NATIONWIDE & INTERNATIONAL 12-6-21

NATIONWIDE & INTERNATIONAL EDITION

UNTANGLING THE BIDDING WAR:

FEATURED AGENTS JOHN AKHAVAN ANNA ALVES JP BITTING SCOTT BRANNON IZZAK CHANDLER HANNAH CLANCY-THOMPSON JENNIFER DICOSTANZO LAURA EVANS DOMINIC FONTE JOANNE HUDSON MIKE HYDE JENNIFER JOHNSON JANELL KOLENC SUSAN MAMAN SARAH McGARRY MAURICE OWEN-MICHAANE AMANDA PINKERTON DEANNA POND AMY SPAHR ALYSSA SUNTRUP JIM SWANSON JEFFRY & LORENA SWENSON ROBIN TAYLOR ROB WOLF

A BUYER’S & SELLER’S PERSPECTIVES

MAKE SOCIAL MEDIA MARKETING Your Calling Card

HOW SOFT MONEY LOANS ARE THE FUTURE OF LENDING

6 Ways to

GET YOUR CLIENT TO TRUST YOU COVER STORY

LISA COPELAND

NATIONWIDE & INTERNATIONAL EDITION who are new to the business: “Nobody will that success entails.

My recommendation for ever get to the top living in the middle. It’s anyone who feels like they’re not living up not necessarily a bad thing to be mediocre, to their potential is that they go out and find but I see so many people with great aspi- their community. Having a team of people JOHN AKHAVAN rations who are not willing to do the work that pushes you to greatness is priceless.”

J.P. BITTING ANNA ALVES

Vice President of One Luxe luxury diviAnna Alves began her career in networking element is often To keep cr in real estate over thirty 25 years ago. them. That’s why 26 Anna levera 15Realty ONE Group Capital, sion at we don’t just 20John 7 Motivated to earn her license after sends perso Akhavan is fluent in the language of real a poor experience with an agent, ferent facts about the home, check we in abo that formative experience shapes market their estate. “This career suits my personality Anna’s approach to this day. “What entire story. We might do teamthat imple got me started in this industry was lighting the ways in which approach perfectly. All throughout my life people theth my agent not listening to what I across local have told me that I’m good at teaching suchtrans as wanted when I was looking to buy suited for entertainment,geting my first home,” Anna says. “So I professional things. Now I have the opportunity to make it a priority to really listen a charity event or an art exhibit. for virtual t to my clients. I understand how materials in teach people how to buy and sell potenimportant it is to find an agent who whether in p is able to take your needs and pref- Detailed in all areas of his busine tially the most expensive asset in their AMY SPAHR erences and turn them into reality.”

What Anna JOHN AKHAVAN ANNA ALVES AMY SPAHR JP BITTING LISA COPELAND IZZAK CHANDLER lives.” John comes from a background likes to keep in touch with past career is c t JENNIFER D iCOSTANZO Now a Team Leader with Keller sending out an informative reward. ne “I in Finance, where he first learned to Williams Moorestown, Anna heads finding the “I amtowith trying to saveonathe that With a people-loving personality and a great have someone ourisland family-run business that includes buyer,wor andw hone DiCostanzo his ability“It’s to interact high-net-worth indi“I make sure my are real val Jennifer started her real intonewsletters a situation thatoftruly her son and her husband. Together, they serve greater a seller good advice,” Anna say Ithat love,” declares Laura Evans including while esire to go above and beyond expecteam can market properties 34south 30in places viduals like London, Geneva, and Monaco. about the opportunities are, hn 29Agent 33those Copyright Top Magazine Delaware County,clients Jerseywhere and the greater when we37 get to closing, and we estate career at an opportune time, “I’m transparent about wha SCOTT BRANNON Philadelphia area.

Anna’s son has has started to form avalue, good thing happen for ourthem clientp tions, Izzak Chandler has made for usdiscussing and get themher in front of as many beloved Smith Island.

Now, with over a decade of experience in real estate, property gained in and I teach He joined Chicago’s Toptransaction Brokerage, Youafter would search long tobusiness find niche aininInthe2005, nearly ten years ago spending herand hardBorn ing with at M e world of commercial real estate. the Upstate New Drawing on her reat strides as an agent in the greater Top Agent ScottheBrannon people he Chicago explains.

IninofEnglish, ® as Fluent Spanish, andtheir Portuguese, Anna and in Dedicated their community has the got expertise to fulfill thethan wants and needs improve properties smarttoToday, ways.”

With less residents, a that is apossible,” rush and lot fulltime of fun,” Scott explains. who knows thea200 scene @properties asTo a Founding Agent.

Realtor life fascinated by the real estate marJennifer says.

“I want to ma her team are well-equipped to serve their diverse com- important participate annually Car York, Hannah moved toin KW offe ayton, Ohio area. He got his start his start in real estate 2021, Izzak is on track to close about Washington D.C.’s elite buyers and better than J.P. Bitting, and longer still tolast He andplatforms his Real EstateandPartner, represent giving A 25 years market his listings, Scott uses social Smith Island issellers. known as the inhabmunity.

With hismedia professional expertise in building mitted philanthropists, ket. She has always been intrigued by clients are aware of every oa construction, Anna’s husband is able to offer clients his the Humane Society.

They are the business after working in the ago. Prior, he $10 million in transactions, and he tohelping Washington, DC for as itMetro allows one who takes as much joy clients throughout the Chicago area John has no of “We slowing down.

Hebuyer has pa word of mouth.

He shore knows thecounsel other agents inplans the costs. was director of a findand ited island off the of Maryland, informed on repair and renovation Portuguese community.

When homes and their structure and value, able to them so they can ma hemical industry. “My job was trans- company that hopes to double that for 2022. clients find their niche inadvocate the city where and its suburbs.

Together they average allis bring our and unique skills to the team,” Anna says,broker “and when ing her clients or giving back What makes John a formidable client his up with his current and will be openin college has lived there house hun business and emphasizes networking to keep abreast ran community located on Chesapeake Bay. The island we’re always ready to closed help our clients.” read, travel, paint furniture forc decided thatof life would beall choice DC their assets.” heher grew up. home “The thing I love about 40 transactions a with year, with over rred from Kentucky to Ohio, then homes for and understanding the word and that most itever entails. office in Washington (NW) where he w with grandkids. of local trends.

For specific properties, he promotes developmentally since.

She started her social media and is recognized worldwide by its famous e my job of isIzzak meeting peopleworking, from all walks 80 work percent that business coming from With theirofintegrity, ethic, andofresilient approach, well-lived as a member the industry. skill in negotiation and com ter I purchased a house here they When isn’t he’s “A home is a sanctuary.

A home is where you raise as the managing broker.

“I’ll still be work that neighborhood and searches for a her unique disabled individuals. During life,within itspecific is no surprise that Anna and team boast an 85% “We’ve Lookinggenerate to worked the future, Anna is S t real estate business in 2014, and inte getting to know them and their repeat clients or referrals. multi-layered Smith Island Cake, the JENNIFER LAURA EVANS IZZAK CHANDLER HANNAH oved the job SCOTT to Illinois,” he says. time with his family.

“We BRANNON got licensed asspending aangle, full-time Realtor make her anbesustainability agent that any referral and repeat client rate.but “Our in clients’ needs and term of herour busines your family, you laugh, and where you cry. clients, addition I’ll growing c historical connection, or architectural oddity.

“I that period, She he acquired homeswhere with some people for over 10 years,” says needs, and then locating the ideal property priorities always come first,” Anna says.

“It doesn’t son-in-law will be joining the t official state dessert, and its abundant C and over the pastforGroup seven professional pho DICOSTANZO wanted to stay here, and I always love to have people over at house CLANCY-THOMPSON Orange NY, and seen want on side when buy There isCounty, an intimacy about apushing home that is our incredibly Realty by attracting, me matter if they’ve been pre-approved one millionCapital, dol-oftheir the “Eventually, hu believe inhas a listing out there a J.P. hard asONE you can, and oversawinthe purchase proto match those needs.

Each day brings new “We get to know all ourbusiness. clients and my freshly caught seafood.

To Laura, it’s h lars; if they want to spend $500,000, that’s what we help our business on to our son,” An anted to transition into real estate, so and during the summers we enjoy years has made her mark light the strength precious, andsuccess that makes a very personal busi- their andwhatcoaching like-minded agents, and a great dealacross of and this growth in ing a home. families extremely Wetospend a run relationships and you fresh challenges!” cess and renovations everywhere can,” he says. them find. We honor the clients want, what they’rewell. continue do real estate partthought it would be the perfect time swimming in our pool,” he says.

“We simply her home—and as loyal resjd for, and their budget.” because we trulytheir lovethat what we ness.” are comfortable tolooking their brokerage.

I am looking forward to ch lot of time with them to understand a Top Producing agent rate website URL careerClients over CONTENTS the last decade.referring By himas the state ofher Louisiana.

When do that.” Izzak started part-time, also like to travel to the Outer Banks ident, she’s doing everything in her preferences.”

After graduating from Xavier University friends and family because theyScott trustserved the personal It’s aMontgomery new world for me,609-381-3182 but I feelor very prec putting her clients first and past, focusing in and maximum sea changed Scott headed down a and Inare years on DC the board the Krewe Forof more about Anna Alves, call it 856-316-11 oning his skills andcompany building his net- hands, always looking for new places with a degree in business, J.P. advanced 4)that WHAT IS A TERM LOAN 35) UNTANGLING THE 55) MAKE SOCIAL MEDIA and hands-on service he provides.

“Ia want jump into it.” Jennifer to restore it Orleans to everyone its previous glory. email thealvesteam@gmail.com or anna@thealvesteam.com, or visit theh on building relationships through is a pillar of her different path, obtaining his real estate license.

Now, of power Choctaw, a New Mardi Gras tradition, County, Maryland.

Shein cur$10M incomtotal sal to lead a sales group foronly a major Chicago With expertise both residential and ork. TodayFOR he’s a full-time agent INVESTORS? to visit.” with to feel like they are my client.

I’m REAL ESTATE BIDDING WAR: A BUYER’S MARKETING YOUR CALLING While serving as the manager of the f ® I work he works solo as a full-service Realtor -associate broand hopes to participate again in such a deep-rooted strategic and personalized approach to who sponsors community financial firm, but found that corporate life mercial real estate, the J.P. Bitting Team can Copyrig ith a buyer’s agent and a transaction rently works with a local to hit that numbe incredibly responsive to them, and ICenter, get them the local Cultural Laura realized & SELLER’S PERSPECTIVES CARD kerteam. andFINDING relocation specialist with Latter Bloom, organization day.

Heautonomy is also ahe supporter of St.profit Jude did not allow him one the kind of help Chicagoans with pretty much anything. client and service, Jennifer has earned her spot as a Top local non organizations.

She hopes 13) IS A NICHE oordinator on his Together they The future looks bright for Izzak, as company called RLAH information they need right away. patience ® I practice that there was a large demand for a real wanted.

A Realtor They’ve helped business owners find new friend invited J.P. to the largest real estate brokerage in the state.

Teams Children’s Research Hospital.

When not working, Contact Robin Wilson at 847-207-1975 or email Robin@ChicagoToNorthShore.com Producing agent in Orange County, NY. growing her business and offering great sT You can contact Carrie at (901) 488-9680 or cbenitone@hobsonrealtors.com, eliver superior service to each client,FOR and are begin- he just started working with a TVINCREASE network to needs be a part MARKET RIGHT YOU? andwebsite I39) spend ato lot of time making sure their are FIVE WAYS TO 59) 6 WAYS TO GET YOUR bring phenomenal real estate services to as many In her free time, spaces or helped them redesign older ones. shadow him for a week, and the rest (as they and you can visit her at hobsonrealtors.com estate could Happily adviseclients Scott likesprofessional “fun, fish, andtowho good food.” married are notamount his style.

Instead, he prefers theofindependent many as possible,helped while innovatif ng to see a growing of repeat business. a show the Negotiators.

“We plan use good that being met.called My goal tothe helparea my clients make On gets theTO residential side, they’ve people say) isis history.

YOUR COMMISSION clients in as possible.

Hannah consistent going to metal shc 18) EASY BLOG TOPICS FOR CLIENT TRUST YOU for twelve years, the cook inproperhis does home.business “My agent’s ability for a more hands-on role.

HeJennifer the visitors interested inispurchasing as a serves platform totheir grow our business toScott $20-25 million When meets with clients, she makes a point she to adapt with the eve choices about real estate investments.” wife recently told meShe she obtained forgot how to boil water be- after.

New Orleans areaknow from North Shore results for her clients through her personal approach of tothe of ties on the island. her license shortly see. want YOUR REAL ESTATE BLOG When I first moved to thismetropolitan area, I didn’t next year, and we’re in the process of looking for new to the get to43) know her clients and their particular needs. industry.

If you’re looking forBoard a“IRealtor HOW SOFT MONEY ADDING VALUE TO ® 63)he cause I won’t let her in the kitchen,” explains with and “Now south all the seeing way to many the Bayou. nyone,” he says. we’re of ourBy tailoring agents to add to the team.”

Along the way, Izzak will While many REALTORS and see the beau work tirelessly to find their and attention tomarketing detail. does hercaresRescue, Edu strategy their specificShe circumCounty, NYinwho about herand clients’ Every top her agent needs a to strong plan, and everything 22) 5 WAYS TO TRANSFORM no LOANS ARE THE FUTURE LISTINGS &in THE ADVANTAGE a ride, laugh.

“When I passionate get inhome, there, Ifor like tosuccess create.”

For the ients come back and do several transactions withstances, doubt enjoy the aspersonalized hethe issure so about I want toowner fill th clients perfect Laura, who has watched for John that plan involves storytelling.

High-netpower to make each client finds buying and proud she can provide real estate and works hard to help them meet their g RENTERS OWNERS OF LENDING Now, and friends referrals up 75% of future ofdifferent his business, Scott continue to do what s, and they also referrepeats us toINTO their andmake family. what heScott’s does.

“I love getting tothe meet everyone inwill the OF IDENTIFYING NEIGHBORabout its rich h many of island homes become abandoned and left worth individuals value things when it services that people want to come back to and rectouch with Jennifer DiCostanzo today! their purchase home. of her bus business.

His grandfather a salesman, asand was hisor selling he isJohn doing, more investment properties, andhomes future o that’s going to be a critical partSCHEDULE of ourwas business develop these lasting relationships within 27) THE DAILY OFarea HOOD AMENITIES comes totheir homes, and is able toWAY tap into those goalinto is to the let the in dire conditions, itShe became a mission to help 47) IS BRANDING THE ommend to friends and loved ones. has a more in oving forward.”

Izzak’s roots agive him a that my community.” father.

Theysouthern emphasized philosophy Scott still serve the features people of Louisiana with honor, integrity, needs by focusing on home that are importIt’s very remote find their loving owners.

A SUCCESSFUL REAL ESTATE healthy referral business and nurtures an expansive TO TAKE YOUR BUSINESS TO Hannah enjoys being part of people people find the b own-to-Earth adheres approach, hisend buyers and sell-he says, and “Part professionalism.

That is VP the of Brannon way. to.which “At the of the day,” “iftheir everyTo learn more about John Akhava 66) 5 helping THINGS YOU CAN DO ant of to lifestyle. ofCounty my rolean asintegral the their day-to-day sphere influence inLEVEL? Orange and beyond. s appreciate.AGENT “They definitely recognize accent THE NEXT one involved is happy, thenmy you have done your job.” email John@ONELuxeDC.com, make one of the biggest decisions in their lives.

She projects and inve One Luxe is to teach“Because agents how to market the propYOUR quiet fishing vil® I care so much forTO the ACHIEVE island, I’d like to seeGOALS “I strive to provide maximum client satisfaction,” ght away, and they tell me they feel comfortable with That message has become Scott’s philosophy and the visit johnakhavan.com, or call (703) 522 31) 4 WAYS MENTORING erties of affluent example, and get the goesclients. out ofFor her wayneglected to the help clients best possible 5“IMORNING TOsocial some ofHABITS the improved and cared ing for a Realtor says. love meeting and getting to properties know e because of that,” he says.of Hehis loves to takenot his the timeJennifer cornerstone success, amount 51) of money UP-AND-COMING results from their transaction.

She quite leverages her vast for.”

Laura’s mission has been successful so far, work ethic and tr MAKE YOUR DAY SUPER ith his clients,he guiding them “Money through the transaction my clients, and helping them navigate the transaction amasses. isn’t important,” Scott says EMPLOYEES MAKES YOU Top Agent M wealth of knowledge and experience in the industry further than Hann and she managed to complete five transactions in her Copyright nd prioritizing their needs.

Understanding that this is the greatest reward.” Jennifer cares unequivocally. “The client is what successfully is important.

You PRODUCTIVE one of the A largest purchases they will ever make, BETTER AGENT deftly transactions, keeping clientsthat very navigate first wants weekend as an agent.

“I washerworried have to put them first, always. Bottom staytoand aboutline.” her To clients genuinely to help them e never pressures them tohemake Instead, it was a low number, but then I asked my friend in contact, usesdecisions. automated messages and standard updated and informed along the way.

“I take pride in on reach their goals, a trait that has earned her a signifiContact Robin Wilson at 847-207-1975 or email Robin@ChicagoToNorthShore.com benitone@hobsonrealtors.com, zak educates system them and lets them that knowlservices, bututilize his primary andcant preferred mode is the mainland how many transactions she had done following assticking a public with figure.my clients throughout the transaction,” in Phone 310-734-1440 | Fax 310-734-1440 dge in their choices. obsonrealtors.com person to person. “If I know a birthday is coming up,Hannah hersays. first year, while important working attoa me big brokerage, “It’s very that clientsand mag@topagentmagazine.com | www.topagentmagazine.com I call or text,” he says. “You alwaysJennifer’s call For the husband it turned out completed transactions in her extensive andshedesignations more information about Izzak Chandler, leave experience my care feeling satisfied withfour theTop conclusion.” or his sellers, he Nothe portion of thisexceptional issue may bemarketing reproduced in anyappreciates manner whatsoever without prior consent ofwhen the publisher.

Agent Magazine is published by dayoffers before an anniversary.

Everyone entire first year!

That’s I knew that I wasn’t doing call 937-510-6162, visit sellwithizzy.com within the real estate industry makes her uniquely rough social media and the internet.

His staffprecautions is Feature Inc. Although areclients taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held a littlePublications reminder.”GA,According to Scott, when or email clients izzakchandler@kw.com too bad.” capable of providing with the insight and inforch-savvy and stays onfor topopinions of all the latest trends. responsible expressed or facts supplied by its authors. subscribe orfirst change address, sendainquiry to mag@topagentmagazine.com.

WhenTo Hannah meets with client, she takes become friends, staying in touch is easy. mation necessary to make decisions that will bring Contact Jennifer at (917) 916-9 Published in the U.S. time getferocious to Agent know them and their particular With speed the modern world You can reach outattowhich Scottor at:jendicorealestate@gmail.com them the greatestthe amount oftothe success during Copyright Toppossible Magazine What Scott likes most about real estate is getting toneeds and goals, then gets to work coming up with To l isShe moving, it’s no surpriseclithat many are deciding to Sbrannon@latterblum.com, a real estate transaction. works hard to ensure 2 meet so many different people and personalities. He Top Agent Magazine jendico.com for m you can visit em a unique, comprehensive plan to ensure unplug andMobile: relocate504-908-2543, to more remote they areas.achieve Adding to ents get the best also enjoys theor market and negotiating pro- prices, and more importantly enter n Wilson at 847-207-1975 emailanalysis Robin@ChicagoToNorthShore.com or c Office: xis25242, “I love finding creative solutions the unique aura504-367-2743 of the island the fact thatforthemy only cesses. “If a client has a certain expectation, and I canthose goals.

For more information about Lisa Copeland visit sellingcentraltexas.com and lisacopeland.com, email lisa@lisacopeland.com or call (512) 944–5472 LAURA EVANS www.

www.

HANNAH CLANCY-THOMPS

www.

www.

www.

www.

www.

DOMINIC FONTE JOANNE

JENNIFER JOHNSON MIKE HYDE HUDSON JANELL KOLENC

not where I am,” he says.–“Where there lped over Jennifer Johnson Co-Owner Signature from overseas and some Janell Kolenc is aand real close ne re time to listen to her clients’ shape herofinto a42 trusted resource a estate fierce clients going toagent be happy enough When Mike Hyde Keller 46 at the 45 38 discovered 41 are gaps, I build bridges.”

If people are and 133 working with HomeStar Brokers and long aft Homes in Virginia Beach, Virginia – is that home in person.

We spen figuring their wants is acquainted for her clients.end “Youof don’t to the get transaction to recommend you Williams 2016, he knew he was withhome. the realities of negotiator the prossed over out in based in Salem, Oregon.

In addition rare breed of real estate agent who consiscreating processes and sys Joanne Hudson stand out as be a top agent in one day.

It takes years of cess and the current market, they will not websites. to Salem, she also serves Dallas, the Spend 3 to family and friends?” he asks.

“Are you “I was blown away by their philosophy and tently places thebuyer’s needsexperience of her many clients navigating the transaction Willamette Valley and surrounding it imme or suffer remorse.

0She million is an attentive and dedi- be disappointed to become a good negotiator and expectation to make that culture,” Mike says.

“God, Family, Work, areas, and setting even as the far asright Portland. much sh Dominic advises clients toduring write proevery and transaction.

Yet when front and center for our clients.” committed to providing her to be able to accurately read the different Although she has been in the business especial con lists before drawn making a decisionand to buyconsummately estate in possible?”

Mike looks ahead to communiEnvironment.”

He was particularly Honest, hardworking quality in which we findherourselves for 13 years, passion forwith real estate help the writing, m.

After service during every or sell a home. Once goals are insituations dedicated toKW providing her buyers and sell– who holds a B from the beginning to KW Cares, foundation that assists in thecation late ‘70s, when she helped Jennifer importa Her success in thea real estate people every experience, youand are follow-up able can make logical, rational deci-deal. Withbegan nd retail, ers with top-of-the-line customer service, Languages and Communica as a “sidekick” for her father, a realtor cially instead ofHUDSON emotional wage.

He of DOMINIC JENNIFER JOHNSON JANELL KOLENC and interactions, y families going FONTE through hardships.

Mike ones. to develop mixture experience, market sions a strong sense forquantifying what’s hap- and examines JOANNE MIKE HYDE c in Albany, Oregon, with his business.

It younger, there are few better suited to as helping any- ability to gauge the intelligent marketer estate of hertr strong negotiation and In He pening well as updates, transactions, and optimization hardshipskills, firsthand. fought canwasthe here that Janell absorbed 30 years’ a home 2015, Dominic was appointed a city newknows proone achieve their real estate goals. listings. profess Amanda Pinkerton began her journey manyimportant think of High-end real estate aas an eas same high barhas when itseeprofessional ranking worth of real estate experience, ultimately future.

T pproach tonative, thehis business. market andher where going.

Itabout helps Deanna Pond is it’s passionate her To ke o Springs Sarah hassonSusan lean into network, con-learning councilperson forthe North Canton and mately, operations.

“Our technology, professionalcerhewith beloved Cashapplies from 2010 in real estate on the courthouse steps in to make a living,” Amanda says, “ phy iand video tours are do 54 57 53 lessons in integrity, honesty, and hard workmanship. behind Janell’s real es 49 50 comes to marketing her listings.

Using n 2021, been up for successful re-election three clients and serving others.

Since 2006, Deann you advise your clients into making the onnection toaeach property necting with and marketing to buyers’ ism, and aggressive marketing and brandto 2012, fight which Cash ultimately lost.

2008 buying foreclosure properties.

She me, I want to make sure that we’re h Before becoming a realtor she ran a housetheir cleaning Jennifer began her in real estate properties and ensure “I accomplished a lotjourney of things atimes. comprehensive custom marketing #21Joanne out she hasrealbeen providing compassionate, ing p Hudson Group, Joanne always best decisions.”

Joanne’s experience as co-owner of she clients find their dream agents which often offers the fastest turn business, where she met Eric and Jennifer Larson, Janell and her famil then transitioned to traditional estate, every agent to a high professional sta for this city and my constituency,” he shares.

When cense, he quit his job. that, ing campaigns us apart,” Mike Shortly after Mike’s family also lost infor2016.

“I’d always been interested in the industry,” presence to adapt to the giantsays. shift in hom plan each property, her initiatives opolitan people-centered customer service toset her perso Top Agent Maurice Owenare ents first.

When working with others, her, buyers The Hudson Company, the real estate brokerage comthe future heads of HomeStar, and has“I’ve been working thatThere community formany over 2 carrying with her the formative experience learned buyers and sellers place she’s called home all around on a sale. not serving he spends time with his five chiled up at a local agency. social media, a luxury “Who’s recalls Jennifer.

“Iprint hadand a couple of in friends inMichaane the busiilyshe relying on thesales internet to find their their home their car.isinclude “I realized that ifshe with them everCounty, since.–When got her start, community is and always Monterey where shedon’t he Owner and Principal Maurice can on anand agent who dedicated co-founded with husband Steve in 2001, and invaluable knowledge she her gleaned care how role manyinhomes I’v dren and four grandchildren.

Hispany youngest son recentlyclients en hecount told them about ming from years of experioversized color postcardmedirect mail top 100 were slow, and so Janell also took a role as head of was a long-time cont ness who encouraged to give it a shot.

I was working presence on the internet and savvy utili earned his Realtor license and joined Dominic’s team. me Realtor, they were To stay in touch, Mike’s team incorporates automated I had been with Keller Williams, we would have had was born and raised.

“People are my techn from the foreclosure and investor world.

They just want to know; Can I tru es,Illinois right andthemaking theirThe bestNorth hasShore given her valuable insights into theofreal estate Broker Capital Realty NY –has them would be ® Sarahthing made leap tosure plan. property management formedia HomeStar, and she League as her three so sellers and buy- and who cares about herbeen As a passion,” REALTOR office job atsays. the time, I wanted to have ensures that each home gains “Homeownership isa anine-to-five wonderful thing,” Dominic up,” Dominic rememAmanda brings an investor’s perspective to are you good at significant what you do, andm Deanna says, “and Iwith had clude smart plans.

“Even the system reminders, you support,” he reflects. ways at the forefront.

“I take the transacworld that most brokers don’t have. is a truly dedicated real estate valu been able to balance these two occupations for 10 been involved with t ers are unique inhelp thatpeople they still readlife local s After recog-in estate 2015.

“Purchasing “It’s especially poignant when who never several hours, community, Sarah finds opportunities toand care a little more control over my andcounsel. my work schedule, sure a fast sale,me.” andnon-profit Jennifer’s excel herI clients, offering them expert about studying the real estate market for many camp years now. charity that seriously, I thought understand justbuyhow professional whoand consistently negotiation skill have to call, say hello, check in,” Mike says. magazines read their direct mail. alvery Real on their dream homes.

All out SUSAN the phoneas AMANDA PINKERTON DEANNA ashe apull really interesting expe-they could MAMAN SARAH Mcand GARRY MAURICE so I close could spend more time with family and traveling.” skills top POND dollar attained volunteer with organizations the Westis Salem area. W years.

I lovenonprofit what I do.above Real estate is make not certain own, those years ago, I struggled and overcame obstacles in got Navigating atolotmy of clients. hang-ups. ans I listen more than I talk.

In the future, Joanne plans to continue expanding goes and beyond for his prehensive strate Additionally, Susan reaches out to the Glencoe ROBIN TAYLOR now, care calls are especially important in through loss wasJennifer a process for Mike.

Insupport OWEN-MICHAANE Amanda provides top-tier service to every Real estate is typically the our highes what from on ahis whim, I decided Janell works solo for HomeStar and currently around in the community, Ja quit her job, obtained her“Right and jumped that mental health among the a job tolicense, me, and it’s not about the money. transa order to build my wealth and achieve my long view, and o call baseion they’re saying, verbally her business strategically and help as many clients top 10%and ofJeff both suburban and city brode in to thewhat many grateful buyers and sellers. blends cutting-e With over 20 years of Jeff experience in When 40% of her business consists of repeat and referral. snowmobiling with he Born and raised in Montana, Swenson Elsewhere, and Lorena are just as attenclient, no matter the price point.

It is no transaction someone will make i post-covid environment.”

To market listings, Mike 2016, while ahelping new direction forextensive his famreer change, andsearching I jumped inasfeet first.

Joining a team initially, she became When notspread working, Jennifer enjoys tra now here Ifor am,luxury others do the same.

What could Back then, there were With her media and marketing the word.

“Everything starts high ofquickly veterans in Inumber do itthose for the love of myColorado clients, and egree products.

“Clients expect the avy Seabee, Jim Swanson Jim has all characteristics and so kers, well as calling select brokers and als.

Her marketing is done through HomeStar, which uses with a close knit grou Pennsylvania and New Jersey, Rob Wolf ings, y, and figure out the best path for helping as possible achieve their real estate dreams.

She is Maurice’s focus on providing of his propertie has always possessed an entrepreneurial surprise that nearly 100% of Amanda’s business stems life and the least frequent.

If you think it’s exp 65 tive when assisting their buyers.

In fact, they 67 62 58 than that?”

61 ® one of thatexperience, be better be videos.

With a bag her work ethic, and her expert professional, gorgeous photograp ah remembers.

“It’s a Realtors great company’s top producers.

Not long after, she and pushes outdoor activities.

She is also aitphi throws open houses and invitations and conlicense began working ily, he earned his of that, Iexcellent have excelled.”

Foryou Deanna, is and glossy advertisements,” she says.

“With Springs’ large and growing primarily billboards bothmilitary analogue electronic, and is highly skilled in real estate transactions stage buyers to share her newand listings.

It isclients more important hat team’s “Can Do!” attimuch more.” from and referrals.

Going above and tolong hire aand professional, wait till hire an am ve their goals,” she says, and adds, “I’m also thrilled to be because working with her son Forrest, who spirit.

An owner and manager of hisrepeat own remain in touch after the deals are done and personalized cusbuyers.

The over ng on doors.

One man communication skills, Robin Taylor is a Robin says.

With beautiful images atthe hn social media as well as a vast range of websites.

She Janell’s plans for formed her own team just prior to opening the doors of gives back in a variety of ways, most ble to buy a home and help digithe help of professional photographers figures that moti on social media and through the databases.

They an“From independent agent.

Initially, he built business off andtent service.

There are few problems Rob community.

When she’s not working or than ever brokers to communicate ontimes. aAmanda regular put the beyond for her clients, sets aand high bar for herjokingly tellRobin my clients, ``you’re going tobuyer want verything he’s done since ce. as “Iit, felt I was climbsuccessful manufacturing business, almost through frequent check-ins and even gifts Realtor for modern After twenty-five promotes her listings through so ansparent with my clients.

If I for don’t think recently joined the business, her husband Steve. tomer service has set him head top dollar, not to now averages about 40 transactions a non-profit year. She is aSMILE both (endings and beg ways andcurrently videographers, we turn aSarah home into her own brokerage, Signature Homes, which does the local Samantha onregeneration, thatBut same journey.”

Now as Broker and Owner ofathe Coast & Country helping clients. has notthe seen and solved for his clients.

Const basis.

We are experiencing aWhen lack of inwe could trust her. quipment, and I could “I never want aashoulders client coming toto me wondering me big bonus but I’m not going to accept it.”“M successful years as television news anchor media, postcards, andproperty broch giving back, enjoys taking advantage of 31 years ago hethat.” first took anself. interest in circle prospect neighborhoods and invite neighbors prospecting, door knocking, for sale by such asbusiaperson, handmade exotic cutting board at ervice. that determinait comes marketing listings, warm and social diligently keeping injust-listed touch hand off her right, I’m very candid about and above the competition.

His honesty, integring – clients. rng,” biga narrative.”

When asked whatextra she likes ness so in she both Virginia and North Carolina.

Easier), which helps a wid he says.

Finally, “I’m good at troubleshooting situations contra Real Estate Group, Inc., Deanna trains and mentors achieve their drea and reporter, Robin transitioned towith public Her husband ischildren awill photographer and vid ventory for buyers, has to go that mile. wo most important what’s next,” Amanda says.

“IColorado work hard to keep them personal income has always been direct corr past whether phone calls or direct to focusawith more on her real estate exploring investment the closing.

“It’s something our clients rugged outdoors that Springs offers.

With llyowner, less about training andwhile The South Sound Team leaves nothing to open houses.

This mix of database management, He did well yet realized there When she’s not busy helping clients, Joanne isthrough active rity and commitment toclients, achieving exceptional results bout toqualities. give upand andShe goexpireds. hould about her job, Alyssa cites her hunger for relations and marketing.

While she enjoyed rapher, and together they create beau and finding solutions,” Rob explains. ents updated and well-informed.” to the value I deliver to the market.

To me succe ical needs.

For higher-end properties, she markets directly to these mailing.

According to Janell, about 90% of those past volume.

Although nw her agents to value relationships.

“I teach my team it’s about helping ® opportunities around his hometown. use frequently that reminds them of our jourthe Rocky Mountains in her backyard, she cherishes and Broker Associate isabout REALTOR his “Once I latch tohis chance.

Jim advises clients onhis needed of-the-box thinker, Joanne enjoys coming at marketing her local church and supports the Alzheimer’s ps neighborfor clients has translated into stellar reputation as When he isn’t wo conversion, and old-fashioned boots-on-the-ground isanature. sothe more he could do to build a sustainable the side of her new career, she videos for high-end listings.

“I ask lyssa learning.

“Every day is different,” she clients have become good friends who she regularly also making preparat in the details, and nothing is more important tha “But I also work hard to take stress off quick Chicagoland’s Fortune 500. mission or much push us. adecided significant majority of Jennifer’s overall that their name and reputation is more than I love being ther Several years ago, Jeff Currently, and in Lorenawas ney with them,” Jeffworth says.owners Over what the years, dhire in selling theirlet home. time explore go hiking with her dogs.

Home Services, ing, I aHathaway don’t go2018, until the oras updates, as well as helping looking for something more.

When aanticipating liked best about li eative marketing solutions.

She utilizes Association as well aknows variety of causes to help socializes with.

This remarkable ability to putextreme allthey the meantime she int worksays.

“Every deal istodifferent.

Iand am cona repairs trusted real estate advocate for his clients looking to family.

Acan Lifetim Toinvesting market her listings, Amanda how to make work, ambition, and dedication. my clients by any issues that house advertising pushed Mike’s sales volume to $20 million business.

In KW announced billions ace at great price business is based upon repeat clients and referrals, a Jennifer’s plans for the future include any price tag,” Deanna says.

Deanna’s background son who redu to become a professional team and she the couple has earned a terrific reputation hat first year, 33 years good friend encouraged her to leverage her in the house,” Robin says.

“I use th ROBIN TAYLOR ROB WOLF those around her at ease and make friends with almost and apply her knowl ALYSSA SUNTRUP JIM SWANSON JEFFRY & LORENA where percent of her busi” one Jim laughs.

“Especially them stage their home to Westchester maximize itsand erings stantly educating myself and my clients oming Soon posts media posts, homeless population.

In her free time she likes her the properties stand out. unparalleled marbuy & sell homes in NYC, the Hudson Association, he ab might arise—through research, imagilows ofproducts the main reasons for her success isof aAmanda’s simrate world as aninety sucbecame, One asocial Licensed Agent and his Assistant. throughout Montana, with the of true testament to the excellent service she and her bougrow her already-thriving business, in business and the financial world have given her aaround that’s what I do last year. year, the annual volume will be $25 into new technology and services as part interpersonal and multimedia skillset and build amajority story each home.”

Rob anyone is This what sets her apart; Janell builds strong and highest possible exten SWENSON d her and growing and discovering new ways keting strategies and networking capabilities result in mes to helping the people I appeal to buyers.

He utilizes profesfrom repeat and referral clients.

A nation, experience, and just putting in to capi to her largeSusan sphere and (Private toforging spend time with family and friends, hike, swim, and region. back to comm ple the concept—consistent communication, returning professional, Looking the future of her business, has begun Ever since, thePLN couple has agency beentry her handto atValley real estate, Robin decided to strategies have next paid off: thishis year, she their Sarah volume coming frommore repeat clients and leg up in the industry, and she transferred her versatique provide.

“In addition to service,” says mentor like-minded agents who s million.

Conversion calculations assure year will its transformation into a technology company.

Mike higher sale prices.

“I don’t just plug your home into a to improve.” thetoItime.

Preparing ahead ofreal time makes provid ed with business their goals.” sional photography, videography, drone le person, Sarah credits hercalls authenticity work) inthe order to get her listing sold soon play the piano. phone by as the end ofand the day and responding that didn’t involve astransactions, a current take the plunge.

“I’m so glad made thehelping switch to real to close between thirty-five to ing forty re forming her first team, recently becoming team lead strong connections with buyers sellers referrals.

“In estate, every day is differtile skillset to buyers and sellers.

“We have Dedicated to her Jennifer, when asked how she has managed to attain first philosophy. “system”, I take ashots—whatever personal and specific approach to ir needs, hishis own bring in $50 million. became Center’s tech trainer and started You can contact Janell at (503) 508-5652 or janella things easier more enjoyable them.

I find it online information estate,” Robin says.

“This career has offered me wondersentingfor over $12 million volume. emails in a timely manner. herself available ek to seenot clients allMarket is and needed to capture he market.

She also invests professional ine care she invests in building relationMaurice, who graduated from Hamilton College with Pelham Manor, throughout thein region, living by their motto: “Service ent,” Lorena says.

“The business really keeps us in onsales our toMaking a buyers’ agent and an assistant.

In anticipation of a team of amazing people,” Deanna says.

“They Coordinator forfo t such impressive levels of trust and loyalty amongst each home – that’s what makes the difference.

I consult f Ohio but specializes very fulfilling to help people past all hurdles and into and virtual tours. and you can visit her website at janellkolenc.com ful ways to capitalize on my experience and knowledge Aside from her business, Alyssa is active in her comession full-time.

In and building relationships with clients is key.

These ised by an industry working with their vast Command database.

Thanks Realtor’s 2007 the property’s most unique and lovely y, drone and video, as guides well asshe To learn more about Joanne Hudson email joanne.hudbeforeinof self.” toes; however, we from love the process ofSchool connecting with eating a photography foundation trust as she a B.A. in Government and the Zicklin of Gateway Associ ding areas.

Helicense knows sought me out because of how I run my business.

County, which o growing her team further, Sarah envisions shifting andwhile advise my clients to determine the best strategies those works with.

“It’s got a lot to do with the team mySusan clients achieve their goals.”of their lives.”

Through Coldwell Banker, Robin is an actively the next chapter interest early, invo draw serving atlead the grade andhelping nursery schools her anion Estate, Reach Dominic at:the DominicFonte.com, efforts don’t end at closing table. hand sidential real estate our clients andteam tackling a good challenge.” successful career as amunity, home Jim then markets the listing to For the future of his business, is broadly to Real database management and conversions, he and lwhittled media presence. son@compass.com, his formula Business Honors at Baruch College withrealanlooking Hamilton Colleg hrough the transaction process.

Sarah’s to sell the home, atfeatures. the highest price.”

Everyone onProgram the has different gifts; Mike we’re For over eight ye in fundraising efforts for the Make-a-Wish Founda into a role of mentoring other agents to be successful. environment I’ve fostered.

When we created the coma seller the highes Email dominic@dominicfonte.com, sons attend.

She also volunteers time and resources to he luxury market, delivers quarterly gifts, picks up the(847) phone just to5024. say to 14 explain buying Today, Jeff andthe Lorena lead the Swenson Team, powered After years in stop the real all of the major social media platforms, or call 971 – Now a solo agent with Coldwell Banker, Robin serves and for the food bank.

When Robin is not busy MBA in Finance, began his real estate journey in 2008. of the Pelham C at team members’ individual goals.

“Our overarching his team exceled, becoming their Market Centers Top ereos clients doesn’t at close of a ly Before like a family.

Our the way wayto wea communication Board of Truste pany, I 330-418-1535 wanted it to be acommunity place where wetoliftgrow each other becoming a communication Realtor, Rob was on his wh As she lays the groundwork her business toand / Text: or Call their local Parish.

Outside ofthe real estate and in sales hi, and hosts dinner parties. lients whereand theywas are,PureWest by Real Estate, the number one Real Estate When they’re not with clients, Jeff and Lorena are Pittsburgh area, specializing in the Northern suburbs. ing her clients, she enjoys outdoor activities, ta Dedicated to her community and the mother of three for helping people is a driving force behind try, he’s now the Managing Broker for including Facebook and Instagram, to his brokerage’s Prior to becoming licensed as alive, Realtor, Maurice wasIn helocal charities, driven by relationships sets us apart.” for the Monterea Building off relationships fosters, successful career with a national insurance for him. goal iscommitted to work to not live toagency. work,” says.

Mike Team in the 2019, 2020, andshe 2021. yet, Mike says, “Iare up. Best Iloves encourage allof my agents to work together and help a level excellence that will leave a Robin lasting legacy, involvement, Alyssa to travel and discover new More recently, she from Johannesburg, “Coldwell Banker isisa full-service Brokerage,” her dogs for walks and Company in Montana, where they assist clients throughdeeply tosites. their community.

On hikes, top and of playing tennis w daughters, Amanda actively involved in Sachs’ philrd work.

“I like the relationship aspect of ound Team with Compass Real Estate in website, and all of the dedicated real estate an Associate in Goldman Investment Banking money for studen the course of his workday, he met a lot of Realtors, and ollows up with calls and to see how each other out -family. and in our customers.” adventures with her husband and For the-clients future r inlike the Top 5%out of As atexts breast cancer survivor, every year Susan donates children in Glencoe. is about tohigh hold the throughout grand opening being an expert forKalispell, my friends and family.

Iturn help Sarah endeavors to maintain level of care says.

“We offer our comprehensive resources close group of Copyright Top Agent Magazine Whitefish, and the surrounding areas. supporting various causes thefriends. year,for theythe vol-new Agent anthropic and extra-curricular effortsthe through her getting to help all the different people that Washington, serving clients throughout saw their autonomy as more conducive to a healthy Rob’s relationship Deanna proud of tools theofstellar reputation she Looking community collef Division.

“Ito had aissense in food February the market was to the her wants grow.

“Iclient look froward ropolitan area and and exceptional service, along with cutting-edge ying home.

Sheofastays in touch with percentage ofshe her income to breast cancer research. hore istheir easy.

Selling for each that has been her trademark service Equipped withbusiness, over thirty years ofto experience, they posunteer at banks, mentor teenagers in-need, daughters’ schools.

She offers support tolocal High School Command Center in2008 Florence, where heRobin will conduct change lives.” work-life balance.

“I had started thinking about havthe transaction is become friends with.”

She also enjoys the and products to help with the marketing of a home, and Proud of what she has built, has no plans to ound communities of Tacoma, University Jim’s background as a home inspector has benefited has earned; at 90%, her repeat and referral rate ing back her tim expanding, but I don’t have any intention of creating a Alyssa’s business going to pivot, so I decided to go to business school,” to continue build That same strength and determination is evident as she sing a home in this There manyto other factors come into three play when ds and gifts through every are Cutting, cheer and football fundraising, and around sess the mailers, insight andsent compassion needed navigate any thatthrough and donate dimensional areola restoration for from day one. training for agents the United States.

“Here or email Robin@ChicagoToNorthShore.com ing kids, and decided the flexibility of real estate monthly newslette to help buyers looking to down.

Her vision formade the futureover of be herthe business invo working inSarah real brings into her life. large team,” Alyssa explains.

“Ibuyers think the tradeoff isalike, she willfunctionality exceed 35estate is purchase.” a“First, to her client-centered business to in the wilde “Or wherever and however both and sellers giving him aon keen eyefor he recalls.

Ibusy needed to keep busy the summer years w fights for clients during negotiations. eLakewood. look, sponsorships.

When Amanda istestament notrapidly working assessing Jennifer’s impressive and growing transaction.

“Clients know we place their needs ahead keeping top-of-mind for when women who have experienced a amastectomy due to building small team, including a buyer’s agent it a great job for a Dad.” or changes in the we are family,” Mike says.

“Our goal is to show our Based in the Bitterroot Valley in Missoula City, Mike’s not worth it.

In my opinion, people are signing up for n sales.

Past client practices.

“I put my whole heart into what I do,” hike, and to do s s different.

There’s always something new A decade ago, Susan me,” Jim insists.

“I think I take even for issues that could devalue a home when it hits her business or giving back her time, Amanda loves before school started, so I decided to get my real estate trusted, go-to rea of our own,” Jeff says.

“We never count a commission success story.

“Hampton Roads is a big military combreast cancer.

Because continued real estate education consider their next move. “Being a part With only five years in the business, Robin has already administrative support so Robin can spend interested in more as w you, your expertise, and niche knowledge.

To hand off ge of her new cli@properties the day When not working, Susan loves cook gourmet Deanna says.

“When I first got into business, riding horses and hiking with her family.

She strives Montana communities, andthis every community, how team covers Western Montana, including Missoula and new challenges to conquer.” ction from challenging projects, helping the market, or“so become headaches only months after license.”

Maurice found success almost immediately out remains commit before we’ve earned it, and we’re all-in with them from is very important to the Swensons, they have traveled cultivated ato loyal clientele who refer her to their family face-to-face with her clients.

“My dream is to also cre munity,” she explains, we really have to get creative To learn more about Joanne Hudson ives is what I love most about what I He obtained his license and today serves clients all over enjoyment.

“I a client is not the kind of growth or success I ascribe nd family because to abe the best she can begate, as aclients topnotch agent, running ka.

Theirdifficult marketing meals for family and friends, enjoys traveling both in my experiencing hard times, and I up Proud of what s For more about Jennifer Jo and friends, and who return for heraswere top-tier services. strong, close-knit team with acustomer great culture and start to finish.

At the end of the day, our job is to get them as far Fiji to increase their knowledge and stay come obstacles or situations, purchase.

He always offers his honest opinion, much value we bring to them through Keller Williams Ravalli Counties, and the surrounding areas.

Repeat of the selling multiple apartments in his first two service To find out more about Amanda Pinke and think outside the box to help people navigate a fast email joanne.hudson@compass.com, Pennsylvania, as well as South and Central New Jersey written notes from ays.

“Staying and true to that and to myself to or am looking for.”

Instead, she looks forward to a respectable household, and maintaining personal he infrastructure the United States and abroad, and spending as much Knowledgeable, friendly, informative, and helpful, professional standards,” Robin says. learned how to dointo things differently than other tinue the valuesplease call 757-753-045 greatest return for into their place them in the bestpressures with the current needs the times. eves hertothe years of experience inhome the ormarket. you can call 480.235.1377, what itthat takes help them move the though he never clients any decimonths.

Since then, he has built aof thriving company that people find a pla moving We’ve people move during the real estate world.” referrals make up 71% of Mike’s business.

“Are through RE/MAX. Along meeting the everyday variety of little th or call (847) 971 –expert 5024. in and the relationships I’ve made with cliand improving her processes inhelped order toand health and Robin is energy. both a skilled negotiator and an com- with ike no other.

It financial was streamlining time as possible with her two adult children, Jordan realtors and how to really be there for people.

My remarkable succ email amanda@pinkertonproperties.c circumstances for their future.” email Jennifer@1stclassage ve been an invaluable tool that have helped of their life.” sion.

“I work by the Golden Rule.

It’s never about continues to grow year after year.

COVID, and we’ve had many clients moving here needs of buyers and sellers, he’s also built a niche municator, guiding her clients service clients more efficiently without sacrificing the through every step of years.” looked back! and Monique. esults,” she says. or visit PinkertonProperties.com Never settling, Jeff has built on my his passion for clients come back to me because service is real there my time clie market assisting attorneys probate real estate and In his for leisure me.

It’s about helping my clients achieve the process.

“What I feel truly me apart is howtheir No matter the changes that are sets in store, Amanda isIwithown elements of excellence that make Alyssa the Top Agent l brand so appealas well as social media sites, Amand When listing a property, Jeff and Lorena leverage estate over the years, becoming a Certified Luxury heartfelt genuine.” says.

“I can’tTop ima educateand people,” Robin says.

“That’s I as didupon with Copyright children, ages divorce real estate work.

Anbuilding impressive 100 percent of two tment is perhaps You why Jim and his team goals, trying to theand process stress free as406-370-0091, Maurice’s business thrives relationships steadfastly dedicated to make maintaining awhat high-level of she can is today. follow Mike and his team at: Mikehyde@kw.com, finding off-market Pinkerton Arizona Realtor. the full suite of aresources available through Home Specialist, pursuing hisclients Broker’s License, and television: I took complicated subjects and broke them mes to marketing, Sarah utilizes varisports and dancin his business coming from repeat and referrals. professionalism for herself and for the industry.

“Too ntly ranked among the top 100Estate agentstoingive possible.

Doing the referrals. right things—that’s what findto doproperties also “I think a into lot of itI has with relatability to discover buysellmontana.kw.com, zillow.com/profile/Michael%20Hyde8, 7-878-5235 or email susanmaman@atproperties.com.

PureWest RealShe clients an and internaeven expanding as well down so people could understand.

I have very goodcommercial them—swimming He attributes that success to the excellent customer Top Agent Magazine 3 ds to reach the right buyer. engages To find out more about Deanna Pond, you can contact he nty outsays. of over 4000reach. activeAfter agents, and their rewarding.” ingskills, to people’s need coupled with my work ethic,” says ,” she “I am communication andservice Iaswalk clients through the tional helping sellers fully prereal estate development.

Now averaging close to realtor.com/realestateagents/57b3458645af890100273dec, and buysellmontana.kw.com just being togethe he provides, andor takes pride in always going ital rollout for each listing, with posts Contact Robin Wilson at 847-207-1975 or email Robin@ChicagoToNorthShore.com by email at deannasellshouses@sbcgl ways make when them comfortable, cared ressive 70sets percent hishome business thing that her Maurice, asked how he has managed toLorena achieve nrealtors.com, pare of their for comes the market,process they in share itthatover $30feel million in annual volume, he and are most

SARAH M GARRY SUSAN MAMAN

AMANDA PINKERTON DEANNA POND

MAURICE OWEN-MICHAANE

ROB WOLF

JEFFRY & LORENA SWENSON ALYSSA SUNTRUP JIM SWANSON

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Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally!

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Rob plans to grow

What is a Term Loan for Real Estate Investors?

When building a successful business as a real estate entrepreneur, it’s important to become well versed in the world of private lending and real estate investing. Some of the most common mistakes come from investors not knowing which loan program is right for a potential investment property or the differences between each program.

4

There are two types of loan programs; term loans and bridge loans.

The differences between the two are based upon the borrower’s credit score, employment history, length of the loan, and rates. While term loans require more underwriting, they also offer lower risks and less risk, making it

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Unlike a Hard Money Bridge Loan, a Term Loan has much more vigorous financial checks, collateral and a minimum FICO score of 650. a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

Unlike a Hard Money Bridge Loan, a Term Loan has much more vigorous financial checks, collateral and a minimum FICO credit score of 650. Private Lenders require this because of the requested amount of the loan and the lender wants to prevent the risk of defaulting or the borrower not being able to make their scheduled payments.

The following are examples of term loan programs:

No-Income Verification/ Stated Income Loan A No-Income-Verification loan is a type of loan program that doesn’t require the borrower to provide documentation of income.

Unlike conventional mortgages, a stated income loan is easier to be approved versus a traditional loan, and is a way for self employed borrowers who would not qualify for a traditional financing to achieve their investment dreams. These types of loan programs are for investment properties only and not for primary residences for an owner occupied property.

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NO-DOC Loan The relationship between the investment home buyers and the mortgage lender, is based on the non documented loan agreement that the borrower can afford investment property loan payments and will make them.

Like a no income verification mortgage loan, a NO-DOC loan program has less regulation and higher rates than conventional loans.

Although risky, the flexibility and quick approval process for the borrower makes it an easier decision for many real estate investors.

Soft Money Loan Soft money is defined as a long-term (5/1 ARM, 7/1 ARM, 30 Year Fixed) real estate investment loan program that closes faster (2-3 weeks) than a conventional loan. This type of loan program 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 (minimum 650) and the property’s LTV, and is always a term loan rather than a bridge loan. An innovative approach combining the benefits of hard money that have lower risks, higher rates, and a short term loan time-frame - contrastingly, soft money programs fit many borrowers far better due to the program’s lower costs, lower rates, and longer terms.

Top Agent Magazine ®

5

Term Loan Overview:

While hard money bridge loans are still the most popular option for many real estate investment scenarios, term loan programs will increasingly become the type of 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.

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At Stratton Equities our mission is to make private mortgage lending easy, efficient, and worry-free.

We help other experienced investors, borrowers, and professionals in the mortgage and real estate industry succeed with a simple 3-step process, including PreApproval, Processing & Underwriting, and Funding.

Please call us at 800-962-6613 or contact us at info@strattonequities.com and apply now at www.strattonequities.com/loan-pre-qualification to find out whether you are eligible for loan pre-qualification!

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LISA COPELAND Top Agent Magazine

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As the leader of The Lisa Copeland Team at her partner’s Tarek El Moussa’s The Agency—affiliated with eXp Realty— Top Agent Lisa Copeland oversees 330 agents.

Lisa Copeland’s range of expertise and knowledge in the realm of real estate and beyond, has made her an in-demand resource for a wide variety of clients. A business leader, published author, and Keynote Speaker to Fortune 100/500 companies, Lisa uses her keen business intuition to secure wins for her buyers and sellers. From 8 Copyright Top Agent Magazine

the beginning of the process all the way to the end, she is committed to her clients and the success of the transaction.

As the leader of The Lisa Copeland Team at her partner’s Tarek El Moussa’s The Agency—affiliated with eXp Realty where she is ranked #169 and .006 % influencer Top Agent Magazine

out of 61,0000 agents—Lisa oversees 330 agents and has made over $16 million in production in the past year—a feat which might seem daunting to many, but that comes naturally to her. “Building a team Top Agent Magazine

and pouring into them comes easy to me.

I like to teach other people how to create a brand and become an influencer—that’s what companies pay me for. I know the business, I have an in-depth understanding Copyright Top Agent Magazine 9

of the industry, and a large network of connections, which makes all the difference.” Thanks to her extensive sphere of influence, Lisa has been able to bring many powerful names on board, including Grant and Elena Cardone as well as Sharon Lechter. “We’re all experts who are highly successful in our field and excited about 10Copyright Top Agent Magazine

revolutionizing the real estate industry. We want to teach other agents how to produce at a high level and build a successful team so that they can create multiple streams of income.”

An essential part of Lisa’s strategy for success is her extensive and innovative Top Agent Magazine

“Building a team and pouring into them comes easy to me.

I like to teach other people how to create a brand and become an influencer—that’s what companies pay me for. I know the business, I have an in-depth understanding of the industry, and a large network of connections, which makes all the difference.” marketing. “We put a heavy emphasis on promoting our listings online. Having a verified account and a large organic following definitely helps. Of course, I also leverage the fact that Tarek is a star on HGTV, so when I have a great listing, I send it to him.”

agents 12 months from today. I have exciting speaking engagements coming up, and I also like to travel across the country to help build our teams and support the team leaders. I love what I do, and most importantly I love the people I do it with.”

Lisa’s busy calendar doesn’t show signs of slowing down anytime soon. “The plan is to continue to build an empire and have 1000

Having spoken to many top companies all over the country about strategies for success, Lisa offers this sound advice to agents

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Copyright Top Agent Magazine11

who are new to the business: “Nobody will ever get to the top living in the middle. It’s not necessarily a bad thing to be mediocre, but I see so many people with great aspirations who are not willing to do the work

that success entails. My recommendation for anyone who feels like they’re not living up to their potential is that they go out and find their community. Having a team of people that pushes you to greatness is priceless.”

For more information about Lisa Copeland visit sellingcentraltexas.com and lisacopeland.com, email lisa@lisacopeland.com or call (512) 944–5472 www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 13

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 14

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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AMY SPAHR Top Agent Magazine

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AMY SPAHR

Amy Spahr began her successful career at the age of twenty-one when she decided real estate was the perfect fit for her interests and passions.

“I came from working at a car dealership, and I walked in with a lot of confidence and no experience,” Amy says. “The woman who hired me saw my potential and she gave me a chance. I worked my tail off to prove myself, and I’ve been loving every minute of it.”

Amy worked for many years managing government housing, receiving awards for her skill and dedication from USDA Rural Development and the Delaware State Housing Authority. In 2018, Amy made the switch to sales. She is now a Realtor with Harrington Realty in Dover, Delaware, where she serves clients all across the state. Having lived in Sussex County for thirty-five years, Amy has an on-the-ground knowledge and local expertise that her clients love. “We’re a small town,” Amy says.

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“Everyone knows everyone. My clients become like family.”

Amy’s clients rave about her personalized approach, her dedication, and her ability to listen to their needs. Though her sales business is only three years in the making, Amy is all referral-based, a testament to her customer service and her skills. “I developed a strong attention to detail from my government work. I’m honest and I listen to what the clients want,” Amy says. “The house

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sells itself if you’re truly listening to the needs and wants of the client.” Amy prides herself on her ability to build relationships and her expert negotiation skills. “I often compare real estate negotiation to a game of poker, and I’m really good at poker,” Amy says. “It’s about anticipating and being a step ahead.”

To market her clients’ listings, Amy tailors her strategy to match the unique features and qualities of each property. She positions properties with a keen attention to the market, and she leverages her professional networks to attract competitive offers. For Amy, the best part of her career is not her impressive sales figures, but the people she meets. “I love learning about people and about their families,” Amy says. “Being able to be a part of their journey is a privilege. The gratification of helping them achieve their dreams is more important to me than anything.”

Dedicated to the community, Amy served for fifteen years as Treasurer for the Chamber of Commerce of Milton, where she helped plan fundraisers and other events. She has also served as the Administrator for the Food Bank of Delaware. When Amy is not busy helping her clients or giving back her time, she loves to head to the ocean and to hike.

“I love getting into the mountains and seeing how far I can push myself,” Amy says.

Looking to the future, Amy plans to keep the momentum she has built through her hard work and her commitment to her own professional growth. She has been selling more agricultural properties, a niche business that she greatly enjoys. “I plan to take classes to learn about soils and land so I can understand better what people are looking for,” Amy says. “It’s exciting to be the only woman to sell farms in Sussex County! In my career, I’ve learned that whatever you want, you can have it, you just have to work for it.”

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For more information about Amy Spahr, call 302-423-2367, email era.amynicole@gmail.com, or visit delawarerealestatesales-amyspahr.com www.

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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) 18

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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J.P. BITTING

You would search long and hard to find a Realtor® who knows the Chicago scene better than J.P. Bitting, and longer still to find one who takes as much joy helping clients find their niche in the city where he grew up. “The thing I love most about my job is meeting people from all walks of life, getting to know them and their specific needs, and then locating the ideal property to match those needs. Each day brings new relationships and fresh challenges!”

After graduating from Xavier University with a degree in business, J.P. advanced to lead a sales group for a major Chicago financial firm, but found that corporate life did not allow him the kind of autonomy he wanted. A Realtor® friend invited J.P. to shadow him for a week, and the rest (as they say) is history.

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In 2005, He joined Chicago’s Top Brokerage, @properties as a Founding Agent. Today, He and his Real Estate Partner, represent clients throughout the Chicago Metro area and its suburbs. Together they average 40 closed transactions a year, with over 80 percent of that business coming from repeat clients or referrals. “We’ve worked with some people for over 10 years,” says J.P. “We get to know all of our clients and their families extremely well. We spend a lot of time with them to understand their preferences.”

With expertise in both residential and commercial real estate, the J.P. Bitting Team can help Chicagoans with pretty much anything.

They’ve helped business owners find new spaces or helped them redesign older ones.

On the residential side, they’ve helped people Top Agent Magazine

buy, sell, and rehab their homes. When it comes to their listings, they assist sellers in updating, dressing, and staging their property for the market, making sure they are positioned to attract contemporary buyers. “We tailor an individual marketing plan for every property,” J.P. explains. “So we’ll utilize all of the platforms we believe will be most effective, especially social media. We also contact the agents and potential buyers within our sphere.

And whether a client is a seller or a buyer we communicate with them frequently to ensure they’re seeing the whole picture so they can make the smartest decisions.”

JP values the many opportunities he has to make an impact on his community. He’s been a member of numerous boards throughout the years, including the Chicago Association of Realtors. He was on the development committee for Pilot Light, a food education program dedicated to teaching children about healthy eating and cooking practices and continuously looks for opportunities where he can make an impact.”

When he’s not working, J.P. spends his time squeezing in an occasional round of golf or fly-fishing. At home, there’s always yard work and playing with his 5-year old German Shepherd.

J.P. and his partner began expanding their business into Chicago’s southwest suburbs this year, and he plans to add new agents to his team in 2022. Going forward, he wants to continue building his brand, find more opportunities for community involvement, and nurture the relationships he’s built with clients over the years.

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Contact J.P. at 312-287-6480 or email jpbitting@atproperties.com.

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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 22

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.

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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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JOHN AKHAVAN Vice President of One Luxe luxury division at Realty ONE Group Capital, John Akhavan is fluent in the language of real estate. “This career suits my personality perfectly. All throughout my life people have told me that I’m good at teaching things. Now I have the opportunity to teach people how to buy and sell potentially the most expensive asset in their lives.” John comes from a background in Finance, where he first learned to hone his ability to interact with high-net-worth individuals in places like London, Geneva, and Monaco.

Now, with over a decade of experience in real estate, he has the expertise to fulfill the wants and needs of Washington D.C.’s elite buyers and sellers.

What makes John a formidable client advocate is his understanding of the word home and all that it entails.

“A home is a sanctuary. A home is where you raise your family, where you laugh, and where you cry.

There is an intimacy about a home that is incredibly precious, and that makes this a very personal business.” Clients are comfortable referring him to their friends and family because they trust the personal and hands-on service he provides. “I want everyone I work with to feel like they are my only client. I’m incredibly responsive to them, and I get them the information they need right away. I practice patience and I spend a lot of time making sure their needs are being met. My goal is to help my clients make good choices about their real estate investments.”

Every top agent needs a strong marketing plan, and for John that plan involves storytelling. High-networth individuals value different things when it comes to homes, and John is able to tap into those needs by focusing on home features that are important to their lifestyle. “Part of my role as the VP of One Luxe is to teach agents how to market the properties of affluent clients. For example, the social and Top Agent Magazine

networking element is often crucial for them. That’s why we don’t just list different facts about the home, we create an entire story. We might do that by highlighting the ways in which the home is suited for entertainment, such as hosting a charity event or an art exhibit.”

Detailed in all areas of his business, John likes to keep in touch with past clients by sending out an informative newsletter.

“I make sure my newsletters are of real value. I tell clients about where the opportunities are, how their property has gained in value, and I teach them how to improve their properties in smart ways.”

John has no plans of slowing down. He has partnered up with his current broker and will be opening a new office in Washington DC (NW) where he will serve as the managing broker. “I’ll still be working with clients, but in addition I’ll be growing our company, Realty ONE Group Capital, by attracting, mentoring, and coaching like-minded agents, and running the brokerage. I am looking forward to that challenge.

It’s a new world for me, but I feel very prepared to jump into it.”

To learn more about John Akhavan email John@ONELuxeDC.com, visit johnakhavan.com, or call (703) 522–6444 www.

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ANNA ALVES Anna Alves began her career in real estate over thirty years ago.

Motivated to earn her license after a poor experience with an agent, that formative experience shapes Anna’s approach to this day. “What got me started in this industry was my agent not listening to what I wanted when I was looking to buy my first home,” Anna says. “So I make it a priority to really listen to my clients. I understand how important it is to find an agent who is able to take your needs and preferences and turn them into reality.”

Now a Team Leader with Keller Williams Moorestown, Anna heads a family-run business that includes her son and her husband. Together, they serve greater Delaware County, including south Jersey and the greater Philadelphia area. Anna’s son has started to form a business niche in the world of commercial real estate.

Fluent in English, Spanish, and Portuguese, Anna and her team are well-equipped to serve their diverse community. With his professional expertise in building and construction, Anna’s husband is able to offer clients his informed counsel on repair and renovation costs. “We all bring our unique skills to the team,” Anna says, “and we’re always ready to help our clients.”

With their integrity, work ethic, and resilient approach, it is no surprise that Anna and her team boast an 85% referral and repeat client rate. “Our clients’ needs and priorities always come first,” Anna says. “It doesn’t matter if they’ve been pre-approved for one million dollars; if they want to spend $500,000, that’s what we help them find. We honor what the clients want, what they’re looking for, and their budget.”

To keep in touch with past clients, Anna leverages social media, and sends personal texts and emails to check in about her clients’ lives. To market their listings, Anna and her team implement a comprehensive approach that includes advertising across local MLS databases to targeting transplants. With beautiful professional photography and video for virtual tours, Anna’s marketing materials include beautiful images, whether in print or online.

What Anna loves most about her career is the challenge and the reward. “I love the challenge of finding the perfect house for the buyer, and the feeling of giving a seller good advice,” Anna says. “The best feeling is when we get to closing, and we’ve been able to make a good thing happen for our clients.”

Dedicated to their community, Anna and her team participate annually in KW Cares. They are also committed philanthropists, giving back to St. Jude’s and the Humane Society. They are also very involved in the Portuguese community. When Anna is not busy helping her clients or giving back her time, she loves to read, travel, paint furniture for friends, and spend time with grandkids.

Looking to the future, Anna is thinking about the longterm sustainability of her business. As of January, Anna’s son-in-law will be joining the team, helping to expand the business. “Eventually, my husband and I plan to pass our business on to our son,” Anna says. “We’d love to continue to do real estate part-time during retirement, because we truly love what we do.”

For more about Anna Alves, call 609-381-3182 or 856-316-1100, email thealvesteam@gmail.com or anna@thealvesteam.com, or visit thealvesteam.com www.

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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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SCOTT BRANNON Top Agent Scott Brannon got his start in real estate 25 years ago. Prior, he was director of a company that ran community homes for developmentally disabled individuals. During that period, he acquired homes and oversaw the purchase process and renovations across the state of Louisiana. When that company changed hands, Scott headed down a different path, obtaining his real estate license. Now, he works solo as a full-service Realtor®-associate broker and relocation specialist with Latter and Bloom, the largest real estate brokerage in the state. Teams are not his style. Instead, he prefers the independent agent’s ability for a more hands-on role. He serves the New Orleans metropolitan area from the North Shore and south all the way to the Bayou.

Now, repeats and referrals make up 75% of Scott’s business. His grandfather was a salesman, as was his father. They emphasized a philosophy that Scott still adheres to. “At the end of the day,” he says, “if everyone involved is happy, then you have done your job.”

That message has become Scott’s philosophy and the cornerstone of his success, not the amount of money he amasses. “Money isn’t important,” Scott says unequivocally. “The client is what is important. You have to put them first, always. Bottom line.” To stay in contact, he uses automated messages and standard system services, but his primary and preferred mode is person to person. “If I know a birthday is coming up, I call or text,” he says. “You always call the husband the day before an anniversary. Everyone appreciates a little reminder.” According to Scott, when clients become friends, staying in touch is easy.

What Scott likes most about real estate is getting to meet so many different people and personalities. He also enjoys the market analysis and negotiating processes. “If a client has a certain expectation, and I can find a way to exceed that through negotiating, well, Top Agent Magazine

that is a rush and a lot of fun,” Scott explains. To market his listings, Scott uses social media platforms and word of mouth. He knows the other agents in the business and emphasizes networking to keep abreast of local trends. For specific properties, he promotes within that neighborhood and searches for a unique angle, historical connection, or architectural oddity. “I believe in pushing a listing out there a hard as you can, everywhere you can,” he says.

In years past, Scott served on the board of the Krewe of Choctaw, a New Orleans Mardi Gras tradition, and hopes to participate again in such a deep-rooted organization one day. He is also a supporter of St. Jude Children’s Research Hospital. When not working, Scott likes “fun, fish, and good food.” Happily married for twelve years, Scott is the cook in his home. “My wife recently told me she forgot how to boil water because I won’t let her in the kitchen,” he explains with a laugh. “When I get in there, I like to create.” For the future of his business, Scott will continue to do what he is doing, purchase more investment properties, and serve the people of Louisiana with honor, integrity, and professionalism. That is the Brannon way.

You can reach out to Scott at: Sbrannon@latterblum.com, Mobile: 504-908-2543, Office: 504-367-2743 x 25242, scottbrannon.latter-blum.com www.

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IZZAK CHANDLER With a people-loving personality and a desire to go above and beyond expectations, Izzak Chandler has made great strides as an agent in the greater Dayton, Ohio area. He got his start in the business after working in the chemical industry. “My job was transferred from Kentucky to Ohio, then after I purchased a house here they moved the job to Illinois,” he says.

“I wanted to stay here, and I always wanted to transition into real estate, so I thought it would be the perfect time to do that.” Izzak started part-time, honing his skills and building his network. Today he’s a full-time agent with a buyer’s agent and a transaction coordinator on his team. Together they deliver superior service to each client, and are beginning to see a growing amount of repeat business.

“When I first moved to this area, I didn’t know anyone,” he says. “Now we’re seeing many of our clients come back and do several transactions with us, and they also refer us to their friends and family.

So that’s going to be a critical part of our business moving forward.” Izzak’s southern roots give him a down-to-Earth approach, which his buyers and sellers appreciate. “They definitely recognize my accent right away, and they tell me they feel comfortable with me because of that,” he says. He loves to take his time with his clients, guiding them through the transaction and prioritizing their needs. Understanding that this is one of the largest purchases they will ever make, he never pressures them to make decisions. Instead, Izzak educates them and lets them utilize that knowledge in their choices.

For his sellers, he offers exceptional marketing through social media and the internet. His staff is tech-savvy and stays on top of all the latest trends.

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“It’s great to have someone on our team that can market those properties for us and get them in front of as many people as possible,” he explains. In 2021, Izzak is on track to close about $10 million in transactions, and he hopes to double that for 2022.

When Izzak isn’t working, he’s spending time with his family. “We love to have people over at our house and during the summers we enjoy swimming in our pool,” he says. “We also like to travel to the Outer Banks and are always looking for new places to visit.”

The future looks bright for Izzak, as he just started working with a TV network to be a part of a show called the Negotiators. “We plan to use that as a platform to grow our business to $20-25 million next year, and we’re in the process of looking for new agents to add to the team.” Along the way, Izzak will no doubt enjoy the ride, as he is so passionate about what he does. “I love getting to meet everyone in the area and develop these lasting relationships within my community.”

For more information about Izzak Chandler, call 937-510-6162, visit sellwithizzy.com or email izzakchandler@kw.com www.

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 32

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

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HANNAH CLANCY-THOMPSON Born in Upstate New York, Hannah moved to Washington, DC for college and has lived there ever since. She started her real estate business in 2014, and over the past seven years has made her mark as a Top Producing agent in DC and Montgomery County, Maryland. She currently works with a local company called RLAH to bring phenomenal real estate services to as many clients in the area as possible. Hannah gets consistent results for her clients through her personal approach and attention to detail. She does everything in her power to make sure each client finds success in buying or selling their home.

Hannah enjoys being an integral part of helping people make one of the biggest decisions in their lives. She goes out of her way to help clients get the best possible results from their transaction. She leverages her vast wealth of knowledge and experience in the industry to deftly navigate transactions, keeping her clients updated and informed along the way. “I take pride in sticking with my clients throughout the transaction,” Hannah says. “It’s very important to me that clients leave my care feeling satisfied with the conclusion.”

When Hannah first meets with a client, she takes the time to get to know them and their particular needs and goals, then gets to work coming up with a unique, comprehensive plan to ensure they achieve those goals. “I love finding creative solutions for my clients’ problems,” Hannah says. “I approach each client with honesty and compassion, and we work together to make sure their needs are met.” Hannah is starting to grow her referral business substantially, in no small part due to the quality of personalized service she provides to her clients.

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Drawing on her MBA marketing skills, Hannah finds it important to offer a personal description of each home, as it allows buyers to make the most informed decision when house hunting. She pushes her listings across social media and the MLS to reach a wide audience and generate interest from a diverse crowd. She uses professional photography and videography to highlight the strengths of each property and creates a separate website URL for each individual property to give it maximum searchability. Hannah’s goal is to close $10M in total sales volume in 2021, and she is on track to hit that number by the end of the year.

In her free time, Hannah loves visiting wineries and going to metal shows in her local area. She is President of the Board of Directors at Doberman Assistance, Rescue, and Education, and is a huge animal lover and proud owner of her own doberman, Otto. For the future of her business, Hannah hopes to start moving more into the investing side of real estate, helping people find the best ways to execute their big picture projects and investment opportunities. If you’re looking for a Realtor® in DC or Maryland with a rock-solid work ethic and true compassion for her clients, look no further than Hannah Clancy-Thompson!

To contact Hannah call (301) 377-9757 or email hannah@REwealthrescuer.com.

Visit her website at rewealthrescuer.com www.

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JENNIFER DiCOSTANZO Jennifer DiCostanzo started her real estate career at an opportune time, nearly ten years ago after spending her life fascinated by the real estate market. She has always been intrigued by homes and their structure and value, and decided that her life would be well-lived as a member of the industry.

She got licensed as a full-time Realtor in Orange County, NY, and has seen a great deal of success and growth in her career over the last decade. By putting her clients first and focusing on building relationships through a strategic and personalized approach to client service, Jennifer has earned her spot as a Top Producing agent in Orange County, NY. When Jennifer meets with clients, she makes a point to get to know her clients and their particular needs.

By tailoring her strategy to their specific circumstances, she can provide personalized real estate services that people want to come back to and recommend to their friends and loved ones. She has a healthy referral business and nurtures an expansive sphere of influence in Orange County and beyond.

“I strive to provide maximum client satisfaction,” Jennifer says. “I love meeting and getting to know my clients, and helping them navigate the transaction successfully is the greatest reward.” Jennifer cares about her clients and genuinely wants to help them reach their goals, a trait that has earned her a significant following as a public figure.

Jennifer’s extensive experience and designations within the real estate industry makes her uniquely capable of providing clients with the insight and information necessary to make decisions that will bring them the greatest amount of success possible during a real estate transaction. She works hard to ensure clients get the best prices, and more importantly enter 34

into a situation that truly works for them.

“I’m transparent about what’s happening with the transaction at every turn,” Jennifer says. “I want to make sure my clients are aware of every option available to them so they can make the right choice with their assets.” Jennifer’s skill in negotiation and communication make her an agent that anyone would want on their side when buying or selling a home.

Jennifer is a pillar of her community, who sponsors community events and local non profit organizations. She hopes to continue growing her business and offering great service to as many clients as possible, while innovating the way she does business to adapt with the ever-changing industry. If you’re looking for a Realtor in Orange County, NY who cares about her clients’ well-being and works hard to help them meet their goals, get in touch with Jennifer DiCostanzo today!

Contact Jennifer at (917) 916-9995 or jendicorealestate@gmail.com, and you can visit jendico.com for more. www.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 36

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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LAURA EVANS “I am trying to save the island that I love,” declares Laura Evans while discussing her beloved Smith Island.

With less than 200 fulltime residents, Smith Island is known as the last inhabited island off the shore of Maryland, located on Chesapeake Bay. The island is recognized worldwide by its famous multi-layered Smith Island Cake, the official state dessert, and its abundant freshly caught seafood. To Laura, it’s simply her home—and as loyal resident, she’s doing everything in her power to restore it to its previous glory.

While serving as the manager of the local Cultural Center, Laura realized that there was a large demand for a real estate professional who could advise visitors interested in purchasing properties on the island. She obtained her license shortly after.

While many REALTORS® work tirelessly to find their clients the perfect home, for Laura, who has watched many of the island homes become abandoned and left in dire conditions, it became a mission to help homes find their loving owners.

“Because I care so much for the island, I’d like to see some of the neglected properties improved and cared for.” Laura’s mission has been quite successful so far, and she managed to complete five transactions in her very first weekend as an agent. “I was worried that it was a low number, but then I asked my friend on the mainland how many transactions she had done in her first year, while working at a big brokerage, and it turned out she completed four transactions in her entire first year! That’s when I knew that I wasn’t doing too bad.”

With the ferocious speed at which the modern world is moving, it’s no surprise that many are deciding to unplug and relocate to more remote areas. Adding to the unique aura of the island is the fact that the only Top Agent Magazine

way to get there is by boat. “There are no bridges to the island. It’s a very peaceful existence. I can ride my bike around the whole place.”

Aside from her work, Laura is passionate about being involved in the local community. “I am involved in virtually everything that happens on this island!”

She is the manager of the Smith Island Cultural Center, owns the island’s only hair salon, she is a notary, an electoral judge, and very involved with her church. In the rare event that she does have free time, she likes to relax with family and friends.

Through her love for the island, and her fierce drive, Laura is positive that she can bring about the changes she hopes to see. “I want everyone to fall in love with this island and see the beauty and calmness that exists living here.

I want to fill the island with good families who care about its rich history, and who will honor its past. My goal is to let the buyers know what living here entails.

It’s very remote, so I need to make them aware what their day-to-day life will look like in this quaint and quiet fishing village.”

To learn more about Laura Evans email ladylauraevans@gmail.com, or call (443) 235–4649 37 Copyright Top Agent Magazine

DOMINIC FONTE Top Agent Dominic Fonte has helped over 2400 families during his career and 133 during Covid alone. He has amassed over 300 5-star reviews on multiple websites.

This past year, he oversaw $30 million in sales over 135 transactions. Yet when Dominic first got started in real estate in 1988, success was only a dream. After careers in the grocery business and retail, he was frustrated with minimum wage. He enjoyed carpentry when he was younger, so he began exploring possible new professions in that direction. Ultimately, he settled on real estate.

The Friday he got his Realtor license, he quit his job.

Early Monday morning, he showed up at a local agency.

Only the secretaries were in. When he told them about quitting his job to be a full-time Realtor, they were shocked. “They told me to grow up,” Dominic remembers. This response rattled him. After several hours, a broker arrived. She suggested he pull out the phone book and start cold calling. He got a lot of hang-ups.

Embarrassed, he headed home to call from his basement, and still had little luck. Back then, there were no plethora of instructive YouTube videos. With a bag of merchandise, he went knocking on doors. One man slammed the door in Dominic’s face. “I felt I was climbing a mountain with no safety equipment, and I could either get to the top or die trying,” he says. Finally, tired, hungry, and broke, he was about to give up and go home when a mailman offered tips about the neighborhood and who might be interested in selling their home.

Dominic’s luck began to turn. That first year, 33 years ago, he sold 40 homes.

Today, Dominic is still energized with the business and helping people based on their needs, not his own or anyone else’s. He serves all of Ohio but specializes in Stark County and the surrounding areas. He knows where to expect pitfalls and has whittled his formula down to a science. He made videos to explain buying and selling processes. “I meet clients where they are, 38

not where I am,” he says. “Where there are gaps, I build bridges.” If people are acquainted with the realities of the process and the current market, they will not be disappointed or suffer buyer’s remorse.

Dominic advises clients to write pro and con lists before making a decision to buy or sell a home. Once goals are in writing, people can make logical, rational decisions instead of emotional ones.

In 2015, Dominic was appointed a city councilperson for North Canton and has been up for successful re-election three times. “I accomplished a lot of things for this city and my constituency,” he shares. When not serving others, he spends time with his five children and four grandchildren. His youngest son recently earned his Realtor license and joined Dominic’s team.

“Homeownership is a wonderful thing,” Dominic says.

“It’s especially poignant when I help people who never thought they could buy close on their dream homes. All those years ago, I struggled and overcame obstacles in order to build my wealth and achieve my long view, and now here I am, helping others do the same. What could be better than that?”

Reach Dominic at: DominicFonte.com, Email dominic@dominicfonte.com, or Call / Text: 330-418-1535 www.

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Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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Top Agent Magazine

JOANNE HUDSON Taking the time to listen to her clients’ needs and figuring out their wants is what makes Joanne Hudson stand out as a Realtor.® She is an attentive and dedicated agent committed to providing her clients with quality service during every transaction. Her success in the real estate world is a mixture of experience, market knowledge, strong negotiation skills, and her ethical approach to the business.

Leader of the Joanne Hudson Group, Joanne always puts her clients first. When working with her, buyers and sellers can count on an agent who is dedicated to doing the right thing and making sure their best interest is always at the forefront. “I take the transaction process very seriously, as I understand just how much it means to my clients. I listen more than I talk.

I pay attention to what they’re saying, verbally and non-verbally, and figure out the best path for helping them achieve their goals,” she says, and adds, “I’m also very transparent with my clients. If I don’t think that the fit is right, I’m very candid about that.”

An outside-of-the-box thinker, Joanne enjoys coming out with creative marketing solutions. She utilizes Compass Coming Soon posts , social media posts, email blasts to her large sphere and the PLN (Private Listing Network) in order to get her listing sold as soon as they hit the market. She also invests in professional photography, drone photography and video, as well as a large social media presence.

Her passion for helping people is a driving force behind Joanne’s hard work. “I like the relationship aspect of my job and getting to help all the different people that I meet and become friends with.” She also enjoys the variety that working in real estate brings into her life.

“Every day is different. There’s always something new to learn and new challenges to conquer.”

Joanne believes that her years of experience in the business have been an invaluable tool that have helped Top Agent Magazine

shape her into a trusted resource and a fierce negotiator for her clients. “You don’t get to be a top agent in one day. It takes years of experience to become a good negotiator and to be able to accurately read the different situations in which we find ourselves with every deal. With experience, you are able to develop a strong sense for what’s happening as well as the ability to gauge the market and see where it’s going. It helps you advise your clients into making the best decisions.” Joanne’s experience as co-owner of The Hudson Company, the real estate brokerage company she co-founded with her husband Steve in 2001, has given her valuable insights into the real estate world that most brokers don’t have.

In the future, Joanne plans to continue expanding her business strategically and help as many clients as possible achieve their real estate dreams. She is also thrilled to be working with her son Forrest, who recently joined the business, and her husband Steve.

When she’s not busy helping clients, Joanne is active at her local church and supports the Alzheimer’s Association as well as a variety of causes to help the homeless population. In her free time she likes to spend time with family and friends, hike, swim, and play the piano.

To learn more about Joanne Hudson email joanne.hudson@compass.com, or call (847) 971 – 5024.

To learn more about Joanne Hudson email joanne.hudson@compass.com, or call (847) 971 – 5024.

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MIKE HYDE When Mike Hyde discovered Keller Williams in 2016, he knew he was home.

“I was blown away by their philosophy and culture,” Mike says. “God, Family, Work, Environment.” He was particularly drawn to KW Cares, a foundation that assists KW families going through hardships. Mike knows hardship firsthand. He fought cancer with his beloved son Cash from 2010 to 2012, a fight which Cash ultimately lost.

Shortly after that, Mike’s family also lost their home and their car. “I realized that if I had been with Keller Williams, we would have had support,” he reflects.

Navigating through loss was a process for Mike. In 2016, while searching for a new direction for his family, he earned his Realtors® license and began working as an independent agent. Initially, he built business off regeneration, prospecting, door knocking, for sale by owner, and expireds. He did well yet realized there is so much more he could do to build a sustainable business. In 2018, KW announced investing billions into new technology products and services as part of its transformation into a technology company. Mike became his Market Center’s tech trainer and started working with their vast Command database. Thanks to database management and lead conversions, he and his team exceled, becoming their Market Centers Top Team in 2019, 2020, and 2021. Best yet, Mike says, “I like being an expert for my friends and family. I help change lives.”

Based in the Bitterroot Valley in Missoula City, Mike’s team covers Western Montana, including Missoula and Ravalli Counties, and the surrounding areas. Repeat and referrals make up 71% of Mike’s business. “Are

clients going to be happy enough at the end of the transaction to recommend you to family and friends?” he asks. “Are you setting the right expectation to make that possible?” Mike looks ahead to communication and follow-up from the beginning and quantifying and examines interactions, updates, transactions, and optimization operations. “Our technology, professionalism, and aggressive marketing and branding campaigns set us apart,” Mike says.

To stay in touch, Mike’s team incorporates automated smart plans. “Even with the system reminders, you have to call, say hello, and check in,” Mike says.

“Right now, care calls are especially important in our post-covid environment.” To market listings, Mike throws open houses and pushes invitations and content on social media and through the databases. They circle prospect neighborhoods and invite neighbors to open houses. This mix of database management, conversion, and old-fashioned boots-on-the-ground advertising pushed Mike’s sales volume to $20 million last year. This year, the annual volume will be $25 million. Conversion calculations assure next year will bring in $50 million.

For the future of his business, Mike is looking broadly at team members’ individual goals. “Our overarching goal is to work to live, not live to work,” he says. Mike is about to hold the grand opening for the new Agent Command Center in Florence, where he will conduct training for agents around the United States. “Here we are family,” Mike says. “Our goal is to show our Montana communities, and every community, how much value we bring to them through Keller Williams and the real estate world.”

You can follow Mike and his team at: Mikehyde@kw.com, 406-370-0091, buysellmontana.kw.com, zillow.com/profile/Michael%20Hyde8, realtor.com/realestateagents/57b3458645af890100273dec, and buysellmontana.kw.com www.

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Top Agent Magazine

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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JENNIFER JOHNSON Jennifer Johnson – Co-Owner of Signature Homes in Virginia Beach, Virginia – is that rare breed of real estate agent who consistently places the needs of her many clients front and center during every transaction.

Honest, hardworking and consummately dedicated to providing her buyers and sellers with top-of-the-line customer service, there are few better suited to helping anyone achieve their real estate goals.

Jennifer began her journey in real estate in 2016. “I’d always been interested in the industry,” recalls Jennifer. “I had a couple of friends in the business who encouraged me to give it a shot. I was working a nine-to-five office job at the time, and I wanted to have a little more control over my life and my work schedule, so I could spend more time with family and traveling.”

Jennifer quit her job, obtained her license, and jumped in feet first. Joining a team initially, she quickly became one of that company’s top producers. Not long after, she formed her own team just prior to opening the doors of her own brokerage, Signature Homes, which does business in both Virginia and North Carolina.

Currently, a significant majority of Jennifer’s overall business is based upon repeat clients and referrals, a true testament to the excellent service she and her boutique agency provide. “In addition to the service,” says Jennifer, when asked how she has managed to attain such impressive levels of trust and loyalty amongst those she works with. “It’s got a lot to do with the team environment I’ve fostered. When we created the company, I wanted it to be a place where we lift each other up. I encourage all my agents to work together and help each other out - and in turn - our customers.”

There are many other factors that come into play when assessing Jennifer’s impressive and rapidly growing success story. “Hampton Roads is a big military community,” she explains, “so we really have to get creative and think outside the box to help people navigate a fast moving market. We’ve helped people move during COVID, and we’ve had many clients moving here Top Agent Magazine

from overseas and some never seeing their home in person. We spent a lot of time creating processes and systems that make navigating the transaction process easier for our clients.”

Jennifer – who holds a B.A. in Modern Languages and Communication – is also an intelligent marketer of her their company listings. High-end professional photography iand video tours are done to highlight their properties and ensure a strong online presence to adapt to the giant shift in home buyers heavily relying on the internet to find their home. A robust presence on the internet and savvy utilization of social media ensures that each home gains maximum exposure and a fast sale, and Jennifer’s excellent negotiation skills make certain top dollar is attained.

When not working, Jennifer enjoys traveling, cooking and outdoor activities. She is also a philanthropist who gives back in a variety of ways, most notably through the local non-profit SMILE ( Samantha Makes It a Little Easier), which helps children with a wide range of medical needs.

Jennifer’s plans for the future include continuing to grow her already-thriving business, and to add and mentor more like-minded agents who share her clientfirst philosophy.

For more about Jennifer Johnson, please call 757-753-0452 or email Jennifer@1stclassagents.com 45 Copyright Top Agent Magazine

JANELL KOLENC Janell Kolenc is a real estate agent working with HomeStar Brokers and based in Salem, Oregon. In addition to Salem, she also serves Dallas, the Willamette Valley and surrounding areas, and even as far as Portland.

Although she has been in the business for 13 years, her passion for real estate began in the late ‘70s, when she helped as a “sidekick” for her father, a realtor in Albany, Oregon, with his business. It was here that Janell absorbed 30 years’ worth of real estate experience, learning important lessons in integrity, honesty, and hard workmanship.

Before becoming a realtor she ran a house cleaning business, where she met Eric and Jennifer Larson, the future heads of HomeStar, and has been working with them ever since. When she got her start, sales were slow, and so Janell also took a role as head of property management for HomeStar, and she has been able to balance these two occupations for 10 years now.

Janell works solo for HomeStar and currently around 40% of her business consists of repeat and referral.

Her marketing is done through HomeStar, which uses primarily billboards both analogue and electronic, and social media as well as a vast range of websites. She now averages about 40 transactions a year. She is a warm and social person, diligently keeping in touch with past clients, whether through phone calls or direct mailing. According to Janell, about 90% of those past clients have become good friends who she regularly socializes with. This remarkable ability to put all those around her at ease and make friends with almost anyone is what sets her apart; Janell builds strong and

close relationships with clients that last long after the transaction is closed.

Spend 30 minutes talking with Janell and it immediately becomes obvious how much she loves working with people, especially the privilege of being able to help them find their dream home. It is also important to her that her clients, especially younger ones, realize that a real estate transaction doesn’t only involve a home but a long term investment and ultimately a future. These are the driving motivations behind Janell’s real estate practice.

Janell and her family have been part of the Salem community for over 25 years, and the wellbeing of that community is always at the top of her priorities. She was a long-time contributor to the West Salem Little League as her three sons were growing up, and has long been involved with the Salem Dream Center, a local non-profit charity that helps underprivileged families in the West Salem area. When not working or being active in the community, Janell enjoys hiking, camping, and snowmobiling with her family. She also regularly meets with a close knit group of Bible Study friends.

Janell’s plans for the future of her business involve both endings and beginnings, as she looks to finally hand off her property management position in order to focus more on her own work and to grow her sales volume. Although not quite ready to retire, she is also making preparations for that eventuality, but in the meantime she intends to continue helping people and apply her knowledge and skill as a realtor to the highest possible extent.

You can contact Janell at (503) 508-5652 or janellkolenc@msn.com, and you can visit her website at janellkolenc.com for more information. www.

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

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

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 47

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

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

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

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

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 48

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

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

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

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

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SUSAN MAMAN Susan is in the top 1% of brokers, a ranking she’s held for the past 9 years. In 2021, Chicago Magazine ranked Susan #21 out of all brokers in the Chicago metropolitan area. Chicago Agent Magazine’s “Who’s Who” recognized her as one of the top 100 Influential Real Estate Agents in Illinois in 2019. Crain’s Chicago Business recognized her as a Notable Residential Real Estate Broker. As the #1 Broker in Glencoe for 2019 and 2020, Susan takes pride in the number of repeat clients and referrals.

As one happy Glencoe resident put it, “From the moment we met Susan, we felt like we could trust her.

Trust and knowledge were the two most important factors for us, and she epitomizes these qualities. She was never trying to make her commission or push us.

She wanted to find us the perfect place at a great price point.” With 18 years in the corporate world as a successful marketing and advertising professional, Susan Maman was looking for a change that didn’t involve driving more than 500 miles a week to see clients all over the Chicagoland. She was advised by an industry leader at a local brokerage that residential real estate would be a great fit.

Susan’s parents moved to Glencoe from Johannesburg, South Africa in 1967. She raised her children in Glencoe.

For Susan, promoting the North Shore is easy. Selling the lifestyle that comes with purchasing a home in this area is as important as promoting the look, functionality and features of the property itself. A decade ago, Susan moved from another brokerage to @properties the day they opened their doors in Winnetka. Their marketing and advertising was cutting edge. The infrastructure and support @properties provided was like no other. It was the best career move and she never looked back!

Susan applies the same high bar when it comes to marketing her listings. Using a comprehensive custom marketing plan for each property, her initiatives include social media, print and a luxury oversized color postcard direct mail plan. The North Shore sellers and buyers are unique in that they still read local magazines and read their direct mail.

Additionally, Susan reaches out to the top 10% of both suburban and city brokers, as well as calling select brokers and buyers to share her new listings. It is more important than ever for brokers to communicate on a regular basis. We are currently experiencing a lack of inventory for buyers, so she has to go that extra mile.

For higher-end properties, she markets directly to Chicagoland’s Fortune 500.

One of the main reasons for her success is a simple concept—consistent communication, returning phone calls by the end of the day and responding to emails in a timely manner. Making herself available and building relationships with clients is key. These efforts don’t end at the closing table. Susan hand delivers quarterly gifts, picks up the phone just to say hi, and hosts dinner parties.

As a breast cancer survivor, every year Susan donates a percentage of her income to breast cancer research.

That same strength and determination is evident as she fights for clients during negotiations.

When not working, Susan loves to cook gourmet meals for family and friends, enjoys traveling both in the United States and abroad, and spending as much time as possible with her two adult children, Jordan and Monique.

Contact Susan at 847-878-5235 or email susanmaman@atproperties.com.

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SARAH McGARRY As a Colorado Springs native, Sarah has a personal connection to each property as she helps clients find their dream home in the place she’s called home all her life. Coming from years of experience in sales, Sarah made the leap to explore real estate in 2015. “Purchasing my house was a really interesting experience. Somewhat on a whim, I decided to make a career change, and I jumped right in,” Sarah remembers. “It’s a great thing to be able to buy a home and help people along on that same journey.”

Today, Sarah is a REALTOR® and Broker Associate with Berkshire Hathaway Home Services, in Colorado Springs where ninety percent of her business derives from repeat and referral clients. A natural people person, Sarah credits her authenticity and the genuine care she invests in building relationships with creating a foundation of trust as she guides her clients through the transaction process. Sarah’s service to her clients doesn’t stop at the close of a transaction. Building off the relationships she fosters, Sarah often follows up with calls and texts to see how they’re enjoying their home. She stays in touch with personal cards and gifts through mailers, sent every ninety days, keeping Sarah top-of-mind for when past clients consider their next move. “Being a part of people’s lives is what I love most about what I do,” Sarah says. “Staying true to that and to myself really shows in the relationships I’ve made with clients over the years.”

When it comes to marketing, Sarah utilizes a variety of methods to reach the right buyer. She engages a robust digital rollout for each listing, with posts across a wide range of social media platforms placing Sarah’s listings right at a buyer’s fingertips. And in a hot market like Colorado Springs, Sarah can 50

lean into her professional network, connecting with and marketing to buyers’ agents which often offers the fastest turn around on a sale.

As a REALTOR® who cares about her community, Sarah finds opportunities to volunteer with nonprofit organizations that support mental health among the high number of veterans in Colorado Springs’ large and growing military community. When she’s not working or giving back, Sarah enjoys taking advantage of the rugged outdoors that Colorado Springs offers. With the Rocky Mountains in her backyard, she cherishes time to explore and go hiking with her dogs.

Looking to the future of her business, Sarah has begun forming her first team, recently becoming team lead to a buyers’ agent and an assistant. In anticipation of growing her team further, Sarah envisions shifting into a role of mentoring other agents to be successful.

As she lays the groundwork to grow her business to a level of excellence that will leave a lasting legacy, Sarah endeavors to maintain the high level of care for each client that has been her trademark of service from day one.

Find out more at sarahmcgarryhomes.com.

Connect with Sarah at 719.201.8352 or email at sarah@mcgarryhometeam.com. www.

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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MAURICE OWEN-MICHAANE Top Agent Maurice OwenMichaane – Owner and Principal Broker of Capital Realty NY – is a truly dedicated real estate professional who consistently goes above and beyond for his many grateful buyers and sellers.

Maurice’s focus on providing excellent and personalized customer service has set him head and shoulders above the competition. His honesty, integrity and commitment to achieving exceptional results for his clients has translated into his stellar reputation as a trusted real estate advocate for his clients looking to buy & sell homes in NYC, Westchester and the Hudson Valley region.

Maurice, who graduated from Hamilton College with a B.A. in Government and from the Zicklin School of Business Honors Program at Baruch College with an MBA in Finance, began his real estate journey in 2008.

Prior to becoming licensed as a Realtor, Maurice was an Associate in Goldman Sachs’ Investment Banking Division. “I had a sense in February 2008 the market was going to pivot, so I decided to go to business school,” he recalls. “First, I needed to keep busy for the summer before school started, so I decided to get my real estate license.” Maurice found success almost immediately out of the gate, selling multiple apartments in his first two months. Since then, he has built a thriving company that continues to grow year after year.

Maurice’s business thrives upon building relationships and also referrals. “I think a lot of it has to do with relating to people’s need coupled with my work ethic,” says Maurice, when asked how he has managed to achieve such impressive levels of trust and loyalty amongst those he works with. “I give every client 110% of personalized focus. “Also, when I’m working with a client, they get me. I’m always present at every showing.”

That hands-on attention he gives to his buyers and sellers has resulted in Maurice being named one of the best agents in Westchester, including being recently named by Westchester Magazine a 2021 Best Agent.

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There are many other factors that have played a large role in Maurice’s phenomenal success story. Among them would be his financial background that provides significant value to his clients along with his expert negotiation skills. Additionally, his innovating & comprehensive strategies for marketing his listings – which blends cutting-edge techniques - ensures that every one of his properties gets maximum exposure to potential buyers. The overall result is almost always a fast sale for top dollar, not to mention happy – returning and referring – clients.

When he isn’t working, Maurice enjoys traveling with his family. A Lifetime Member of the National Eagle Scout Association, he is also an avid philanthropist who gives back to his community in a wide variety of ways, including as a current Trustee in his hometown, the Village of Pelham Manor, and as a current Director on the Hudson Gateway Association of Realtors, and a member of the Hamilton College Alumni Council. He is also a member of the Pelham Civic Association, which raises funds for local charities, among other endeavors.

Looking to the future of his business, Maurice’s goal is to continue building upon the relationships he has made over the years while forging new ones, becoming their trusted, go-to real estate professional. Above all, Maurice remains committed to providing first-class, personalized customer service. “It gives me great satisfaction to help people find a place they can call home,” he says.

For more about Maurice Owen-Michaane, please call 917-842-5552 or email Maurice@CapitalRealtyNY.com 53 Copyright Top Agent Magazine

AMANDA PINKERTON Amanda Pinkerton began her journey in real estate on the courthouse steps in 2008 buying foreclosure properties. She then transitioned to traditional real estate, carrying with her the formative experience and invaluable knowledge she gleaned from the foreclosure and investor world.

Amanda brings an investor’s perspective to her clients, offering them expert counsel.

Amanda provides top-tier service to every client, no matter the price point. It is no surprise that nearly 100% of Amanda’s business stems from repeat clients and referrals. Going above and beyond for her clients, Amanda sets a high bar for herself. “I never want a client coming to me wondering what’s next,” Amanda says. “I work hard to keep them updated and well-informed.”

To market her listings, Amanda knows how to make her properties stand out. Amanda’s unparalleled marketing strategies and networking capabilities result in higher sale prices. “I don’t just plug your home into a “system”, I take a personal and specific approach to each home – that’s what makes the difference. I consult and advise my clients to determine the best strategies to sell the home, at the highest price.”

Dedicated to her community and the mother of three daughters, Amanda is actively involved in philanthropic and extra-curricular efforts through her daughters’ schools. She offers support to High School Cutting, cheer and football through fundraising, and sponsorships. When Amanda is not busy working on her business or giving back her time, Amanda loves riding horses and hiking with her family. She strives to be the best she can be as a topnotch agent, running a respectable household, and maintaining personal health and energy.

No matter the changes that are in store, Amanda is steadfastly dedicated to maintaining a high-level of professionalism for herself and for the industry. “Too 54

many think of real estate as an easy way to make a living,” Amanda says, “but for me, I want to make sure that we’re holding every agent to a high professional standard.

“I’ve learned that buyers and sellers really don’t care how many homes I’ve sold.

They just want to know; Can I trust you, are you good at what you do, and do you care about me.”

Real estate is typically the highest value transaction someone will make in their life and the least frequent. If you think it’s expensive to hire a professional, wait till you hire an amateur. I jokingly tell my clients, ``you’re going to want to pay me a big bonus but I’m not going to accept it.” :-) My personal income has always been a direct correlation to the value I deliver to the market. To me success rests in the details, and nothing is more important than hard work, ambition, and extreme dedication.

To find out more about Amanda Pinkerton, you can call 480.235.1377, email amanda@pinkertonproperties.com or visit PinkertonProperties.com as well as social media sites, Amanda Pinkerton Arizona Realtor. www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 56

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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DEANNA POND Deanna Pond is passionate about her clients and serving others. Since 2006, she has been providing compassionate, people-centered customer service to her clients in Monterey County, where she was born and raised. “People are my passion,” Deanna says, “and I had been studying the real estate market for many years. I love what I do. Real estate is not a job to me, and it’s not about the money.

I do it for the love of my clients, and because of that, I have excelled.”

Now as the Broker and Owner of Coast & Country Real Estate Group, Inc., Deanna trains and mentors her agents to value relationships. “I teach my team that their name and reputation is worth more than any price tag,” Deanna says. Deanna’s background in business and the financial world have given her a leg up in the industry, and she transferred her versatile skillset to helping buyers and sellers. “We have a team of amazing people,” Deanna says. “They sought me out because of how I run my business.

Everyone on the team has different gifts; we’re really like a family. Our communication and the way we are driven by relationships sets us apart.”

Deanna is proud of the stellar reputation she has earned; at 90%, her repeat and referral rate is a testament to her client-centered business practices. “I put my whole heart into what I do,” Deanna says. “When I first got into this business, my clients were experiencing hard times, and I learned how to do things differently than other realtors and how to really be there for people. My clients come back to me because my service is heartfelt and genuine.”

To keep in touch with her past clients, Deanna prefers the personal touch, making phone calls and seeing clients in person. To market their listings, Deanna and her team implement a comprehensive, technologically-savvy strategy that includes online virtual tours, social media campaigns, and open houses. On her own, Deanna averages between 75-100 transactions per year.

For Deanna, it is not her impressive numbers or sales figures that motivate her, but rather her passion for helping clients. “Sometimes it’s about helping them achieve their dreams,” Deanna says, “and sometimes it’s about helping them through a difficult situation.

I love being there for my clients and being the person who can reduce a stress or trauma in their lives; that’s what I do best.”

Dedicated to her community, Deanna serves as the Coordinator for the Non-Profit Alliance of Monterey County, which oversees all non-profits in the area.

For over eight years, Deanna has also served on the Board of Trustees for the Scholarship Foundation for the Monterey Board of Realtors, which raises money for student scholarships for high schools and community colleges. When Deanna is not busy giving back her time or helping her clients, she loves to be in the wilderness with her kids and her dog, to hike, and to do salsa and ballroom dancing.

Proud of what she has built, Deanna plans to continue the values-based practices that have led to her remarkable success. “My goal is to continue to be there for my clients and to do what I love,” Deanna says. “I can’t imagine doing anything else.”

To find out more about Deanna Pond, you can contact her by phone at 831-915-8311 or by email at deannasellshouses@sbcglobal.net.

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ALYSSA SUNTRUP Even after Alyssa Suntrup earned a degree in communication and marketing and thrived in a sales career negotiating digital and television advertising, she always knew her future lay in real estate. Her biggest dilemma was not whether she should make the leap, only when. Finally, Alyssa decided the time was right. While working full-time and supervising a little one running around her house, she earned her Realtor’s license.

Three years ago, she entered the profession full-time. In her second year out with Gladys Manion Real Estate, a boutique agency that focuses on the luxury market, Alyssa brought in over $10 million in sales and was recognized as Rookie of the Year. More recently, she won honors as a Gold Level producer in the Top 5% of agents. She serves the St. Louis metropolitan area and the central corridor. Since its origin, Alyssa’s business has grown exponentially. This year she will exceed 35 transactions, and over $25 million in sales. Past client referrals comprise a large percentage of her new clientele. Clients recommend friends and family because they recognize Alyssa’s work.

“I dedicate myself to achieving results,” she says.

When asked what makes her personal brand so appealing, Alyssa credits her penchant for finding off-market deals. “My business thrives on my ability to discover properties before they hit the market,” she says. “I am a strong hunter, if you will.” Another thing that sets her apart is her interest and curiosity in architecture and interior design. After personally gutting, designing, and adding additions to homes, she has a unique perspective and vision, as well as a cultivated sensibility about ongoing and novel home trends.

To market listings, Alyssa relies on social media and digital platforms, as well as her agency’s MLS, Maris. On top of that, Alyssa believes in fostering a strong and consistent print presence, especially with 58

luxury products. “Clients expect the glossy advertisements,” she says. “With the help of professional photographers and videographers, we turn a home into a narrative.” When asked what she likes about her job, Alyssa cites her hunger for learning. “Every day is different,” she says. “Every deal is different. I am constantly educating myself and my clients and growing and discovering new ways to improve.”

Aside from her business, Alyssa is active in her community, serving at the grade and nursery schools her sons attend. She also volunteers time and resources to their local Parish. Outside of real estate and community involvement, Alyssa loves to travel and discover new adventures with her husband and family. For the future of her business, she wants to grow. “I look froward to expanding, but I don’t have any intention of creating a large team,” Alyssa explains. “I think the tradeoff is not worth it. In my opinion, people are signing up for you, your expertise, and niche knowledge. To hand off a client is not the kind of growth or success I ascribe to or am looking for.” Instead, she looks forward to streamlining and improving her processes in order to service clients more efficiently without sacrificing the elements of excellence that make Alyssa the Top Agent she is today.

You can reach out to Alyssa at: O: 314.721.4755, M: 314.359.3568, and alyssasuntrup@gmail.com Copyright Top Top Agent Agent Magazine Magazine

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

2

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

6

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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JIM SWANSON A former Navy Seabee, Jim Swanson has carried that team’s “Can Do!” attitude into everything he’s done since exiting the service. But that determination is actually less about training and more about his nature. “Once I latch onto something, I don’t let go until the job is done,” Jim laughs. “Especially when it comes to helping the people I serve reach their goals.”

Jim got his Realtor’s license in 2007 following a successful career as a home inspector. After 14 years in the real estate industry, he’s now the Managing Broker for The South Sound Team with Compass Real Estate in the state of Washington, serving clients throughout the Puget Sound communities of Tacoma, University Place, and Lakewood. “Or wherever and however people need me,” Jim insists. “I think I take even more satisfaction from challenging projects, helping people overcome difficult obstacles or situations, and I’ll do what it takes to help them move into the next chapter of their life.”

That commitment is perhaps why Jim and his team are consistently ranked among the top 100 agents in Pierce County out of over 4000 active agents, and why an impressive 70 percent of his business comes from repeat clients and referrals. A look at his testimonials reveals clients gushing with praise. One happy couple expressed their gratitude like this: “My wife and I would like to thank God for giving us the opportunity of meeting Jim Swanson, and for sending him our way to help us find the home of our dreams for the second time….It is difficult to find someone with so many virtues together, professionalism, leadership, tolerance and patience and

Jim has all those characteristics and so much more.”

When it comes to marketing listings, The South Sound Team leaves nothing to chance. Jim advises clients on needed repairs or updates, as well as helping them stage their home to maximize its appeal to buyers. He utilizes professional photography, videography, drone shots—whatever is needed to capture the property’s most unique and lovely features. Jim then markets the listing to all of the major social media platforms, including Facebook and Instagram, to his brokerage’s website, and all of the dedicated real estate sites.

Jim’s background as a home inspector has benefited both buyers and sellers alike, giving him a keen eye for issues that could devalue a home when it hits the market, or become headaches only months after a purchase. He always offers his honest opinion, though he never pressures clients into any decision. “I work by the Golden Rule. It’s never about me. It’s about helping my clients achieve their own goals, and trying to make the process as stress free as possible. Doing the right things—that’s what I find rewarding.”

Leisure time is spent with family. Jim’s six-year-old daughter has just begun Cub Scouts, and he loves watching and helping her learn the lessons necessary to become a good citizen and person. Jim and his family are also active members in their Church.

Going forward, Jim wants to continue helping as many people as he can with their real estate needs, always delivering service with the compassionate and professional service for which he’s come to be known.

Contact Jim at 253-495-4655 or email jimswanson5@yahoo.com.

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JEFFRY & LORENA SWENSON Born and raised in Montana, Jeff Swenson has always possessed an entrepreneurial spirit. An owner and manager of his own successful manufacturing business, almost 31 years ago he first took an interest in real estate while exploring investment opportunities around his hometown.

Several years ago, Jeff and Lorena decided to become a professional team and she became a Licensed Agent and his Assistant.

Ever since, the couple has been forging strong connections with buyers and sellers throughout the region, living by their motto: “Service before self.”

Today, Jeff and Lorena lead the Swenson Team, powered

by PureWest Real Estate, the number one Real Estate Company in Montana, where they assist clients throughout Whitefish, Kalispell, and the surrounding areas.

Equipped with over thirty years of experience, they possess the insight and compassion needed to navigate any transaction. “Clients know we place their needs ahead of our own,” Jeff says. “We never count a commission before we’ve earned it, and we’re all-in with them from start to finish. At the end of the day, our job is to get them the greatest return for their home or place them in the best financial circumstances for their future.”

When listing a property, Jeff and Lorena leverage the full suite of resources available through PureWest Real Estate to give clients an international reach. After helping their sellers fully prepare their home for the market, they share it over a blend of digital and social media campaigns. In the meantime, Lorena, a marketing expert, gives clients an added advantage through proven outlets like advertisements in the local newspapers, flyers to the surrounding neighborhoods, and email blasts to targeted subgroups within the PureWest family and other sources she has accessed.

Elsewhere, Jeff and Lorena are just as attentive when assisting their buyers. In fact, they remain in touch long after the deals are done through frequent check-ins and even gifts such as a handmade exotic cutting board at the closing. “It’s something our clients will use frequently that reminds them of our journey with them,” Jeff says. Over the years, the couple has earned a terrific reputation throughout Montana, with the majority of their volume coming from repeat clients and referrals. “In real estate, every day is different,” Lorena says. “The business really keeps us on our toes; however, we love the process of connecting with our clients and tackling a good challenge.”

When they’re not with clients, Jeff and Lorena are deeply committed to their community. On top of supporting various causes throughout the year, they volunteer at local food banks, mentor teenagers in-need, and donate three dimensional areola restoration for women who have experienced a mastectomy due to breast cancer. Because continued real estate education is very important to the Swensons, they have traveled as far as Fiji to increase their knowledge and stay up with the current needs of the times.

Never settling, Jeff has built on his passion for real estate over the years, becoming a Certified Luxury Home Specialist, pursuing his Broker’s License, and even expanding into commercial properties as well as real estate development. Now averaging close to $30 million in annual volume, he and Lorena are most excited to further scale the values that anchor their accomplished career. “The lifestyle we lead wouldn’t have been possible if the people in our community had not given us their trust,” Jeff says. “That’s what it’s all about. I’m so grateful to every one of my clients over the past thirty years; they have enriched our lives as much as I hope we’ve been able to enrich theirs.”

To learn more about Jeff and Lorena Swenson, email lj.swensonrealestate@gmail.com, visit purewestrealestate.com or call (406) 253-0033. www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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ROBIN TAYLOR With her extensive media and marketing experience, her work ethic, and her expert communication skills, Robin Taylor is a Realtor for modern times. After twenty-five successful years as a television news anchor and reporter, Robin transitioned to public relations and marketing. While she enjoyed the marketing side of her new career, she was looking for something more. When a good friend encouraged her to leverage her interpersonal and multimedia skillset and try her hand at real estate, Robin decided to take the plunge. “I’m so glad I made the switch to real estate,” Robin says. “This career has offered me wonderful ways to capitalize on my experience and knowledge while helping my clients achieve their goals.”

Now a solo agent with Coldwell Banker, Robin serves the Pittsburgh area, specializing in the Northern suburbs.

“Coldwell Banker is a full-service Brokerage,” Robin says. “We offer our clients comprehensive resources and exceptional service, along with cutting-edge tools and products to help with the marketing of a home, and to help buyers looking to purchase.”

With only five years in the business, Robin has already cultivated a loyal clientele who refer her to their family and friends, and who return for her top-tier services.

Knowledgeable, friendly, informative, and helpful, Robin is both a skilled negotiator and an expert communicator, guiding her clients through every step of the process. “What I feel truly sets me apart is how I educate people,” Robin says. “That’s what I did with television: I took complicated subjects and broke them down so people could understand. I have very good communication skills, and I walk clients through the process in ways that make them feel comfortable, cared for, and empowered.”

Leveraging the state-of-the-art publicity tools available through her Brokerage, along with her own marketing skillset, Robin knows how to show every home in its best light. Listing Concierge, a Coldwell Banker marketing platform, helps Robin manage her listings and Top Agent Magazine

spread the word. “Everything starts with professional, gorgeous photography,” Robin says. With beautiful images at hand, Robin promotes her listings through social media, just-listed postcards, and brochures.

Her husband is a photographer and videographer, and together they create beautiful videos for high-end listings. “I ask the owners what they liked best about living in the house,” Robin says. “I use that to build a story around each home.” Robin’s strategies have paid off: this year, she is set to close between thirty-five to forty transactions, representing over $12 million in sales volume.

Through Coldwell Banker, Robin is an actively involved in fundraising efforts for the Make-a-Wish Foundation and for the food bank. When Robin is not busy helping her clients, she enjoys outdoor activities, taking her dogs for walks and hikes, and playing tennis with a close group of friends.

Proud of what she has built, Robin has no plans to slow down. Her vision for the future of her business involves building a small team, including a buyer’s agent and administrative support so Robin can spend more time face-to-face with her clients. “My dream is to create a strong, close-knit team with a great culture and high professional standards,” Robin says.

To find out more about Robin Taylor, please call 412.538.8405, email robin.taylor@pittsburghmoves.com, or visit homesbyrobin.net www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 66

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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ROB WOLF With over 20 years of experience in Pennsylvania and New Jersey, Rob Wolf is highly skilled in real estate transactions and service. There are few problems Rob has not seen and solved for his clients.

“I’m good at troubleshooting situations and finding solutions,” Rob explains.

“But I also work hard to take stress off my clients by anticipating any issues that might arise—through research, imagination, experience, and just putting in the time. Preparing ahead of time makes things easier and more enjoyable for them. I find it very fulfilling to help people past all hurdles and into the next chapter of their lives.”

Before becoming a Realtor, Rob was on his way to a successful career with a national insurance agency. In the course of his workday, he met a lot of Realtors, and saw their autonomy as more conducive to a healthy work-life balance. “I had started thinking about having kids, and decided the flexibility of real estate made it a great job for a Dad.” He obtained his license and today serves clients all over Pennsylvania, as well as South and Central New Jersey through RE/MAX. Along with meeting the everyday needs of buyers and sellers, he’s also built a niche market assisting attorneys with probate real estate and divorce real estate work. An impressive 100 percent of his business coming from repeat clients and referrals.

He attributes that success to the excellent customer service he provides, and takes pride in always going the extra mile to help clients with whatever they need.

“If you take care of people like they’re family, solve whatever problems arise for them, and achieve a great outcome for them, they will keep coming back.”

When it comes to marketing his listings, Rob advises his clients on how to stage their homes to appeal to the most buyers. As a co-owner of City Burbs Construction, and a home-improvement contractor, he’s also able to help his clients with renovation and repair needs quickly and at lower cost. Once the house is ready for presentation, he follows up with professional photographs to capture the property’s best features, providing potential buyers with as much online information as possible through drone shots and virtual tours. The goal is to build up a lot of interest early, drawing multiple bids, which ensures a seller the highest price for their home. Frequent communication with his clients is a high priority for him.

Rob’s relationship with his clients doesn’t end when the transaction is over. He stays in touch through a monthly newsletter alerting clients to opportunities or changes in the current market that they might be interested in as well as a few general tips for home enjoyment. “I also like to send gift cards with handwritten notes from time to time,” says Rob. “Just a variety of little things to make people’s day.”

In his leisure time, Rob is all about family. He has two children, ages 7 and 10, who are involved with sports and dancing. Rob loves spending time with them—swimming, hiking, playing miniature golf or just being together. As for the future of his business, Rob plans to grow his team, and hopes to bring on a buyer’s agent soon. He also wants to expand his reach on social media, and continue providing his clients with high-quality customer service.

To find out more about Rob Wolf, please call 215-694-9728 or visit isolveproblems.com http://

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