us through this whole process. He was quick and responsive to all our questions (and we had a lot during our long search). Then, when we found the home we wanted, he looked out for our best interests. Scott is the one you want in your corner when you take the journey of buying a home.” Another wrote, “Scott is wonderful to work with. He is always readily available to show us any house we come across. We never feel pressured to buy anything he shows us. We value his opinion and insight in our purchasing decisions.”

Scott plans to keep growing his business and reducing the stress of buying and selling for his clients. “I want to continue being a trusted advisor for my clients. I just love what I do.”

For more information about Scott Foster, please call 740-334-0046 or email scott.foster@cbrealty.com Top Agent Magazine

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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TRAVIS BONTRAGER It is not unusual for a teenager to get a job in high school. Working is a great way to learn responsibility, and earn a check while doing so. Travis Bontrager was not like most teenagers, however.

He did not get a job. Travis found a career. “I was 18 years old, and my relative owned a private real estate firm in our town, and he reached out to me when I was still in high school.

This was in 2005, and real estate was just about at its peak in this area. He was recruiting me to come work for him as a new agent, and as an assistant – someone to kind of groom as an apprentice.” he says. “And then after I graduated, I started working for him at the beginning of 2006.”

Travis says he was able to quickly find his footing in Northern Indiana real estate, thanks in part to his youth.

“When I first started, I was almost if not the youngest agent that existed in Elkhart County. Not many young people were starting out in real estate,” he says. With many established agents leaving the industry, Travis says he had “a leg up” coming out of the recession.

Since then, his business and his clients have matured.

“A lot of my clientele grew up with me as I was growing up in real estate. Many of my friends purchased their first home with me. Then they had kids (and) purchased a second home. Then some purchased rental properties and real estate for their businesses.”

Travis’ business began to grow with his reputation.

“Our market is not huge, so honesty, integrity and a straightforward approach will really get you a long way. People will spread your name everywhere,” he says. In 2020 he opened Bontrager Realty, an Elkhart County real estate brokerage and property management firm. “Our business model is a rare thing. Few companies do what we do by offering both brokerage and management services. We now manage $40 million worth of real estate assets.”

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Property management is now a larger part of Travis’ plans. With new apartments going up in the surrounding area, there is an increased need for quality property management. “We are leading the charge on that. There’s a group of 60 apartments that are being built right now that we will be leasing in 2023,” he says .” So we’re solving the need for good property management right now by growing that division of our company.”

With so many properties and transactions, Travis still keeps his eye on each client’s prize.

Purchasing a home is the biggest investment most people make, he says, and he does not take it lightly. “To be a part of that purchase, it can be really humbling, because it can be extraordinarily life changing for people.” He especially enjoys helping clients build wealth through home ownership. One client was able to use the equity from the sale of their home to pay off student loans and still have proceeds remaining to make another purchase. “It’s seeing people increase their wealth through real estate and strategically guiding them through that process to improve their future, that I love so much.”

Contact Travis Bontager at 574-238-5912, visit bontrager4realestate.com, or email bontrager4realestate@gmail.com https://

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 34

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

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

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

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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WILLIAM EAGLES Raised in Willow Grove and a longtime resident of Doylestown, William Eagles has always been passionate about helping others. A natural entrepreneur, he would first take an interest in business at 14 years old while selling newspapers out of the side of his family’s minivan. As an adult, he went on to launch his own fitness center and athlete development business, where he further honed the penchant for client service he would later need to excel as a REALTOR®. While establishing these strong foundations in the Philadelphia area, William took an interest in investment properties, which inspired him to pursue his real estate license, learn the industry from the inside out, and launch his own career as an agent.

After building a robust network of satisfied clients and colleagues, William would take his work to the next level and join the elite team at Long & Foster Real Estate, where he currently assists clients throughout Philadelphia and its surrounding counties. Specializing in everything from residential properties to new construction and land purchases, he has cultivated a boutique process to meet the needs of any buyer, seller, or developer.

When listing property, William leverages a combination of old school and cutting edge strategies to give each client an added advantage. After helping them fully prepare their home for the market, he shares it via a highly targeted blend of digital and social media campaigns. Beyond utilizing trusted resources like print flyers, he personally sees to his open house showings to highlight all that a property has to offer.

Elsewhere, William is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their best interests. In fact, he keeps in touch long after the deals are done through regular check-ins and personalized market updates—all to make sure his clients are satisfied in their new homes. “In a world where tech and social media are dominating the space, I still believe in developing a genuine connection and friendship with my clients,” he says. “My buyers and sellers know they can feel comfortable sharing their wants, needs, and concerns with me; and in return, I will drive all my determination in a restless pursuit of their goals.”

When he’s not with clients, William can be found spending quality time with his wife and two children and supporting his local youth sports leagues. An avid athlete, he also enjoys playing sports and maintaining a healthy lifestyle, whether he’s cheering on the Philadelphia Eagles or competing in a hundred-mile cycling race to raise funds for area charities.

As his volume maintains its steady growth, William intends on further scaling his work with land and new construction properties, with an eye towards building his own team in the future. In the meantime, he looks forward to all the new connections that await. “I wouldn’t be able to do what I’m doing without the supportive group here at Long & Foster Real Estate,” he says. “Throughout my life, I’ve been passionate about meeting new people, hearing their stories, and helping them find success. For me, there’s nothing more rewarding than being part of that journey with my clients and sharing in the excitement of their transaction.”

To learn more about William Eagles, please call (215) 740-2856, email William.Eagles@longandfoster.com or visit longandfoster.com/williameagles www.

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