NATIONWIDE & INTERNATIONAL 12-13-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS MIA ATKINSON TIFFANIE BURNEY CANDICE BUSHNELL-WHITE BARBARA CARTER TEAM BRET CEREN CHRISTINE CLARK BEATRICE COVINGTON JOE DAVIDSON KERRI FOWLER MIKE KELLY STACEY KOVALY SHARI LYONS TRACEE MALIK SANDRA McCREERY CINDY MONTGOMERY LINDA RAPPAPORT MILES ROST KATE RYAN NIKKI SHELLEY NAIL RENEE SCHOENHERR LAUREN SODERSTROM ALEXANDRA SOLAK SUZY TORRES RESSIE WALLACE WILSON

Take My Word For It: THE POWER OF TESTIMONIALS & MAKING WORD-OFMOUTH COUNT

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

COVER STORY

LISA YANOWITZ

NATIONWIDE & INTERNATIONAL EDITION

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LISA YANOWITZ LISA YANOWITZ

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DAVIDSON MIAJOE ATKINSON SANDRA McCREERY

RENEE SUZY TORRES MIA TIFFANIE BURNEY CANDICE BUSHNELL-WHITE MIKE KELLY SCHOENHERR RENEE ATKINSON SCHOENHERR

Candice knows what it has averaged about $17 million Driven and dedicated, Candice For Tiffanie Burney began her real estate Bushnell-White career in volume 46 49 client no 40 36 takes to build a successful business.

She and beyond for every 45 20 years ago. “I had a corporate job for a few each year for the last 5 years. the years after college, and I needed a change,” has the passion, the dedication, and the price point, offering top-tier s eas Tiffanie recalls. “Associate entrepreneurial Construction, a mindset to help her clients Tiffanie also finds that just impressive being involved results. local custom home builder, reached to medreams. Her parents were in her community leads to new connecwas achieveouttheir asking if I wanted to get into realentrepreneurs, estate to like being in both and she grew up with tions and more business. “ICandice’s client-centered appro age help them, so I did. The resta isfascination history, andfor homes and properties. the community, and I’m very involved in in touch with p to how she keeps c sayt I’ve been doing it ever since!” says. check-ins via She Throughout pursued a highly successful career in the school and city activities,” With she personal the years, Tiffanie has made a name for her“Being available and being seen around is has banking, and email, Candice CANDICE BARBARA CARTERdemonstra MIKE KELLYan experience which imparted JOE DAVIDSON self in her local market by helping her clients TIFFANIE BURNEY how I get my business.” When she is not invaluable expertise on the world of BUSHNELL-WHITE her clients well beyond closin TEAM Bar achieve their real estate goals. working or giving back, Tiffanie enjoys investments and the ins-and-outs of the spending time with her twoknows how to make every sons, ages 16 ispro s legal and financial aspects of the real estate its best and stand out through With Coldwell Banker Heritage, Tiffanie CONTENTS and 18, and watching them play sports. She ing down.

Today she l earned her license justloves before the to market print media. beautiful serves South Dayton, Ohio, process. and the She surrounding areas also going the beach, boating at With the lake, and staging and p 4) BUSINESS GROWTH HACK: Springboro, 5and WAYS TO TRANSFORM HOW SOFT MONEY LOANS Team in Highland, New of 42) 2008Germantown, stepped away fromtime real with estate for67) with compelling stories about the including Carlisle, Franklin,crash spending family andpaired friends.

ABSORBMiamisburg, YOUR CLIENTS’ STRESS! RENTERS INTO OWNERS ARE THE FUTURE OF LENDING a time, though passion never diminished. Years Candice builds interest in every property and others. Impressively, 100% ofher Tiffanie’s like-minded agents comm she earned heralicense everTiffanie since she egies have paid off:doing This IT: year, she has re business from repeat later, and referral clients, sure again, In theand future, says, “I plan to continue 13) 3 WAYS TOcomes MAKE YOUR 71) TAKE MY WORD FOR 47) THE DAILY SCHEDULE OF and being a resource forbeyond client expectatio sign of WORK the trust FOR and confidence from with whatskill, I’m doing, everyone my beeninspires. serving“I’m her clients integrity, and a nine million in salesinvolume.

WORKSPACE YOU has she THE POWER business OF TESTIMONIALS A SUCCESSFUL REAL ESTATE derives from rep a small townMike of lessKelly than 5,000 people.

I grew uptohere, town who’s looking to buy or sell.

I want to stay “Many of my past clients areinvolved now close friends,” knows how to get the job done.

Before fierce commitment their goals.

CLEANING & MAKING WORD-OF-MOUTH AGENT Born18) andBEYOND raised themyNew River Joe listing aand property, Joe customizes hismy and in after graduation TheWhen Ohio State get the out more, to keep business steady For Candice, it is not her impressive nu Mike says.

“That’s just how I approach things.” hecollege began toValley, build from his highly successful career in word stands as proof of their AND DECLUTTERING: WHAT COUNT approach to every client.

After conducting a Davidson hasUniversity, long served as a pillar of his I moved back and have lived here ever since,” and even increase volume.”

Above all, Tiffanie wants Nowworked a Commercial and Residential with First drive her, butMike ratheroffers the satisfaction of A full-service Realtor, his clients real estate,MAKE Mike a general contractor 51) 9forTHINGS THE BEST Agent LEADERS guidance throughout eve IMPROVEMENT EXPENSES Tiffanie says.

“I’vean raised myWest kids here.

I’ve established to continue providing great service for her clients.

“My detailed pre-listing walkthrough and helping community.

Drawing from eclectic backProperties in Sierra Vista, Arizona, Candice transactions on her clients’ behalf.

“I thr 75) 3 SUREFIRE METHODS counsel and services above and beyond the averfor over ten years, an experience which imparted NEVER SAY my favorite part of real estate is meeting people, catching THEinMOST SENSE? myself in the business over the years and dominated ground teaching, digital marketing, and them fully prepare their home for the market, has cultivated a stellar reputation on the foundation challenge,” Candice says.

“Every transac THAT MAKE FOR A Realtor.in “I’m afraid to get my hands dirty an invaluable skillset andrepeat knowledge that hometown inREFERRALterms of real estate, so I get clients base up with them, age and staying touch.not I love helping them 24) RECONSIDER of putting her clients first.

Born and raised in Sierra ferent, andAyou never know what you mig he equips them with a suite of professional motivational speaking, he would launch a lifelong Hudson Valley 55) IS STARTING A TEAM THE PRODUCTIVE MEETING when it comes to what needs to be has enabled Mike to better serve his clients and and people refer me new clients who have used me in the with one of the biggest investments that they will make done,” Mike ONLY WHEN PLANNING FOR THE Vista, Candice has an on-the-ground knowledge and RIGHT SOLUTION FOR YOUR collaborativepast. church multi-outreach minphotography and videography services—inher community inside an I alsoand assist Associate Construction with the selling in their lives. Whether it’s buying a new JOINING home, downsizoffer them his expertise.

Now with seven years says. With his extensive networks 79) 3 WAYS A of contractors, passion for the area that her clients love.

“I have deep Dedicated to her hometown communit BUSINESS? cluding virtual tours and drone photography. istry FUTURE in Virginia, which he soon paired with of their market homes, I help people when they to serve ing, upsizing, else, I love tonections help my clients under hisand belt, Mike is sell well-poised his or anything here,” she says.

PROFESSIONAL ORGANIZATION ties in the community,” Candice says.

“I offer my is active in her church and her childreN 29) THINKING OF LISTING? want to build their dream home.” do whatever they need to do.”

From there, he broadcasts their listing via his own nonprofit initiatives.

After reconclients with dedication, integrity, and a high stan-

SANDRA M CREERY

SUZY TORRES

MAKE BUSINESS 59) EVERYcompassionate PLAYER IS VALUABLE: ing, w an empathic, approach. DuringCANWhen sheYOUR is notshe busyalways helping works her clients NINE WAYS TO GET READY necting with his long-time friend Joeclients Racek, a blend of targeted digital and social media dard of professionalism.

“I’m so glad I made the BETTER HOW TO BOOST YOUR thethe crash ofas2008, my husband andTEAM’S I faced foreclo- to spend time with her pets, her husban Tiffanie’s deep connection to area, well as her 34)ofEASY BLOG TOPICS FOR campaigns, all aligning his strategy mind. “My biggest priori Broker the accomplished Real Estate careerMR switch,” Mike “because I’vewhile beenwith sures, soMORALE Isays, have personal investing five children. She also loves to read an strong relationships with clients, truly set her apart.

“I’m experience 82) 4in EASY TO their needs.”

For their b ESTATE BLOGhis each client’s individual ambitions the WAYS Team,YOUR he wasREAL inspired toloving pursue estate everreal since.” real,” she says.

“Youithave to adapt to the demographand with thewith challenges that can come with it.” self-motivational podcasts.

REDECORATE YOUR OFFICE 63) TURN OPEN HOUSES INTO Team takes theTHAT time to u license—and thethat rest history.

38) 5 STEPS TO ACHIEVE ics youis are serving,LONG andCandice I can relate tomarketplace. people here and investor’s perspecbrings an owner’s WILL BOOST MORALE DESTINATIONS because I am one of them.

That helps build relationships TERM SUCCESS AS A REAL Mike is a Sales Associate and Managing tive to her clients, along with Director her financial expertise. Candice has excitingfor, plans for doesn’t the future looking and & IMPRESS CLIENTS ® my community, causes my business toBerkshire excel in professional, ESTATE Collaborative and highly fos- anwhen expansion into the world of commercial Today, Joe is in aAGENT Realtor Elsewhere, Joe is justsheashasattentive for thewhich MR Real Estate of Real Time Realty through Hathaway ideal property is found. tered excellent relationships agents in the his“I’m eager to grow, learn, and challeng Team, wherethis he market.” assists HomeServices clients throughout the assisting his with buyers, acute in Prunedale, California.

By other cen- leveraging an offer, they make sure t 310-734-1440 | Fax 310-734-1440 area.

“Iofthinkknowledge to over succeed in business, you Valley need toCandice tering client relationships profits, New Phone River Valley and surrounding areas of this the Mike New River iden- says. “I look forward to many mo When it comes to marketing, Tiffanie uses a comprehenpossible while also l mag@topagentmagazine.com |stellar www.topagentmagazine.com toabe self-motivated,” says.for “Coming from interests. a helping clients sell or find the perfect has cultivated and ahome thriving tify the Candice right their best A mydeal Southwest Virginia.

There, he has applied his reputation sive approach to ensure optimum exposure.

This includes family of entrepreneurs, I know toofwork hard.” Top Agent their Magazine business personal Estate.”

No portion of this issue may be reproduced in whatsoever without prior consent the publisher.

by Real Feature it’sisorapublished multiple offer situa marketing onbusiness. the internet onany hermanner real estate Facebook integrity, outgoing personality, andand passion for strong believer inhow going above and beyond, Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for page devoted toneeds her town, which has many followers in touch To inquiry find out more Tiffanie Burney, is to obtain t helping others to meet thesupplied ofitsbuyers he orremains after the about closing to meanwhile, opinions expressed or facts by authors.and To subscribe change address, send well to mag@topagentmagazine.com.

Published in the U.S. and creates interest in her business.

That’s in addition to To find out more about Candice Bushnell-White, With his extensive experience home repairs calland 937-307-3156, visit in tiffanieburney.com sellers throughout the region. keepinhis clients apprised of any changes the This is done through siza traditional methods such asand signshis andunwavering open houses. The you can contact her by phone at (520)-266-475 renovations commitmentortoemail tiffanie@tiffanieburney.com that include social media 2 Top Agent Magazine results speak for themselves: as a single agent, Tiffanie his clients, it is no surprise that over half of Mike’s or by email at Candicewhite.re@gmail.com. business stems from repeat clients and referrals.

Copyright Top Agent Magazine www.

BEATRICE CHRISTINE CLARK COVINGTON KERRI FOWLERSTACEY KOVALY BRET CEREN Broker Stacey Kovaly – of RE/MAX

those sh

everywhere.

For ourAccording clients, toweKerri, are the everyWhenbegan Beatrice the mentors: corporate award Kerri Fowler – Owner and Broker Clark her Covington real estate left withQualifying pointing things that other agents vilege other his coach Lester Cox, hisin out myself Endeavor Gibsonia, Pennsylvania – is a 61 58 57 50 54 arebe.” nice, but the abilityhelper. to share atforged CENTURY Dunagan Associates inintelligent where want us to world to pursue estate, acoach suc-21Todd years ago, but her real interest in she orWalters, the potential buyer didn’t even I thoughtful, andthey deeply knowlhome, Platinum and home his ® and experience with her team i Carlsbad, New Mexico – is a hardworking, expectat edgeable Realtor who sincerely cares real estate goes She backstarted a longherBroker realize,” Christine explains. cessful career. own brokerage action Jay Macklin.

“I’m proud to be hertheclidedicated Realtor® who always places about of her many clients. to ve always been Metro interested Although Beatrice loves to see results,ready she in he the St. Louis area, and has built aevery transaction. ms part exceptional community ofwellbeing entsof firstthis during Immensely percent With more than two decades of real estate More than eighty-five ideal ho houses,” says.provides When comes to marketing herthat list-herhaswork fat life. professionals who share bestit practices,” is essentially about team of 15Christine agents. She excellent experience underbelieves her belt, Stacey I can up he likeable, intelligent and supremely knowlsiderable business is based my son, I was looking ings, Christine uses a comprehensive fad us,” says Bret.

For marketing, he leverages become one of thewhat most sought-after their inv we leave agents behind.

Shecustomers, says, “Really this real estate service to her local & surrounding edgeable about the real estate industry, Kerri repeat a true testam currently working in the Northern area leaving of of-the-line ng that flexible so found to ensure optimum nce in would beand social media platforms showcase the has more than earned approach hertostellar reputation customer service s business isexpoabout a legacy, something communities, she has great perKERRI FOWLER STACEY KOVALY the Pittsburgh market.

Having built her There a BRET CEREN CHRISTINE CLARK TRACEE MALIK BEATRICE COVINGTON CINDY MONTGOMERY asBeatrice an honest and dependable advocate for listings “IMILES believe that’s because I bui dortant take care of him and alsowork. sure.

She promotes on her and the beauty of his clients’ homes through ROST community to played have, sonal fulfillment in her has thrivingLINDA business for on RAPPAPORT a my sturdyfamily foundation of a her many buyers andMarket, sellers in the she southern dation of mutual trust with m income.”

Christine decided social where media, including Instagram andbetter Something nor.” high-quality photographs, video home Malik her real estate career and is the event coordinator honesty integrity, arenurture.” few succ grow, and that will have the began inspiration, resources, personality her learning new things.

But what she values Joining the real estate world wasto show noclientele.

Havin Ithere am doing clients a house.

Top Agent Cindy Montgomery up Longofgrew before Linda Rappaport earned herand Linda adheres to ing simple quadrant The Land of Enchantment.

Kerri, when askedbeThis how she h in property management.

“I was and plans special events to bring families tours, as well as other top tools and techher love of homes into real LinkedIn, in addition to advertising on suited to providing buyers and sellers with excellent, would her smart 69 70 anwith impact into theciples future makes her to make an impact on62theworld. people she works forto Miles Rost.

When he started likes reputation as Top Agent,accident shequality loved66 suchissuch aswhat honesty and hard w market requires diligence.”

Toimpressive market in the real estate Her parents were est above all65 isa spending time achieve leve a local company and managed and children to the market.

Tracee is also trustworthy advocacy. keting her many lis estate nology to capture and communicate the the rest is history.

Since takplatforms such as Zillow and Homesnap, hear her husband Dennis, a real estate “If you treat everyone with respect, investing in properties in 2004, he quickly throug feel like her time and effort have paid off. with, and the work ethic to combine those who holds Communication the onloyalty those she works with.

T listings, Cindyamongst takes advantage of her popular agents in theirKerri, mountain com-a degree to say ens 200-250 properties,” Tracee atinher church, where from she serves ons her family. broker and developer, discuss passion be rewardedphotography in kind,” she ensed unique value that they have. p, Christineinto hasgreat quickly distinguished well asactive newspaper advertising.

Christine invests ®as fellhis in love with thereal industry and decided towill organ University of New Mexico, began her career in estate is well versed in many aspects of real es And she credits her family’s support, particelements results as a Realtor . area’s two MLS listings, ReColorado and munity.

Initially, Cindy embarked on a Stacey’s interest in real estate began after attending a best light, Stacey le did that for about two years, several different boards, as well as serving for hisinprofession.

Since photography 1987, the couthe luxury home market, whatHabit matte h“Ihelping ewa construction leavereal his corporate career behind and start her clients achieve their real professional to help a home stand nearly two decades ago, following a long stint working in relocation, first-time home buyers, upsizi estate seminar with her husband.

Based on that marketing efforts to next step wasdifferent to get my license. on lived the board of aShore local organization called IRES. Banker Realty, Cindy’s path and enjoyed ple a successful ularly herheColdwell husband, Rozelle, and onerealtor ofspare her and their family at North the relationship between and out on ahelps new journey.

Today, is recogWitnessing first- ® who Always conscientious about finding ways to give backrepair .ened to the Realtor out.

“I’m also big on 3D tours, which really help,” ari Shari believes that it’s her inquisitive spirit experience, they ended up purchasing multiple investmaximum exposure Communication and Marketing for the Intel Corporation. and vacant land and new construction – is the Dreamers that homes across was in Towers, a luxury high-rise apartment ent.

“My favorite part of this busine company, offers in leader sports media When seven daughters, Whitney, who packages, are a part floor of herplans, brokerBeatrice iscareer athetrue in the relations. industry.

She’swith become nized for his diligence, client advocacy, and en ment homes.

“Then,” recalls Stacey, “we sold ourtovery possible.

Combined began to put to his community, Bret partners Feed My Starving “The brokerage that I own and operate now is a fifth-genshe says.

“That way, you can get the experience the city.

“I have a lot of pride in the city,” e, and it sounded really interestcomplex and Country Club, featuring calling let clients know we have a by and about the importance she places on getting virtual tours.

Even though theformarket iscoach her youngest child started kindergarage, in her successful business.

“My family is amazing. successful because she truly cares seeing others and wealth of knowledge displayed during first home inin 2000 and the agent weand were working top dollar, not to eration real estate and insurance company,” says Kerri.

Smart comprehensive marketing strat over 1,800 apartments, and including golf, cessful deal!”

Linda shares.

“I truly the superior serChildren, an international child-hunger nonprofit, with she says.

“I grew up here Washington, I ved how they would go out and gent, Christine serves the Quad Cities without actually being helped in the house.”

LINDA RAPPAPORT MILES hyper right now, Cindy doesROST not believe ten,dreams, Cindy decided the sports profession ter things just right that have her busiSHARI LYONS TRACEE MALIK CINDY MONTGOMERY with me begreat anot great for 5. real because every transaction. time Real Estate a fit 9to to And they have supported me w reach their and she leads with love and faith. tennis courts, indoor and outdoor pools, making people happy and helping KATE RYAN “I SHELLEY started working here for my grandfather andI’d myis father played aestate, large role in Kerri’s phenomena stayed here, and ittold brings me joy ck soand excited, and that’s what RESSIE WALLACE WILSON NIKKI NAIL hiswas wife a mission to feed 365 children for 365 days.

A percentLAUREN SODERSTROM ALEXANDRA SOLAK eBret Illinois-Iowa border, including the I’m really organized and I’m also good with people.”

When she’sall not wor in cutting back on marketing.

“I go too competitive and reexamined the la shopping, and a movie theater.

In 1998, dreams come true.” eod“Ihelped a ness thrive, and she encourages all new see allcan thesetransaction repairs melove to get mysee license.”

Tracee when I was in Junior High School.

Afterhappening.” my at Intel, Multifaceted marketing plans, syndication since thejob beginning.” helping families--letting families know they him age of the commission for each referral wns in the surrounding area.

She is Looking to the future, Christine says, “I want to Stacey obtained her license and began working as a than spending time ® real out,” she says.

“No matter what.” estate at her parent’s behest.

“Right Charles H. Greenthal Management Corp., Leader of the Rost Group, Miles utilizes and ve be successful in real estate, you highest level of service and support.

In 1998 Ressie Wilson began her career up wit real to check in.

I’m friends with many of my Lauren Soderstrom’s estate career seamless.” tailors asher marketing Real estate expert Alexandra Solak Alexandra is happy toofgo ab herself for years now, in and she ado Realtor I real decided to go back to recently the industry that myself and my Shewebsites, well asherdeft utilization socia ptagents toNew follow that path.

“If you don’t it!

You get to 12 play atomaking part them getting something Broker’s Assistant, and ultimately ended up getting children andeach herincl G goes that endeavor, and Bret has joined the 81 78 77 73 74 To stay connected in today’s fast-p wing her client base and conkeep expanding and growing my business.

I love one of York’s top privately owned to build relationships,” Nikki These ladies are very knowledgeable his background in investing to smoothly ski as a Realtor in Maryland.

Cultivating it,”her she beganIearlier than most.

“Iacknowledges started when approach toloves eachthat property, and makes sureher possesses an ability to netbeyond for clients.

“M When sheI innate isand not working or giving back, Tracee esix a name foraway, herself byloved helping clients clients, so talking staying in touch family love.”

A wise decision it turns out, as Kerri found each property is seen in its best light own Broker’s license in 2011.

Having worked at multiphilanthropist, who Besides family and career involvement, Beatrice serves they didn’t think they could achieve.”

Beatrice credits digital world, Linda utilizes s ess reach your goals within the first year, property management companies, needed organization’s advisory council for Arizona.

He ley explains, while discussing in their profession and are also negotia® clients relationships was the cornerstone of her guide into the making the soundest real estate theNail area that she hopes will blossom working with veterans, Iand would love to continue was years old, showing model homes the marketing materials are always cut When not working, Cindy and her husband volunteer now.

“I15owe them.”

During her first year as awith Realtor ,ple to spend time with her family.

She has twin boys, now heir real estate goals. work and connect people—a trait ite aspect ofvariety this job is work success almost immediately out ofso the gate, winning potential buyers as– apossible.

Coupled own happens naturally.”

For every listing, other brokerages – real most notably Keller Williams of ways, incw media, digital advertising, athedet an on-site representative.

They turned to career.

She started as an agent 20 tors.

Not only did I get the home of my success locally.

With her estate knowlRessie on more than 5 real estate and small business committees her faith in God for her success and in turn, encourages ts with Corcoran his family are also involved with Youth for Troops, choices.

“Customer service is a huge priority for us, as Already in to ted don’t give up right away.

Continue to do around Illinois for Parade of Homes,” above.

This includes professional photoggrown-up, and loves to have them over for Sunday and referral business down the line.

“I doing that, and also expand out to get more volthat has served her well in business. people.

I am an extroverte atmartheir church, where she Sunday School forAdditio she amassed ten Business only Rookie of the Year in negotiation skills, the most frequent outco and Kate implements a 2006. comprehensive Stacey signed on withpayRE/MAX Endeavor in June ofcalled er seminars. database, andleads a newsletter Tower Talk, which Linda who had escalated her realtorsfrom license and had been assists ago, after encouragement fromclosings. dreams but my monthly mortgage edge, confidence, network, andI’ve success, Marke is market and home knowledge. renovated over 50 area and finishing and boards, including the Mayor’s Task Force for Small her clients to have faith when they meet the obstacles nts all over the a nonprofit dedicated to supporting active and veterLauren recalls.

“I fell in love with it, so raphy, floor plans, and a consistent level dinners.

Tracee and her husband love to travel. kshire Hathaway, Tracee serves Washington, Affiliated with @properties, she serves and around people is w for dollar, not to mention happy client 2021, where she hascareer continued her successful streak, the Humane Society k with“My newfather buyers, I alsodeeply love ume and more clients. also trying to getgrown into the children with special needs.

Recently, they assisted there.

“I was already ingrained in my community, she theto right things with consistency because intop popularity.

Tobeing market listings, Linda, toge with keting campaign.

Fluent inwell. social media ing her husband.

She quickly expanded from aher small father. was aand custom ment as I I’m highly recommend Nikki Ressie expanded by obtaining to adv houses, so I have a much more in-depth understanding volume, Miles st ania and the surrounding area, including after I finished college, I got my license in of professionalism in the presentation that buyers and sellers throughout Chicago energy comes from.

I genui -Scottsdale area, an military personnel.

He enjoys cooking and is also both helping buyers and sellers and assisting her Manto raise money for Business in Ferguson, Missouri.

Future success for her that inevitably appear in their journey.

And she continues Currently, Kerri oversees an equally talented and dedicated with a graphic creates virtually vast stages office to a“Ilarger that now serves as attractive eveterans,” builder,County, andand healways wantedthat’s me tobeen,” Tiera to your agent if If you want Christine says.

“What sets community and meet more people that way, while a her special needs prom and Pearl, an flyers, organization have says Cindy. builtspace aand client base herbe license inanWashington, DC. While in artist, spn ege, and digital marketing, Kate advertises umne what really produces asuburbs. good business. you of homes than most agents.

I can really look at the the highest level ton, Allegheny, and Greene counties.

About Looking to the future, Tracee says, “I plan on continu2006.

I finally took the plunge to start real allows the home to shine. ager with agent mentorship and training, something one of the many eve and the surrounding to do everything in my powe then designs individual marketing plans for each feature of the North Shore Towers upscale lifestyle. team of who share her client-first, go-above-and-beshe’s nottoworking, Kerri enjoys e, including his working towards earning his black belt inDC, Kwon houses him, so heunderstanding, suggested quality of service, affordable rate and would be community.” asingle continued healthy business leaving aho tothat be for highly productive inI her real estate career. she continued constructing aWhen network contac helping parents.

“We like helpand wherever naturally and from easily thanks to my prior networking atTae sthat I’m very and I agents helping outand any way Ishe can in my listings on her personal feeds.

Leveraging structure, the foundation, and the true condition of the goal is to keep s ing to work growing my business.

Over the past Tracee’s business comes repeat and enjoys immensely. don’t know something, ask.

It’s such a big deal to me estate full-time when my son was born in people make their dreams She invests in networking vehicles with local ag my license while I was inDo college.” professionalism.” yond philosophy of customer service.

Working alongside with her husband,now children and granddau of relationships, generating asays. web of“Especially referShe co ro his 7 ayears in the along with his kids. Bret is an honors alumnus of legacy for her family and community. we can,” Cindy that we are church, school, and sporting events with the kids.”

RESSIE her professional network, Kate sends listokiing do high-pressure situation.”

KATE RYAN NIKKI SHELLEY NAIL ALEXANDRA SOLAK LAUREN SODERSTROM Stacey’s plan for th two years my business has grown a lot.

People are so clients, an impressive feat that speaks to the house thanks to my experience and give my clients our abilities.

We’ As many in the community knew her as their friend and and sponsors various functions to showcase the 2011.”

Lauren learned the ropes from some Community involvement is important to decided to take his advice, andeverything Alexandra brings a wealth of rals knowledge and I’mschool good at it, extra-curr so we which propelled her of to the status a various to alw maN herCollege sales partner andthat office Sales Manager Shelly Garriott, it’s atoftheir and to do right so there’s never any kind erior service, not the Colangelo of sphere Business at Grand Canyon WALLACE WILSON empty nesters.”

Alternately, Cindy thrives during her rted ings to her to spread the word, Sharing industry knowledge with her clients is a main Currently, a significant portion of Stacey’s overall expanding her busin neighbor, it was the development of personal, working Shore Towers community.

When not working with hungry to buy houses right now, and I want to continue confidence shesince. inspires. ’t looked back Leading The When Nikki isn’t working, she’s giving advice that can ultimately help them make the right we want to conti amazing agents duringboth a difficult market, maintain Lauren. and She on local school and enthusiasm to everyall transaction. fantastic results She andisI herself get to Toptraining, Producing agentserves within the her ladies actively recruiting, or at their mountain cabin. also a rority, selling aGroup, home, University, holding an MBA with Finance Emphasis; issue for my clients.

Remember to“verified” treat people she business is based upon repeat clients and referrals, client-first business relationships that Linda views as the backbone ofright; her ents, Linda maintains an active lifestyle.and Ato pillar o age including targeting properties to specific free time, and loves walking, reading, traveling, years later, Cindy is still a solo agent, aided ley Home andshe serving back to the community through events to market and grow my business.” decision,” he explains. continue grow If you’re looking for premier real estate assistance in the part ofand the mission of the her company.

She says.

“Many approach isNineteen client-focused.

“I’m very and never looked back.

Since then, board, and she is co-chair of the Grievance “DC Maryland” Corridor.

Coming soon…

Ressie Honest to a fault, she believes it’s her clients happy.” retention efforts. Kerri is justifiablya proud of her team and andtop-of-the-line as her five children have gotten oldR true testament to the excellent, cusher own branch of business.

As her grew, organized a list North Shore Towers community, was the Wom ® relocated ter Baltimore region, nearly all ofof and charities.

“I’m participating in anon team the lessons he learned there help deliver daily benefits eep coming back for the quality service that buyers.

Her strategy has paid off: this sheLinda will be adding the Virginia Real Estate License towho $10M in annual sale spending time with her aging parents, by an amazing, full-time assistant, Linda Ross.

They and not just your clients but everybody is involved eork. that she proLauren excelled atclients helping her clients , she Committee her local Board of Realtors transparency thatbusiness draws clients tothat her, and Istrengthen like to getcommunity tohas know my Metro St Louis area and beyond, give Beatrice Covington people in our don’t strive for home ownCENTURY 21 Dunagan Associates’ friendly, supportive husband now go on more adventures!

ApL service she provides.

“I want the best for her my The plans to continue of theantique professional contacts her clients might need to Council of Realtors President.

New York and business derives fromthat repeats and referrals.

It’s event that’s held intomer Westminster, and during ovides.

“The service I offer is pretty much her repertoire.

Yet another opportunity to expand ily exceed that $10M ymy hosting themed to his clients.

Every captain needs a good crew, and Miles admits achieve their real estate goals. as well as teaching portions of the Leadership Academy s.

“I year so far, she has completed five miland that has helped her build a busiWhen she’s not working, A to Texas.

She also enjoys the company of her adult serve Longmont, Colorado and the surrounding areas, culture.

“I have a team that is independently productive, is philanthropic-minded, and gives back al level,” she says.

“I ask questions so in the transaction.

And lastly, be kind, even when you clients the amovers, call today! ership because they don’t understand the financial andsuch clients,” says Stacey, when asked how she has manthe unparalleled buy orChristmas sell their apartment, contractors, Board ofservices Realtors recently named her cuL focus on “I maintaining client that has time I donate to as the Gingerbread Festival.

IIsland network, providing phenomenal real estate to e as says. like to call it Denver a connections concierge service, that his success has a lot to do with the strong and there.

When she is not working or giving back, Lauren ,elp well as conness that’s fully repeat and referral loves to travel.

She also enjo ple. lion in sales volume. children, Blake and Abbie.

Blake, 23, lives in Denver including and Jefferson County.

This year, and we arelike currently indealers, our third year of named the nity inloyalty awoman variety ways.If aged tobeing engender soDMV. much trust and amongst synonymous with h attorneys, and more.

“Linda’s List” top inofbusiness.

Hadassah recogn fulfill their needs.

I’ll show clients odo herwhatever continuous growth. toantique help out the families that need assistance in ourIsland’s wealth implications.

WeI’ll want to change that; our goal istalented have todoGrove, be tough.” ication or havclients throughout the you’re looking for my clients need. whatever team behind him.

“Iwith have a asset great team that Based inThe Downers Lauren serves the Chicagoenjoys spending time her friends and family, based.

“Clients have told me that they appreciate myhis ing golf and1st trying new restaurants around t ending cards on greater North Valley of Phoenix is set to undergo ney. and works with father at American Insurance.

Cindy expects upwards of 30 closings.

Returning climost productive brokerage per agent in the state of New remains an invaluable resource for clients.

“I strive her as an to the community and its organiza area.”

During her free time, she’s working on develDC area who is eq homes they want tobeyond, see.

Igoing like to oany help them look at houses or sell their house.” to add a classroom space to our brokerage.”

She capital,ey I don’t skimp helps support me and truly makes the world go around. land area and as far north as the Wisconsin exploring nature, and hiking. honesty.

For example, I am very upfront with what her spare time. to my clients the best possible service,” Linda as have articles inUniversity Newsday, the Yorkoriente Times, often become friends, it’s more thangrowth a give oping an AirBnb business, hanging out with family, a lot of the coming years, andisAbbie, Bret sell a house, butmy Active inbusiness her small-town community, Kate gives back Mexico.”

Asin of this CENTURY 21 Dunagan “Mymore is always growth 25, is inorschool atoutlook the ofNew Florida, ents make upsets 90% of her business.

“I takewriting, so much For about Stacey Kov Ressie an excellent communicator with aninformation impressive compassionate, loo easygoing personality also her apart.

“I -pressure, and people often tell me that izes on sharing knowledge by making herself available border and as far south as Ottawa.

An incredible 100% Together, we ensure that we’re always acting in our my seller needs to do in order to get the house sold, explains.

“I measure success by how good clients feel New York Post.

Linda was honored as #1 in listings saction to me.”

Throughout the journey, Nikki visiting baseball stadiums.

Last year Shari was joined in business by her daughter, ents happy and Associates has 26% of the local market share.

Personally, when asked about her plans for the future please call 412-480-0393 or email Stacey.Kovaly@ ,ple it makes it clear her time in numerous ways.

Together with her family, level of experience.

Her enthusiasm and outgoing attilong-time resident looks forward to helping shape that development.

He ensuring regular family trips to Gainesville.

In the fupride in the fact that so much of my business is repeat person. love people, and Ifamily. can getfrom along mtoto like I’m their friend orout That of reaching her business comes repeat and referral InIare the Lauren “I’m looking to clients’ best interests, from start to close.

When they when our business isclients, through, and like to believe that sales in the New Daily News. and I’m very unapologetic about it.innate Ifuture, do whatever it says, As she continues to grow in thelike-minded business, A know her Ibuyers and sellers on a throughout deeper level. clients and the day.

Beatrice’s inCenturion her ability never to meet aYork stranger.

Ressie is heavily in Kerri has been the recipient ofthe the CENTURY 21 Another goal isforward hiring more ndustry special.”

Kate is active in her church.

“Ihighest always try totude be the permarketing stratplans to grow the team to keep up with opportunity ture, Cindy looks forward to mentoring new agents, and referral,” Cindy says.

“That isshe the honor.”

Dena.

Together, the mother and daughter duo plan me again or feel body,” she says.

“There’s not a personality that positive feeling carries beyond the final sale.” ding themme on get every step, she alleviates stress, as Looking ahead, Nikki wants to continue growkeeping the momentum going in my current business a testament to the quality of service provides.

“I’ve hire us, they’re hiring a team that’s going to go to bat takes to get it sold as fast as possible for my client. strives to expand her marketing to attract new helped more clients, and hopehas a magnetic and genuine personality that draws isachieve part of the the same Welc award multiple years, is 5-Star Customer agent in toring them so robust. they can“I unique approach is abecause hugeisreason why soeach many people son who there for others,” Kate says.

When Kate israted ith, and her that isme,” tobeen myreturn advantage.” oaching, for he knows isworked coming.

“In 15 or 20 years, IShe want to and keeping business steady view my They Cindy makes client feel like For the future ofevery her business, she looks forwar nts trust wholeheartedly.

With Nikki’s extening while also maintaining her client relationships. tothe continue growing the team and exceeding client amily toand lucky that I’ve with such amazing people and continuing to serve clients.

My favorite partmy ofremains for them,” hebe On the buy-side, I’m not afraid to talk asays. buyer out of5 my “My goal isand to provide clients elite ser people inward, adding value and knowledge step of Directors ofcon he ad to repeat clients in future.” the CENTURY 21 system, has been ranked in the Top has.

Above all, however, her love with her. te serves not busy helping clients or if giving back time, she Today, Linda’s team consists of her son Tony and his spearheading several exciting projects for Charle experience inthe the field, she has allback types of Wherever her she will soak up every min7.

He working alsoNorthcredable toseen look and know that wepath hadleads, aher hand in posjoy and success as proof that I am in the right business only client.

Recently, one client panicked when and served them well,” Lauren says. real estate is developing enduring relationships with a purchase it isn’t the right fit for them.

This builds continue expanding my business.” of their journey.

She excels at help expectations along the way. s this year by CENTURY producers in New Mexico, andkids isCindy a year ing objective: toSales, provide herasmany clients wife Jacquelyn, along with her office manager Greenthal Property such expanding comes marketing herable listings, Tracee uses a people sactions, is always to prepare them for ute21 ofmy it.

“I love being ablethe toMiles bring my to work htsindividualized, enjoys exercise, hiking with her dog, and time doing the right things,” Cindy “What aacclimated they found mold in their crawl space and attic, a spending douhe’stoand achieved itively affecting how will experience North to their clients.

Iher take athat stressful in their lifethat and I try toblessing.” trust with clients and allows them to see I’m What prides himself ontime the most is says. the knowlafter year Multi-Million Dollar Producer in local board. glove service has long been her stockm and an outside marketing team.

Together, they serve offices in other buildings and communities ye for detail also proves to be a valuable tensive to expect.

“Growing up,with I learned all the and have themout seeisme as a about roleby AndI advocate I Estate truly approach to ensure optimum exposure.

To find more Christine Clark, different MLS Top Agent Magazine seen Real service.

Tarter friends anddetails family. foremost, myAgents client’s she regularly they gives Living with chronic pain has made Beatrice aLauren fighter and make itmodel. easy forare them.

Myfor job, in part, best ison tointermake my Her client-focused approach truly sets not simply trying to close a “First deal.” ble doozy.

Cindy knew what to do and found aapart. vendor edge thatand his clients getting trusted advice such rned from three Valley for decades to come.”

Long Island, Queens, New York City, and Suffolk age.

“Ultimately, I am so grateful for my wond ounding buying land, building a house and tranlove helping my clients.

I’m so grateful when people Hathaway has several websites that I use to please call 309-323-8212 rhre clients.

“I can pick out potential issues ests, even before my own,” Ressie says.

“Building lasting Miracle Network, a with their own sshe social media “My clients like that Iat take the time to every listen to them clients feel andpeople thatand often me grandchildren,” to get a To huge investment.

“For thisallows is largest who let the client pay closing.

Itin was a business.” lifesaver. has drawn on that as part her success.

“My clients and Brokers U.S. city and Internationally!

County.

This year, Linda oversaw over $50 comfortable, million in most family two beautiful Linda s ning from selling a house toout moving intoof ato house support my my listings, and I also send postcards the For more information about Kerri Fowler, relationships is my favorite part of my job.”

Ressie conof college scholarsh or email at cmclark.homes@gmail.com. and I’veshow had alearn lotProud of good feedback and their needs,” she says.

“I make sure findclients to know them on mila after deeper level.

Clients become ee, industry,” Kate of what she Alexandra’s has estate built, Kate is excited about new care forto her continues long investment and they’ll evermean make. real transactions, with a career total ofpurchase $500 “They theTheir worldhome tofriends, me. Growth is important appreciation for her clients, after each sale reknow building.”

I will fight for them.”

And her record bears that ing area when I list aher house,” Tracee explains. ducts herself with honesty and integrity, and through ness, she hopes to s please call 575-499-9427 or email KerriF@DunaganAssociates.com out what they need from their agent so that I can design and friends become even better friends.

I feel honored the transaction is over.

“I’m a naturally social person, assets are the largest portion of their net worth, and so er people.

When possibilities.

“I hope to expand the office and hire more Please contact mag@topagentmagazine.com lion.

Repeat customers and referrals make up 80% of her family is everything.”

80-401-2330 or email Bret@PlatinumLivingRE.com Cindy donates a portion of her earnings to a ministry marketing on Facebook constantly andbusiness holdher style of service, she builds trust with her clients that knowledge with oth out.

Beatrice gets 80% of her from repeats and my approach, my communication, andbusiness,” my marketing that Isomebody get to add to allI make these people to my life.” so I enjoy keeping in Kate touch with my clients. am amazing advising ais really sound financial nhouses. it will comes tothere’s marketing her of listings, shethat utilizes hey have me agents to help usthe grow the says.

“My lasts long after the transaction closed.

People apprecior nonprofit her client’s choosing.

If anything special or call 310-734-1440 for ad rates and information. referrals of satisfied She isgenuinely onthat track to close $15 You can reach Linda at: LRappaport@greenthal.com, NSTowers.com, which isto one ofplatforms plan aroundclients. the needs they have, well interested in what’s going on with them. major social media hires profesdecision like that feels incredibly rewarding,” says, To find as out more Tracee hem one-on-one isand tospecific create who motivate each ateabout her guidance, asMalik, seen by 80% of her businesshecomes uld like do to marketgoal the house, I’ll do an it.”office of agents almillion photographers and videographers.

“I will also To learn as the unique features of their property or the features in sales this year.

In addition to her determinaNow, thanks to social media, it’s fairly easy to concall 724-747-2732, email tmalik@tprsold.com 718-423-3130, and home Mobile: and adds, “We lookand at more each as an516-850-3135 investment,Covington from repeat clients referrals. in real estate. very individual, other, learn from each other, for andCindy, who Office: are invested in To learn about Beatrice No questions are stupid questions who e tion, the properties and get my contractor in there to email m they’re looking for in a home.” tinue being an part of my lives.” the property will be worth 5 to thepreferredrealty.com/realoractive visitto Top Agent 3 and weclient’s analyze part of herMagazine results record can be theto oves tothey’re be involved her Wanting community.

She appreciate that each other’s growth.

I’mattributed looking forward many great what please people’s lives, call (314)528-8000, es sure ready toin go.” to ensure returns emails, calls back instantly, and stays flexible. estate-agent/2242128/tracee-malik/details visit T two the real estate yearsmore fromthan now sodecades that ourinclients can haveindustry, the full Copyright Top Agent Maga nreach the board the she Main Street Farmer’s of herofteam.

They not confine their work to one10With years indo this business.” ything has to an inspector come or c To reach past contacts, Cindy sends American hat Iruns cansmoothly, take email Bcovington@thecovingtonconnection.org When it out comes to marketing, Lauren says, “One ofpicture When working with Alexandra, sellers count ondata.” in her field. She has Ressie’s is unmatched andexpertise allcan the relevant

SHARI LYONS

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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LISA YANOWITZ Top Agent Magazine

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Born and raised in South Florida, Top Agent Lisa Yanowitz— founder of Luxe Realty Group—is an experienced, driven Real Estate Broker who’s known for her ability to facilitate a seamless transaction.

Founder of Luxe Realty Group, Lisa Yanowitz is an experienced, driven Real Estate Broker who’s known for her ability to facilitate a seamless transaction.

The most significant decision when buying or selling a home is selecting a highly knowledgeable agent and Lisa, 8 Copyright Top Agent Magazine

along with her team, provide an exceptional level of service. When it comes to her work she is focused, professional, and has a dedicated group of agents that work as a cohesive team. Together, they make Luxe Realty Group the successful agency they are today.

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Lisa was born and raised in South Florida and has become an expert in the evolving real estate market. Growing up, her family specialized in commercial real estate and development, and she felt expansion into the residential market would be the Top Agent Magazine

next logical step, therefore her career path actually found her.

In addition to top-of-the-line service, Lisa believes it is her wealth of knowledge, compassion, and advocating on her Copyright Top Agent Magazine 9

Lisa and her team are currently on pace to close out $25,000,000 in sales by the end of 2021. She believes it is her wealth of knowledge, compassion, and advocating on her client’s behalf that accounts for her success. client’s behalf that accounts for her success. She possesses a natural ability to connect with people and gives them the necessary guidance and information to make this important financial decision.

She is passionate about what she does, easily connects with people and strives to 10Copyright Top Agent Magazine

make the entire process as enjoyable and exciting as possible.

Lisa and her team are currently on pace to close out $25,000,000 in sales by the end of 2021. “Our marketing techniques include but are not limited to, social Top Agent Magazine

media advertising through platforms such as Facebook and Instagram as well as print materials and e-brochures. Each property based on location, condition, and price point receive a catered marketing strategy. Within the last year, there Top Agent Magazine

has been an unprecedented shift in the market where demand far outweighs supply. With our solid database of buyers and given the current competitive environment, many of our listings sell before they even hit the market.”

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Lisa’s vision for Luxe Realty Group going forward is expansion. Ultimately the main goal is to grow into additional markets with added team members while still maintaining the boutique level of service which is always provided to their clients.

When she’s not busy working, Lisa loves to travel and spend time outdoors and fully embraces the Florida Lifestyle. Lisa is also currently getting ready to welcome her first child and she’s very excited about becoming a new mom.

For more information about Lisa Yanowitz call (305) 986-1018, email lisa@luxerg.com, or visit her website at LuxeRealtyGroup.com www.

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Top Agent Magazine

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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Top Agent Magazine

MIA ATKINSON

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MIA ATKINSON

For Mia Atkinson, real estate expert at Kaizen Realty LLC, real estate is much more than a job—it’s a calling. “I’m so grateful I get to have this privilege of being able to help people in the way that I do. Buying or selling a home is a huge transition for most people. When someone allows me to be a part of their story in this intimate way, it’s incredibly rewarding.”

rooted in kindness and care, and not sales focused. “I was renting for 10 years so I really understand the importance of what it means to find a home for your family. My clients can feel how much I care about them throughout this process, and that it isn’t just another transaction to me,” she explains.

Mia first got started in real estate while searching for a career that would allow her enough time to spend with her kids. She obtained her license 6 years ago and hasn’t looked back since. A solo agent serving the surrounding areas of Memphis, she’s on pace to finish this year with a staggering $20,000,000 in sales volume.

Listening to her clients and understanding their individual needs and goals is a trait Mia takes pride in. She believes in service that’s 16

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Having built a successful business by prioritizing long lasting relationships, Mia continues to stay in touch with clients long after closing and checks in to make sure that they’ve settled in without any issues. “To me life is all about making connections, meeting people, and hearing their individual stories.

If I can do anything to improve their experience in any way, whether it’s helping them purchase a home, recommend a babysitter, or let them know about a great new restaurant so that they can have a nice date night, then I’m happy to do it.”

When she’s not working, Mia likes to spend time with her kids and attend all their various school and sports events. “I like living in the moment and spending quality time with my kids. Our favorite activity is family beach trips.” She also stays involved in her community through various organizations as well as her local church.

Going forward, nothing is more important to Mia than inspiring the next generation of women. “My goal in life is to help other women overcome the lies we all tell ourselves about how we can’t do something and how we aren’t good enough. Once we realize those are lies, it becomes much easier to stop looking for excuses in life and take accountability.

Women need to be encouraged and reminded that we are capable of doing anything, that we can accomplish things we don’t think we can, and that we can always figure out a way to make something happen as long as we choose to be resourceful and make it work,” she says, and adds, “My main message for women everywhere is this: Do it afraid even though you are uncertain of the outcome.”

“Afterall, you miss 100% of the shots you don’t take.” – WayneGretzky Top Agent Magazine

To learn more about Mia Atkinson email mia.atkinson5@gmail.com, visit miaatkinson.com, or call (901) 316 – 6552. www.

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 18

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

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Top Agent Magazine

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

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

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

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

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

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

Top Agent Magazine ®

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

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

Kitchens and baths

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

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

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

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

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

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

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SANDRA McCREERY Top Agent Magazine

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SANDRA McCREERY

Sandra McCreery spent 10 years working as a property manager and data processor for seven nursing homes for 10 years, in the service industry for 15 years, and the dental field for 21 years.

Since 2017, she has been working as a full-time Realtor in Mahoning County, Trumbull County and Columbiana County in Ohio and the surrounding areas providing phenomenal personalized service to a wide variety of clients with honesty and integrity. She is employed by eXp Realty, an agent-owned company established in 2009 with a net worth of 7.62 billion dollars. Sandra currently has people studying to join her work force in the future, including her son Cameron McCreery who hopes to follow in her footsteps.

meets with them, coming to understand their goals and desires, and comes up with a comprehensive plan to meet their needs in the way that specifically works best for them. “People are always finding themselves in unique circumstances - it’s really important to keep that in mind when you’re talking to them,” Sandra says. “ The past two years have been hard for all of us. When people fall on hard times is when I want to help them the most.” Sandra

Sandra pursued a career in real estate first and foremost to help people, and she has found ways to do just that by leveraging her own attitude and mentality towards her work. She takes the time to get to know her clients when she 22

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truly goes above and beyond expectations to aid her clients, and advocates for their best interests through every step of the transaction.

In order to ensure her clients’ success, Sandra keeps them updated and informed of every event as it happens during the transaction, and gives them her insight and advice with honesty and transparency. “Guiding my clients through the transaction and seeing their happiness on closing day fills my heart,” Sandra says. “My clients are the lifeblood of my business, and I treat them as such.” Sandra loves staying in touch with clients personally and over social media, and sends cards to past clients to let them know she’s thinking of them. Her referral business is growing steadily thanks to her personal touch.

In terms of marketing, Sandra uses cutting edge professional photos, video and drone pictures to bring out the true potential of each property, and advertises her listings across social media and the MLS to ensure she garners exposure for each of them. She has closed $4M in total sales across 33 transactions over the past 12 months, and looks forward to pushing those production numbers further as her career progresses.

In her free time, Sandra loves spending time with her family, traveling, and boating with her significant other. She is proud of her son Shane McCreery for graduating from Akron University in financial management. She also enjoys watching her son Reed McCreery play soccer at Geneva College. She stays active in her community by supporting cat rescue organizations locally and routinely donating to her local food bank. Additionally, she is currently studying to get licensed in Florida to expand her business. She continues to focus her efforts in real estate on veterans. They have served our country - it’s time to give back.

If you’re looking for an agent in Ohio who works hard to help her clients succeed, get in touch with Sandra McCreery. #DealsInHeels Together we will find the key to your new home!

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You can contact Sandra at (330) 509-1512 or sandra.mccreery@exprealty.com, and visit her website at sandramccreery.exprealty.com www.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 24

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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RENEE SCHOENHERR

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RENEE SCHOENHERR With extensive industry knowledge and a real passion for real estate, Renee Schoenherr is a force to be reckoned with.

Affiliated with Century 21, Renee got her start in 1991 while searching for a flexible career that would give her enough time to spend with her kids. She currently specializes in working with senior clients who are selling or transitioning.

Renee believes that the key to her success is the strong relationships she’s been able to build with her clients. She prioritizes communication and frequently exceeds her clients’ expectations. “I treat my clients the way I would like to be treated. I always think about what’s in their best interest. I like to go above and beyond what a real estate agent does. A lot of times after the transaction, we become friends and sometimes I even think of them as family,” she explains.

Understanding the importance of this process and the heightened stress level that comes with it, Renee works diligently to remove any obstacles and make every transaction a pleasant one. “I don’t want my clients to worry. This process is very overwhelming for clients, especially in this market, and I strive to make it as easy and smooth as possible.” In order to deliver that seamless transaction, Renee works with a lot of patience and educates her clients from start to finish. “This is such an important event in people’s lives, especially if they’ve never done it before. I like to take it step by step with my buyers, so they understand everything that’s going on and can make the most informed decision.”

When it comes to marketing, Renee is known for her instinct on what will help a listing sell quickly. Instead of suggesting expensive renovations to sellers, she likes to gently tweak homes to give them the most potential for the lowest cost. “I tell my sellers all the little things we can do that will make all the difference to a buyer. What we’re trying to accomplish is to 28

have a buyer come through the house and see themselves in that home. That includes decluttering and making it a more generalized space that doesn’t reflect the seller and their day-to-day life and allows the buyer to see all the possibilities.”

Outside of work, Renee likes to be involved in her community. She volunteers with organizations that help women and seniors.

She also enjoys spending quality time with her family and her grandchildren.

Consistently a top producer, Renee plans to keep growing her business. She is currently thinking about putting together a team to help her expand. “I’m always happy to learn and grow. I think you have to in order to be successful in this business. Whether it’s looking for new ways to market my listings or staying on top of the market changes, my goal is to continue bettering myself and providing my clients with an elite level of service.”

To learn more about Renee Schoenherr email yourdreamhome123@sbcglobal.net, visit ReneeYourRealtor.com, or call (630) 361 – 5260. 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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SUZY TORRES Top Agent Magazine

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SUZY TORRES

Broker Suzy Torres – Co-Team Lead of the Lowcountry Elite Group at Carolina One in Summerville, South Carolina – is a hardworking, intelligent and deeply knowledgeable real estate professional who consistently places the wants and needs of her clients front and center during every transaction. Suzy – who has built a thriving business on a solid foundation of honesty and integrity – has more than earned her excellent reputation as a trusted real estate advisor for anyone looking to buy or sell a home in the greater Charleston area.

clients, Suzy can make the impressive claim that nearly the entirety of her personal business is based upon repeat clients and referrals. “I think that’s because this business isn’t just transactional to me,” she explains, when asked how she has managed to engender so much trust and loyalty amongst those she works with.

“I stay in touch with my clients long after the closing table, whether I’m sending out a market analysis

Suzy began her journey in real estate after a nine-year career working in mortgages as a top producer at JP Morgan Chase. “When the mortgage industry crashed,” she recalls, “I was laid off. I’d always wanted to be in real estate but had been nervous about working all-commission with no benefits, so I figured it would be a good time to get my license.”

Suzy began her career when the industry was at one of its lowest points, but she found success quickly in the REO and short sales arena.

Today, Suzy – along with business partner Brandon – oversees a team that includes two personal assistants and three other licensed agents. As testament to the excellent customer service she provides her many 32

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or just touching base to see how they’re doing in their new home.” Suzy and her team also host annual client appreciation events, and she works constantly to provide a seamless, smooth process for her many buyers and sellers, utilizing her vast network of resources and relationships with attorneys, contractors and other vendors.

One of the results of Suzy’s caring approach to clients is her recognition by the Summerville Journal as the top agent by readers’ choice, and her team being ranked the number one listing team in her office. Suzy also holds a perfect, fivestar overall rating on Zillow.com. Additionally, Suzy was voted Number 1 Realtor® by Post and Courier LowCountry Magazine several years in a row, and also achieved Top 3 Team in the state of South Carolina through RealTrends America’s Best List for closed volume and units.

There are many other reasons for Suzy’s ascent in the real estate industry, and chief among them would be her intelligent, comprehensive and creative approach to marketing her many listings. Professional staging and photography are both utilized in order to ensure that each property is shown in its best light. Additionally, Matterport tours are also provided to prospective buyers. Fast sales are almost assured due to Suzy’s deft utilization of the internet and multiple social media platforms. This translates into happy clients who continue to return and to refer friends and family.

When she’s not busy making her clients happy, Suzy enjoys spending time with her husband Bo – a golf professional – and two children Lexi and Tristan, as well as their three dogs.

She also loves the beach, kickball, Orangetheory, and hiking mountains. Suzy also owns and manages multiple Airbnb’s, and she is a member of the National Association of Realtors Leadership Program. “I love to mentor and motivate others,” she says. Additionally, she is an avid philanthropist who enjoys building ties with and supporting and promoting local small businesses through her blog and videos touting them.

She also supports the military, offering a military rebate program to both buyers and sellers to give them cash back on their sales to thank them for their service.

Looking to the future, Suzy’s plan for the future of her business includes continued growth and adding new team members. She is also mulling over the idea of opening her own brokerage sometime in the future. Above all, however, is her constant, overarching objective: to continue providing her buyers and sellers with the very best service available in the Charleston market.

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For more information about Suzy Torres, please call 843-425-9451 or email STorres@CarolinaOne.com

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) 34

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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JOE DAVIDSON

Born and raised in the New River Valley, Joe Davidson has long served as a pillar of his community. Drawing from an eclectic background in teaching, digital marketing, and motivational speaking, he would launch a collaborative church and multi-outreach ministry in Virginia, which he soon paired with his own nonprofit initiatives. After reconnecting with his long-time friend Joe Racek, Broker of the accomplished MR Real Estate Team, he was inspired to pursue his real estate license—and the rest is history.

When listing a property, Joe customizes his approach to every client. After conducting a detailed pre-listing walkthrough and helping them fully prepare their home for the market, he equips them with a suite of professional photography and videography services—including virtual tours and drone photography.

From there, he broadcasts their listing via a blend of targeted digital and social media campaigns, all while aligning his strategy with each client’s individual ambitions in the marketplace.

Today, Joe is a Realtor® for the MR Real Estate Team, where he assists clients throughout the New River Valley and surrounding areas of Southwest Virginia. There, he has applied his integrity, outgoing personality, and passion for helping others to meet the needs of buyers and sellers throughout the region.

Elsewhere, Joe is just as attentive when assisting his buyers, leveraging his acute knowledge of the New River Valley to identify the right home for their best interests. A strong believer in going above and beyond, he remains in touch well after the closing to keep his clients apprised of any changes in the

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market and provide them with ongoing support. Since the start of his career, he has earned a fantastic reputation throughout Virginia, as evidenced by his rapidly growing rate of repeat clients and referrals.

While having closed 17 transactions to date in 2021 alone, Joe remains committed to the proven values that have anchored his success. “Real estate comes down to establishing a genuine connection with your clients,” he says. “We’re not just in the business of selling houses; we’re also in the business of building relationships. That means getting to know people and caring about what’s most important to them.”

Outside of real estate, Joe is the President of a local nonprofit organization, the Agape Center NRV, which seeks to end the cycle of poverty by offering a range of services to those in need— from food banks, clothing banks, and diaper pantries to in-depth mentorship programs.

Recalling his past in education, he furthermore remains engaged with his area school system.

But when he’s not with clients or giving back, he can be found spending quality time with his beloved wife and their four children.

Going forward, Joe has strong plans for the future of his business. As his volume maintains its steady growth, he intends on expanding to the states surrounding Virginia. Meanwhile he has also extended his knowledge and expertise to commercial listings of the New River Valley.

But more than anything, Joe is excited to empower even more buyers and sellers across his hometown community. “If you serve people well, it pays off in the long run. More importantly, it makes a difference: You get to help people. And at the end of the day, I would rather have a better community than a paycheck.”

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For more information about Joe Davidson, please call (540) 449-9990, email joedavidson@mrteam.realestate or visit mrteam.realestate www.

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5 STEPS TO ACHIEVE LONGTERM SUCCESS

AS A REAL ESTATE AGENT Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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MIKE KELLY

Mike Kelly knows how to get the job done. Before he began to build his highly successful career in real estate, Mike worked for a general contractor for over ten years, an experience which imparted an invaluable skillset and knowledge base that has enabled Mike to better serve his clients and offer them his expertise. Now with seven years under his belt, Mike is well-poised to serve his clients with dedication, integrity, and a high standard of professionalism. “I’m so glad I made the career switch,” Mike says, “because I’ve been loving it ever since.”

“Many of my past clients are now close friends,” Mike says. “That’s just how I approach things.”

A full-service Realtor, Mike offers his clients counsel and services above and beyond the average Realtor. “I’m not afraid to get my hands dirty when it comes to what needs to be done,” Mike says. With his extensive networks of contractors,

Mike is a Sales Associate and Managing Director of Real Time Realty through Berkshire Hathaway HomeServices in Prunedale, California. By centering client relationships over profits, Mike has cultivated a stellar reputation and a thriving business.

With his extensive experience in home repairs and renovations and his unwavering commitment to his clients, it is no surprise that over half of Mike’s business stems from repeat clients and referrals.

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landscapers, and other people who work in the trades, Mike is able to help his clients find cost-saving improvements that add value to their homes. Mike knows how to make every property look its best before it goes on the market, which has translated to gains for his clients. “For me, it’s about the relationships,” Mike says. “I’m not looking to do fifty transactions a year; I love being able to give every client individualized service and attention.

Along with the personal relationships he builds with clients, Mike appreciates his career for the ways it challenges him. He truly thrives off the fast-paced and diverse nature of real estate. “You get tested throughout the year by facing different kinds of situations where you need to solve problems,” Mike says. “I take a lot of pride in my ability to solve all kinds of problems for my clients in a timely, transparent, and effective way.”

Dedicated to his community, Mike is actively involved with the American Youth Soccer Organization and Native Sons, a community for folks born and raised in California. He also volunteers on the Board of the Oak Hills Homeowners Association. When Mike is not busy helping clients, he loves to fish, play and coach soccer, and spend time with his family.

“My family is a driving force in my career,” Mike says. “I have three sons and they keep us pretty busy!”

Proud of what he has built, Mike has no plans to slow down. His vision for the future includes steadily growing along his current trajectory, both in terms of his sales volume and his own professional education. “Everything you do in life, you should do it to the best of your ability,” Mike says. “I’ve achieved a lot, and I’m hungry to learn more. I’m not content thinking that I know it all. I want to continue to serve my clients and to grow in my capacity in this profession. Pursuing excellence is a constant, and it keeps me going.”

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To find out more about Mike Kelly, please email mikellyrealty@gmail.com, visit bhhsrtr.com or call 831-236-1800 www.

Copyright Top Agent Magazine 41

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 42

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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TIFFANIE BURNEY Tiffanie Burney began her real estate career 20 years ago. “I had a corporate job for a few years after college, and I needed a change,” Tiffanie recalls. “Associate Construction, a local custom home builder, reached out to me asking if I wanted to get into real estate to help them, so I did. The rest is history, and I’ve been doing it ever since!” Throughout the years, Tiffanie has made a name for herself in her local market by helping her clients achieve their real estate goals.

With Coldwell Banker Heritage, Tiffanie serves South Dayton, Ohio, and the surrounding areas including Carlisle, Franklin, Springboro, Germantown, Miamisburg, and others. Impressively, 100% of Tiffanie’s business comes from repeat and referral clients, a sure sign of the trust and confidence she inspires. “I’m from a small town of less than 5,000 people. I grew up here, and after my college graduation from The Ohio State University, I moved back and have lived here ever since,” Tiffanie says. “I’ve raised my kids here. I’ve established myself in the business over the years and dominated my hometown in terms of real estate, so I get repeat clients and people refer me new clients who have used me in the past. I also assist Associate Construction with the selling of their market homes, and I help people sell when they want to build their dream home.”

has averaged about $17 million in volume each year for the last 5 years.

Tiffanie also finds that just being involved in her community leads to new connections and more business. “I like being in the community, and I’m very involved in the school and city activities,” she says.

“Being available and being seen around is how I get my business.” When she is not working or giving back, Tiffanie enjoys spending time with her two sons, ages 16 and 18, and watching them play sports. She also loves going to the beach, boating at the lake, and spending time with family and friends.

In the future, Tiffanie says, “I plan to continue doing what I’m doing, and being a resource for everyone in my town who’s looking to buy or sell. I want to stay involved and get the word out more, to keep my business steady and even increase volume.” Above all, Tiffanie wants to continue providing great service for her clients. “My favorite part of real estate is meeting people, catching up with them, and staying in touch. I love helping them with one of the biggest investments that they will make in their lives. Whether it’s buying a new home, downsizing, upsizing, or anything else, I love to help my clients do whatever they need to do.”

Tiffanie’s deep connection to the area, as well as her strong relationships with clients, truly set her apart. “I’m real,” she says. “You have to adapt to the demographics that you are serving, and I can relate to people here because I am one of them. That helps build relationships in my community, which causes my business to excel in this market.”

When it comes to marketing, Tiffanie uses a comprehensive approach to ensure optimum exposure. This includes marketing on the internet and on her real estate Facebook page devoted to her town, which has many followers and creates interest in her business. That’s in addition to traditional methods such as signs and open houses. The results speak for themselves: as a single agent, Tiffanie Top Agent Magazine

To find out more about Tiffanie Burney, call 937-307-3156, visit tiffanieburney.com or email tiffanie@tiffanieburney.com www.

45 Copyright Top Agent Magazine

CANDICE BUSHNELL-WHITE Candice Bushnell-White knows what it takes to build a successful business. She has the passion, the dedication, and the entrepreneurial mindset to help her clients achieve their dreams. Her parents were both entrepreneurs, and she grew up with a fascination for homes and properties.

She pursued a highly successful career in banking, an experience which imparted invaluable expertise on the world of investments and the ins-and-outs of the legal and financial aspects of the real estate process. She earned her license just before the market crash of 2008 and stepped away from real estate for a time, though her passion never diminished. Years later, she earned her license again, and ever since she has been serving her clients with skill, integrity, and a fierce commitment to their goals.

Now a Commercial and Residential Agent with First West Properties in Sierra Vista, Arizona, Candice has cultivated a stellar reputation on the foundation of putting her clients first. Born and raised in Sierra Vista, Candice has an on-the-ground knowledge and passion for the area that her clients love. “I have deep ties in the community,” Candice says. “I offer my clients an empathic, compassionate approach. During the crash of 2008, my husband and I faced foreclosures, so I have personal experience with investing and with the challenges that can come with it.”

Candice brings an owner’s and investor’s perspective to her clients, along with her financial expertise.

Collaborative and highly professional, she has fostered excellent relationships with other agents in the area. “I think to succeed in this business, you need to be self-motivated,” Candice says. “Coming from a family of entrepreneurs, I know how to work hard.”

Driven and dedicated, Candice goes above and beyond for every client no matter the price point, offering top-tier service and impressive results.

Candice’s client-centered approach extends to how she keeps in touch with past clients.

With personal check-ins via text, phone, and email, Candice demonstrates care for her clients well beyond closing. Candice knows how to make every property look its best and stand out through digital and print media. With beautiful staging and photography paired with compelling stories about the properties, Candice builds interest in every property. Her strategies have paid off: This year, she has reached over nine million in sales volume.

For Candice, it is not her impressive numbers that drive her, but rather the satisfaction of navigating transactions on her clients’ behalf. “I thrive off the challenge,” Candice says. “Every transaction is different, and you never know what you might face.”

Dedicated to her hometown community, Candice is active in her church and her children’s school.

When she is not busy helping her clients, she loves to spend time with her pets, her husband, and her five children. She also loves to read and listen to self-motivational podcasts.

Candice has exciting plans for the future, including an expansion into the world of commercial real estate.

“I’m eager to grow, learn, and challenge myself,” Candice says. “I look forward to many more years of helping my clients sell or find the perfect location for their business or personal Real Estate.”

To find out more about Candice Bushnell-White, you can contact her by phone at (520)-266-4754 or by email at Candicewhite.re@gmail.com.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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BARBARA CARTER TEAM For Barbara Carter, entering the real estate field was an easy choice. “My daughter was an agent, so she encouraged me to join her,” Barbara says. While her daughter has since left the business, Barbara has kept going and is showing no signs of slowing down. Today she leads the Barbara Carter Team in Highland, New York, which consists of like-minded agents committed to going above and beyond client expectations. The majority of their business derives from repeats and referrals, which stands as proof of their exceptional service and guidance throughout every transaction.

A lifelong Hudson Valley resident, Barbara knows her community inside and out. “I have a lot of connections here,” she says. No matter who she is serving, she always works with their best interests in mind. “My biggest priority is listening to them and their needs.” For their buyers, the Barbara Carter Team takes the time to understand what they are looking for, and doesn’t stop searching until their ideal property is found. When it’s time to submit an offer, they make sure they are receiving the best deal possible while also remaining competitive if it’s a multiple offer situation. The goal for sellers, meanwhile, is to obtain the highest price possible.

This is done through sizable marketing campaigns that include social media, print and the internet.

As word spreads fast about Barbara and her team, there is not much need for advertising her own business. One recent client said, “We really didn’t know that we even needed a buyer’s agent until we met Barbara, who taught us what real advocacy was about and how much of a difference it Top Agent Magazine

makes to have someone on your side whose main concern is you. Kind of like having a friend who is your agent because you know she’s on your side and wants the best for you....no matter what that is. And if you don’t really know what it is that you want, her patience, experience and knowledge will guide you through the process of educating yourself so that you can figure that out. Unlike most agents, she is more than patient, responsive, attentive, advocative, honest, and of high moral fiber... the bottom line is she REALLY cares about you.”

For Barbara’s next chapter, the plan is to continue growing her team and setting them up for success.

“I want everyone on my team to be a top producer, that is my goal. The greatest reward for me is to see somebody on my team who just started and then all of the sudden they become so successful.”

If she were to impart any words of wisdom upon anyone entering the field, she would encourage them to stay persistent. “It takes hard work and dedication to your clients, and kindness to other agents. Then everything will fall into place.”

To learn more about Barbara Carter, please call 845-244-8228, email BarbaraCarterRealEstate@gmail.com, or visit BarbaraCarterTeam.com www.

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BRET CEREN For Bret Ceren, there’s no greater privilege than helping people find or sell their home, and no greater professional satisfaction than knowing that the price and terms he gets them ensures a better quality of life.

“Shelter is an essential need for all of us,” he says. “To be able to make a difference in someone’s life for something so important is tremendously humbling, and an honor.”

Bret’s first experience with real estate came in college, working as an unlicensed assistant for a resale agent and new construction agents out of Jacksonville, Florida. Witnessing firsthand how homes were built and sold began to put the passion for the process in him. Later, the superior service he received from agents helping Bret and his wife purchase their first home in Colorado helped him see what was possible.

Today he leads the North Valley Agents with Corcoran Platinum Living, representing clients all over the Greater North Valley of the Phoenix-Scottsdale area, ranging from Surprise to Carefree, including his home community of Anthem. Over his 7 years in the industry he’s built a reputation for superior service, not only during the process of buying or selling a home, but also post-closing. Bret and his team strengthen their relationships with past clients by hosting themed appreciation events through the year, as well as connecting during the holidays, or sending cards on birthdays and other special events.

Bret’s sellers’ profit from his unique marketing strategy, developed from Craig Proctor Coaching, and for which he’s been a coach since 2017. He also credits a great deal of the superior results he’s achieved for clients to the strategies he’s learned from three

other mentors: his coach Lester Cox, his Platinum coach Todd Walters, and his Broker Jay Macklin. “I’m proud to be part of this exceptional community of professionals who share best practices,” says Bret. For marketing, he leverages social media platforms to showcase the beauty of his clients’ homes through high-quality photographs, video home tours, as well as other top tools and technology to capture and communicate the unique value that they have.

Always conscientious about finding ways to give back to his community, Bret partners with Feed My Starving Children, an international child-hunger nonprofit, with a mission to feed 365 children for 365 days. A percentage of the commission for each referral transaction goes to that endeavor, and Bret has recently joined the organization’s advisory council for Arizona. He and his family are also involved with Youth for Troops, a nonprofit dedicated to supporting active and veteran military personnel. He enjoys cooking and is also working towards earning his black belt in Tae Kwon Do along with his kids. Bret is an honors alumnus of the Colangelo College of Business at Grand Canyon University, holding an MBA with Finance Emphasis; the lessons he learned there help deliver daily benefits to his clients.

The greater North Valley of Phoenix is set to undergo a lot of business growth in the coming years, and Bret looks forward to helping shape that development. He plans to grow the team to keep up with the opportunity he knows is coming. “In 15 or 20 years, I want to be able to look back and know that we had a hand in positively affecting how people will experience the North Valley for decades to come.”

Contact Bret at 480-401-2330 or email Bret@PlatinumLivingRE.com

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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CHRISTINE CLARK Christine Clark began her real estate career two years ago, but her interest in houses and real estate goes back a long way. “I have always been interested in looking at houses,” Christine says.

“When I had my son, I was looking for something that would be flexible so that I could take care of him and also have some income.” Christine decided to channel her love of homes into real estate, and the rest is history. Since taking the leap, Christine has quickly distinguished herself by helping her clients achieve their real estate goals.

As a solo agent, Christine serves the Quad Cities area on the Illinois-Iowa border, including the smaller towns in the surrounding area. She is rapidly growing her client base and making connections in the area that she hopes will blossom into repeat and referral business down the line. “I love to work with new buyers, and I also love to work with veterans,” Christine says. “What sets me apart is that I’m very understanding, and I don’t like to do a high-pressure situation.”

with pointing things out that other agents or the potential home buyer didn’t even realize,” Christine explains.

When it comes to marketing her listings, Christine uses a comprehensive approach to ensure optimum exposure. She promotes listings on her social media, including Instagram and LinkedIn, in addition to advertising on platforms such as Zillow and Homesnap, as well as newspaper advertising. Christine invests in professional photography to help a home stand out. “I’m also big on 3D tours, which really help,” she says. “That way, you can get the experience without actually being in the house.”

Looking to the future, Christine says, “I want to keep expanding and growing my business. I love working with veterans, so I would love to continue doing that, and also expand out to get more volume and more clients. I’m also trying to get into the community and meet more people that way, while helping out any way I can in my community.”

Christine’s approach is client-focused. “I’m very personable, and I like to get to know my clients on a personal level,” she says. “I ask questions so that I can help fulfill their needs. I’ll show clients however many homes they want to see. I like to keep it low-pressure, and people often tell me that I treat them like I’m their friend or family. That has really helped me get more clients, and hopefully will lead to repeat clients in the future.”

Her keen eye for detail also proves to be a valuable asset for her clients. “I can pick out potential issues with a house, and I’ve had a lot of good feedback 54

To find out more about Christine Clark, please call 309-323-8212 or email at cmclark.homes@gmail.com.

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Is Starting a Team the Right Solution for your Business?

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

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

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

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

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

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

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

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans56

actions in sometimes stressful circumstances.

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

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

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

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BEATRICE COVINGTON When Beatrice Covington left the corporate world to pursue real estate, she forged a successful career. She started her own brokerage in the St. Louis Metro area, and has built a team of 15 agents. She provides excellent real estate service to her local & surrounding communities, and she has found great personal fulfillment in her work. Beatrice has the inspiration, resources, and personality to make an impact on the people she works with, and the work ethic to combine those elements into great results as a Realtor®.

Beatrice is a true leader in the industry. She’s become successful because she truly cares about seeing others reach their dreams, and she leads with love and faith.

“I love helping families--letting families know they can do it! You get to play a part in them getting something they didn’t think they could achieve.” Beatrice credits her faith in God for her success and in turn, encourages her clients to have faith when they meet the obstacles that inevitably appear in their journey. And she continues to be highly productive in her real estate career.

Sharing industry knowledge with her clients is a main part of the mission of her company. She says. “Many people in our community don’t strive for home ownership because they don’t understand the financial and wealth implications. We want to change that; our goal is to add a classroom space to our brokerage.” She capitalizes on sharing knowledge by making herself available to clients and reaching out throughout the day. Beatrice’s unique approach is a huge reason why so many people love working with her.

Living with chronic pain has made Beatrice a fighter and she has drawn on that as part of her success. “My clients know I will fight for them.” And her record bears that out. Beatrice gets 80% of her business from repeats and referrals of satisfied clients. She is on track to close $15 million in sales this year. In addition to her determination, part of her results record can be attributed to the reach of her team. They do not confine their work to one geographic location. As Beatrice notes, “Many agents don’t use our approach which is: We go a little bit of Top Agent Magazine

everywhere. For our clients, we are everywhere they want us to be.”

Although Beatrice loves to see results, she believes that her work is essentially about what we leave behind. She says, “Really this business is about leaving a legacy, something for my family and the community to have, grow, and nurture.” Something that will have an impact into the future is what makes her feel like her time and effort have paid off.

And she credits her family’s support, particularly her husband, Rozelle, and one of her seven daughters, Whitney, who are a part of her brokerage, in her successful business. “My family is amazing.

Real Estate is not a 9 to 5. And they have supported me since the beginning.”

Besides family and career involvement, Beatrice serves on more than 5 real estate and small business committees and boards, including the Mayor’s Task Force for Small Business in Ferguson, Missouri. Future success for her would be a continued healthy business and leaving a legacy for her family and community.

If you’re looking for premier real estate assistance in the Metro St Louis area and beyond, give Beatrice Covington a call today!

To learn more about Beatrice Covington please call (314)528-8000, email Bcovington@thecovingtonconnection.org or visit thecovingtonconnection.org www.

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KERRI FOWLER Kerri Fowler – Owner and Qualifying Broker at CENTURY 21 Dunagan Associates in Carlsbad, New Mexico – is a hardworking, dedicated Realtor® who always places her clients first during every transaction. Immensely likeable, intelligent and supremely knowledgeable about the real estate industry, Kerri has more than earned her stellar reputation as an honest and dependable advocate for her many buyers and sellers in the southern quadrant of The Land of Enchantment.

Kerri, who holds a degree in Communication from the University of New Mexico, began her career in real estate nearly two decades ago, following a long stint working in Communication and Marketing for the Intel Corporation.

“The brokerage that I own and operate now is a fifth-generation real estate and insurance company,” says Kerri.

“I started working here for my grandfather and my father when I was in Junior High School. After my job at Intel, I decided to go back to the industry that myself and my family love.” A wise decision it turns out, as Kerri found success almost immediately out of the gate, winning Rookie of the Year in 2006.

Currently, Kerri oversees an equally talented and dedicated team of agents who share her client-first, go-above-and-beyond philosophy of customer service. Working alongside her sales partner and office Sales Manager Shelly Garriott, both ladies actively maintain all recruiting, training, and retention efforts. Kerri is justifiably proud of her team and CENTURY 21 Dunagan Associates’ friendly, supportive culture. “I have a team that is independently productive, and we are currently in our third year of being named the most productive brokerage per agent in the state of New Mexico.” As of this writing, CENTURY 21 Dunagan Associates has 26% of the local market share. Personally, Kerri has been the recipient of the CENTURY 21 Centurion award multiple years, is 5-Star Customer rated agent in the CENTURY 21 system, has been ranked in the Top 5 CENTURY 21 producers in New Mexico, and is a year after year Multi-Million Dollar Producer in her local board.

According to Kerri, the awards and accolades are nice, but the ability to share her knowledge and experience with her team is priceless.

More than eighty-five percent of Kerri’s considerable business is based upon referrals and repeat customers, a true testament to the topof-the-line customer service she is providing.

“I believe that’s because I build a solid foundation of mutual trust with my clients,” says Kerri, when asked how she has managed to achieve such impressive levels of trust and loyalty amongst those she works with. The fact that she is well versed in many aspects of real estate – including relocation, first-time home buyers, upsizing, downsizing and vacant land and new construction – is another reason.

Smart and comprehensive marketing strategies have also played a large role in Kerri’s phenomenal success story.

Multifaceted marketing plans, syndication to hundreds of websites, as well as deft utilization of social media, ensure that each property is seen in its best light and by as many potential buyers as possible. Coupled with her expert negotiation skills, the most frequent outcome is a fast sale for top dollar, not to mention happy clients.

When she’s not working, Kerri enjoys spending time with her husband, children and granddaughter – whether it’s at their various school and extra-curricular activities or at their mountain cabin. She is also an avid traveler, and as her five children have gotten older, she and her husband now go on more adventures! Additionally, she is philanthropic-minded, and gives back to her community in a variety of ways.

“My outlook is always growth oriented,” says Kerri, when asked about her plans for the future of her business.

Another goal is hiring more like-minded staff and mentoring them so they can achieve the same success as she has. Above all, however, remains her constant, unwavering objective: to provide her many clients with the white glove service that has long been her stock-in-trade.

For more information about Kerri Fowler, please call 575-499-9427 or email KerriF@DunaganAssociates.com 58

Top Agent Magazine

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 59

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

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

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

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

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

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

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

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

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STACEY KOVALY Broker Stacey Kovaly – of RE/MAX Endeavor in Gibsonia, Pennsylvania – is a thoughtful, intelligent and deeply knowledgeable Realtor® who sincerely cares about the wellbeing of her many clients.

With more than two decades of real estate experience under her belt, Stacey has become one of the most sought-after agents currently working in the Northern area of the Pittsburgh market. Having built her thriving business on a sturdy foundation of honesty and integrity, there are few better suited to providing buyers and sellers with excellent, trustworthy advocacy.

Stacey’s interest in real estate began after attending a real estate seminar with her husband. Based on that experience, they ended up purchasing multiple investment homes. “Then,” recalls Stacey, “we sold our very first home in 2000 and the agent we were working with told me I’d be a great fit for real estate, because I’m really organized and I’m also good with people.”

Stacey obtained her license and began working as a Broker’s Assistant, and ultimately ended up getting her own Broker’s license in 2011. Having worked at multiple other brokerages – most notably Keller Williams – Stacey signed on with RE/MAX Endeavor in June of 2021, where she has continued her successful streak, both helping buyers and sellers and assisting her Manager with agent mentorship and training, something she enjoys immensely.

Currently, a significant portion of Stacey’s overall business is based upon repeat clients and referrals, a true testament to the excellent, top-of-the-line customer service she provides. “I want the best for my clients,” says Stacey, when asked how she has managed to engender so much trust and loyalty amongst

those she works with. “I don’t think of myself as a salesperson, but more as a helper. I focus on making sure my clients’ expectations are met, and when they’re ready to purchase I can help them find the ideal home, and when they’re ready to sell I can help them maximize the return on their investment.”

There are many other factors that have played a large role in Stacey’s ever-expanding success story, and chief among them would be her smart, comprehensive approach to marketing her many listings. In addition to professional photography to ensure each property is shown in its best light, Stacey leverages the power of RE/MAX’s marketing efforts to make certain each property gains maximum exposure to as many potential buyers as possible. Combined, all of this translates into fast sales for top dollar, not to mention happy clients.

When she’s not working, Stacey enjoys nothing more than spending time with her husband, her two grown children and her Great Dane. She is also an avid philanthropist, who gives back to her community in a variety of ways, including hosting free buyer and seller seminars. Additionally, Stacey hopes to partner with the Humane Society and local food trucks for an event to raise money for no-kill animals shelters in the area, one of the many events she wants to host in 2022.

Stacey’s plan for the future of her business includes expanding her business, adding agents who share her client-first business philosophy and possibly opening her own branch of RE/MAX Endeavor. Above all, she plans to continue providing her grateful clients with the unparalleled customer service that has become synonymous with her name.

For more information about Stacey Kovaly, please call 412-480-0393 or email Stacey.Kovaly@gmail.com Top Agent Magazine

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SHARI LYONS Taking to heart the level of trust her clients put in her during one of the biggest transactions of their life, Shari Lyons works tirelessly to provide them with a positive experience and ideal results. Shari started out in the industry somewhat by accident when she was offered a job after she initially got her license to manage a couple of her rental properties. She accepted and has been thriving in the business for the past eight years. Currently affiliated with Coldwell Banker Mother Lode, she helps buyers and sellers throughout Tuolumne County, California.

Shari’s clients are her number one priority, and she prides herself on the exceptional service that she provides them with. “I always try to give my clients the best service. Whether it’s good communication or having the best photography in my marketing, I don’t skimp on anything. My goal is to make my clients happy and ensure that they will want to work with me again or feel comfortable referring their friends and family to me,” she explains. Going on 100 transactions this year by herself, she markets her listings on three different MLS portals, her website, paper ads, as well as social media platforms like Facebook and Instagram.

learning new things. But what she values above all is spending quality time with her family.

Shari believes that it’s her inquisitive spirit and the importance she places on getting things just right that have helped her business thrive, and she encourages all new agents to follow that path. “If you don’t reach your goals within the first year, don’t give up right away. Continue to do the right things with consistency because that’s what really produces a good business. If you don’t know something, ask. It’s such a big deal to me to do everything right so that there’s never any kind of issue for my clients. Remember to treat people right; and not just your clients but everybody that is involved in the transaction. And lastly, be kind, even when you have to be tough.”

Last year Shari was joined in business by her daughter, Dena. Together, the mother and daughter duo plan to continue growing the team and exceeding client expectations along the way.

It brings Shari great joy to help people, which is one of the reasons why she’s had such success in real estate.

“This is such an important moment in people’s lives, and I know that I am trustworthy and that I can take good care of them. It feels really good to help someone with the biggest purchase of their life or assist them in the stressful nature of selling a home.”

Shari’s caring and empathetic spirit carries past her work. She donates to, and volunteers, with various organizations, and champions causes that raise money to help women and children in need. She’s also passionate about donating to the local cancer center.

In her free time, she loves being outdoors, snow skiing, reading, stand up paddle boarding, cooking, and 62

To learn more about Shari Lyons email Sharisells4u@gmail.com, or call (209) 694 – 6931 Top Agent Magazine

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

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

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

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

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

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

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

Your client’s benefit is the buzz.

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

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 64

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

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

Consider inviting representatives of community

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

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

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TRACEE MALIK Tracee Malik began her real estate career working in property management. “I was hired by a local company and managed between 200-250 properties,” Tracee recalls. “I did that for about two years, and the next step was to get my license.

I had listened to the Realtor® who was in the office, and it sounded really interesting. I loved how they would go out and come back so excited, and that’s what prompted me to get my license.” Tracee has been a Realtor® herself for 12 years now, and she has made a name for herself by helping her clients achieve their real estate goals.

With Berkshire Hathaway, Tracee serves Washington, Pennsylvania and the surrounding area, including Washington, Allegheny, and Greene counties. About 40% of Tracee’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires.

Clients keep coming back for the quality of service that Tracee provides. “The service that I offer is pretty much 24/7,” she says. “I like to call it a concierge service, because I do whatever my clients need. I’ll do whatever it takes to help them look at houses or sell their house.”

Tracee’s easygoing personality also sets her apart. “I am a people person. I love people, and I can get along with anybody,” she says. “There’s not a personality that I clash with, and that is to my advantage.”

When it comes to marketing her listings, Tracee uses a comprehensive approach to ensure optimum exposure.

“Berkshire Hathaway has several websites that I use to market my listings, and I also send out postcards to the surrounding area when I list a house,” Tracee explains.

“I’m also marketing on Facebook constantly and holding open houses. If there’s anything special that the seller would like to do to market the house, I’ll do it.”

Tracee loves to be involved in her community. She serves on the board of the Main Street Farmer’s Top Agent Magazine

Market, where she is the event coordinator and plans special events to bring families and children to the market. Tracee is also active at her church, where she serves on several different boards, as well as serving on the board of a local organization called the Dreamers that helps repair homes across the city. “I have a lot of pride in the city,” she says. “I grew up here in Washington, I stayed here, and it brings me great joy to see all these repairs happening.”

When she is not working or giving back, Tracee loves to spend time with her family. She has twin boys, now grown-up, and loves to have them over for Sunday dinners. Tracee and her husband love to travel.

Looking to the future, Tracee says, “I plan on continuing to work and growing my business. Over the past two years my business has grown a lot. People are so hungry to buy houses right now, and I want to continue to market and grow my business.”

To find out more about Tracee Malik, call 724-747-2732, email tmalik@tprsold.com or visit thepreferredrealty.com/realestate-agent/2242128/tracee-malik/details www.

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CINDY MONTGOMERY Top Agent Cindy Montgomery grew up in the real estate world. Her parents were popular agents in their mountain community. Initially, Cindy embarked on a different path and enjoyed a successful career in sports media relations. When her youngest child started kindergarten, Cindy decided the sports profession was too competitive and reexamined real estate at her parent’s behest. “Right away, I loved it,” she acknowledges now. “I owe them.” During her first year as a Realtor®, she amassed ten closings. Business only escalated from there. “I was already deeply ingrained in my community, and always have been,” says Cindy. “I built a client base naturally and easily thanks to my prior networking at church, school, and sporting events with the kids.”

Nineteen years later, Cindy is still a solo agent, aided by an amazing, full-time assistant, Linda Ross. They serve Longmont, Colorado and the surrounding areas, including Denver and Jefferson County. This year, Cindy expects upwards of 30 closings. Returning clients make up 90% of her business. “I take so much pride in the fact that so much of my business is repeat and referral,” Cindy says. “That is the highest honor.”

They return because Cindy makes each client feel like the only client. Recently, one client panicked when they found mold in their crawl space and attic, a double doozy. Cindy knew what to do and found a vendor who let the client pay at closing. It was a lifesaver. To show her appreciation for her clients, after each sale Cindy donates a portion of her earnings to a ministry or nonprofit of her client’s choosing.

No questions are stupid questions for Cindy, who returns emails, calls back instantly, and stays flexible.

To reach out to past contacts, Cindy sends American Lifestyle Magazine, monthly postcards, and emails.

Also, she texts reminders to set clocks back or shares deals and discounts, like half-price tickets to shows. “I believe in a soft touch, checking in often but not overwhelming people,” Cindy says. “I will drop whatever 66

I am doing to show clients a house. This market requires diligence.” To market listings, Cindy takes advantage of her area’s two MLS listings, ReColorado and IRES. Coldwell Banker Realty, Cindy’s company, offers packages, floor plans, virtual tours. Even though the market is hyper right now, Cindy does not believe in cutting back on marketing. “I go all out,” she says. “No matter what.”

When not working, Cindy and her husband volunteer at their church, where she leads Sunday School for children with special needs. Recently, they assisted a special needs prom and Pearl, an organization helping single parents. “We like to help wherever we can,” Cindy says. “Especially now that we are empty nesters.” Alternately, Cindy thrives during her free time, and loves walking, reading, traveling, and spending time with her aging parents, who relocated to Texas. She also enjoys the company of her adult children, Blake and Abbie. Blake, 23, lives in Denver and works with his father at 1st American Insurance.

Abbie, 25, is in school at the University of Florida, ensuring regular family trips to Gainesville. In the future, Cindy looks forward to mentoring new agents, and keeping business steady and robust. “I view my joy and success as proof that I am in the right business doing the right things,” Cindy says. “What a blessing.”

You can reach Cindy at 720-373-9235, cindy.montgomery@coloradohomes.com, or coloradohomes.com/cindymontgomery www.

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How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan Top Agent Magazine

offers. While a soft money loan requires more underwriting, it also offers lower risks and less risk, making it a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

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Hard Money Loans As you know, a hard money loan is an assetbased loan, based on the Loan to Value (LTV) of the investment property. They require little underwriting, making them a quick loan for borrowers to get approved, are bridge loans, and are generally not based on a borrower’s credit score. This makes them a high-risk loan that is used for real estate investment. The high-risk nature of this type of loan as well as reservations from the 2008 housing market crash, may make some borrowers reluctant to pursue this type of loan. This type of loan also does not increase a borrower’s credit rating, which may also decrease their appeal to borrowers with good credit.

What is Soft Money?

Soft Money is an innovative new approach to private money lending which combines the benefits of both hard money loans and more traditional loans. First, a clarification on the name: the term ‘soft money’ in the world of lending is completely different from ‘soft money’ in the world of political campaigning. In the context of lending, the term ‘soft money’ implies that this type of loan falls somewhere between a hard money loan and a traditional loan.

A soft money loan requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score and the property’s LTV, and is always a term loan

rather than a bridge loan. Additionally, this type of mortgage loan program is beneficial for real estate investors with a credit score of 650 or above. The combination of lower rates, higher LTV’s, no tax returns and a longer time frame makes the soft money loan a better fit than a hard money loan for many borrower’s situations, particularly those interested in investing in long term rental properties.

Soft Money Loan rates start at 4.375% and go up to 85% LTV for most investment property types.

Why is Soft Money the Future of Lending?

Calling soft money ‘the new hard money’ may seem trite and contrived, but upon further reflection, soft money truly is the direction for the future of private money lending.

While the hard money loan is still the most popular option for many real estate investment scenarios, the soft money loan will increasingly become the loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

Unlike conventional investment property loans that max out at 70% LTV, a NO-DOC Soft Money Loan Program maxes at 85% LTV and with no PMI. This allows the borrower to put less money down on their purchase.

When you’re ready to invest, Stratton Equities can help. We are the nationwide leading direct Hard Money and NON-QM lender, with an impressive array of programs, lowest private money rates (starting at 4.375%), professional team of experienced loan officers, and quick loan approval process.

If you have an investment property and wish to speak with one of our Loan Officers, call Stratton Equities at 800-962-6613, email us, or apply for loan pre-qualification today!

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LINDA RAPPAPORT Long before Linda Rappaport earned her reputation as a Top Agent, she loved to hear her husband Dennis, a real estate broker and developer, discuss his passion for his profession. Since 1987, the couple and their family lived at North Shore Towers, a luxury high-rise apartment complex and Country Club, featuring over 1,800 apartments, and including golf, tennis courts, indoor and outdoor pools, shopping, and a movie theater. In 1998, Charles H. Greenthal Management Corp., one of New York’s top privately owned property management companies, needed an on-site representative. They turned to Linda who had her realtors license and had been assisting her husband. She quickly expanded from a small office to a larger space that now serves as an attractive feature of the North Shore Towers upscale lifestyle.

As many in the community knew her as their friend and neighbor, it was the development of personal, working relationships that Linda views as the backbone of her business. As her business grew, Linda organized a list of the professional contacts her clients might need to buy or sell their apartment, such as movers, contractors, attorneys, antique dealers, and more. “Linda’s List” remains an invaluable resource for clients. “I strive to give my clients the best possible service,” Linda explains. “I measure success by how good clients feel when our business is through, and I like to believe that positive feeling carries beyond the final sale.”

Today, Linda’s team consists of her son Tony and his wife Jacquelyn, along with her office manager Cindy and an outside marketing team. Together, they serve Long Island, Queens, New York City, and Suffolk County. This year, Linda oversaw over $50 million in real estate transactions, with a career total of $500 million. Repeat customers and referrals make up 80% of her

clientele. Linda adheres to simple principles such as honesty and hard work.

“If you treat everyone with respect, you will be rewarded in kind,” she says. In the luxury home market, what matters is the relationship between realtor and client. “My favorite part of this business is calling to let clients know we have a successful deal!” Linda shares. “I truly love making people happy and helping their dreams come true.”

To stay connected in today’s fast-paced digital world, Linda utilizes social media, digital advertising, a detailed database, and a newsletter called Tower Talk, which has grown in popularity. To market listings, Linda, together with a graphic artist, creates flyers, virtually stages, and then designs individual marketing plans for each home.

She invests in networking vehicles with local agents and sponsors various functions to showcase the North Shore Towers community. When not working with clients, Linda maintains an active lifestyle. A pillar of the North Shore Towers community, she was the Women’s Council of Realtors President. The New York and Long Island Board of Realtors recently named her Long Island’s top woman in business. Hadassah recognized her as an asset to the community and its organization, as have articles in Newsday, the New York Times, and New York Post. Linda was honored as #1 in listings and sales in the New York Daily News.

For the future of her business, she looks forward to spearheading several exciting projects for Charles H. Greenthal Property Sales, such as expanding sales offices in other buildings and communities they manage. “Ultimately, I am so grateful for my wonderful family and two beautiful grandchildren,” Linda says.

“They mean the world to me. Growth is important, but family is everything.”

You can reach Linda at: LRappaport@greenthal.com, NSTowers.com, Office: 718-423-3130, and Mobile: 516-850-3135 Top Agent Magazine

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MILES ROST Joining the real estate world was no accident for Miles Rost. When he started investing in properties in 2004, he quickly fell in love with the industry and decided to leave his corporate career behind and start out on a new journey. Today, he is recognized for his diligence, client advocacy, and wealth of knowledge displayed during every transaction.

Leader of the Rost Group, Miles utilizes his background in investing to smoothly guide clients into the making the soundest real estate choices. “Customer service is a huge priority for us, as is market and home knowledge. I’ve renovated over 50 houses, so I have a much more in-depth understanding of homes than most agents. I can really look at the structure, the foundation, and the true condition of the house thanks to my experience and give my clients advice that can ultimately help them make the right decision,” he explains.

Having achieved much success, Miles likes to pay it forward by giving back through his time and donations. The two organizations he is involved with are Habitat for Humanity and Harvesters. His spare time is devoted to his four children and entails a lot of football and basketball coaching. He also enjoys spending quality time with friends and likes to go out on the lake and water ski during the summer and venture up to the mountains and snow ski in the winter.

Already in the top 1% of agents in the Kansas City area and finishing this year with $30,000,000 in sales volume, Miles strives to continue offering his clients the highest level of service in the years to come. “My goal is to keep serving our client base to the best of our abilities. We’ve built our business by referrals, so we want to continue giving this level of service and continue to grow by referral.”

Every captain needs a good crew, and Miles admits that his success has a lot to do with the strong and talented team behind him. “I have a great team that helps support me and truly makes the world go around.

Together, we ensure that we’re always acting in our clients’ best interests, from start to close. When they hire us, they’re hiring a team that’s going to go to bat for them,” he says.

What Miles prides himself on the most is the knowledge that his clients are getting trusted advice on such a huge investment. “For most people this is largest investment and purchase they’ll ever make. Their home assets are the largest portion of their net worth, and so advising somebody to make a really sound financial decision like that feels incredibly rewarding,” he says, and adds, “We look at each home as an investment, and we analyze what the property will be worth 5 to 10 years from now so that our clients can have the full picture and all the relevant data.”

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To learn more about Miles Rost email miles@rostrealestate.com, visit THEROSTGROUP.COM, or call (913) 451 – 4888. 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 show72

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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KATE RYAN Kate Ryan grew up in the business of real estate and, since she earned her license six years ago, Kate has discovered her own passion and skill for helping others and building long-lasting relationships with her clients. After graduating from college, Kate was looking for a career path that would allow her flexibility while providing opportunities to serve others. She started part-time with her mother’s Brokerage and discovered that she loved the work.

“It’s a relationship business,” Kate says. “I love meeting people and talking to people.

For me, it’s not always about the money.

Anyone can put a sign in a yard and sell a house, but when you build friendships with clients, it makes it clear that relationships are what makes this industry special.”

Now an Agent with Tarter Realty, Kate serves Northeastern Ohio, providing every client with individualized, compassionate, and knowledgeable service. Tarter Realty is an office of five Agents, each with their own practices. “Our model sets us apart in the industry,” Kate says. “We don’t pass things off to other people. When clients meet with me, I tell them that they will have me from start to finish. I will work with them one-on-one throughout the process. We provide very individual, very personal service, and I think clients appreciate that about us.”

to check in. I’m friends with many of my clients, so talking and staying in touch happens naturally.” For every listing, Kate implements a comprehensive marketing campaign. Fluent in social media and digital marketing, Kate advertises her listings on her personal feeds. Leveraging her professional network, Kate sends listings to her sphere to spread the word, including targeting properties to specific buyers. Her strategy has paid off: this year so far, she has completed five million in sales volume.

Active in her small-town community, Kate gives back her time in numerous ways. Together with her family, Kate is active in her church. “I always try to be the person who is there for others,” Kate says. When Kate is not busy helping clients or giving back her time, she enjoys exercise, hiking with her dog, and spending time with friends and family.

Proud of what she has built, Kate is excited about new possibilities. “I hope to expand the office and hire more agents to help us grow the business,” Kate says. “My goal is to create an office of agents who motivate each other, learn from each other, and who are invested in each other’s growth. I’m looking forward to many great years in this business.”

With her empathic approach, her client-centered practices, and her versatile skill-set, it is no surprise that repeat clients and referrals already make up a significant portion of Kate’s business. “The industry has gravitated toward being very transactional,” Kate says. “I work hard to provide a personal touch. I am there for my clients no matter the hour or the day of the week. I’m always available and always working.”

With her affable style, Kate is a natural at staying in touch with past clients. She reaches out via social media, postcards, and personalized emails. “I’m a very social person,” Kate says, “and I will reach out to clients just Top Agent Magazine

For more about Kate Ryan, call 330-221-7067, email tarterrealty.kateryan@aol.com, or visit tarterrealty.net/agents/katelyn-ryan https://

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

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

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

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

highest level of service and support.

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

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

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

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

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

After the transaction is complete, clients leave glowing reviews about their time together. One recently said, “I just recently purchased a new home and went to Keller Williams to deliver. My agents Nikki and Dan were phenomenal. They provided me with the 74

For more about Nikki Shelley Nail, please call 410-746-6238 or email nikki@theshelleyhomegroup.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 76

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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LAUREN SODERSTROM Lauren Soderstrom’s real estate career began earlier than most. “I started when I was 15 years old, showing model homes around Illinois for Parade of Homes,” Lauren recalls. “I fell in love with it, so after I finished college, I got my license in 2006. I finally took the plunge to start real estate full-time when my son was born in 2011.” Lauren learned the ropes from some amazing agents during a difficult market, and she never looked back. Since then, Lauren has excelled at helping her clients achieve their real estate goals.

Based in Downers Grove, Lauren serves the Chicagoland area and beyond, going as far north as the Wisconsin border and as far south as Ottawa. An incredible 100% of her business comes from repeat and referral clients, a testament to the quality of service she provides. “I’ve been lucky that I’ve worked with such amazing people and served them well,” Lauren says.

Her client-focused approach truly sets Lauren apart.

“My clients like that I take the time to listen to them and learn their needs,” she says. “I make sure to find out what they need from their agent so that I can design my approach, my communication, and my marketing plan around the specific needs that they have, as well as the unique features of their property or the features they’re looking for in a home.”

When it comes to marketing, Lauren says, “One of the best things about real estate is that every house is unique. I like to find out what the sellers love about their home and what’s working for them, but I also like to find out some of the things they think might be drawbacks and steer into the curve. I find things other people might perceive as a negative and find a way to say, ‘Great! There’s a house for everyone, so let’s find the market for your house.’”

Lauren praises her brokerage, @Properties, for providing “amazing tools that help make everything Top Agent Magazine

seamless.” She tailors her marketing approach to each property, and makes sure the marketing materials are always a cut above. This includes professional photography, floor plans, and a consistent level of professionalism in the presentation that allows the home to shine.

Community involvement is important to Lauren. She serves on her local school board, and she is co-chair of the Grievance Committee on her local Board of Realtors®, as well as teaching portions of the Leadership Academy there. When she is not working or giving back, Lauren enjoys spending time with her friends and family, exploring nature, and hiking.

In the future, Lauren says, “I’m looking forward to keeping the momentum going in my current business and continuing to serve my clients. My favorite part of real estate is developing enduring relationships with clients. I take a stressful time in their life and I try to make it easy for them. My job, in part, is to make my clients feel comfortable, and that often allows me to get to know them on a deeper level. Clients become friends, and friends become even better friends. I feel honored that I get to add all these amazing people to my life.”

To find out more about Lauren Soderstrom, please call 630.484.4017, email at laurensoderstrom@atproperties.com or visit atproperties.com/agents/8012/lauren-soderstrom www.

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ALEXANDRA SOLAK Real estate expert Alexandra Solak possesses an innate ability to network and connect with people—a trait that has served her well in business.

Affiliated with @properties, she serves buyers and sellers throughout Chicago and the surrounding suburbs.

Alexandra brings a wealth of knowledge and enthusiasm to every transaction.

Honest to a fault, she believes it’s her transparency that draws clients to her, and that has helped her build a business that’s fully repeat and referral based. “Clients have told me that they appreciate my honesty. For example, I am very upfront with what my seller needs to do in order to get the house sold, and I’m very unapologetic about it. I do whatever it takes to get it sold as fast as possible for my client.

On the buy-side, I’m not afraid to talk a buyer out of a purchase if it isn’t the right fit for them. This builds trust with my clients and allows them to see that I’m not simply trying to close a deal.”

Alexandra is happy to go above and beyond for her clients. “My favorite aspect of this job is working with people. I am an extroverted person and being around people is where my energy comes from. I genuinely like to do everything in my power to help people make their dreams come true, and I’m good at it, so we always have fantastic results and I get to see my clients happy.”

When she’s not working, Alexandra loves to travel. She also enjoys playing golf and trying new restaurants around the city in her spare time.

As she continues to grow in the business, Alexandra strives to expand her marketing to attract new clients.

“My goal is to provide my clients elite service and continue expanding my business.”

Alexandra’s care for her clients continues long after the transaction is over. “I’m a naturally social person, so I enjoy keeping in touch with my clients. I am genuinely interested in what’s going on with them.

Now, thanks to social media, it’s fairly easy to continue being an active part of my client’s lives.”

When working with Alexandra, sellers can count on a comprehensive marketing strategy. Approaching $20 million in sales volume for the year, she utilizes both online and printed media in order to get her sellers top price. “We have a marketing plan for every listing that we take on. That includes social media, brochures, and online marketing. I have a personal and professional website, as well as unique social media pages. We also do a lot of direct email marketing.”

To learn more about Alexandra Solak email ajs@atproperties.com, visit atproperties.com/agents/5265/ alenandra-solak, or call (847) 830–4300 www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 80

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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RESSIE WALLACE WILSON In 1998 Ressie Wilson began her career as a Realtor in Maryland. Cultivating relationships was the cornerstone of her success locally. With her real estate knowledge, confidence, network, and success, Ressie expanded her career by obtaining her license in Washington, DC. While in DC, she continued constructing a network of relationships, generating a web of referrals which propelled her to the status of a “verified” Top Producing agent within the “DC - Maryland” Corridor. Coming soon… she will be adding the Virginia Real Estate License to her repertoire. Yet another opportunity to expand her network, providing phenomenal real estate services to clients throughout the DMV. Ressie is an excellent communicator with an impressive level of experience. Her enthusiasm and outgoing attitude are innate in her ability never to meet a stranger.

She has a magnetic and genuine personality that draws people inward, adding value and knowledge every step of their journey.

“First and foremost, I advocate for my client’s best interests, even before my own,” Ressie says. “Building lasting relationships is my favorite part of my job.” Ressie conducts herself with honesty and integrity, and through her style of service, she builds trust with her clients that lasts long after the transaction is closed. People appreciate her guidance, as seen by 80% of her business comes from repeat clients and referrals.

With more than two decades in the real estate industry, Ressie’s expertise is unmatched in her field. She has spent the entirety of her career in the DC/Maryland area and is intimately familiar with its fluid market trends, making her the agent you want on your side when buying or selling a home. She is a skilled negotiator and problem-solver, defeating challenges that might arise during the transaction process, and clients love the efficiency with which she gets results. By getting to know clients and their needs initially, Ressie can come Top Agent Magazine

up with a comprehensive plan tailored to each client’s specific circumstances.

Ressie employs Social Media, Digital Marketing, and community networking to advertise her listings. She maintains a vast sphere of influence and a network of contacts in DC, Maryland, and beyond.

She routinely checks in with past clients to maintain those relationships, keeping herself top of mind within her community.

Ressie typically closes between $5M and $10M in annual sales volume, and she’s on track to easily exceed that $10M figure by the end of 2021.

If you’re looking for a real estate agent in the Washington, DC area who is equal parts experienced, skilled, and compassionate, look no further than Ressie Wilson! A long-time resident of Maryland and Washington, DC, Ressie is heavily involved in her local community. She is part of the Welcome Committee through the Board of Directors of her community Citizens Association.

She excels at helping people moving to the area get acclimated to their new neighborhood. Additionally, she regularly gives financial support to the Children’s Miracle Network, a local charity, and supports a variety of college scholarship funds. For the future of her business, she hopes to start a team and share her passion and knowledge with other Realtors.

You can contact Ressie at (202) 359-9641 or ressiewilson@gmail.com, and you can visit her website at ressiewilson.remax.com for more information. https://

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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 82

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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