NATIONWIDE & INTERNATIONAL 11-8-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS DOMINIC JANIDAS JENNIFER DONALDSON JOHN FOREMAN & LOUELLEN SMITH

FEATURED AGENTS

TIFFANY MEGNA

MAHMOUD IJBARA

ART OBLETON BEN ROTH BRENDA DURANT

LYSA KOWALIK MARK & ANN SULLIVAN MELISSA LANGLEY-ESLICK MICHELE JOHNSTON

DANA SAPIR

PAMELA LEWIS

DONELLE DUFAULT

SAM BAYDOUN

HADEN TANNER

STEPHEN D. SCHWERING

HEATHER REGAN & LESLIE FERGUSON

STEVEN SCARNATI

JOE DARWISH

ZACK HARWOOD

WALTER FLORIAN

KRISTI WHITTEN

COVER STORY

MATTHEW GOODRICH

NATIONWIDE & INTERNATIONAL EDITION

DOMINIC JANIDAS

9

MATTHEW GOODRICH

19

DOMINIC JANIDAS

JENNIFER DONALDSON JOHN FOREMAN & LOUELLEN SMITH

TIFFANY

FOREMAN | SMITH

24

28

32

JENNIFER DONALDSON

JOHN FOREMAN & LOUELLEN SMITH

TIFFANY MEGNA

BRENDA DURANT

DANA SAPIR DONELLE DUFAULT

A long-time resident of Chattanooga, John Foreman buyers, John and Louellen get to know their needs felt drawn to a career in real estate. He got his and develop a plan to achieve their goals. They’re start in 2012, after working over 12 years in out- patient, never pressuring them to make decisions, side sales. “I decided to take that experience into only educating them and helping them make the720 Route 28 real estate and I’ve been doing it ever since,” best choices possible. that services both sides of the industry. “I am also he explains. Eventually his path crossed with currently working as part Louellen of the ownership When Top Agent Tiffany Megna, Forspeaking their sellers,with they go all out with marketing, Smith, a fastand growing agent born and development team for a 29raised unit inapartment Tennessee.buildWith strengths that comple- spreading the word far and wide about their listone ings. can’t“Wehelp but immediately notice the paspost all the properties online through mentonone another, they decided to team up, and ing with aDonelle commercialDuFault space the first floor in sheclients. is not w began her real estate sion she holds for her careerWhen her social media, and we have a monthlyand newsletter have since called becomeCapitol an unstoppable duo.

Pittsburgh’s Uptown neighborhood,

“Real estate is definitely a people business, and I love people,” Dominic Janidas explains. He grew up around the industry, with his father working as An attentive professional with aabout neverworking with Dana, buyers and a builder/developer.

While was people in college, Passionate helping others throughno day is ever boring. You’reAfter n’s transition into What Art likes most isDominic helping he decided to earn his real estate license to help out personal approach, Brenda Durant done, there’s always a billion newnever hesitate to tell others their journeys in real estate, Dana Sapir sellers about Donelle career 9 years ago.

“I had been working make the move.

“It’s not just a physical ual journey. Prior, Working with Green Team New York enjoys Realty with the family business. Although he had never Suites at Fifth,” he says.

“Theto majority of ourcruises business is goes above and beyond to deliver things do!” has reached great heights as an agent in their time together.

One Tiffany recently ple over to share for a travel agency selling when I move,” heto work says,as a“but a financial one.” planned full-time agent, and even spent ute teacher, a fulin Warwick, New York, hassaid, built a from word of mouth,” John says.

With a growing portion of his business consisting some time at a large music label in New York City a flawless real a estate transaction yoga, walking transitioned estate,” Donelle recalls.and credits their balance of energy City.

Everything fell into place “Dana Sapir find our apartBen Roth started his realtoHereal and knowledgeable, above all,helped we here to help,” He knows personNew is notYork in the financial y stressful career. thriving career onare a us solid foundation of trust h and a large number of repeat after graduating early from Duquesne University, of referrals“Within and skills as theinvestors, reason for their tasting, exper my first year, Isays. was a top producer to eachgame buyer andthey seller When she’s not busy clients, until own home.

“When forshe herworks afterestate moving from eleven ment on Upper East ethical Side.

Dana ng his Bible and andus honesty.

Hardworking, a fault, career asIsrael anwork assistant Ben tothe steer you right.”

Bento isand success.

“We’ve got yinhelping and can trust those who with Dominic find his service toa“You be he eventually returned totheir his roots. foods. selling inBrenda theyang Palm Desert-Indio area!” thing going.

My sales experiyou own own home,” he says, and deeply knowledgeable about both the uit an answer to with. Known for your her work ethic and“I loves spending time with her unparalleled.

“I have a wide range of experience,” years ago. fell in love with the city, was incredibly patient, hardworking, in 2004 and quickly fellhasn’t in ence an capable agent who is both dependable and real helpsextremely me be more aggressive Donelleto looked back, and since thenavailable Withare a strong entrepreneurial and estate overall and her local24/7 market, “there things you can do, like es. Suddenly, he in“He’s going after14 business andvery fight- active resourcefulness, she turns can son. and in kind a industry andwhat soonspirit metlove mysellhusband, so industry.

I decided by phone or you text nearly with the He hard-working, and is ofmore Realtor want on client-first mentality, Dominic quickly future, she has continued to customers, excel atwhile helping her the ing for our she Tiffany hasknowledgeable than earnedIn herthe stellar repu-Do ing,aaestablished refinancing, and pulling out equity. e, urging him to ® “I was introduced to real stay,” she says. and very throughout often be stressful process into a variety of sports, including baseball himself as a top REALTOR ayour softer approach and is more shortly got his license and has when working tation through real estate transaction. keep on providin clients achieve their realside estate goals. as aatrusted, reliable and talented agent Homeownership is the fundamental work for himself. detail-oriented.

When you put in the greater Pittsburgh area.

Startestate a few months later, and it was aand those ouravid home purchasing journey.

Most sho smooth and easy transition.

He’s also an traits together we can do vice, who consistently gets results for herkeep manyon buyworking as a full-time basketball. ing off in the residential he started soon BRENDA wealth building block.”sector, ART OBLETON BEN ROTH DANA SAPIR DONELLE DUFAULT explains, “I just During their time him with compete.” fit.” Starting off as DURANT a skier, rental agent, importantly, we found thatonDana hasof le so I reallyanything.” enjoy watching became passionate perfect about commercial and continue this path With RE/MAX Success, Donelle serves all of San Luis ers and sellers.

Realtor to great success, and In terms of marketing, Ben focuses on high quality phor led to his real real aestate and started working hisfull way of repeat shebusiness quickly expanded to assisting buyers an amazing of contacts/recomHavingWhen built In order toCounty. relax, Almost she loves going Copyright Top Agent Magazine and mentor other people. I’ve b Obispo her horseback business comes rolodex notsustainable helping clients mobilize wealth, e long, his brohas spent the last portion decade and tographyhalf to ofbring out the best of eachmade property, then through the CCIM and (Certified Commersellers.

Today, a growing of mendations, which navigating the Prior to entering the world of real estate, for people to take the time to coa from repeat and referral clients, an impressive feat and referral clients, Brenda believes her success riding and has her own horse.

In addition, she Art is active in his church, donating time cial Investment Member) designation ads. “They really a half growing his business advertises each listing extensively across social media Tiffany worked as both a substitute teacher her business derives from repeats and overall process less stressful and easier my life when I needed help, and that speaks to the trust and confidence she inspires. program through the National Associaboils down to hardassistance. work andInsolid results. and financial addition, he isShe recently bought a new house and stays busy d,” Art recalls. At ® and developing his sphere and my print publications generate exposure to wide . Today, his business tion of is REALTORS and tutor for over fifteen years, and she holds Haden, a maintains As theand McCall secondary home market “Our value system what creating keeps our clias possible.

“Ourcustomer dedicated social media that back to the acommunity.”

“Clients appreciate service,” Donelle referrals, which she credits to his her teamand forto us.

Wedifferent. highly recommend her!”

Top Agent Joe Darwish began career something They bought turkeys one of 14 agents, out of the 450 in their also that connections renovating gardening. ursuing realreal estateestate is more than is half residential and half commercial, a master’s degree intypically Elementary Education. explains.

“That means being available, our answering thegoods entsbeing coming Heather Regan and posts advertises in back,” Washington, DC, Maryland, and the Northern part range ofand prospective buyers.

Ben’s Team experts commitment to creating aassistant eer, legacy.

Growing up, continues grow, Haden also incorpoKeller Williams office, who the Associate in real estate on August 1st,to1996, when he andpropercanned that they thencloses distribon, it’s true atofamily that inner voice’s able tohis recommend reliable profesand sights are comprise setof onother building aand team

ART OBLETON

MATTHEW 37 GOODRICH

38

BEN ROTH 41

42

45

while at eXp Realty has been named a Jennifer Donaldson was a natural fit for real estate, the past two years in a row. and she has built a thriving business on the basis of her expert counsel and high-quality customer service.

With her personable approach, her She began her journey in the industry seven years educating her clients, and her emph ago, when a local agent encouraged her to make the career switch.

Jennifer joined his team, and she sold HADENHEATHER TANNER REGAN & LESLIE FERGUSON JOE DARWISH service, it is no surprise that Jenn earned a repeat client and referral ra over twenty-five houses in her first year. “My favorite “My team and I hold ourselves to a h part of my job is being able to impact the lives of our 46 49 50 Jennifer says.

“We value integrity clients,” Jennifer says. phone, “I love helping folks not only However, her interest in real estate began Donelle says favorite being present, and listening tofew find out what Ferguson explain.

“We’re all his about ties materials on Facebook and Instagram, and smooth experience.

During the hours that each Dana isn’t working, she can of Specializing instation high-end condo buildings between 50 and 60 transactions year.

They closed which policy, sold gas business andmarketing “never uted at we churches and down in her Detroit.

“It parta den aLeslie liverates old-school like red. watched his father create Leadership sionalsCouncil, to Virginia. her clients isdetermines a huge benefit toand those Brenda is looking forward to expanding her work, and innovation to provide step into home ownership, but also educating them on well before that.

“Both of my parents were Copyright Topcreative Agent Magazine ing with people.

“I love theinre their concerns are.” ethics, always doing the right thing and get really with it.” organizes trainings, workshops, and events like a be found spending quality time with her three chillooked back.”

With numerous family was gratifying,” Joe have recalls of“My passing outwas as well as homes, Ben and his full-service Team ofinand six $154M total sales volume last year, closed over od that incorporated various aspects proliferating postcards flyers through that our work withfirst.” her.

“I know and work with a lot business thehave future.

“Iinthink it would beestate,” real recalls Tiffany. father aor “Whether clients are buying estate experience and to get great building generational wealth.

We the opportunity putting clients An unstoppable recent clam agents, bake at aincluding local country club. ofestate ater, industry, Art serves from much real of the “When they hire me, theyPillsbury, are getting access to myby dren, or snowboarding.

She’s also involved members inOutside the real industry, some holiday spirit.

“Good for soul.”

In the Sassy Jacobs, Lauren Lucy $200M so far traveling, this year, and are looking tothe grow even flipper before flipping was even considered the estatereal sales the neighborhood and hosting open of wonderful people in other fields related to good to be surrounded like-minded profeshappiest days of their life an Staying in touch with her clients comes naturally for duo, Heather Leslie teamed upto three Buyers receive thewith samethe unparalleled ser-wants clients.

I believe everyone impact lives of everyone we touch”. estate, Art and enjoys reading, studying, andincludes trading Area, and repeat and referral team which an attorney, a veins. lender, and more,” alumni association at keep Columbia University, may say that it the runs through his future, to evolving.

“Ifand youanyo Blundon, Hadley Allen, Malcolm Dilley and Susie further in theall+years toclients. come. real and being able to recommend them women, and that’s something onIhehave always remember. When you’re Donelle.

“I stay in touch with of mythat’s construction to title and heescrow.

“Itas houses.

It’s asional double-edged strategy that years agoestate and looked back since. vice from The Regan Ferguson Group. stocks, well ashaven’t spending time with family, like takh of his business.

Initially, she says.

“We really work as a team to make their where she graduated in 2015.

Soon he will be welcoming his biggest don’t grow,” he says, “you might get talking on an almost left daily bas dinner with them, and improve we a deep Maguire, phenomenal personalized service toWanting amanyisofto toLeslie, my clients is the aprovide huge advantage. they need my list. My goal always myself Forhis entering real estate world Ifhas only what is have best created for them, aysbuyers, looked to me,” ing Haden garnered Haden thirty-five to forty mother out for brunch.

For the of his th andlike now fun the market fan, his future wife, tostress-free his team.

Joepossible.” and his together.” behind.”

He is also excited for his wife to a part transaction asRealtor as Whenever Now a and Team Leader of fears and concerns, being friendship She reaches out via pop-by gifts myriad of clients in the area with honesty and integrity.

In his free time, Ben loves playing golf and traveling an electrician, a painter, a junk guy, or even a and my business.” was a natural step, as her mother was an Heather, Leslie and the team never presbusiness, he is starting a team and looks forward to embers.

Following the family tratransactions a year. reciated, so he is helping them assistant, aRichmond2DC licensed agent,them are thrilled join the team.

“It’s been ourguide dream forissues arise, Dana handles immediately, and isas just It’spicking safe toup say Dana hastofound her true calling.

Over able to help my clients to every quarter, as well the phone The Homes Team agent.

With Leslie’s father serving in the sure clients to make decisions.

Instead, plumber, theadvice right people them to REGAN otherI know agents.just Art’s to newfor agents HADEN TANNER HEATHER & to JOE withDARWISH his wife and three children.

He routinely volunteers and ascribes what to mentoring on, upgrade.

Haden Art made the leap pursue for the new cannot wait ever, andshe now wefor get to live it.”fulfilling.”

When always readyaddition, to comeand up with acheck creative the next fewthey years, plans tothem add agentsJoeto ismore so in.serves “Isolution. call my “I clients to ask how are, how and Leslie later serving as well, they equip them with information and with eXp Realty, Jennifer ismilitary, simple yet profound.

“Just help people,” he says. speak to.

They are top-notch professionals who Her advice to young agents is contained in mestate still an educator,” he says.

LESLIE FERGUSON When it comes tailor to interacting with prides asanything a “Icoach serves on Ithe Board at his kids’ school, a broker who cares about giving back and has been helping clients see where the As team goes next.

“IBen couldn’t aout break from real estate, hecity. really my toclients, every client,” she explains. herand team andcan branch to other areas in the In their kids are, and else that make comes up.take remain moving becameguide a way ofto She fell inapproach so they can educated heart, them, and help them achieve clients about the home buying “Have mya clients are able utilize without having tofamilies the words ofknowledge wisdom she was given she clients throughout the corridor himself on hislife. transparency and the deliberateness with and participates in when local coat drives joy to help those inmotorcyneedthat accomplish any of it without them,” Joe likes to indulge in his cars, his to his community, Haden has devoted present in their lives and sphere.” cessfully navigate their transactions get to know them, their and their true needs the meantime, she’s finding in every moment lovebe with homes the excitement they choices.

One recent buyer raved, “Leslie dreams.

Care people.

Like she Zig Ziglar, says .” He knows what buyers want, their placed onand afor waiting list,” says. started out realwithin estate.

“Someone once told from Virginia to Washington, DC. which he delivers information toyou clients.

He does everyhis community. interesting people from says.

Between the people and constant cle, dining out, bonfires with his wife so Ilicense, can plan tothe help them reach theirboard passes. love the fact that I and can develop deep relationtime toa volunteering on in r since.

Today, Broker brought. eventually gotgetmy isthe an school absolute joy to work“Iwith.

IMeeting highly you help“Ienough people what theycustomize want, ers.

Another thing Haden that sets is Artthe ‘If me that if I worked diligently from 7:00 AM Donelle’s passion for involvement in leadership roles opportunities to grow and advance, Joe and two English bulldogs.

Through her career, she has built thing in his power to make sure clients are informed and diverse backgrounds and helping them navigate the goals.”

Whether it’s finding the perfect neighborhood ships with those I serve, and that the sky is the limit to the localhernonjoined a brokerage and embarked on this and as a hockey coach for recommend to anyone looking for you want.’”

McCall Idaho Real and Estate is get thewhat “I care for my clients their andwill Brenda understands thesays. unique wishes of each and continuing education sets apart.

Inable 2021 she to offers 7:00 PM for three years, I her would be loves what he does and the brokerage hesomeone for her buyers, or attracting for her sellers, how far I can go in this business.

It’s so exciting.” prepared throughout the transaction process, including complexities of real estate contracts is what he loves and maintained a track record of amazing career journey,” she honest, thorough, intelligent, profit league.

He has served on the local ves they want to make for their ho Designated Broker for Vacasa Real has served as the District Vice President in theserves state Livingston County andwith other client and works diligently to toand their to earn a great and give family a of worksgoes for.

Dana above beyond. hardworking, and living kind.

3my months workuncovering forcater them that haven’t even hit toWomen’s do, andspent he finds itJoe important to stay connected I amthe never just selling a house. excellence, working intime every ® MLS board and has donated andaspect resources toShe local ate, largest vacation rental management firm in properties , and California for theThat’s Council of Realtors surrounding areas in Michigan. Repeat clients and needs.

Her passion for her work translates into comfortable life. held true for me this Meanwhile,the Heather became intriguedtaking by realthe estate ingget with us to find the perfect home.”

Another wrote, re.” market yet.

Through time to to know his fellow agents.

Ben hopes to continue to grow his of the industry, representing buyers, next she be the state of that orgafoster care and animal shelters.

When he’s not workcountry. He is a certified Resortafter and Second Home Everyone has their style real estate.

There arewill always referrals makeus upwho of his business. One quality that smooth transactions optimal results for her far, sohas Iyear highly recommend it Treasurer tohelped others putting house and upand for sale.

“I knew could doin effectively “Heather is absolutely amazing!

She toa60% find When it comes to marketing, Dana access to statehisherclients their needs, hetoIback, can more give Team and his business atCalifornia responsible pace well into the nization.

Donelle isJoe also involved in thefrom sellers, investors, banks, and now ing or giving Haden and his family find all the perty Specialist and ePro Specialist.

Currently over opportunities grow.

If someone has a great idea, separates Joe his “I liketoeverything about Heather working in real areCompass. looking to create a stable and have this,clients. so I decided get my license,” says.

“I our dream home and made whole experience so peers is his authenticity. “I’m market listings, and he networks of-the-art technology through “This allows ® the income , serving on 3 committees this Association of Realtors them the best insight to help them find success.

“We are future, and looks forward to helping more people might study and incorporate idea.

“I am always just Joe explains. “I need to be on thebuy same to experience the rugged beauty McCall to myself,” interests.

Jennifer has enty percent of hisAbusiness derives wasestate. goingfrom sellrepeat a working house orways two acommercial year, but ended up pleasant and easy.

She washas exceptionally professional, fliers at their branches. virtual Itoenjoy withto people and I love atothat fulfilling career.” me bring so much more my clients, including year, and next year she will be the Land Use & Enviall about the clients,” Ben says.

“Everything we do is learning,” he says, “always evolving.”

Joe enjoys helppage as my clients to serve them to the best of my abilin my first year and absolutely lovedofmedia responsive, positive and listened to our needs.” offer.

From Payette Lake to the slopes of ost social clients. media and marketreferral “This is whatselling I houses. do $9 formillion aYou living,” been athe top producing agent at every develop strong friendships during Google Ads andshore social campaigns to target ronmental Environmental Issues Chair. Donelle stays geared towards them thecolleagues. bestHaden expeing other agents Heenjoys hopes be able to from ities.” The relationship does not end after closing. Joe it.” this After being owners ofproviding a me local franchise brokerclients, three nearby ski resorts, everything den says.especially “I don’tletting havethem something elseprocess, on thepart side. and it makes thrilled toand see the the specific clientele we’re looking for.”

In addition, brokerage she has possible worked for,onto and involved the local levelBrenda too, andDurant, next year she will To learn more about give back as much as he has been given. keeps inLuis touch, calling to sayabout hello Don age, Heather and Leslie were ready for a change.

They As the group looks towards the future, they hope to clients frequently stings in their area.

He used to rience, and our communication is our highest priority.”

For more be President-elect of the North San Obispo Assoskiing and hockey to boating and mountain biking. end result and see my clients happy in a new her team tailors a unique marketing strategy for each ping my clients is my job and my passion, and I please call (413) 441–4732. and check in.

If the need arises, he can refer a contracforged a partnership andpersonality, started their own company. and sense growciation 5-10% each year into Florida.

With Zillow, but now he has a pool of ® and expand Due to his enthusiasm, of humor . Donelle past President of the of Realtors please call 805. listing, utilizing targeted mailers, eblasts, newslethome.Reach I truly care about each everyplan Looking to theand future of his business, Haden hopes toisora any k hard at email brenda.bishopwest@gmail.com, outgrow to Art atto(216) 482-9035, Part of310-734-1440 Joe’s includes and multiple zipit.” codes thanks to his 310-734-1440 tor other type of referral that they may need.

He To every day professional that passes, the team continues to strengthen.

Phone | facebook.com/art.obletonjr, Fax Templeton Chamber of Commerce.

“I’m involved, I which combine to versa,” make themarketing process more enjoyable, Copyright email donelledufaul ters, and digital ad campaigns.

She uses professional one of my clients, and vice she says, and or visit bishopwestre.com continue growing his brokerage and building upon his or artobletonjr@gmail.com, and photography.

When working with aI buyer, pic-and him develop the listing-based “We now have a team of eight,”drone they explain.

The Regan Genuinely passionate about what they that’s do, to nothing canme and for ongoing relationis grateful be a sets resource volunteer, show up, I think what of his business from repeatand clients andget DonelleSe or visitSapir, photography, videography, virtual staging to bigand artjrhomes.kw.com adds, “IBen also love the flexibility fact that wing in the40resort-destination town ofgets Sun90% legacy.

Haden concludes, a little Forand more information about Dana one, Artup conducted sales. +facebook.com/ArtObletonRealtor, Ferguson Group consists ofown licensed listing and transstand in“We’ll their way.

“We love making people happy.

We tures doand notthe always intrigue, which isshe why Joe will ships trust. apart,” says. mag@topagentmagazine.com | www.topagentmagazine.com referrals, and appreciates the opportunity to maintain make each property look its best, ensuring it receives actionindustry, coordinators and several agents serving have the privilege creating relationurge a client to northeast look at property from a different point ey, Idaho, and in the real estate gives ger, a little better, and a little stronger everyofyear untilthese I lifelong please call 347-631-7628 or as many views asthe possible. relationships them.

Indiana.

Aslasting one of the top teams inwith thewhen region, vast ships with others,beand it’s a beautiful email thing.” DANA.SAPIR@COMPASS.COM Agent Magazine of Top view he knows listing might a good den an unmatched understanding of the resort andCopyright physically can’t sell realthe estate anymore.”

Copyri majority ofIdaho their clientele repeats fit.from It goes backand to referconnection, to understanding a cliondary market. Having lived in McCall, since comes rals. They With credit 17 theiryears concierge-level service forneeds. ofent’s experience and atheir variety of resources desires and To reach a wider audience, 4, he brings a local’s knowledgesuccess. of the “We area are to helpCopyright Top Agent Magazine 07-1975 or email Robin@ChicagoToNorthShore.com extremely professional in everything he uses websites including Premier at his fingertips, Ben provides a comprehensive ContactZillow Robinfull-serWilson or at Realtor.

847-207-1975 or email Robin@ChicagoToNorthShore.com clients find their dream getaway or vacation wecabin do,” Leslie says. “We treatcom. our business like a busi-Open Houses and Broker Open Notably, he hosts vice experience for his clients, and guides them deftly me. Haden credits his upbeat, outgoing ness, and personality foster positive relationships with our peers Houses. theEach product helps of Joe increase 2 Top Agent Magazine through every step of theShowcasing transaction. member Contact Wilson atsolid, 847-207-1975 or email Robin@ChicagoToNorthShore.com 0reliable or cbenitone@hobsonrealtors.com, the realatestate community.

Having longwork ethic with puttinginclients ease, cre- Robin interest those and buzz, get a pulse on the market, and preYou can contact Ben at (202) 465-9636, his Team is on the same page as far as the quality of their term connections is important to us.” eg at hobsonrealtors.com a foundation of trust as he guides them through pare other agents, who will then tell their clients, “You www.

www.

www.

www.

www.

https://

service, and together they instill comfort and confidence have to see this!”

ben.roth@wfp.com, or visit

MAHMOUD IJBARA LYSA KOWALIK MARK & ANN MELISSA SULLIVANLANGLEY-ESLICK

and getwork reimbursed closing. The seller In real Ijbara don’t care Lysa Kowalik has built a thriving realestate estatesince 2017, Mahmoud iftheit’s adedicated half-million-dollar Years of and atputhave set for Mark and AnnI Sullivan have experiMark and Ann have built an extensive base 53onand 54 57 first 58 61 can choose their own contractors, they clientele, can providing his WHITTEN clients a level KRISTI business on the foundation ofthrives her love house, I’ll tell them the $400,000 house is ting clients have earned Melissa justinsometh ence, the breadth of knowledge, and the of past who they keep touch choose their for own kitchen, and with everything that is truly unparalleled.

Aa better passion for serving others help each through client-appreciation events.is passion for serving others. “I of loveservice people,” fit Langley-Eslick iftothat’s the of truth. there aI’mstellar reputation whim—it “I love being to help peoas well, and we provide full dimension floor plans.” else.

We basically give them a debit card their listings, The Sullivan dedicated professional, he their isable sensitive to clients achieve theirthroughout To market Lysa says. “My clients are by far my favorite my clients, Idreams. look outWith forMiddle them, and clients where Tennessee, them in ach andher let team them deftly decide.utilize It works wonders!” client needs and thatover they are ablethemyearsAdditionally, pleensures find a home and help she social media twenty-five experience in and Group leverages their professional net- h thing about this career.” With her signature trust me.”ofshe currently assists real estate buyincredibly to reach their through real estate Affiliated thegoals. process with combined as litand online marketing to make certain every home is seen real estate, with an abiding work, and employs a comprehensive tagline, “When you’re ready to sell or buy, ers and sellers.

With her background I’ve helped Withbuyers close toas $40,000,000 in sales volume with CompasstleRE, he serves buyerssays andtoTop stress as possible,” by clients’ as manyneeds potential possible. The result is strategy. Their approach has commitment their social media think of Lysa with a ‘Y’,” Lysa has throughout earned Toputmarket clients’ listings, Lysa in her property management and maintemark somet this year, Mahmoud points to his marketsellers New Jersey.

Agent Kristi Whitten.

Working almost always a fast sale for top dollar, not to mention first, Mark and Ann have built a thriving paid off for their clients. a stellar reputation for her service. Before employs Adwerx, aassystem thatthe allows heronesector, nance, well as financial ing strategy as of the main ingredients withLYSA Keller Williamsboth Realty happy – IJBARA and returning and referring – clients. business asMAHMOUD professional partners, KRISTI WHITTEN KOWALIK MARK & ANN MELISSA ® she turned to real estate, Lysa owned and to provide and her clients with broad her natural ability to connect withfrom aForfocus Her greatest natural his coverage success.

“Aside Recipient of the NJ REALTORS Metropolitan in Bedford, New and as aCircle married couple. “We’ve been in bothonMark and Ann, the SULLIVAN LANGLEY-ESLICK operated a salon for over tenofyears, which Hampshire, across social media and major news outlets, Excellence Sales Award 2019-2020, social media marketing, we put a lot of people, Melissa is able to strategically also Kristi has spent Kristi’s deep knowledge of both the real estate satisfaction industry of their career comesinspires married for thirty-six years, and we’re from SAM BAYDOUN provided herMICHELE with small-business expertiserecord including ABC News, ESPN, Mahmoud’s of excellence speaks emphasis on working withSTEVEN ourservice New York guide her clients to YouTube, the most optimal her commu JOHNSTON STEPHEN D. SCHWERING still best friends,” Ann says.

Before to SCARNATI others. “Every transaction is a more than fifteen years providand of her local market, coupled with the true concern PAMELA LEWIS the her passion and professionnetwork ofUSA agents.

Manyinto of our clients are and a large client base. Manyvolumes friendsabout told ing NBC, Mark The Washington Post, andhas solutions. passed away entering real estate, and Ann had puzzle,” Mark says.

“You have to make many grateful clients she has for all her clients translated a well-deA Centurion Hall of both Fame inductee, transactions in many people’s lives.

So sellers, Steve utilizes a com® might ys enjoyed vis-make an excellent have, during the transaction If you up ain few. or A around Logansport, his he brings into his work.

“I’ve been moving to New Jersey, so weFor always send her she would Realtor and, twenty Today, togrew name Her clients receive a rating weekly Over the isye resident New York, Steven worked or owned small businesses. sure the pieces go together so there Foundation— mela Lewis began realalism estate things ourlifelong clients are going are withher top-of-the-line service, and she has more served perfect, five-star on Zillow.com.

“I love Samcustomer Baydoun has always been drawn whenofthrough you go above and beyond their Indiana, you probably know Steve prehensive marketing 70 strategy, posting when she had to and after it’s closed.

She sends out home 65 62 66 69 passionate about homes since I was a child.

I rememover our upcoming listings to the agents in New York years ago, Lysa decided to take the plunge.

“I started report that details data about their properties.

Paired “Who would have thought twenty-five a happy buyer or seller.

That’s why we fantastic rep Scarnati first took an interest in real estate When working with clients, Melissa that helps th tohis real estate.

He started out thehonest busi-clients expectations, will remember you. than earned reputation asinan and that no two transactions arepurchasthethey same,” she says.

“I love er in 1995, helping her dadher inexceptional things we’ve gone through with or hisand family.

His roots there listings to all the social media platforms, ade sense to her cards toSchwering past ber passing aanniversary house that was for sale and asking my and sell a be lot of them that way.” years ago that real estate was going to transformawork as hard as we do.”

Ann agrees, saying, “It’s a off, and the business just flourished.

People piqued my with this technologically savvy approach, Lysa also ness when he was fresh out of college That’s been the case for me over the York, with the after graduating college with his degree strives to form long-term relationships and ensure that tial items and distribute th trusted advocate for both and sellers in working ness. in real highestate school, ing selling real new estate.” run deep.

And if and you’ve ever with called him people, new faces and newasscenarios. well as advertising every listing in the She got“When licensedI was invites thembuyers to events, and they often dadloved what that meant.

The very first house Ihouses. sold was toa approach tional for our own lives?”

Mark says.

For both Mark fun business for us.

We’ve made so many great friendin 1986, after observing his brother’s past 35 years.” interest in this industry, and I’ve it ever since.” holds open Her has paid off for her to help you buy or sell home, you know daily newspaper—something no other coming from in Business Administration.

At the time, any with a great become an important part of her daily life their transition into the next home is a smooth one.

We currently have abou The Granite State.

I like that it keeps me on my toes.” dad retired from the Navy and buyers who were so real excited to start areal new chapter of 20 minutes.

When he’s not busy helping clients, Mahmoud volunown successful estate company. and Ann, estate has provided not only a career, but ships through realability estate.

There is immense he can meet you within brokerage in the area does.

Whether buy- local clients; she averages forty-five transactions year. no time all she as time goes on.

Michele typically closes prides onper her people skills and her contributes tosatisfaction the Having closed his dad was an active real estate investor ded heatwas going to have atheir second When itShe comes toherself Pamela life, andaround thathis really touched me.

Itgive made me“We realteers as amarketing, soccer coach for his son’s team.

In his free Leaning on background in marMoreover, Sam is also well-versed in a venue to back. wouldn’t want to do anything in helping people with the biggest transaction of their ing or selling or leasing property through of success.

Based $15M per year across 85-100 Lysa a solo agent withbegan RE/MAX Classic incareer Canton, Kristi her real estate in 2005.

“I had always When she’s not working, Kristi loves spending time with to put herself in their shoes.

“The word dedicated is by sponsoring games.

“I’ alone, he rema around the Westchester area.

Drawing er in isreal estate,” Pamela recalls.

“I says, “Before we even put it in the marize that as agents, we really have power to change to be withreal hislives. family.

“Ilove like taking the keting, Sam proceeded toshe launch his estate, selling prop“Ithe love helping people, andtime, a big he partloves ofcommercial him, all of Steve’s clients can count on else,” Ann says.

We being a part of that.” now going“I’m into a one-stop-shop,” transactions, and hopes to continue Michigan.

Lysa says.

Over her For Lysa, the greatest satisfaction of her job comes beenand interested in real estate and investing,” she recalls. family, and she is an avid gardener, biker and bowler. a really big word for me.

I am a go-getter and I fully son was involved, and he cold calling for him, that was my ket, we make sure the house is ready to workflow tha from his encouragement, Steven decided is being when theykids needtoyou him after the closing. He stays in career ason an that agent, building a that network ertiesand throughout people’s lives.” thetopark going onSoutheast bike ridesMichigan withlong them.” me Realtor, and level of production in thethere years twenty years inestate.” the business, Lysa has worked in eight from thethe people she works with.

“From first-time “So, I decided to get licensed, and I never looked back.”

She also runs a not-for-profit organization called KW touch of real During college go.”

They let the seller know what repairs dedicate myself to each one of my clients.

Even when been quite some time.” be there.

I don’t turn my phone off, I’m touch frequently, through phone calls, of satisfied clients throughout ranging from restaurants to gas stasuccess in the to pursue his license and soon realized that of expertise and MICHELE JOHNSTON to come.

InLEWIS 2003, the opportunity to open a Keller Williams Dedicated to their community, Mark is also involved PAMELA SAM BAYDOUN STEPHEN D. STEVEN SCARNATI different counties throughout thestate state.

“I don’t say home-buyers, to folks looking their forever home, available 24 hours aCharity, day, and iffor you call texts, Facebook, or just bumping into Currently equally dedicated team that which has raised well over a million dollars that ofan Michigan.

Four years later, he tions or even vacant acreage.

For his she received heroverseeing degree, need to be done, then they hire a profesmy mother was in ICU, I still managed to make my traveling and making me aCU, milewhere to help her you have to the business a perfect complement to When working with Mahmoud, clients can count on Going forward, he plans to expand his business and office in Columbus, Ohio presented itself. MarkSCHWERING and with and volunteers for the Columbus Board ofb me you aren’t going toput have to make anexpert them at one of the many arts or music accepted anher opportunity with Century approach, he earned abecause fanno to anybody. don’t what price and range they’re I Administrative love being part of start the next chapter of their lives.” includes three two full-time ishis directly back intointerior her community. hed adecided reputation In free time,partners Michele enjoys traveling mela to Igo intocare the business sional photographer to do clients feel for like they were myand only priority, I his agents organization and attention to detail from the continue treating each buyer and seller with the utmost of th passion helping others andhas entrefounded KW Greater Columbus Realty, LLC., Realtors and Ohio Realtors.

For the past“Because fifteen years, appointment for a week out.” events in Logansport, which he loves 21—and the rest is history. tastic reputation across the region, hern Mississippi and spending time with her family.

She is in, I will travel far to help clients who need me.”

Assistants, Kristi has built a thriving business that sees WALTER FLORIAN elf. She got her license in exterior photos.

Depending on thedecision propall 1999, the way to the end of thewhere transaction.

“I’m always professionalism. realize that this isInspired, athe huge them, and they Melissa’s plan moving f he is now the Principal Broker.

Ann, team Ann for hasthen organized a golf event, donating the proceeds a sense of urg preneurial spirit. he would tovolume attend. with the vastshe majority of heavily invested in her community, and Committed to went herher own professional growth, Lysa has Lysa’s thriving business keeps busy, but when selling more than a hundred properties annually to the Looking toher the future, Kristi’s plan isalways to his continue the available to speak with my clients and discuss any conin 2004 she full-time selling erty, this may also include aerial photos leader, successfully runs the residential division, which toagent—and an organization that gives my away Thanksgiving meals need all the support they can get.

I make sure ing her business and kee Before getting into real estate, Steve was in quality clients; after all, I gen launch his career as a full-time he hasn’t Today, Sam isevery athe Realtor with Century 21 Curran & titles, coming fromisrepeat clients to and referrals.

Through it gives back through local Special Needs program, Walter Florian understands Walter well-poised help hisproviding Based in cerns Boston’s Back Bay, Zack giving insig earned numerous accreditations and awards.

She is everything does find herself with time away, she loves to other travel tune of over ten million dollars inI volume.

Impressively, growth her business, and to whitethey may have. do forin them from A has allowed Mark expand commercial division to need, to him real estate scholarships, and tofo estate with her dad.

Pamela hasn’t ortowith video drone shoots.

Then Pamela and control a factory, and a their day came when hecommitted knew hecontinue Steve been conscientious about doing goals. things to“My that ifof itthough, was me on the Ihas would be happy realvaluable estate 73 looked back since.

Oberski, where and he and his two children assist clients all, he is toside, thefamilies values ofinservice ess, Michele understands running half marathons for St. Jude, and working aspect ofthethe real estate process, clients at every step of74 the process, and toago Z.anthroughout Ishe make sure they are prepared for all aspects of the lion’s share of her considerable business is based glove, dedicated service to all those she works with. alasting Certified Negotiation Expert, Accredited Buyer with her mother, daughter, and grandchildren.

She also was ready for a change.

One of his grandfathers had revitalize his community, finding ways to support local as the Commercial Director for KW Commercial.

Their KW Cares. ked back since, and 5 years took over as her team get the word out via open houses, flyers, postthe service I was getting.” is to continue expanding all of Michigan.

In his awardwith honesty that have long anchored accomand trusting Desoto ahis program that provides cancer relief Outside his career, Steve he relationis committed to helping cli-Southeast toand provide well-researched counsel to his Harwood istransaction. aofHope, top-producing solo emerging trends across a wid owned Real Estate Firm Called McNutt Realwhere Estate, businesses, or personally donatthe I also took an inspection course, team includes their youngest daughter, Elizabeth, who repeattheir clients andFame referrals, which provides clear “Iso also want tomake continue educating peoplevolunteering about realat events, Representative, aupon RE/MAX Hall owns couple cabins on Houghton Lake, she ker of her firm Realty Executives, Peninsula. cards toa neighbors, and social media campaigns. winning career, hethe has established aatruly boutique plished career. ® he takes thedad’s time ents to pinpoint to affected people in area.

Additionally, she is as possible.” achieve financial goals.Award He help them informed decisions. for Keller Williams gym, hanging out with Today, Steven is a Realtor so he decided to give that try.says.

He got his license, ing to individuals in need.

Hebuilt even together, restored anMark old store ® customer with any new listing Iatake the time help my clients has been licensed since she was Mentorship of to get Proud oftheir they have and Ann evidence ofthe the amazing service she provides. she “I want them over fears and of Berkshire Hathaway ofclients locations.

Recipient, andagent graduate of Realtor enjoys spending the rare freeanineteen. weekend. model ofInstitute. client service, specializing in both residennd works hard toa started meet those President-Elect for as her local Board ofto Directors.

Forestate,” inout the industry working Melissa continues towith be a resource forwhat even working part time at first while continuing his in downtown Logansport, an effort he’s very proud of.

NY Realty, where he services clients throughout cheering on his beloved ready for the inspection and go over what needs toable agents a core value for Mark and Ann, and they plan to serve their clients at the highest level tial banks and commercial realtheir estate.

“At the end of the Outside of their real estate, Sam as strives to continue give backtoto be tohow realize their goals.” she can. trulyteam love helping the future, she hopes to adapting tois the rapidly mela and“Iher Hampton Roads area Pamela emphasizes importance of real estate a“I’m loanserve officerthe forget several before hecontinue To market listings, and after the end of the transaction. always working factory job. Once hethe realized much he enjoy-Walter When he’s not working or giving back, he loves hangHomeServices Warren Residential.

Yankees, Giants, and Kn Westchester and thewas surrounding areas.

Winner of the prioritize training in order to pass on their expertise. while also taking steps to ensure the sustainability of be repaired in order to ensure success.” day, my philosophy is to treat people the way I would his community.

Having been elected as Wayne to real estate, and it keeps me changing industry and using her experience to edu“We really put our clients first,” says Kristi, explaining transitioned to a title company.

When his team leverage social media, espeWith her exceptional dedication, deep knowledge Looking to the future, Lysa plans to work towards Virginia. About 75% of their business comes from force goodhis in clients, her community, build generingfor helping he made thehelping leap to full time. ing outreal withestate his daughter and his girlfriend, taking in the to keep them educated on anything related. plans for the future of we his 2020 Rising Star Real Estate Agent Award, he has With their personable approach, transparent commutheir business in the long-term.

“At Keller Williams, Michele says. “Real estate has cate the other agents around her.

If you’re looking for want to be treated,” he says.

“Above all, you must be County Commissioner of the City of Dearborn, he business grows, ahow friend opened agarnered real estate company cially Facebook, andhourly provide every she has much customer loyalty andat In 2021, years into rap“It was scary first,best moving from a guaranteed local musicAs scene,Zack’s or playing golf. base, andreferral passion for helping people, it3issono surprise thehis long-term sustainability of her business so she at and clients, annearly impressive feat that ational wealth.

“The thing for me about real estate I likeprocess, tohis send information oncivic what they can dofor to tinues art of my life, in no small part“We amake Realtor inWalter’s Desoto County and the surrounding area andthey truthful with your clients.

If you has also volunteered at various nication, and detail-oriented itthem isprofessional no say, ‘Weorganizations careers worth having,its a life worth living,he applied foundations business and awant penchant rapid growth, As an agent working with Mahmoud is treat able and invited Walter totransparent join, past listing with photograwage toitwhole commission work, but Iwho got on withsurprise a in great respect. sure that areCompass, part of the that nearly 100% ofconfidence Lysa’s business stems from repeat pass onlook tojust her daughter, recently passed aks theand trust and Pamela inspires.

“We iscan that I’m not helping people now, I’m helping WALTER FLORIAN ZACK HARWOOD tinues to invest to provide maintain their home as well as other useful financial ’ve to met theidly friends I’ve who truly cares about her clients’ well-being, no them with respect, that goes a long way.” in Dearborn and Allen Park.

When he’s not with clideveloping career, Zack earned that over 60% of their residential business stems from and a business worth owning,’” Mark says.

“That’s whatto to offer his clients Compass Concierge—a unique client service to assist buyers and sellers of all kinds, and expanding his client local real estate team that taught me the business.”

Going forward, Steve plans to continue offering his experiences and abiding desire to help phy services.

“We know how to make ® process, andfocuses we’re very proactive them.

We keep clients referrals.

Honest, straightforward, andwithfuture the Realtor exam. “I’m looking to hireback, abeing small supa no-surprise approach that on Michele education,” generations,” she says.

“Especially African eople the and way she wants to be further than Johnston! ents or giving he can be found playing soccer, tips,” she explains. repeat clients and referrals.

“We’re customer-service we’ve done over the past twenty-five years.

We believe After two years of mastering his new craft, Stephen clients the best customer service in the area, and is home improvement service program, offered excluothers made theloop decision a no-brainer. every home look its Walter says. customer service for his from luxury clients tobest,” renters or investors. them during the We do top honors at Berkshire Hathaway available, Lysa makes itin herthe priority to every client portbought team toCentury help with the administrative tasks.

I developing mela explains.

“We educate the client on the pro- transaction.

American, a lot“Our of people in myoranother community have has made her a popular option When listing a entire property, Sam utilizes comprehenexercising, spending time family. aanot 21 business from anew new website that will make their oriented,” Ann says. clients have an excellent in creating opportunities others andexperipassing on sively bytreat Compass, which fronts sellers the money for For Walter, the experience was transWalter’s numbers arebroker aquality testament towith his Infor the meantime, though, a minimum of two phone calls every week to each clisistance buying oraonly selling aseller, sive strategy.

After helping his clients fully prepare as if theyinwere her client.

“I’m not in it just for the want to continue to do what I love for as long as , whether you’re buyer, or landlord.

During had homeownership in their family.

It’s great to be able and struck out on his own.

A few years after that he ence of the process even as well as an promoting “This year, I hired assistan experience with team.” all that thisinbusiness hasbetter, brought into our lives.”

To learn about Mahmoud Ijbara formative. “It repairs was a mom-and-pop business, I had his detail-oriented approach: each year,more he averages andarenovations.

“Ifreal a so seller does notour have the On pace to close around $10,000,000 sales volHomeServices, global estate When listing a property, Steven equips aspiring real estate profe ereducation, business from repeat clients ent, so thatcan they’re always aware ofsays. where things stand for theon market, he shares listing over atobuy blend Going forward, Sam has strong plans forhis the sellers future ofwith rebranded asis Schwering Realty. the town. walk them through all the steps so to help somebody a home when generations of money, and Iwe think people pick that,” Lysa Itheir which serve my clients and help to learn everything on up my own,” Walter “Ican, loved between and fiftypast transactions. please call (646) 764–9599, money to update their kitchen, for example, butthirty-five we ume this year, Melissa isthem thrilled with her success, nd family. of digital and social media campaigns, giving them his business.

Having completed over $21 million in explains.

“He a cutting edge strategy.

After helping them prepare top helps producersme and treme wonde throughout the process.” brand.

This year Zack’s $45M+ in ’re never about going toby their family couldn’t.” says.

“I willsurprised show andwhat’s honest opinion; achieve their dreams.” thehomes work, and Igive builtmy my niche working with renters email mahmoud.ijbara@compass.com, For more about Mark and Sullivan, you can contact Mark by phone at 614-537-3888, know that with ahappen new kitchen the home will sell later, for buthe’s her trueAnn for joy is theproviding number lives she anlotextensive reach from throughout the region.

But volume in 2021 alone, he intends on furtherofa scaling Twenty-three yearselsebuilt areason thriving business their home for the market and suite of cess doesn’t come overn andhave investors.

Ia get a of satisfaction seeing my Committed to giving back to the community, Walter IjbaraGroup.com or visit his website at .and Wea half alsooflike to fun along the way.

We’re a much higher price, for theAnn renovation terms byRealtor phone atmodel 614-537-4777, bysets office phone at 614-944-5988, orstaying by email organi real estate expesales places him in the top ½paydon’t of 1% getsofthe to change every year.

Her genuine love for her offew and is the trusted many clients in Logansport where, Sam is justwe as will hands-on when assisting his of service that him apart inin Michigan.

In addition to her warm, outgoing personality and stellar professional photography and videography services, years to really build u clients happy and educating them.

A lot of people has been involved with the the National Association of To find out more about Lysa Kowalik, you can contact her pressure team.

Our philosophy is that the buyer or That focus on helping families not just in the present, Michele is more than capable To learn more abou andatthesullivan@kw.com. surrounding area.“ILast year he approached buyers, leveraging his acute knowledge of Southeastwork just love helping people,” hewhy says.

Inonline real estate, You can also check them out at TheSullivanREGroup.com. is one the main reasons she is digital so good at transactions. work ethic, are host other factors that have realize they canthere pay less byaphone being aof homeowner than by Hispanic Real Estate Professionals.

He has also parmanaging As m he shares their listing to a blend of targeted and as you show up every da by at 313-460-6882 or by email at LysaK@remax.net. all agents in the BHHS network of erthat is comes going her toof make their decision, we’re just but into the future, comes through in Pamela’s newest way during a own nearly 100 closed transactions for a sales volume of over Michigan to uncover the right home for their needs.whatI’m to apply myto expertise enhance theand lives email langleyes sheable does.

“I see thetolocal final result know renting.

Ialove to educate people on how to build wealth ticipated inat food drives, helove supports many played significant role in Kristi’s ever-growing success Copyright Top Agent Magazine You can also hermillion. out online soldbylysa.com social campaigns.

But from the stand-out opengrown, everything will work out— has worked in many different In addition to being bothand aFor commercial and gating them through the process we can get the an independent firm she established this year Insofact, he prefers to check keepventure, in $10 touch with his clients ofmedia others. me, there’s nothing more gratifying ness has this support visit melissalangleyeslick. over 50,000 agents worldwide. that I’ve helped somebody achieve a goal that they and save money in the long-term.” politicians.

When Walter is not busy helping clients or story.toChief be her negoCopyright Top Agent Magazine property specialist, Stephen employs everages experience get among For more about Kristi Whitten, house showing toalso the carefully crafted viral wellthem afterwould the deals areexceptional doneresidential toRealty provide ongoing than guiding someone who istounfamiliar with videos, the deal forher them.” called Space.

It takes a “holistic approach” giving backmanager his time, loves tomanage fish, travel, work on an integral part of keeping th a approach full-time property to he help him for her clients. tiation skills and service intelligent, comprehensive to Pamela and ensure they are more than satisfied in issays. process andplease making sure they makehis strong decisions he there for his clients, catering process to their homeownership, “We’re trying to190 tap into call 603-674-4985 With a commitment to his continual professional his home, and spend time with his family.

Recently, units.

“The property manage-ment is another thing that Contact Robin Wilson at 847-207-1975 or email Robin@ChicagoToNorthShore.com marketing her many listings.

“We do a virtual tour for their new homes.

“These are the most important on their future.” altors.com, team at Realty Executives, Peninsula brings a wealth people’s mind, body, and soul through homeownership. distinct needs. or email KWhitten@KW.com growth, Walter has consistently pursued new chalhe and his son embarked on raising chickens, and they Zack credits his recent success to and selling process smooth C sets us apart from most other firms.

It’s especially helptings, Michele markets extenContact Robin Wilson 847-207-1975 or email Robin@ChicagoToNorthShore.com every property,” explains Kristi.

“We stage eachjust ofatthem cbenitone@hobsonrealtors.com, No portion of this issueonly reproduced any manner whatsoever without xpertise to all media, realms realopportunities. estate.

“Not dobe we It’s not the person now, it’stheir future generations lenges and Inmay 2015, he earned now house a right large coop bought in fulhis for in our clients who’ve already abackyard. home withprior consent of the publisher. sites and social asof well To learn more about Sam Baydoun, please email baydounsam@gmail.com, “hard work, dedication, always cient mytheclients.”

In the hobsonrealtors.com You canisafter, contact at (901) 647-2856 or begin us andwant want expanding their real portfoBroker’s License and soon heMichele started tothat work for esidential sales andAgent property management, we also and we to help.Elsewhere, That’s what my estate dad did for attentive me are with other local agents.

She Steven is just as when assisting Top Magazine published by Feature Publications GA, Inc. Although precautions taken tofor ensure accuracy Contact Steve at 574-727-8383 or sambaydoun.com or call (313) 384-6000 visit lio.

In a small town, you want to estate, be as useful tohe people michele@mymidsouthrealtor.com, and you can visit Home Buyers Marketing, which“We’re in 2020 wasand acquired Proud of what he has built, Walter plans to continue ith clients very seriously, and Contact Robin Wilson at 847-207-1975 or email Robin@ChicagoToNorthShore.com ommercial rentals and sales,” Pamela says. my brother by doing real and only did his hisZack extensive knowledge of supplied email steve@schweringrealty.com putting clients first”.

“I’ve been very fortunate,” heleveraging year, tofacts add a buyer/rental agen 1) 488-9680 orpublished cbenitone@hobsonrealtors.com, Copyright Tophopes Agent Magazine ofby materials, Top Agent Magazine cannot heldbuyers, responsible for opinions expressed or by its as you can.” her at mjohnston.us more information Found It,deals a start-up and franchise that offered excelwithmother, thebe business practices thatand have led tograndhis impresto any commercial questions they edanswer doing andwebsite land contracts. itforbecause his grandmother, great Westchester, Dutchess, Putnam and Fairfield Counties herinwebsite at hobsonrealtors.com authors.

To or change send inquiry to “I mag@topagentmagazine.com.

Published in the U.S. lent technology and more tools to helpaddress, Walter serve sive success. want to translated keep my ther office tight-knit andAgent Copyright Magazine acknowledges.

Additionally, he invests in the best expand his business. o, we rehab properties andsubscribe own rental properties mother owned real estate.

That to us, I Top andhave elite skills toand connect Copyright Top Agent Magazine his clients in Mastic, New York, and the surrounding boutique, and anegotiating nice, productive team,” Walter his clients to the elves, so we’re part of the community.

The same wantTop toAgent have that same affect.”

Copyright Magazine Contact Robin at and 847-207-1975 email Robin@ChicagoToNorthShore.com right investment for their interests. technology marketing tools to says. help his clients areas.Wilson Now a Broker and Owner with aor team of twelve, Most of all, he is committed to best providing his Along the way, Robin Wilson and at 847-207-1975 email Robin@ChicagoToNorthShore.com is sure to educate on the market, helping them WalterContact prioritizes mentorship proper trainingorfor agents withhe expert training.

“I sharethem my successes and bsonrealtors.com, learn about the market, find properties, and market Contact Robin Wilson at 847-207-1975 ordoesn’t email have Robin@ChicagoToNorthShore.com To find out more about Pamela Lewis, you can call or text her at 757-912-5451, his team along with top-notch customer care.

Serving my failures so my team to learn the hard -9680 or cbenitone@hobsonrealtors.com, make well-informed decisions on their future. But .com -1975 or email Robin@ChicagoToNorthShore.com To learn more ab Suffolk County in Long Island, Walter and his team way,” says.

“I’m big on training, ebsiteor at email hobsonrealtors.com her homes. at realtorpamelalewis@gmail.com.

You Walter can find her very online atproper he their once a transaction is finished, still prefers to remain Top Agent Magazine 3 call (845 please work with a diverse group of clients. Bilingual in on building awareness of the market, and on continuin close contact, providing ongoing assistance and youtube.com/realtorpamelalewis and on Instagram @realtorpamelalewis. s.scarna Spanish, Walter is able to offer his expertise and mar- ing education. I go to trainings every year. I believe as an longtoafter ket knowledge to the large Latino population in the that there isstanding always more to advocate learn and ways growthe so deals are done.

ZACK HARWOOD

www.

www.

www.

www.

www.

www.

www.

www.

www.

Zack loves helping people achieve their real estate

CONTENTS 6) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 16) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS 22) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 26) 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS 30) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

4

34) 5 TIPS TO GET NEW CLIENTS 39) 3 MIND-BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 43) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 47) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU 51) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

59) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS 63) THINKING OF LISTING? NINE WAYS TO GET READY 67) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORDOF-MOUTH COUNT 71) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU?

55) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

Top Agent Magazine

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

Top Agent Magazine

5

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

• People

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

• Can

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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MATTHEW GOODRICH Top Agent Magazine

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MATTHEW GOODRICH A licensed real estate agent for the past seven years, Top Agent Matthew Goodrich recently opened his own brokerage in Palm Beach County.

Top agent Matthew Goodrich has always been drawn to helping people make their lives better. Before getting into real estate, Matthew owned four gyms and guided clients to live a healthier lifestyle through fitness. Now, 10

he uses a similar model when guiding a homebuyer from point A to point B. “I help people find their forever home,” Matthew likes to say. “Finding them the property that makes them smile makes me smile.”

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A licensed real estate agent for the past seven years, Matthew recently opened his own brokerage in Palm Beach County. In the last month alone, he served several repeat and referral customers. His ASAP mentality brings clients back. If the buyer can’t make it to a property first thing Top Agent Magazine

in the morning, Matthew can. He will be at the first showing, recording a video he soon uploads to his YouTube channel. Clients appreciate this dedication.

Conceptualizing and growing a brickand-mortar business that bore Matthew’s name on the door taught him many 11

important lessons which helped him grow more quickly than most and gave him an advantage when working with his diverse clientele. “My clients know I work hard for them,” he says. “It’s the little things, or what I call proper prior preparation.

Also, constant communication takes

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stress out of the transaction and helps everything run smoothly.”

To stay in touch, Matthew uses a CRM, Boomtown. In addition, he employs a social media manager. Still, visibility is no substitution for personal contact.

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“My clients know I work hard for them. It’s the little things, or what I call proper prior preparation.

Also, constant communication takes stress out of the transaction and helps everything run smoothly.” and ingenuity are genuinely ingrained in Matthew’s DNA.

Matthew picks up the phone two or three times a year to call each client, just to reach out. “I check in,” Matthew says, “to see how they are doing.” Alternately, he markets listings online, takes advantage of his sphere of influence, and works hard to price properties right to ensure buyers recognize the value. In terms of sales volume, Matthew reaches $13 million in closed sales year after year.

Friends joke that if he had started real estate when he was eighteen, he would be to real estate what Jeff Bezos is to online sales. Customer care, excellence, Top Agent Magazine

Matthew finds that social aspect of real estate rewarding. “It’s the people,” he says, “Hands down.” Those relationships matter. He enjoys witnessing the satisfaction his clients achieve, thanks in no small part to his expertise and thoughtfulness.

The real challenge lies in uncovering what the clients’ issues are and solving those problems. “The greatest distance between two people is communication,” Matthew will tell you. “If you have a good line of communication, you will save everyone time, money, and stress.

When not actively helping clients fulfill their dreams, Matthew focuses on his 13

three children. “They keep me busy,” he states. His family means the world to him. Matthew and his wife, Yamila, have been married for 16 years. A big fitness enthusiast, Matthew once played college basketball, but now you can find him playing pickup ball at LA Fitness

three to four times a week. For the future of his business, Matthew wants to keep elevating his high-quality, client-centered approach. Also, he is sure to give God the credit for everything he has and everything he does. “Without God,” Matthew says, “I wouldn’t be where I am today.”

You can contact Matthew at: brokerofpalmbeach@gmail.com, housesinpalmbeachcounty.com or realtor.com/realestateagents

www.

www.

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

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 16

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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DOMINIC JANIDAS, CCIM Top Agent Magazine

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DOMINIC JANIDAS

“Real estate is definitely a people business, and I love people,” Dominic Janidas explains. He grew up around the industry, with his father working as a builder/developer. While Dominic was in college, he decided to earn his real estate license to help out with the family business. Although he had never planned to work as a full-time agent, and even spent some time at a large music label in New York City after graduating early from Duquesne University, he eventually returned to his roots.

With a strong entrepreneurial spirit and a client-first mentality, Dominic quickly established himself as a top REALTOR® in the greater Pittsburgh area. Starting off in the residential sector, he soon became passionate about commercial real estate and started working his way through the CCIM (Certified Commercial Investment Member) designation program through the National Association of REALTORS®. Today, his business is half residential and half commercial, and his sights are set on building a team 20

that services both sides of the industry. “I am also currently working as part of the ownership and development team for a 29 unit apartment building with a commercial space on the first floor in Pittsburgh’s Uptown neighborhood, called Capitol Suites at Fifth,” he says.

With a growing portion of his business consisting of referrals and a large number of repeat investors, those who work with Dominic find his service to be unparalleled. “I have a wide range of experience,”

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he explains. “I work really well with first time homebuyers and those looking to relocate, as well as those who are just getting into investing and don’t know where to start.” With Dominic’s experience working for his father in development, he’s also uniquely qualified to advise his buyers and sellers on what it would take to renovate a property. “Additionally, I worked for a prominent investment firm, so I’ve helped many people envision a property’s financial potential and assisted in pricing the property out.” Traditional buyers and sellers benefit from his extensive knowledge, with Dominic negotiating the best deals for them and ensuring no stone is left unturned. “When a client chooses to work with me, they’re getting every aspect of real estate that’s available to them. And at the same time, I make it a fun experience.”

Dominic finds it important to stay on the pulse of the current real estate market, so he is heavily involved with local groups. “I sit on the board for the REALTORS® Association of Metropolitan Pittsburgh, and have been fortunate enough to be elected as their incoming vice president for 2022,” he explains. He will also be president of Pennsylvania, New Jersey and Delaware CCIM Chapter for 2022.

Dominic loves his community, and gives back frequently through various foundations and charities, including the Children’s Hospital, Cystic Fibrosis Foundation, Children’s Institute, the Movember Foundation, and more.

His next chapter will be all about growth, as he sees himself leading a team of like-minded brokers. “I’m excited to start building a team.

My goal is to make sure both residential and commercial services are well-represented in our team’s offerings. We want to be a onestop-shop for our clients.” Dominic’s love for what he does runs deep, and he is eager to see what happens next. “I just really enjoy what I do and I’m so excited for the future of real estate.”

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For more about Dominic Janidas, please call 724-272-1999 or email djanidas@tprsold.com Copyright Top Agent Magazine 21

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought22

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can Top Agent Magazine

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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JENNIFER DONALDSON

Jennifer Donaldson was a natural fit for real estate, and she has built a thriving business on the basis of her expert counsel and high-quality customer service.

She began her journey in the industry seven years ago, when a local agent encouraged her to make the career switch. Jennifer joined his team, and she sold over twenty-five houses in her first year. “My favorite part of my job is being able to impact the lives of our clients,” Jennifer says. “I love helping folks not only step into home ownership, but also educating them on building generational wealth. We have the opportunity to impact the lives of everyone we touch”.

while at eXp Realty has been named an Icon Agent for the past two years in a row.

With her personable approach, her commitment to educating her clients, and her emphasis on attentive service, it is no surprise that Jennifer’s team has earned a repeat client and referral rate of over 75%.

“My team and I hold ourselves to a higher standard,” Jennifer says. “We value integrity, service, hard work, and innovation to provide an amazing real estate experience and to get great results for our clients. I believe everyone and anyone can step into

Now a Realtor and Team Leader of The Richmond2DC Homes Team with eXp Realty, Jennifer serves clients throughout the corridor from Virginia to Washington, DC. Through her career, she has built and maintained a track record of excellence, working in every aspect of the industry, representing buyers, sellers, investors, banks, and now commercial interests. Jennifer has been a top producing agent at every brokerage she has worked for, and 24

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home ownership and build generational wealth, and my team and I dedicate our time, technology, and resources to help folks achieve their goals.”

Jennifer and her team maintain their high-levels of customer care beyond closing, staying in touch with past clients by doing regular popbys, sending postcards, checking in, and inviting clients to community events.

Marketing also sets Jennifer and her team apart.

“We have higher standards for our marketing, and we have the technology to do it,” Jennifer says.

For every listing, Jennifer and her team provide tailored staging advice, professional pictures, and a unique property website with 3D tours.

Leveraging Google ad-click marketing and social media allows Jennifer and her team to push listings to the front of searches and digital platforms.

Their strategy has paid off for their clients. This past year, they have completed over $15 million sales volume, and they are on track to close over seventy-five houses.

Dedicated to their community and to giving back, Jennifer and her team are actively involved in philanthropic and volunteer efforts. They believe service to the community deserves rewards and offer a Richmond2DCHeroes Program, which has allowed them to give back over $105,000 to veterans, teachers, health care workers, firefighters, and law enforcement officials. Each year, they support community events such as Operation Warm through the fire department, AFSP Walk for Life, Fraternal Order of Police Events and more. “We focus on service to those who serve the community,” Jennifer says. “It’s been an amazing way to connect with people.” When Jennifer is not busy helping her clients or giving back her time, she loves to play beach volleyball and attend community events, whether local baseball games or concerts.

For the future, Jennifer has no plans to slow down.

“Our goals are to continue to grow and to expand our team,” Jennifer says. “At the heart of our goals is the core value of serving more people in the area, and helping even more folks achieve their real estate goals.”

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To find out more about Jennifer Donaldson, call 540-479-9200, email jennsellsva@gmail.com or visit Richmond2DCHomes.com www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room 26

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

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

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

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

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

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

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

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

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

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

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

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

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

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JOHN FOREMAN & LOUELLEN SMITH FOREMAN | SMITH

A long-time resident of Chattanooga, John Foreman felt drawn to a career in real estate. He got his start in 2012, after working over 12 years in outside sales. “I decided to take that experience into real estate and I’ve been doing it ever since,” he explains. Eventually his path crossed with Louellen Smith, a fast growing agent born and raised in Tennessee. With strengths that complement one another, they decided to team up, and have since become an unstoppable duo.

buyers, John and Louellen get to know their needs and develop a plan to achieve their goals. They’re patient, never pressuring them to make decisions, only educating them and helping them make the best choices possible.

For their sellers, they go all out with marketing, spreading the word far and wide about their listings. “We post all the properties online through social media, and we have a monthly newsletter

“The majority of our business is from word of mouth,” John says.

He credits their balance of energy and skills as the reason for their success. “We’ve got a yin and yang thing going. My sales experience helps me be more aggressive in going after business and fighting for our customers, while she has a softer approach and is more detail-oriented. When you put those traits together we can do anything.” During their time with 28

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that we place them in before they come out on the market,” John says. “When we receive offers, we’ll break things down to our sellers in a way that we can see what the best offer is outside of the price, because sometimes that’s not everything. We also have a way of negotiating those multiple offers to get our sellers the most bang for their buck.” This has led to them selling listings for $20 more per square foot than their competitors in their specialized areas.

After the transaction is over, clients leave glowing reviews about their time together.

One recently said, “John and Louellen are a great team! They are patient, knowledgeable, honest, friendly and committed to their clients!

We couldn’t have had a better team to help us find our first home! They helped us every step of the way and were quick to respond when we had questions or concerns during the home buying experience.”

Passionate about where they live, John and Louellen love to spend any free time enjoying community events or relaxing with family.

Louellen raises money for Emily’s Power for the Cure, which supports local cancer families with miscellaneous expenses like gas, hotel stays, food and more. She is also an active participant of the Drive Out ALS Event.

In the coming months, they hope to add more members to their team, including a buyer’s representative. “We want to expand our reach. We need a few people on our team to increase business but maintain that high level of service to our clients. We are going to start flipping houses and might be building homes, too.” Wherever their path takes them, John and Louellen are eager to assist more clients, and they can’t imagine themselves in any other career. “When we can help our sellers make more money for their listing, or help our buyers save more on their purchase, it’s so exciting.”

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For more about John Foreman, please call 423-779-4140 or email jforeman.kw@gmail.com Copyright Top Agent Magazine 29

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 30

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

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1

Visualization helps you work efficiently and keep your cool.

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

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Distill concepts into their simplest terms for ultimate understanding.

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

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

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

3

Accept that mistakes will be made.

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

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

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

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TIFFANY MEGNA

720 Route 284 Westtown, NY 10998 $.1,035,000. MLS # 6129291

When speaking with Top Agent Tiffany Megna, one can’t help but immediately notice the passion she holds for her career and her clients.

Working with Green Team New York Realty in Warwick, New York, Tiffany has built a thriving career on a solid foundation of trust and honesty. Hardworking, ethical to a fault, and deeply knowledgeable about both the real estate industry overall and her local market, Tiffany has more than earned her stellar reputation as a trusted, reliable and talented agent who consistently gets results for her many buyers and sellers.

Prior to entering the world of real estate, Tiffany worked as both a substitute teacher and tutor for over fifteen years, and she holds a master’s degree in Elementary Education.

However, her interest in real estate began well before that. “Both of my parents were in real estate,” recalls Tiffany. “My father was a flipper before flipping was even considered 32

a thing. My mother was a broker, so I’ve been around the industry my entire life.”

Once she had taken the plunge and obtained her real estate license, Tiffany found great success almost immediately due to her exceptional work ethic and deep commitment to her clients.

Currently, the lion’s share of Tiffany’s considerable overall business is based upon referrals and positive word of mouth, a significant achievement in the highly competitive world of real estate. “I think a lot of that has to do with the fact that I’m no different in my personal life than I am at work,” replies Tiffany, when asked how she has managed to inspire so much trust and loyalty amongst those she works with. “I talk the talk, and I walk the walk. I have a huge sense of urgency. My philosophy is to not put off until tomorrow what I can do today, because no one knows what is going to happen tomorrow.”

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There are many other reasons that come into play when assessing Tiffany’s ever-growing success story, and chief among them would be her expert negotiation skills and her thorough, intelligent approach to marketing her many listings, which includes deft utilization of social media platforms to gain maximum exposure for her properties. Combined, this almost always results in a fast sale for top dollar, not to mention happy – and returning and referring – clients.

Above all, however, is the indisputable fact that Tiffany truly loves what she does for a living and takes great pride in being able to help her clients achieve their real estate goals. “I get an adrenaline rush when I’m able to guide my buyers and sellers to success,” she enthuses.

“When my client closes on a house, I want to be the one to hand them their keys and congratulate them.”

When she’s not working, Tiffany considers hanging out with friends and being merry her part-time job. She also enjoys cooking, music, reading, and spending time with her three children. She is also a philanthropist who gives back to her community in many ways, particularly through her volunteerism with Team Up For Hope, a nonprofit organization that helps raise money and awareness and provide support for people struggling with mental illness, suicide, and drug addiction.

In addition to obtaining her Broker’s License, Tiffany’s plans for the future of her business include continued growth and expansion.

Above all, however, remains her unwavering objective: to provide her many clients with the unparalleled customer service that has long been her calling card.

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25 Ruscitti Drive Chester, NY 10918 $649,000 MLS# 6129913

44 Orion Ave Monroe, NY 10950 $527,000. MLS # 6136003

3 Henry Close Warwick, NY 10990 $547,000. MLS# 6126158

For more about Tiffany Megna, please call 845-674-2625 or email HousesWithTiffany@gmail.com Copyright Top Agent Magazine 33

5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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1

Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 36

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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ART OBLETON Top Agent Art Obleton’s transition into real estate was a spiritual journey. Prior, he worked as a substitute teacher, a fulfilling, yet financially stressful career.

One day, he sat reading his Bible and praying, trying to intuit an answer to his financial struggles. Suddenly, he heard a voice inside, urging him to follow his heart and work for himself.

At that moment, Art explains, “I just knew.” That whisper led to his real estate license. Before long, his broker began sending leads. “They really helped me get started,” Art recalls. At first, he planned on pursuing real estate part-time, though soon, true to that inner voice’s prediction, Art prospered.

Now seven years later, Art serves much of the Greater Cleveland Area, and repeat and referral clients make up much of his business. Initially, he primarily worked with buyers, and now the market has significantly appreciated, so he is helping them sell to build wealth and upgrade. Art ascribes what sets him apart. “I am still an educator,” he says.

“But now I educate clients about the home buying and selling processes.” He knows what buyers want, and he educates sellers. Another thing that sets Art apart is his sincerity. “I care for my clients and their families, and the moves they want to make for their families,” Art says. “I am never just selling a house.

My clients know I care.”

Art uses an MLS to market listings, and he networks with bankers, leaving fliers at their branches. A virtual assistant handles most social media and marketing, but Art calls past clients, especially letting them know when he has listings in their area. He used to use Realtor.com and Zillow, but now he has a pool of buyers and clients in multiple zip codes thanks to his mentors, who helped him develop the listing-based business. This year alone, Art conducted 40 sales.

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What Art likes most is helping people make the move. “It’s not just a physical move,” he says, “but a financial one.”

He knows a person is not in the financial game until they own their home. “When you own your own home,” he says, “there are things you can do, like selling, refinancing, and pulling out equity.

Homeownership is the fundamental wealth building block.”

When not helping clients mobilize wealth, Art is active in his church, donating time and financial assistance. In addition, he is one of 14 agents, out of the 450 in their Keller Williams office, who comprise the Associate Leadership Council, which determines policy, and organizes trainings, workshops, and events like a recent clam bake at a local country club. Outside of real estate, Art enjoys reading, studying, and trading stocks, as well as spending time with family, like taking his mother out for brunch. For the future of his business, he is starting a team and looks forward to mentoring other agents. Art’s advice to new agents is simple yet profound. “Just help people,” he says.

“Have a heart, guide them, and help them achieve their dreams. Care for people. Like Zig Ziglar, says ‘If you help enough people get what they want, you will get what you want.’”

Reach out to Art at (216) 482-9035, or artobletonjr@gmail.com, and facebook.com/art.obletonjr, facebook.com/ArtObletonRealtor, and artjrhomes.kw.com www.

www.

https://

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BEN ROTH Ben Roth started his real estate career as an assistant in 2004 and quickly fell in love with the industry. He shortly got his license and started working as a full-time Realtor to great success, and has spent the last decade and a half growing his business and developing his sphere in Washington, DC, Maryland, and the Northern part of Virginia. Specializing in high-end condo buildings as well as homes, Ben and his full-service Team of six agents, including Sassy Jacobs, Lauren Pillsbury, Lucy Blundon, Hadley Allen, Malcolm Dilley and Susie Maguire, provide phenomenal personalized service to a myriad of clients in the area with honesty and integrity.

When it comes to interacting with clients, Ben prides himself on his transparency and the deliberateness with which he delivers information to clients. He does everything in his power to make sure clients are informed and prepared throughout the transaction process, including uncovering properties for them that haven’t even hit the market yet. Through taking the time to get to know his clients and their needs, he can more effectively give them the best insight to help them find success. “We are all about the clients,” Ben says. “Everything we do is geared towards providing them the best possible experience, and our communication is our highest priority.”

Due to his personality, enthusiasm, and sense of humor which combine to make the process more enjoyable, Ben gets 90% of his business from repeat clients and referrals, and appreciates the opportunity to maintain lasting relationships with them.

With 17 years of experience and a variety of resources at his fingertips, Ben provides a comprehensive full-service experience for his clients, and guides them deftly through every step of the transaction. Each member of his Team is on the same page as far as the quality of their service, and together they instill comfort and confidence in everyone they work with. “Our Team is experienced 38

and knowledgeable, and above all, we are here to help,” Ben says. “You can trust us to steer you right.” Ben is an extremely capable agent who is both dependable and hard-working, and is the kind of Realtor you want on your side when working through a real estate transaction.

In terms of marketing, Ben focuses on high quality photography to bring out the best of each property, then advertises each listing extensively across social media and print publications to generate exposure to a wide range of prospective buyers. Ben’s Team typically closes between 50 and 60 transactions each year. They closed $154M in total sales volume last year, have closed over $200M so far this year, and are looking to grow even further in the years to come.

In his free time, Ben loves playing golf and traveling with his wife and three children. He routinely volunteers as a coach and serves on the Board at his kids’ school, and participates in local coat drives to help those in need within his community. Meeting interesting people from diverse backgrounds and helping them navigate the complexities of real estate contracts is what he loves to do, and he finds it important to stay connected with his fellow agents. Ben hopes to continue to grow his Team and his business at a responsible pace well into the future, and looks forward to helping more people buy

You can contact Ben at (202) 465-9636, ben.roth@wfp.com, or visit rothteamdc.com for more information. www.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

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

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

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1

Treat Your Business Like a Business

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

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

2

Achieve a Holistic Understanding

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

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

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

No matter how you envision your profes40

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

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

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

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

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

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BRENDA DURANT An attentive professional with a personal approach, Brenda Durant goes above and beyond to deliver a flawless real estate transaction to each buyer and seller she works with. Known for her work ethic and resourcefulness, she turns what can often be a stressful process into a smooth and easy transition.

Having built a sustainable business full of repeat and referral clients, Brenda believes her success boils down to hard work and solid results. She also maintains that creating connections and being able to recommend other reliable professionals to her clients is a huge benefit to those that work with her. “I know and work with a lot of wonderful people in other fields related to real estate and being able to recommend them to my clients is a huge advantage. If they need an electrician, a painter, a junk guy, or even a plumber, I know just the right people for them to speak to. They are top-notch professionals who my clients are able to utilize without having to be placed on a waiting list,” she says.

Brenda understands the unique wishes of each client and works diligently to cater to their needs. Her passion for her work translates into smooth transactions and optimal results for her clients. “I like everything about working in real estate. I enjoy working with people and I love houses. You develop strong friendships during this process, and it makes me thrilled to see the end result and see my clients happy in a new home. I truly grow to care about each and every one of my clients, and vice versa,” she says, and adds, “I also love the flexibility and the fact that Top Agent Magazine

no day is ever boring. You’re never done, there’s always a billion new things to do!”

When she’s not busy helping clients, Brenda loves spending time with her son. “He’s 14 and very active in a variety of sports, including baseball and basketball. He’s also an avid skier, so I really enjoy watching him compete.”

In order to relax, she loves going horseback riding and has her own horse. In addition, she recently bought a new house and stays busy renovating and gardening.

Brenda is looking forward to expanding her business in the future. “I think it would be good to be surrounded by like-minded professional women, and that’s something that’s on my list. My goal is to always improve myself and my business.”

Her advice to young agents is contained in the words of wisdom she was given when she started out in real estate. “Someone once told me that if I worked diligently from 7:00 AM to 7:00 PM for three years, I would be able to earn a great living and give my family a comfortable life. That’s held true for me this far, so I highly recommend it to others who are looking to create a stable income and have a fulfilling career.”

To learn more about Brenda Durant, please call (413) 441–4732. email brenda.bishopwest@gmail.com, or visit bishopwestre.com www.

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DANA SAPIR Passionate about helping others through their journeys in real estate, Dana Sapir has reached great heights as an agent in New York City. Everything fell into place for her after moving from Israel eleven years ago. “I fell in love with the city, and soon met my husband, so I decided to stay,” she says. “I was introduced to real estate a few months later, and it was a perfect fit.” Starting off as a rental agent, she quickly expanded to assisting buyers and sellers. Today, a growing portion of her business derives from repeats and referrals, which she credits to her team of experts and commitment to creating a smooth experience.

“When they hire me, they are getting access to my team which includes an attorney, a lender, and more,” she says. “We really work as a team to make their transaction as stress-free as possible.” Whenever issues arise, Dana handles them immediately, and is always ready to come up with a creative solution. “I tailor my approach to every client,” she explains. “I get to know them, their families and their true needs so I can customize a plan to help them reach their goals.” Whether it’s finding the perfect neighborhood for her buyers, or attracting offers for her sellers, Dana goes above and beyond.

When it comes to marketing, Dana has access to stateof-the-art technology through Compass. “This allows me to bring so much more to my clients, including Google Ads and social media campaigns to target the specific clientele we’re looking for.” In addition, her team tailors a unique marketing strategy for each listing, utilizing targeted mailers, eblasts, newsletters, and digital ad campaigns. She uses professional photography, videography, and virtual staging to make each property look its best, ensuring it receives as many views as possible.

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After working with Dana, buyers and sellers never hesitate to tell others about their time together. One recently said, “Dana Sapir helped us find our apartment on the Upper East Side. Dana was incredibly patient, hardworking, available by phone or text nearly 24/7 and very knowledgeable throughout our home purchasing journey. Most importantly, we found that Dana has an amazing rolodex of contacts/recommendations, which made navigating the overall process less stressful and easier for us. We highly recommend her!”

During the few hours that Dana isn’t working, she can be found spending quality time with her three children, traveling, or snowboarding. She’s also involved with the alumni association at Columbia University, where she graduated in 2015.

It’s safe to say Dana has found her true calling. Over the next few years, she plans to add more agents to her team and branch out to other areas in the city. In the meantime, she’s finding joy in every moment that passes. “I love the fact that I can develop deep relationships with those I serve, and that the sky is the limit to how far I can go in this business. It’s so exciting.”

For more information about Dana Sapir, please call 347-631-7628 or email DANA.SAPIR@COMPASS.COM Copyright Top Top Agent Agent Magazine Magazine

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 44

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

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

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

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

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DONELLE DUFAULT Donelle DuFault began her real estate career 9 years ago. “I had been working for a travel agency selling cruises when I transitioned to real estate,” Donelle recalls.

“Within my first year, I was a top producer selling in the Palm Desert-Indio area!”

Donelle hasn’t looked back, and since then she has continued to excel at helping her clients achieve their real estate goals.

With RE/MAX Success, Donelle serves all of San Luis Obispo County. Almost half of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires.

“Clients appreciate my customer service,” Donelle explains. “That means being available, answering the phone, being present, and listening to find out what their concerns are.”

Staying in touch with her clients comes naturally for Donelle. “I stay in touch with all of my clients. I have dinner with many of them, and we have created a deep friendship together.” She reaches out via pop-by gifts every quarter, as well as just picking up the phone to check in. “I call my clients to ask how they are, how their kids are, and anything else that comes up. I remain present in their lives and sphere.”

Donelle’s passion for involvement in leadership roles and continuing education sets her apart. In 2021 she has served as the District Vice President in the state of California for the Women’s Council of Realtors®, and next year she will be the state Treasurer of that organization. Donelle is also involved in the California Association of Realtors®, serving on 3 committees this year, and next year she will be the Land Use & Environmental Environmental Issues Chair. Donelle stays involved on the local level too, and next year she will be President-elect of the North San Luis Obispo Association of Realtors®. Donelle is a past President of the Templeton Chamber of Commerce. “I’m involved, I volunteer, I show up, and I think that’s what sets me apart,” she says.

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When she is not working or giving back, Donelle enjoys cooking, having people over to share a meal together, doing yoga, walking her dog, reading, wine tasting, and experiencing new places and foods.

In the future, Donelle says, “I want to keep on providing great customer service, keep on showing up for my clients, and continue on this path of leadership to help inspire and mentor other people. I’ve been so lucky in my life for people to take the time to coach me and be present in my life when I needed help, and I want to keep on giving that back to the community.”

Donelle says her favorite part of real estate is working with people. “I love the relationships,” she says.

“Whether clients are buying or selling, it’s one of the happiest days of their life and something they will always remember. When you’re in a transaction, you’re talking on an almost daily basis, going through their fears and concerns, being a part of that decision. Being able to help guide my clients to make the best decision for them is so fulfilling.”

For more about Donelle DuFault, please call 805.975.2791, email donelledufault@gmail.com, or visit DonelleSellsSLO.com www.

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HADEN TANNER For Haden, real estate is more than a career, it’s a family legacy. Growing up, Haden watched his father create a livelihood that incorporated various aspects of the industry, from real estate sales to construction to title and escrow. “It always looked like fun to me,” Haden remembers. Following the family tradition, Haden made the leap to pursue real estate and has been helping clients successfully navigate their transactions ever since. Today, Haden is the Broker of McCall Idaho Real Estate and is the Idaho Designated Broker for Vacasa Real Estate, the largest vacation rental management firm in the country. He is a certified Resort and Second Home Property Specialist and ePro Specialist. Currently over seventy percent of his business derives from repeat and referral clients. “This is what I do for a living,” Haden says. “I don’t have something else on the side.

Helping my clients is my job and my passion, and I work hard at it.”

Growing up in the resort-destination town of Sun Valley, Idaho, and in the real estate industry, gives Haden an unmatched understanding of the resort and secondary market. Having lived in McCall, Idaho since 2004, he brings a local’s knowledge of the area to helping clients find their dream getaway cabin or vacation home. Haden credits his upbeat, outgoing personality and reliable work ethic with putting clients at ease, creating a foundation of trust as he guides them through the transaction process. “Every deal and every day is different, every transaction has its own nuances and new people to get to know,” Haden explains. “It keeps things fresh and exciting.”

When it comes to marketing, Haden utilizes a variety of methods to reach the right buyer. He engages a robust digital rollout for each listing through his own website and realty streams like Zillow, Realtor, and Trulia, while posts across a wide range of social media platforms put Haden’s listings right at a buyer’s fingertips.

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As the McCall secondary home market continues to grow, Haden also incorporates old-school marketing materials like proliferating postcards and flyers through the neighborhood and hosting open houses. It’s a double-edged strategy that has garnered Haden thirty-five to forty transactions a year.

As a broker who cares about giving back to his community, Haden has devoted time to volunteering on the school board and as a hockey coach for the local nonprofit league. He has served on the local MLS board and has donated time and resources to local foster care and animal shelters. When he’s not working or giving back, Haden and his family find all the ways to experience the rugged beauty McCall has to offer. From the shore of Payette Lake to the slopes of three nearby ski resorts, Haden enjoys everything from skiing and hockey to boating and mountain biking.

Looking to the future of his business, Haden hopes to continue growing his brokerage and building upon his own legacy. Haden concludes, “We’ll get a little bigger, a little better, and a little stronger every year until I physically can’t sell real estate anymore.”

Find out more at vacasa.com and mccallidahorealestate.com.

Connect with Haden at 208-315-2242 and via email at haden.tanner@vacasa.com. www.

www.

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

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

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

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

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

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

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

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HEATHER REGAN & LESLIE FERGUSON “Our value system is what keeps our clients coming back,” Heather Regan and Leslie Ferguson explain. “We’re all about ethics, always doing the right thing and putting our clients first.” An unstoppable duo, Heather and Leslie teamed up three years ago and haven’t looked back since.

For Leslie, entering the real estate world was a natural step, as her mother was an agent. With Leslie’s father serving in the military, and Leslie later serving as well, moving became a way of life. She fell in love with homes and the excitement they brought. “I eventually got my license, joined a brokerage and embarked on this amazing career journey,” she says.

Meanwhile, Heather became intrigued by real estate after putting her house up for sale. “I knew I could do this, so I decided to get my license,” Heather says. “I was going to sell a house or two a year, but ended up selling $9 million in my first year and absolutely loved it.” After being part owners of a local franchise brokerage, Heather and Leslie were ready for a change. They forged a partnership and started their own company.

“We now have a team of eight,” they explain. The Regan + Ferguson Group consists of licensed listing and transaction coordinators and several agents serving northeast Indiana. As one of the top teams in the region, the vast majority of their clientele comes from repeats and referrals. They credit their concierge-level service for their success. “We are extremely professional in everything we do,” Leslie says. “We treat our business like a business, and foster positive relationships with our peers in the real estate community. Having those solid, longterm connections is important to us.”

Additionally, the Regan + Ferguson Group is incredibly tech-savvy, with their own custom designed website, robust social media presence and sizable marketing and advertising budget. This helps sellers get the most for their properties, as listings go out to as many people Top Agent Magazine

as possible. “Our dedicated social media assistant posts and advertises our properties on Facebook and Instagram, and we get really creative with it.”

Buyers receive the same unparalleled service from The Regan + Ferguson Group.

Wanting only what is best for them, Heather, Leslie and the team never pressure clients to make decisions. Instead, they equip them with information and knowledge so they can make educated choices. One recent buyer raved, “Leslie is an absolute joy to work with. I highly recommend her to anyone looking for someone honest, thorough, intelligent, hardworking, and kind. She spent 3 months working with us to find the perfect home.” Another wrote, “Heather is absolutely amazing! She helped us to find our dream home and made the whole experience so pleasant and easy. She was exceptionally professional, responsive, positive and listened to our needs.”

As the group looks towards the future, they hope to grow 5-10% each year and expand into Florida. With every day that passes, the team continues to strengthen.

Genuinely passionate about what they do, nothing can stand in their way. “We love making people happy. We have the privilege of creating these lifelong relationships with others, and it’s a beautiful thing.”

To contact Heather Regan & Leslie Ferguson, please call 260-615-2570 or 260-312-8294, or email leslie@reganfergusongroup.com, heather@reganfergusongroup.com Copyright Top Agent Magazine 49

JOE DARWISH Top Agent Joe Darwish began his career in real estate on August 1st, 1996, when he sold his gas station business and “never looked back.” With numerous family members in the real estate industry, some may say that it runs through his veins.

Soon he will be welcoming his biggest fan, his wife, to his team. Joe and his assistant, a licensed agent, are thrilled for the new addition, and cannot wait to see where the team goes next. “I couldn’t accomplish any of it without them,” Joe says. Between the people and the constant opportunities to grow and advance, Joe loves what he does and the brokerage he works for.

Everyone has their style in real estate. There are always opportunities to grow. If someone has a great idea, Joe might study and incorporate that idea. “I am always learning,” he says, “always evolving.” Joe enjoys helping other agents and colleagues. He hopes to be able to give back as much as he has been given.

Part of Joe’s marketing plan includes professional and drone photography. When working with a buyer, pictures do not always intrigue, which is why Joe will urge a client to look at property from a different point of view when he knows the listing might be a good fit. It goes back to connection, to understanding a client’s desires and needs. To reach a wider audience, he uses websites including Zillow Premier or Realtor. com. Notably, he hosts Open Houses and Broker Open Houses. Showcasing the product helps Joe increase interest and buzz, get a pulse on the market, and prepare other agents, who will then tell their clients, “You have to see this!”

When Joe is not working, he enjoys giving back to his community. Fundraising is big part of the office culture.

Individuals and teams compete to raise money for local charities and causes. Last year, Joe and his wife did 50

something different. They bought turkeys and canned goods that they then distributed at churches and down in Detroit. “It was gratifying,” Joe recalls of passing out holiday spirit. “Good for the soul.” In the future, he wants to keep evolving. “If you don’t grow,” he says, “you might get left behind.” He is also excited for his wife to join the team. “It’s been our dream forever, and now we get to live it.” When Joe can take a break from real estate, he really likes to indulge in his cars, his motorcycle, dining out, and bonfires with his wife and two English bulldogs.

Joe serves Livingston County and other surrounding areas in Michigan. Repeat clients and referrals make up 60% of his business. One quality that separates Joe from his peers is his authenticity. “I’m just myself,” Joe explains. “I need to be on the same page as my clients to serve them to the best of my abilities.” The relationship does not end after closing. Joe keeps in touch, calling clients frequently to say hello and check in. If the need arises, he can refer a contractor or any other type of referral that they may need. He is grateful to be a resource and for ongoing relationships and trust.

You can reach Joe Darwish at: 248-789-5338, darwishteam@gmail.com, jdarwish.remax-michigan.com www.

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

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

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

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

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

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

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

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

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 52

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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KRISTI WHITTEN “I love being able to help people find a home and help them through the process with as little stress as possible,” says Top Agent Kristi Whitten. Working with Keller Williams Realty Metropolitan in Bedford, New Hampshire, Kristi has spent more than fifteen years providing her many grateful clients with top-of-the-line customer service, and she has more than earned her exceptional reputation as an honest and trusted real estate advocate for both buyers and sellers in The Granite State.

as well, and we provide full dimension floor plans.”

Additionally, she and her team deftly utilize social media and online marketing to make certain every home is seen by as many potential buyers as possible. The result is almost always a fast sale for top dollar, not to mention happy – and returning and referring – clients.

Kristi began her real estate career in 2005. “I had always been interested in real estate and investing,” she recalls.

“So, I decided to get licensed, and I never looked back.”

Currently overseeing an equally dedicated team that includes three agents and two full-time Administrative Assistants, Kristi has built a thriving business that sees her selling more than a hundred properties annually to the tune of over ten million dollars in volume. Impressively, the lion’s share of her considerable business is based upon repeat clients and referrals, which provides clear evidence of the amazing customer service she provides.

When she’s not working, Kristi loves spending time with family, and she is an avid gardener, biker and bowler.

She also runs a not-for-profit organization called KW Charity, which has raised well over a million dollars that is put directly back into her community.

“We really put our clients first,” says Kristi, explaining how she has garnered so much customer loyalty and respect. “We make sure that they are part of the whole process, and we’re very proactive with them. We keep them in the loop during the entire transaction. We do a minimum of two phone calls every week to each client, so that they’re always aware of where things stand throughout the process.”

In addition to her warm, outgoing personality and stellar work ethic, there are a host of other factors that have played a significant role in Kristi’s ever-growing success story. Chief among them would be her exceptional negotiation skills and intelligent, comprehensive approach to marketing her many listings. “We do a virtual tour for every property,” explains Kristi. “We stage each of them Top Agent Magazine

Kristi’s deep knowledge of both the real estate industry and of her local market, coupled with the true concern she has for all her clients has translated into a well-deserved perfect, five-star rating on Zillow.com. “I love that no two transactions are the same,” she says. “I love working with new people, new faces and new scenarios.

I like that it keeps me on my toes.”

Looking to the future, Kristi’s plan is to continue the growth of her business, and to continue providing whiteglove, dedicated service to all those she works with.

“I also want to continue educating people about real estate,” she says. “I want them to get over their fears and be able to realize their goals.”

For more about Kristi Whitten, please call 603-674-4985 or email KWhitten@KW.com

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LYSA KOWALIK Lysa Kowalik has built a thriving real estate business on the foundation of her love and passion for serving others. “I love people,” Lysa says. “My clients are by far my favorite thing about this career.” With her signature tagline, “When you’re ready to sell or buy, think of Lysa with a ‘Y’,” Lysa has earned a stellar reputation for her service. Before she turned to real estate, Lysa owned and operated a salon for over ten years, which provided her with small-business expertise and a large client base. Many friends told her she would make an excellent Realtor® and, twenty years ago, Lysa decided to take the plunge. “I started off, and the business just flourished. People piqued my interest in this industry, and I’ve loved it ever since.”

Lysa is a solo agent with RE/MAX Classic in Canton, Michigan. “I’m a one-stop-shop,” Lysa says. Over her twenty years in the business, Lysa has worked in eight different counties throughout the state. “I don’t say no to anybody. I don’t care what price range they’re in, I will travel far to help clients who need me.”

Committed to her own professional growth, Lysa has earned numerous accreditations and awards. She is a Certified Negotiation Expert, an Accredited Buyer Representative, a RE/MAX Hall of Fame Award Recipient, and a graduate of the Realtor® Institute.

With her exceptional dedication, deep knowledge base, and passion for helping people, it is no surprise that nearly 100% of Lysa’s business stems from repeat clients and referrals. Honest, straightforward, and available, Lysa makes it her priority to treat every client as if they were her only client. “I’m not in it just for the money, and I think people can pick up on that,” Lysa says. “I will show homes and give my honest opinion;

I don’t care if it’s a half-million-dollar house, I’ll tell them the $400,000 house is a better fit if that’s the truth. I’m there for my clients, I look out for them, and clients trust me.”

To market her clients’ listings, Lysa employs Adwerx, a system that allows her to provide her clients with broad coverage across social media and major news outlets, including ABC News, ESPN, YouTube, NBC, The Washington Post, and USA Today, to name a few. Her clients receive a weekly report that details data about their properties. Paired with this technologically savvy approach, Lysa also holds open houses. Her approach has paid off for her clients; she averages forty-five transactions per year.

For Lysa, the greatest satisfaction of her job comes from the people she works with. “From first-time home-buyers, to folks looking for their forever home, I love being part of the next chapter of their lives.”

Lysa’s thriving business keeps her busy, but when she does find herself with time away, she loves to travel with her mother, daughter, and grandchildren. She also owns a couple cabins on Houghton Lake, where she enjoys spending the rare free weekend.

Looking to the future, Lysa plans to work towards the long-term sustainability of her business so she can pass it on to her daughter, who recently passed the Realtor® exam. “I’m looking to hire a small support team to help with the administrative tasks. I want to continue to do what I love for as long as I can, which is to serve my clients and help them achieve their dreams.”

To find out more about Lysa Kowalik, you can contact her by phone at 313-460-6882 or by email at LysaK@remax.net.

You can also check her out online at soldbylysa.com www.

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

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

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

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

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

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 56

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

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

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

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

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MAHMOUD IJBARA In real estate since 2017, Mahmoud Ijbara thrives on providing his clients a level of service that is truly unparalleled. A dedicated professional, he is sensitive to client needs and ensures that they are able to reach their real estate goals. Affiliated with Compass RE, he serves buyers and sellers throughout New Jersey.

Recipient of the NJ REALTORS® Circle of Excellence Sales Award 2019-2020, Mahmoud’s record of excellence speaks volumes about the passion and professionalism he brings into his work. “I’ve been passionate about homes since I was a child. I remember passing a house that was for sale and asking my dad what that meant. The very first house I sold was to buyers who were so excited to start a new chapter of their life, and that really touched me. It made me realize that as agents, we really have the power to change people’s lives.”

When working with Mahmoud, clients can count on his organization and attention to detail from the start all the way to the end of the transaction. “I’m always available to speak with my clients and discuss any concerns they may have. I do everything for them from A to Z. I make sure they are prepared for all aspects of the transaction. I also took an inspection course, so with any new listing I take the time to help my clients get ready for the inspection and go over what needs to be repaired in order to ensure success.”

As an agent working with Compass, Mahmoud is able to offer his clients Compass Concierge—a unique home improvement service program, offered exclusively by Compass, which fronts sellers the money for repairs and renovations. “If a seller does not have the money to update their kitchen, for example, but we know that with a new kitchen the home will sell for a much higher price, we will pay for the renovation Top Agent Magazine

and get reimbursed at closing. The seller can choose their own contractors, they can choose their own kitchen, and everything else. We basically give them a debit card and let them decide. It works wonders!”

With close to $40,000,000 in sales volume this year, Mahmoud points to his marketing strategy as one of the main ingredients in his success. “Aside from a focus on social media marketing, we put a lot of emphasis on working with our New York network of agents. Many of our clients are moving to New Jersey, so we always send over our upcoming listings to the agents in New York and sell a lot of them that way.”

When he’s not busy helping clients, Mahmoud volunteers as a soccer coach for his son’s team. In his free time, he loves to be with his family. “I like taking the kids to the park and going on bike rides with them.”

Going forward, he plans to expand his business and continue treating each buyer and seller with the utmost professionalism.

To learn more about Mahmoud Ijbara please call (646) 764–9599, email mahmoud.ijbara@compass.com, or visit his website at IjbaraGroup.com www.

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MARK & ANN SULLIVAN Mark and Ann Sullivan have the experience, the breadth of knowledge, and the passion for serving others to help each of their clients achieve their dreams. With over twenty-five years of experience in real estate, combined with an abiding commitment to put their clients’ needs first, Mark and Ann have built a thriving business both as professional partners, and as a married couple. “We’ve been married for thirty-six years, and we’re still best friends,” Ann says. Before entering real estate, Mark and Ann had worked or owned small businesses.

“Who would have thought twenty-five years ago that real estate was going to be transformational for our own lives?” Mark says. For both Mark and Ann, real estate has provided not only a career, but a venue to give back. “We wouldn’t want to do anything else,” Ann says.

In 2003, the opportunity to open a Keller Williams office in Columbus, Ohio presented itself. Mark and partners founded KW Greater Columbus Realty, LLC., where he is now the Principal Broker. Ann, the team leader, successfully runs the residential division, which has allowed Mark to expand their commercial division as the Commercial Director for KW Commercial. Their team includes their youngest daughter, Elizabeth, who has been licensed since she was nineteen. Mentorship of their agents is a core value for Mark and Ann, and they prioritize training in order to pass on their expertise.

With their personable approach, transparent communication, and detail-oriented process, it is no surprise that over 60% of their residential business stems from repeat clients and referrals. “We’re customer-service oriented,” Ann says. “Our clients have an excellent experience with our team.”

Mark and Ann have built an extensive base of past clientele, who they keep in touch with through client-appreciation events.

To market their listings, The Sullivan Group leverages their professional network, and employs a comprehensive social media strategy. Their approach has paid off for their clients.

For both Mark and Ann, the greatest satisfaction of their career comes from service to others. “Every transaction is a puzzle,” Mark says. “You have to make sure the pieces go together so there is a happy buyer or seller. That’s why we work as hard as we do.” Ann agrees, saying, “It’s a fun business for us. We’ve made so many great friendships through real estate. There is immense satisfaction in helping people with the biggest transaction of their lives. We love being a part of that.”

Dedicated to their community, Mark is also involved with and volunteers for the Columbus Board of Realtors and Ohio Realtors. For the past fifteen years, Ann has organized a golf event, donating the proceeds to an organization that gives away Thanksgiving meals to families in need, to real estate scholarships, and to KW Cares.

Proud of what they have built together, Mark and Ann plan to continue to serve their clients at the highest level while also taking steps to ensure the sustainability of their business in the long-term. “At Keller Williams, we say, ‘We want careers worth having, a life worth living, and a business worth owning,’” Mark says. “That’s what we’ve done over the past twenty-five years. We believe in creating new opportunities for others and passing on all that this business has brought into our lives.”

For more about Mark and Ann Sullivan, you can contact Mark by phone at 614-537-3888, Ann by phone at 614-537-4777, by office phone at 614-944-5988, or by email at sullivan@kw.com. You can also check them out online at TheSullivanREGroup.com. www.

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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MELISSA LANGLEY-ESLICK Years of dedicated work and putting clients first have earned Melissa Langley-Eslick a stellar reputation throughout Middle Tennessee, where she currently assists real estate buyers and sellers. With her background in property management and maintenance, as well as the financial sector, and her natural ability to connect with people, Melissa is able to strategically guide her clients to the most optimal solutions.

When working with clients, Melissa strives to form long-term relationships and ensure that their transition into the next home is a smooth one.

She prides herself on her people skills and her ability to put herself in their shoes. “The word dedicated is a really big word for me. I am a go-getter and I fully dedicate myself to each one of my clients. Even when my mother was in ICU, I still managed to make my clients feel like they were my only priority, because I realize that this is a huge decision for them, and they need all the support they can get. I always make sure that if it was me on the other side, I would be happy with the service I was getting.”

Melissa continues to be a resource for clients even after the end of the transaction. “I’m always working to keep them educated on anything real estate related.

I like to send them information on what they can do to maintain their home as well as other useful financial tips,” she explains.

On pace to close around $10,000,000 in sales volume this year, Melissa is thrilled with her success, but her true reason for joy is the number of lives she gets to change every year. Her genuine love for her work is one the main reasons why she is so good at what she does. “I love to see the final result and know that I’ve helped somebody achieve a goal that they Top Agent Magazine

have set for themselves. A home is not just something you decide to buy on a whim—it is a longtime goal. Assisting them in achieving that makes my heart incredibly happy because I know that I’ve helped them advance in life and mark something off their bucket list.”

Her natural inclination for helping others also inspires Melissa to stay involved in her community. After her grandmother passed away, she started the Nanny Bea Foundation—a nonprofit organization that helps the elderly. “We gather essential items and distribute them to the elderly in our area.

We currently have about 100 recipients.” She also contributes to the local Little League football team by sponsoring games. “I’ve been doing that since my son was involved, and he’s 26 and a coach now, so it’s been quite some time.” In her free time, she enjoys traveling and making memories with her loved ones.

Melissa’s plan moving forward is to continue growing her business and keep helping clients attain their real estate goals. “My focus for the next 12 months is to continue expanding and reach as many people as possible.”

To learn more about Melissa Langley-Eslick email langleyeslickm@gmail.com, visit melissalangleyeslick.com, or call (615) 294–7921 www.

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MICHELE JOHNSTON Michele Johnston always enjoyed visiting open houses, and when she had to find work in 2005, it made sense to her to look into real estate. She got licensed and joined a local company with a great training program, and in no time at all she was finding a great deal of success. Based in Desoto County, she is now going into her 16th year as a full-time Realtor, and through a combination of expertise and willingness to go the extra mile to help her clients, she has established a reputation as an elite agent in Northern Mississippi and Southern Tennessee.

A veteran of the business, Michele understands the importance of building lasting and trusting relationships with her clients. She takes the time to pinpoint their particular needs, and works hard to meet those needs in whatever way she can. “I truly love helping people - it’s why I got into real estate, and it keeps me doing what I’m doing,” Michele says. “Real estate has been the most fulfilling part of my life, in no small part because of the people I’ve met and the friends I’ve made.” Michele treats people the way she wants to be treated, and her kindness has made her a popular option for people looking for assistance in buying or selling a home. She gets 85% of her business from repeat clients and referrals to friends and family.

might have, both during the transaction and after it’s closed. She sends out home anniversary cards to past clients and invites them to events, and they often become an important part of her daily life as time goes on. Michele typically closes around $15M per year across 85-100 transactions, and she hopes to continue on that level of production in the years to come.

In her free time, Michele enjoys traveling and spending time with her family. She is heavily invested in her community, and gives back through the local Special Needs program, running half marathons for St. Jude, and working with Desoto Hope, a program that provides cancer relief to affected people in the area. Additionally, she is President-Elect for her local Board of Directors. For the future, she hopes to continue adapting to the rapidly changing industry and using her experience to educate the other agents around her. If you’re looking for a Realtor in Desoto County and the surrounding area who truly cares about her clients’ well-being, look no further than Michele Johnston!

With more than a decade and a half of real estate experience under her belt, Michele is more than capable of tackling any problem that comes her way during a client’s transaction. She has worked in many different areas of real estate, and leverages her experience to get the best possible results for her clients.

When it comes to her listings, Michele markets extensively online across websites and social media, as well as through networking with other local agents. She takes her relationships with clients very seriously, and keeps herself available to answer any questions they 62

You can contact Michele at (901) 647-2856 or michele@mymidsouthrealtor.com, and you can visit her website at mjohnston.us for more information www.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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PAMELA LEWIS Pamela Lewis began her real estate career in 1995, helping her dad in his business. “When I was in high school, my dad retired from the Navy and decided he was going to have a second career in real estate,” Pamela recalls. “I did cold calling for him, and that was my first touch of real estate.” During college at VCU, where she received her degree, Pamela decided to go into the business herself. She got her license in 1999, and in 2004 she went full-time selling real estate with her dad. Pamela hasn’t looked back since, and 5 years ago she took over as Broker of her dad’s firm Realty Executives, Peninsula.

Pamela and her team serve the Hampton Roads area of Virginia. About 75% of their business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence Pamela inspires. “We take a no-surprise approach that focuses on education,” Pamela explains. “We educate the client on the process, whether you’re a buyer, seller, or landlord. During that education, we walk them through all the steps so they’re never surprised about what’s going to happen next. We also like to have fun along the way. We’re a no-pressure team. Our philosophy is that the buyer or seller is going to make their own decision, we’re just navigating them through the process so we can get the best deal for them.”

The team at Realty Executives, Peninsula brings a wealth of expertise to all realms of real estate. “Not only do we do residential sales and property management, we also do commercial rentals and sales,” Pamela says. “We’re versed in doing commercial deals and land contracts.

Also, we rehab properties and own rental properties ourselves, so we’re part of the community. The same

things our clients are going through are things we’ve gone through with purchasing and selling real estate.”

When it comes to marketing, Pamela says, “Before we even put it in the market, we make sure the house is ready to go.” They let the seller know what repairs need to be done, then they hire a professional photographer to do interior and exterior photos. Depending on the property, this may also include aerial photos or video drone shoots. Then Pamela and her team get the word out via open houses, flyers, postcards to neighbors, and social media campaigns.

Pamela emphasizes the importance of real estate as a force for good in her community, helping build generational wealth. “The best thing for me about real estate is that I’m not just helping people now, I’m helping future generations,” she says. “Especially being African American, not a lot of people in my community have had homeownership in their family. It’s great to be able to help somebody buy a home when past generations of their family couldn’t.”

That focus on helping families not just in the present, but into the future, comes through in Pamela’s newest venture, an independent firm she established this year called Realty Space. It takes a “holistic approach” to homeownership, Pamela says. “We’re trying to tap into people’s mind, body, and soul through homeownership.

It’s not just the person right now, it’s future generations that we want to help. That’s what my dad did for me and my brother by doing real estate, and he only did it because his mother, grandmother, and great grandmother owned real estate. That translated to us, and I want to have that same affect.”

To find out more about Pamela Lewis, you can call or text her at 757-912-5451, or email her at realtorpamelalewis@gmail.com. You can find her online at youtube.com/realtorpamelalewis and on Instagram @realtorpamelalewis. www.

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SAM BAYDOUN A Centurion Hall of Fame inductee, Sam Baydoun has always been drawn to real estate. He started out in the business when he was fresh out of college in 1986, after observing his brother’s own successful real estate company.

Leaning on his background in marketing, Sam proceeded to launch his career as an agent, building a network of satisfied clients throughout the state of Michigan. Four years later, he accepted an opportunity with Century 21—and the rest is history.

Today, Sam is a Realtor with Century 21 Curran & Oberski, where he and his two children assist clients throughout all of Southeast Michigan. In his award winning career, he has established a truly boutique model of client service, specializing in both residential and commercial real estate. “At the end of the day, my philosophy is to treat people the way I would want to be treated,” he says. “Above all, you must be transparent and truthful with your clients. If you treat them with respect, that goes a long way.”

When listing a property, Sam utilizes a comprehensive strategy. After helping his clients fully prepare for the market, he shares their listing over a blend of digital and social media campaigns, giving them an extensive reach throughout the region. But elsewhere, Sam is just as hands-on when assisting his buyers, leveraging his acute knowledge of Southeast Michigan to uncover the right home for their needs.

In fact, he prefers to keep in touch with his clients well after the deals are done to provide ongoing service and ensure they are more than satisfied in their new homes. “These are the most important

transactions in many people’s lives. So when you go above and beyond their expectations, they will remember you.

That’s been the case for me over the past 35 years.”

Moreover, Sam is also well-versed in commercial real estate, selling properties throughout Southeast Michigan ranging from restaurants to gas stations or even vacant acreage. For his expert approach, he has earned a fantastic reputation across the region, with the vast majority of his volume coming from repeat clients and referrals. Through it all, though, he is committed to the values of service and honesty that have long anchored his accomplished career.

Outside of real estate, Sam strives to give back to his community. Having been elected as Wayne County Commissioner of the City of Dearborn, he has also volunteered at various civic organizations in Dearborn and Allen Park. When he’s not with clients or giving back, he can be found playing soccer, exercising, or spending quality time with his family.

Going forward, Sam has strong plans for the future of his business. Having completed over $21 million in volume in 2021 alone, he intends on further scaling the model of service that sets him apart in Michigan.

“I just love helping people,” he says. In real estate, I’m able to apply my expertise to enhance the lives of others. For me, there’s nothing more gratifying than guiding someone who is unfamiliar with the process and making sure they make strong decisions on their future.”

To learn more about Sam Baydoun, please email baydounsam@gmail.com, visit sambaydoun.com or call (313) 384-6000 www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show68

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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STEPHEN D. SCHWERING If you grew up in or around Logansport, Indiana, you probably know Steve Schwering or his family. His roots there run deep. And if you’ve ever called him to help you buy or sell a home, you know he can meet you within 20 minutes.

“I love helping people, and a big part of that is being there when they need you to be there. I don’t turn my phone off, I’m available 24 hours a day, and if you call me you aren’t going to have to make an appointment for a week out.”

Before getting into real estate, Steve was in quality control in a factory, and a day came when he knew he was ready for a change. One of his grandfathers had owned a Real Estate Firm Called McNutt Real Estate, so he decided to give that a try. He got his license, working part time at first while continuing with his factory job. Once he realized how much he was enjoying helping his clients, he made the leap to full time.

“It was scary at first, moving from a guaranteed hourly wage to commission work, but I got on with a great local real estate team that taught me the business.”

After two years of mastering his new craft, Stephen bought a Century 21 business from another broker and struck out on his own. A few years after that he rebranded as Schwering Realty.

Twenty-three years later, he’s built a thriving business and is the trusted Realtor of many clients in Logansport and the surrounding area. Last year he approached nearly 100 closed transactions for a sales volume of over $10 million. In addition to being both a commercial and residential property specialist, Stephen also employs a full-time property manager to help him manage 190 units. “The property manage-ment is another thing that sets us apart from most other firms. It’s especially helpful for our clients who’ve already bought a home with us and want to begin expanding their real estate portfolio. In a small town, you want to be as useful to people as you can.”

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For his sellers, Steve utilizes a comprehensive marketing strategy, posting listings to all the social media platforms, as well as advertising every listing in the daily newspaper—something no other brokerage in the area does. Whether buying or selling or leasing property through him, all of Steve’s clients can count on him long after the closing. He stays in touch frequently, through phone calls, texts, Facebook, or just bumping into them at one of the many arts or music events in Logansport, which he loves to attend.

Steve has been conscientious about doing things to revitalize his community, finding ways to support local businesses, volunteering at events, or personally donating to individuals in need. He even restored an old store in downtown Logansport, an effort he’s very proud of.

When he’s not working or giving back, he loves hanging out with his daughter and his girlfriend, taking in the local music scene, or playing golf.

Going forward, Steve plans to continue offering his clients the best customer service in the area, and is developing a new website that will make their experience of the process even better, as well as promoting the town.

Contact Steve at 574-727-8383 or email steve@schweringrealty.com Copyright Top Agent Magazine 69

STEVEN SCARNATI A lifelong resident of New York, Steven Scarnati first took an interest in real estate after graduating college with his degree in Business Administration. At the time, his dad was an active real estate investor around the Westchester area. Drawing from his encouragement, Steven decided to pursue his license and soon realized that the business was a perfect complement to his passion for helping others and entrepreneurial spirit. Inspired, he would then launch his career as a full-time agent—and he hasn’t looked back since.

Today, Steven is a Realtor for Keller Williams NY Realty, where he services clients throughout Westchester and the surrounding areas. Winner of the 2020 Rising Star Real Estate Agent Award, he has applied his foundations in business and a penchant for client service to assist buyers and sellers of all kinds, from luxury clients to renters or investors. ®

When listing a property, Steven equips his sellers with a cutting edge strategy. After helping them prepare their home for the market and providing a suite of professional photography and videography services, he shares their listing to a blend of targeted digital and social media campaigns. But from the stand-out open house showing to the carefully crafted viral videos, he is there for his clients, catering his process to their distinct needs.

Elsewhere, Steven is just as attentive when assisting his buyers, leveraging his extensive knowledge of Westchester, Dutchess, Putnam and Fairfield Counties and elite negotiating skills to connect his clients to the right investment for their best interests. Along the way, he is sure to educate them on the market, helping them make well-informed decisions on their future. But once a transaction is finished, he still prefers to remain in close contact, providing ongoing assistance and standing as an advocate long after the deals are done.

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Over the years, Steven has earned a fantastic reputation throughout New York, with the vast majority of his volume coming from repeat clients and referrals.

Having closed on 25 transactions in 2021 alone, he remains focused on the calibrated workflow that has brought him so much success in the first place. “In real estate, you have to be super organized,” he says.

“Because of that, I approach each day with a sense of urgency to get things done for my clients; after all, I genuinely care about them.”

Outside his career, Steven can be found going to the gym, hanging out with his family and friends, or cheering on his beloved New York sports teams—the Yankees, Giants, and Knicks. But he also has strong plans for the future of his business. As his volume continues its rapid growth, he intends on building his team and expanding his client base further across the state.

In the meantime, though, he offers sound advice to any aspiring real estate professional. “A lot of people see top producers and wonder how they got there, but success doesn’t come overnight. It’s going to take you a few years to really build up your business. But as long as you show up every day and roll with the punches, everything will work out—for you and your clients.”

To learn more about Steven Scarnati, please call (845) 661-3469 or email s.scarnati@kw.com Top Agent Magazine

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 72

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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WALTER FLORIAN Walter Florian understands every aspect of the real estate process, and he is committed to helping his clients achieve their financial goals. He started in the industry working as a loan officer for several banks before he transitioned to a title company. When a friend opened a real estate company and invited Walter to join, Walter’s past experiences and abiding desire to help others made the decision a no-brainer.

For Walter, the experience was transformative. “It was a mom-and-pop business, so I had to learn everything on my own,” Walter says. “I loved the work, and I built my niche by working with renters and investors. I get a lot of satisfaction from seeing my clients happy and educating them. A lot of people don’t realize they can pay less by being a homeowner than by renting. I love to educate people on how to build wealth and save money in the long-term.”

With a commitment to his continual professional growth, Walter has consistently pursued new challenges and opportunities. In 2015, he earned his Broker’s License and soon after, he started to work for Home Buyers Marketing, which in 2020 was acquired

by Found It, a start-up and franchise that offered excellent technology and more tools to help Walter serve his clients in Mastic, New York, and the surrounding areas. Now a Broker and Owner with a team of twelve, Walter prioritizes mentorship and proper training for his team along with top-notch customer care. Serving Suffolk County in Long Island, Walter and his team work with a diverse group of clients. Bilingual in Spanish, Walter is able to offer his expertise and market knowledge to the large Latino population in the area. With his experiences in banking, mortgages, and

titles, Walter is well-poised to help his clients at every step of the process, and to provide well-researched counsel to help them make informed decisions.

To market their listings, Walter and his team leverage social media, especially Facebook, and provide every listing with professional photography services. “We know how to make every home look its best,” Walter says.

Walter’s numbers are a testament to his detail-oriented approach: each year, he averages between thirty-five and fifty transactions.

Committed to giving back to the community, Walter has been involved with the the National Association of Hispanic Real Estate Professionals. He has also participated in food drives, and he supports many local politicians. When Walter is not busy helping clients or giving back his time, he loves to fish, travel, work on his home, and spend time with his family. Recently, he and his son embarked on raising chickens, and they now house a large coop in their backyard.

Proud of what he has built, Walter plans to continue with the business practices that have led to his impressive success. “I want to keep my office tight-knit and boutique, and have a nice, productive team,” Walter says. Most of all, he is committed to providing his agents with expert training. “I share my successes and my failures so my team doesn’t have to learn the hard way,” Walter says. “I’m very big on proper training, on building awareness of the market, and on continuing education. I go to trainings every year. I believe that there is always more to learn and ways to grow so we can better serve our clients.”

To find out more about Walter Florian, please call 516-697-2922 email wflorian2@gmail.com or visit thenyrealestatebroker.com www.

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ZACK HARWOOD Based in Boston’s Back Bay, Zack Harwood is a top-producing solo agent out of Berkshire Hathaway HomeServices Warren Residential.

In 2021, nearly 3 years into his rapidly developing career, Zack earned top honors at Berkshire Hathaway HomeServices, a global real estate brand. This year Zack’s $45M+ in sales places him in the top ½ of 1% of all agents in the BHHS network of over 50,000 agents worldwide.

Zack credits his recent success to “hard work, dedication, and always putting clients first”. “I’ve been very fortunate,” he acknowledges. Additionally, he invests in the best technology and marketing tools to help his clients learn about the market, find properties, and market their homes.

giving him valuable insight into emerging trends across a wide variety of locations.

As Zack’s business grows, he continues to invest to provide top-notch customer service for his clients.

“This year, I hired an assistant,” Zack explains. “He helps me tremendously in terms of staying organized and managing transactions. As my business has grown, this support has been an integral part of keeping the buying and selling process smooth and efficient for my clients.” In the coming year, Zack hopes to add a buyer/rental agent to further expand his business.

Zack loves helping people achieve their real estate goals, whether buying in their favorite neighborhood or selling their home for top dollar. Across over 80 five-star reviews, Zack’s clients consistently praise his strong communication skills, attention to detail, and knowledge of the buying and selling processes.

“I believe in constant communication with clients, from an initial phone consultation through the closing and beyond,” Zack says.

Zack recently relocated to West Roxbury after living in South Boston for the past 8 years. “It’s amazing to see how rapidly the neighborhood has developed”, he remarks about his former home neighborhood.

Zack’s service areas include Boston, Brookline, Cambridge, Somerville, and a 45-minute radius around Boston proper. His business is split about 50/50 between the city and suburban markets, 74

Zack can be reached at ZackHarwood.com, zharwood@warrenre.com, 508-243-7477, or @zackharwoodrealestate www.

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Laughs!

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mailto:mag@topagentmagazine.com

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