NATIONWIDE & INTERNATIONAL 2-7-22

NATIONWIDE & INTERNATIONAL EDITION

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

THINKING OF LISTING? NINE WAYS TO GET READY

EVERY PLAYER IS VALUABLE HOW TO BOOST YOUR TEAM’S MORALE

FEATURED AGENTS

CHRIS ACEVEDO JESSICA ARNDT DAWNA BANKS COURTNEY BENSING OKSANA BOGOTT RON CONARD STACEY COULTHARD

LORI DAVIS SMITH

CANDICE KING

CARLOS ORTIZ

JESSICA DEVRIES

ANTHONY LA PENNA

BOBBI PRICE

LAURA EVANS

AUSTIN LAPP

RYAN RAFFETTO

GROVE HOMES GROUP

WILLIAM LAUER BRENT MAHAGAN

MARIE-FRANCE VACHON

NATANEL MALKOUKIAN

KAITLIN WHITCHER

ERIC HEIL RACHEL HUDGINS

COVER STORY

REBECCA GRAY & HEIDI WILLIAMS — T H E W I L L I A M S G R AY T E A M —

NATIONWIDE & INTERNATIONAL EDITION

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WILLIAM LAUER 31

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37

Charismatic and self-moti- each home is makin vated, William Lauer quick- on potential buyers. ly became a top agent in Milwaukee’s North Shore.

Passionate about his c He got his start in 2017, after with various local e REBECCA GRAY & HEIDI WILLIAMS RON CONARD JESSICA DEVRIES WILLIAM LAUER DAWNA BANKS a successful career as a magroups. He is the pr REBECCA GRAY ERIC HEIL COURTNEY BENSING CHRIS ACEVEDO & HEIDI WILLIAMS chinist. “I was traveling the Shore Kiwanis Club majority the time, focus ontheir childre A of Colorado native, Courtney Bensing An his expert in the communities Northeast dream homes in the area. list Chris Acevedo began real estate journey doing art my of whole life, andworkI’ve beenthey 56 43ago. “IOhio, 52 48 three years got started in real estate drawing and painting since I was a kid,” 55 has always about helping digital ing at nuclear power plants, oneslong is theafter Strong Jessica Arndt has always been been pas- passionate in touch theBad when an opportunity came up with a RealChris says.

When he’s not working, hehelp inner city others.

After authoring a successful career Leaving spaceship launchpads and childr sionate about helping others. After build-also enjoys spending time outdoors keep her clients apprise tor® I was meeting,” Chris recalls. “I was in the food service he industry, she with later a wife withhe explains. shares th other field, amazing projects,” says. “But “Weare ho ing a career in the medical she found and make sure they interested inJESSICA investing, so I was looking his threea boys, whether fishing, boating, or found herself seeking fresh opportunity tensive DEVRIES one child,that I was for something Clauscommunities. and a Breakfasp into properties. I herself met withseeking a Realtora® new and and just out in nature.spiritthat was newfound opportunity stilllooking that better spoke herbeing entrepreneurial added ad to home.” With his love of people and his donate to and volun they had a spot open in their so closer spoke to brokerage, her outgoing personality while stillwhile complimenting her outgoing he offered me a position there. I figured it talent for sales and technical Looking towork, the future, Chris decided says, “I wouldties.” William is also she earned her William real estate Over thh herthethe freedom topersonality. be thereOnce forlike Over years, Jessica would be a good giving way to learn business to scaleworld. my business up andsomebring morethe to jump into the real estate “It was Family, where they license, she teamed up with a prominent BENSING fantastic ACEVEDO LORI DAVIS JESSICA ARNDT her growing the time, her realpeople through ERIC HEIL for SMITH investing purposes, so I got myfamily. license AtCHRIS on. I want to grow so COURTNEY I can tastic provide reputation thing that my interests and skills well, and support to homeless localfitlender to launch a series of very popular them and started helping out friends andSue family. the coverage to help as many peoplethe as posvast majority with of her estate agent, Sasseville, was launchI entered it at just the right time.”

Today William courses forI would first time home like buyers, soon ing from I started getting pretty good at the business, and it’s sible. eventually to bring on more agents, ing her own team and invited Jessica toniche from repeat clients and r the Grapevine Realty Group, a sales team In the coming years, uncovering her in the market.

She’s been going as her volume exce been crazy ever since!” The rest is history, leads and since as well as marketers and videographers, to create a CONTENTS least 50%to of Eric’s business comes from Eric Heil aboard. began his real estate she career had after a At come There, chance secret to her success?

“It strong everandpower since. remains focused on within Milwaukee’s largest firm, into other areas then Chris has been steadily growing his business whole team to help myKeller clients.”

He emphasizesteam repeat referral clients, an impressive feat Williams working in sports marketing, which tookand him 4) 5 TIPS TO GETclients NEWachieve CLIENTS 46) 3finally SUREFIRE METHODS 65) ple, CREATIVE MEDITATION learn the industry from the ground up, finding quick notestate the transaction,” she says. helping their real estate goals. the importance of social media inhereal today.I can herscale to FOR real estate in“ that speaks to the trust and around the country before he settled inThe Realty.

Group consists of confidence William, two other and provid inspires.

“My clients trust me, and they know Arizona in 2003.

“The company I worked for “Video is huge right now, especially when it comes to Today, Courtney is a Realtor with Hub Real Estate gotten to know so THAT MAKE FOR A THE REAL ESTATE PROFESSIONAL success as byanNASCAR agentand and establishing a network of coordinator, a “I’m strong relationship withthem every cli agents, a database manager/listing and allowing to crea that I communicate well,” and Eric explains. here was bought was plan14) 7 REASONS WHY YOUR With eXp Realty, Chris serves PRODUCTIVE Gallup and the educating the clients the community.” where she services clients throughout Fort Collins of our transaction, MEETING satisfied the who region. with on more personal level. hiscountry,” wife, as the Chief Financial Officer. team.”

As he continue easy serves to get a hold of, and I work 7 days a them ning to close clients and move that across spans 69) IS FINDING A aNICHE MARKET surrounding in McKinley County, NewtheMexico.

PROSPECTS AREN'Tarea TURNING and the areas. in every- and there’s nothing week surrounding so that I’m available whenSpecializing my clients Eric recalls, “but I loved it here in Arizona “We also have a marketing media specialist and we will remain.

“I ju selling, buying, ordoes downsizing, I’m a FOR YOU? About 70% of his froma couple referrals, an Chris’s words of home advice toRIGHT other are, “Just INTO CLIENTS need me.” andbusiness wanted to comes stay. I owned of rental thing from first time buyers toagents relocations andbe lasting relationship 50) 5confidence STEPS TO ACHIEVE LONG ® outsource transaction management, home staging ing time in my clients impressive feat that speaks to the trust and yourself!

Get comfortable with who you are, and be properties in St. Louis, where I’m originally Today, Jessica is a Realtorlistings, them through process.” for the Sue Sasseville she possesses the insight and compassion 73) see EVERY PLAYER IS the VALUABLE: TERM SUCCESS AS A inREAL and me I always real and estate.

I got Staying touch withlearned past clients tell theyenjoyed appreciate thatphotography.”

I’m personable.

I’ve thatisIimportget along with people 23) HOWhe TOinspires.

SPEED“Clients UPfrom, Team, powered by Keller Williams Citywide, where needed to the demands any transaction.

Outside her career HOW TO andmeet Eric likes to keep themof apprised of BOOST license at thecommunication,” start ofESTATE 2005, divedAGENT right in, ant, genuine and that my I have good Chris really well, because I take time to understand themYOUR and TEAM’S FIRST-TIME HOMEBUYER developments in the market withMORALE relevant upand I’veassists been in realclients estate everall since.” toJessica her community.

Outside her career, is deep she throughout Northeast Ohio. says. “I always call back, and I stay in constant com- dates. their “If needs.

The people who areI will really successful in I see something in their area, TRANSACTIONS With much of William’s business consisting of repeats When assisting her buyers, Courtney leans on her ipant with the Gree her top of supportin There, shething has her pass penchant service munication with With clients.

One I combined hear4HomeServices from a lot thisTO are the information,” social76) butterflies, the ones whoOn 53) EASY WAYS itbusiness along justfor for their Ericcommunity.

Berkshire Hathaway ARE YOU DOING BUSINESS and referrals, it’s clear he’s exceeding expectations. in-depth knowledge of the local market to uncover the supports the Color Arizona Properties, Ericworked primarilywith serves the says.

“IOFFICE keep clients abreast of the or market of customers is that when they’ve otharen’t afraid to THAT talk to people to get in front the she also volunte alongside herofteam, with her acute insight into the local marketplace to 28) BUSINESS GROWTH HACK: REDECORATE YOUR AS YOU ON FACEBOOK? Paradise Valley and Scottsdale area.

“I’ve conditions around them, and usually that will right investment for their best interests.

From beginers.

Inspired by her Taking his time to get to know everyone he serves, er agents, they can’tSTRESS! get ahold of them because theMORALE camera.” Above all, Chris says, “For me, it’s really ABSORB YOUR CLIENTS’ WILL BOOST BossBabe where sheforre meet the needs of any buyer or spur seller. been with Berkshire Hathaway for 7 years, someshe questions.

I also have a clients, group of guidingCleveland, ning to end, is there for her them also volunteers communication just isn’t there.

I try to communicate all about being able to relate to people, and genuinely able toclients tailor-make a plan to achieve their goals.

79) MODERN EMAIL ETIQUETTE who are always looking for smaller and our Scottsdale office in a he greatiscentral &isIMPRESS CLIENTS Thanksgiving food drive to cook me the process and helping as often asREFERRALpossible, because I know it’saround frustrating wanting to help them.” rental and investment properties, sothem I TODAY’S keepmake location that allows me to get tobuyers, Foreasily histhrough this means understanding their well-inbud34) RECONSIDER FOR AGENTS for those in need. W when you’re waiting on an answer you can’t reach the entire Valley,” Ericand says. them updated as well.” area families in-need.

Whensheshe’s When listing a property, Jessica develops a strategy formed decisions on their future.

“Many people feel ing back, can b ONLY WHEN PLANNING FOR get, needs, and future so83) he TAKE can find them 57) 5 SURE-FIRE WAYS TO outlook, MY WORD FOR IT: the agent you’re around working with.

My biggest priority is like home ownership is out of reach,” she says.

“But Chihuahua for a wa she can be for found spending quality ti the distinct needs of her clients.

THE FUTURE the ideal property in aStarting locationout, thatTHE will suit them GET MORE REFERRALS communication.”

POWER OF TESTIMONIALS I’ve always wanted to give others the knowledge cuisine Colorado ha band and their she helps her sellers prepare their ahead. house for many years He the alsomarket ensures MAKING they receive the infant son, going fo and empowerment needed to&achieve theirWORD-OF-MOUTH dreams.

40) ARE YOU A VALUE-ADDED park, orutilizes travelling. and supplies themas THE with apossible suite ofprice professional best and terms.phoMeanwhile, Chris served in the Navy for five years an engineer, DAILY SCHEDULE OF COUNT After all, these transactions allow my he clients to not Looking ahead, Co AGENT? so he is highly motivated to help his61) veterans. tography services, including drone imaging and stability, 3D to spread all the only latest marketing techniques the generate word Afellow SUCCESSFUL REAL ESTATE build their financial but also future. As her volu 87) THINKING OF LISTING? “A lot of us don’tvirtual know about ourOnce VA benefits and the his out email blasts local As hertovolume maintains itsonstead tours. theabout house is listings. ready wealth.” to“We list, send she shares AGENT long-term she intends scali VA loans that we’re eligible for,” Chris explains. “So NINE WAYS TO GET READY agents and buyers, we also send out postcards to the that continues to seto ca intends on scaling her model it via a blend of highly targeted digital and social meI try to educate a lot of my veteran community about But Courtney is just as attentive with her sellers, way, though, she of entire neighborhood, double sided mailers, and blast her ne Along the way, though, she cares most becoming a fixture those benefits.” |dia Forwithin more inform Phone 310-734-1440 Faxcampaigns.

310-734-1440 leveraging the diverse resources available through agent.

“Never give the listings to over 300 different websites.”

OfferingAbove all, she please about upholding her proven standard of openness and community. looks fo mag@topagentmagazine.com | www.topagentmagazine.com To Estate find out about Chris Acevedo, to more ensure a seamless transaction. know how close yo Chris is Vice President of the Gallup professional Board Hub of Real photography, videography, and 3D or email w new clients and opportunities that integrity to ensure a seamless transaction. please callwith (505) 399-9720, No portion of this issue ®may reproduced anyestate, mannerhe whatsoever without prior consent of clients the publisher.

Top AgentofMagazine is published

by Feature After providing her aWilliam suite professional you get there. As lo . Inbeaddition to in real has a pasRealtors walkthroughs for every property, ensures email christopher.acevedo@exprealty.com, Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for

JESSICA ARNDT

— T H E W I L L I A M S G R AY T E A M —

DAWNA BANKS

DAVIS SMITH

or selling a house you’re can begoing scary.

B sion for artwork, and he creates murals and window photography and staging services, she broadcasts to suc

Jessica is just as committed to her buyers, leverag- could be nothing more rewarding t To learn Bensing, email courtneybe ing her extensive knowledge of the Ohio more regionabout to Courtney guiding light throughout the proces Top Agent Magazine courtneybensing.hubreal.com or callI’ve 970-h visit uncover the right investment for their best interests. the day, I love knowing that As a certified Military Relocation Professional, she make such an important decision a

or visit christopheracevedo.exprealty.com opinions expressed or facts by its authors. subscribe or change paintings forsupplied businesses aroundTotown.

“I’ve been address, send inquiry to mag@topagentmagazine.com. Published in the U.S. www.

2

www.

LAURA EVANS

STACEY COULTHARD GROVE HOMES GROUP RACHEL HUDGINS

“I am trying to save the islandReal thatestate has been part ofRachel way intoMarietta, get there is bythis boat.

“There are accomplish is by implementing Hudgins The aspec American Quarter Horse Associatio Situated at the Paige northern edgeis ofbased and 68 59 Evans Grove’s 64 thetoough 63 and does business I love,” declares Laura while 60 island.

It’s a and very Georgia, all across most exci life for Arizona’s decades. After Paige marketing strategies.

“We Maricopa County,no bridges very well the the bond between rider as west side of the state.

She developed an ent, and e graduated from the University of the wordIamongst our brokerage discussing her beloved Smith Island. peaceful existence. can ride my bike importance of having the right resources the little town of Wickenburg interest in real estate as a child, when and learns Georgia in 1991, she decided to earn her ever we have a listing,” Paige says With less than 200 fulltime residents, around whole place.” she used to ride uncle, athe realtor, finds selli riding lifestyle.

She’s an at offindi knownshe worldwide forwithitsher real estate license.isAlthough took a also advertise on expert hundreds we as he made the rounds showing houses. ing.

She l property for her buyers. rodeo events, and hasAside Smith Island is known as the last inhabfrom her work, Laura is passion break to raise her many children, she was intake professional photos, and mak Rachel admired her uncle and his busipeople, es volved in the building industry years. the home looks its best.” made the for county a her premier ited island off the shore of Maryland, ateneedless aboutto say, being involved in the loca ness piqued interest; possibly “So I was alwaysdestination staying updated on Rachel obtained her license When and has now ever made it comes to her listings, Stace for western-style located on Chesapeake Bay. The island community.

“IDuring am involved in Paige virtually current market trends,” she says.

After any free time, been working as an agent for 19 years. in helping RACHEL HUDGINS OKSANA BOGOTT STACEY COULTHARD LAURA EVANS AUSTIN LAPP GROVE HOMES GROUP sellers on preparing and staging theirand ho riders everywhere.

And if you ANTHONY LA PENNA BRENT MAHAGAN CANDICE KING NATANEL MALKOUKIAN the wide“M r is recognized worldwide by its famous everything that island!” her kids were grown and she had remarstayhappens active in on the this community. are a horse enthusiast looking to thedaughcontemporary buyer.

Withinvolved the hel ried, Paige decided to begin again in real year old started the CDAWG Found Rachel works with a partner – her Austin Lapp has never been a one-sizetrack to close around $12 million in multi-layered Smith Island Cake, the She –derful isManagtheone manager of creates the Smith Island Top Agent Natanel Malkoukian problems have come up.” She also stays manag King for your first Having the Century world of real estate working directly with theand l energy assistants, professiona to move toentered the center action, you are about going to hasing resources Agnelli provides as theshe ter, Peyton Lamb, who just started in of estate.

Joining 21, her knowledge new which raises money for children who can’t fits-all kind71 of Realtor.

Since getting his of the sales volume by the end of 2021, Austin 77 78 72 75 ticipated ® client official its Cultural Center, owns the island’s only ing Director of New Development at Nest among inabundant touch through annual appreciaher one state dessert, and want in 2019, Brent Mahagan is a caring to try to put together a fun January – and a buyer’s agent, Zach Fox. ofhalf the home and the surrounding proper to contact Coulthard. construction led to Stacey herlargest being a part of a team’s extracurricular activities,” Paige explains.

“So iw license in 2013, he has seen people Realtor move getsnew of his business from seasoned investor, brokerages inabout the area enables charity w The team averages $10 to $13 million in Seekers International in New York – is a tion events, or via interactions on social ry.

Her home Soonout Paige became shehair always giving back also aso board professional who goes of his wayso busy that the team tha freshly caught seafood.

Toreasons, Laura, she is awrestling notary, an electora tosalon, market the listing onand theI’m MLS, social for many different andit’s sodivision. knows repeat clients or referrals.

It’sto athat, diverse These with foste annual sales, and their rate of repeat and toclients spend more time generating new hardworking, intelligent real estate profesmedia.

Candice keeps all him ofthe her sebuyer, you at if you are encouraged her husband, David Grove, to earn his ber of the 400 North Association of REALTORS to provide his clients with best serget new uniforms next ye and has even that market knowledge is only part of native who has clientele, and Austin caters to the websites. local dedicated real Sheteamed also A Maricopa County spent much ofjudge, simply her home—and as loyal resveryestate involved with he many referral an astonishing 95%. attrisional who has business made a israpid ascent resources inand his Rachel updated on the latest long market developsm license.

It wasn’t before Paige and Dave formed in she Massachusetts inventory for buyers.

Those are Christmas toy drive.

S vice.

With a knack for outside his background, Brent su clients need her from their agent. community characterized by thethat butes this to thefarming large sphere of influence both she and his ser agents and potential buyers in she her sphe life on the back of athinking horse, Stacey is experienced living herwho ident, she’s what doing everything in her church.

In the rare event doe chosen industry.

Natanel, began his ments with her monthly newsletter. hrough.

Opportunities await Paige and Dave, as they p Grove Homes Group.

Determined, highly American Legion chap Peyton possess, as welllarge ashe theirMennonite capacity for personalarea’s population, as andyears boxcombining and a determination help enforcement first res com: W to restore want toit to its previous a Paige boon for the investors works with ofa likes able network given her many in th bestthelife, love of to horses with her pasjourney real estate in 2018, and currently ctgoing way to ing motorcycles, playi move their team to larger location.

They w and focused onher service, andin Dave have led their power glory. have free time, she to relax with ized service andwell a casual and approachable demeanor. homes “It didn’t take me long to realize that this as to those seeking vacation Natane Candice is always looking for ways toalongside give others, buyers and sellers can always well.

He of recently started with family) in the her works partner Michael Bethony, as a lifelong resident theher area. sion for helping people find the right property to care nthonyserving La Penna. course, but even soexpanding forfamily peocontinue their welcoming bot team to close almost $75 million in realperhaps in 2021.

Most ofestate their clients end upmore being “friends, of group, While as the manager of the family and friends. is a very emotional business,” Austin on the Finger Lakes.

The different needs Nathan back to her community.

One cause that is count on him to have their best interHeroes program where fir BRENT MAHAGAN NATANEL closed more than half aofbillion dollars in Rachel’s CANDICE KING ANTHONY LA PENNA AUSTIN LAPP friends or friends friends,” and thus pracCARLOS ORTIZ and experienced people on board.

With her olde for them.

She got her license in 2003, partnering with aboutCultural this job is “You Laura ple shopping for a home to live in.

“My RYAN RAFFETTO explains. haveBOBBI to be a good listener. of his clients are reflected in Austin’s and he MARIE-FRANCE VACHON PRICE KAITLIN WHITCHER close to her heart is the nonprofit orgaetween local Center, realized MALKOUKIAN tice2021 is almost completely Rachel an interes in mind. with eXp ers dollars to volume andinthereference-based. pair are on children working in receive herride office, it’soffers aleisure family bus Serving the entire state as theRealty, Century 21alone, #1crashed Team Stacey still loves to in$1000 her tim herest mother forAffiliated four years before thein market very hI I’ve always enjoyed meeting people and marketing strategies, which include both nization she helped establish to ensure rces we plans: “I think where at people, and the experience has given me a keen eye for track to hit more than one billion in 2022. and anyone who joins is treated just the same.

“E Georgia and based in Atlanta, those who work with he serves clients throughout Colorado closing costs from his com aPremier large demand for aWhile realFounder Through her love for the island, and he Pricethere beganwas herhearing real estate career Whenmy itbegan comes to marketing, Bobbi truly Vachon her estate way for optimum exposure. al Kaitlin Whitcher found hermany passion for thin Residential Broker and the beginning of COVID-19.

The key local trails with family or friends. in 2007. the real estate business was down, ubithat lives.

“IMarie-France truly care about clients,” he highly their personal anyway, and awith heavy media presence and print of my to“I be.” astories safe and equitable environment forreal all comes them make To staydo inblown touch pastsocial clients, Rachel swears her onesays here is part aofby the family.

It’sbusiness been so rew Grove Homes Group are consistently away 89 86 85 81 82 elping red flags about a property,” Anthony.

Springs and the Eastern Plains. show of appreciation for 77.

“I wanted to get into a business sets herself apart.

“We a lot of print real estate while she was working as a will career 35 years ago, thanks to the encourHDR photography and Matter of Raffetto Estate Pointe3 Real to career hisas marketing success is ensuring professional whoReal advise drive, Laura is positive that she with theclients. place sheShe has Natanel began his in real estate need h friends once and future she began professionally again, afierce I think taking thecould time to at learn theguidance, why ad campaigns. patented “quarterly pop-bys,” which she undertakes deestate says.

“That means going to for them, students at academy shebat attended incompeting hardest to work asare a group together and watch everyone byriding their coaching and support throughout I would be totally Estate, responsible advertising and advertising,” she they do. realonline estate paralegal for law firms around and ply wants to one continue w agement of her father, who was a commertours on each and every of my RyanforRaffetto is a prominent that all his listings are innovating and hony explains.

“I “I can help them steer clear of homes during holidays, back to school, or other important working for the highly reputable Ryan Serhant Team behind someone’s decision to buy or sell with them at various riding events, or thr barrel racer onout thefor rodeo She returned toPaige real high school.

“Those students come from visitors interested in make purchasing propercan and bring about the changes she hope succeed.” the transaction.

“Wecircuit. are allbelieve in this together,” eperformance, and looking their interest 100 and I’d name either it explains.

“I in advertising.

Even people and making frie There are many ot the Seacoast of New Hampshire.

“I loved them the them Seattle estate marleading the online especially cial real estate agent.

Marie-France got rentals,” she says. For certain As areal former law enforcement official, moments throughout thehas year.

Sheplatforms, drives toeven about 100atarrive the legendary Nest Seekers International.

“My perhelps me in serve better.

People will Austin helped shape the everywhere the world, and with explains.

“All of our team members work to benefit tors to put where the repair costs are prohibitive, sends on holidays and other special occa estate full time 2014, but has never lost her connecitdirectly my island. own,” Bobbi recalls. though very few people do print anymore, ties ononthe She obtained her license shortly after. to see.

“I want everyone togo fall incommunity love with this island rreak percent.

But itininalso means always tellrole in Natanel’s s diving into the paperwork and documents, feed 150 houses and drops off desserts or toys, and this ket.

Appreciated for his personalized on social media.

Another essential her license in 1987, and the rest is history.

Marie-France willhis also invest works Brent knows how to look after others Brent started team, SO spective and my mindset were always to after new keepa coming back to you if they know you care.” he serves as a member of one of the local planning a variety of needs.

It means a lot to me to the team as a whole.

We’re all extremely close and l estate seemed like good match, I’ve had good luck with print, so I keep ® tion to the horse-riding scene, or the many wonderful unique approach undoubtedly contributes to her repuwould be his expe deeds and title searches,” Kaitlin recalls. kee on to succeed and but I can also connect them with the right approach, upbeat attitude, and drive for component his recipe for success oWhile ing them thethey truth, helping them avoid Leading theto Marie-France Vachon team, photography and pamphlets. and see the beauty and calmness that isexists living herew work tirelessly find their most say many REALTORS development in the same way he did,” recalls Natanel. inmake stressful times.

Understanding how Homes—where his wife boards inaalso the Village ofin Penn Yan, and has contributed come from a variety of backgrounds.”

This results sure are well cared for.”

I loved houses and I knew sales.”people investing in it.”

Bobbi is a interesting member tation as warm and in friendly agent and, subsequently, “It was all really to me.

I got brokerage’s interna As for the future of her business, Stacey it gave her the opportunity to meet. helping people, he strives to provide approaching all listings with the same she services the greater Montreal area, was 9 years old, doing a situation that isn’t right for them, even -tail “So, during my nine months working with thatfamilies side, abletohome, people to smooth the process and put the Austin originally entered the industry asofwatched athat property to the growth of a number ofofthe businesses along Main Ithe want tomindset, fill the island with good who clients theI’m perfect Laura, who has a cohesive team works tofirst accomplish important and nerve-wracking adiligently transphotographer—in ordercare to moving from California Coloradofor several networking groups, including network of references she always building. my real estate license asnopart my job Loo ods utilized exceptional service Candice andincluding experiences. matter the price point. toisofget helping more and“Imore peopleisinclud asimp th the island of Montreal and theexceptional Community involvement Going forward, will beto adding an administras also a Realtor.

Her team, I was fortunate enough to my first exclumanager when an investor reached out him in 2011 Street.

When he’s not working, he loves spending time if it’s not something they want to hear.

I mngs, client goals.

They make the experience so Bobbi went to real estate school the Elite 25 and Peak Producers.

She is a action can be for clients, he takes his agents, andmedia that continues construction I’ve home in shape when we find a situation about its rich history, and who will honor its past.

My many of the island homes become abandoned and left as a paralegal, and I really started to love hav platforms, Ryan started in real estate 16 years ago, give all my listings the same level of KAITLIN WHITCHER surrounding suburbs.

A rainmaker for her Marie-France and her team.

In CARLOS ORTIZ BOBBI PRICE tive assistant to the team in which will allow he joined mother MARIE-FRANCE RYAN RAFFETTO horse community continues to grow. S2a Today Stacey is January, aclients horse property specialist with West sive project inutilizes the Bedford neighborhood started.her The rest history, andthink of the Pikes Peak Association ofStuyvesant that past have even asked to join their team. for is help managing his vacation rentals inmember the Finger his wife and daughter, hiking, playing music, and “My Rachel all of the standard for marmy clients value that.” ygot time and walks them through every step of the promain focus going forward. plan thewith marketing aspect ofVACHON real estate.

Imethods took to partnering up with downtown Seattle concentration.

What sets me apart are Maximum, targete ® ® nt to help families that works.” goal is to let the buyers know what living here entails in dire conditions, it became a mission to help homes team, Marie-France currently has three was named Keller Williams Amc agents to even more attention to their clients.

She’s her license soonhas after which was eight That’s howher I got 4 years, Bobbi been area serving hergive Realtors ,of theBrooklyn, Denver Board of Realtors , units.

“When we firstwas started, about half of ourlistings, team was like to expand team, bringing on and USA Realty in Peoria, representing clients all over keting her but prioritizes social media, which Lakes of Upstate New York.

Austin only 23 bee keeping. on a few clients for the benefit of the law kee -ts2011, cess.

“I incontinuing dotheir thehighbesteducation I can to take care of the be successful, andsixmy become a achieved, househol developers to sales thepeople in-depth custom video reels a ® team members, with aPaige goal set for 2022 of Culture foralways Canada also together classes to when she took and helping them theirputting realsupport Pueblo Board of Realtors . that Her my start, and weto sold whole project within has come to be aout great fitso for social and personmade of pastwith clients,” says.

It’s very remote, Iher need to make aware wha find their loving owners. easonable price.” atachieve the time, but had already established aand reputation agents who share herI them dedication tobecause offeri Maricopa County, athe particular emphasis inknew the firm, and before I it, I was falling in to rise buildings.

He now leads a team of six agents media team collaborates on creating together.

Also, I serve,” he says, and adds, “I try not to overload Southern Colorado. did 50 deals in firs When it comes to marketing his listeedice reach atisleast 10 agents, with a build hub toapproach service them. dedication to helping whether in or oc able toAustin realthe estate.

“Social media isgrowing how others, goals. great relationships with other agents helps to get help train new agents, and excited totrust. help them leads a teamasofa hard months, which was tremendous.

We were then given worker and someone people could As Going forward, wants to continue his The sky is the limi with real estate each day!”

The rest isservice. may customer West Valley.

An enviable 100 percent of her business their day-to-day life will look like in quaint and and assists buyers and sellers throughout theher Metro with the pandemic going on, itShe was imperative to ofthis Anthony stays in touch with the investors Iensure built my business,” she says. also makes myself with too many deals atlove one time because Ifull and I’m hoping touse double every ye real estate industry.

One thethat ways she and word outinsight about listings.

“My listings get very ings, Carlos meets contemporary buyers eRealty, representing their own business by sharing her Paige experiences.

“It’s other projects in the neighborhood.

I’ve been able to As team leaders, and Dave that all mema native of the area, he also had great into the business, bringing on and training new agents, investexactly what he’sR history, and for the past 17 years, Kaitlin You can reach Seattle area. present potential buyers an authentic peek inside comes from referrals or repeat clients, many of whom of personalized brochures for each listing, which quiet fishing village.”

“Because I leading care so much for the island, I’d like to see bi is one agents forcreating The Platinum coverage, not just here, but outside of this area as About 80% of Marie-France’s business comes from give back is by volunteering to help a local munications from he’s worked with, often just to see how want to treat each person with the utmost care and my team wanting to help the people that bers are on the same page and maintain the same core build my reputation from that success and start branchabout something that everyone—agents and area withofa the focus on are at, which heavy local market, andwhere in 2015they he decided to beginmeans offer- ahas ing in homes his team toneighborhood help them bestatistics, successful.

“Imuch love the most valuedThi rea been helping her clients achieve their and or rlmiller1013 include photos, the without them ever having to step out-being p, where she and her smallclients team properties serve Colorado well,” she says. are horserepeat owners and competitive riders themselves. and referral clients, anof impressive feat that shelter in for Montreal. value of putting the client first.

Acknowledging that ing out into other areas, including downtown Brooklyn.” alike—want to be a part of,” says Candice.

“I’m 2021 she closed $5emphasis some of the neglected improved and cared respect, and work as hard as I can to make sure they help, not them to help me grow and ing that knowledge to buyers and sellers full time.

He in a position to help both my clients and my agents. and anyone bettin the-rachel-hudgins-te ate University, Anthony began they are doing, but also to alert them to new opportunionincludes socialservice media, targeted marketing onhe real estate goals. took and passed hg more information.

His area. impeccable client and ability to connect side,” says. ngs andpercent the surrounding This all demonstrates the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. this is one of the largest transactions someone can Soon came a project on Long Island City consisting very excited about our future.” nd 90 of that get what they want and that we have a great time want to keep mentoring them and help big mistake. bought outyear aof boutique brokerage andfor has been delivSometimes I feel like I won the lottery.” company with th ov toasclients personally is drawn from the high percentfor.”

Laura’s mission has been quite successful far, fter 23 years Google, and allhelp of the dedicated real estate websites PasoEstate County, as well parts Pueblo, Teller, Looking to theso future, Bobbi says, “I plan to keep eal his senior to ties, which he isunits, constantly on the lookout.

On the “More three-quarters of my business is comLooking to the future, Marie-France says, make inthan their lifetime, Paige and Dave take their roles of 77 and – after splintering off from the Ryan repeat clients.

The “So I know that network very well.

And I’ve built my Having worked asfor a solo agent for most of hermove career,out on emphasizes that it ering excellent service to his clients ever since.

“I fell age of repeat and referral clients.

Ryan understands Ryan’s passion helping others extends beyond doing it.

I really go to bat for them.” successful and their own.” glas, Park counties.

An impressive 98% of Bobbi’s going like I’m going.

I’m 79 and feel like I’m 60! and managed toZillow complete five transactions in clients her looking for a tolike or Realtor.com.

All his beneseriously. are professional, and we dowith everything ing back to“We meof because clients were happy with my been inCarol realenjoys estate for I am thinki For life. more about Paige and David Gro Serhant Team and joining forces with Bethony in 2019 ing.

His work ethic impressed rare occasions he is not working, Anthony and hershe dedication reputation as someone who iswhen very familiar Kaitlin took on her longtime friend Lavigne as35 years, is creating relati the importance of placing client needs atto thekeep real estate and into his personal He’s a sponsor in love with theclients, process,” says Austin.

“It’s aforefront blessing ness comes from repeat and referral a feat I’m going working until I can’t, and I both have no we can to find our buyers their dream home at a great services,” she explains.

“I have quite a few raving fans my legacy.

I want to have a solid team wi would allow fit from “In Your Corner,” the weekly informational please call 770-757-2773 or email a major coup: the tallest residential building in New REALTOR Vendors and Real Estate Companies— very first weekend as an agent.

“I was worried that ervice is what keeps buyer’s agent.

Carol has beenClub, ingolf, real 22 years, of confidence each transaction and and ensuring that clients achieve thefamily, Washington Athletic theestate Seattle Yacht also my network be able to helpshe that’s always my focus. the area and the unique needs ofa of horses.

My clients speaks to the trust and inspires. plans to retire before then.”

Above all, Bobbi looks raduating he towas offered apeople, full spending time with his or playing basketBrent focuses on lasting bonds with clients price, and getforming our sellers the most for their properas well!

These clients will refer me to their friends, help them build their own clientele, and als grovehomesgroup@youneedresults.co York outside of the Manhattan skyline tower consisting nuing to offer vlog he posts on YouTube.

“I offer advice on buying and works with buyers specialize in near listfriendships. I care their desired “I’m allclients about building relaClub.

Infor addition, he donates various causes nts was keep coming because they like meon forward to continuing to bewant there hertreated. clients.

“IKaitlintocan it a REO lowback number, butoutcomes. then Itreats asked my friend on I’m not concerned about pushing to buy or sell rely me help them find the right property forso and just how he’d to802 be ty ball intothem the shortest amount ofings. time.”

One way they kerage’s team.

“It was aand and football with his friends and coworkers.

As for family, and care of and mine.

I also have a goal of expanding of 67 stories, and a $1.1 Billion sellout which Get Nationwide & International exposure!

“Carol isunits, absolutely awesome, this has not necessarily ab tionships with my clients.

Iinformation want to colleagues.” be they their broker and dear to his heart, including those aiming to been help the job done,” Bobbi says.

“I get a lot of repeat love serving my clients, and they can feel that I really njoyed during or selling, tips for current homeowners, or updates on as much as giving people the need to the mainland how many transactions she had done in riding and training.” f it were my own,” “I’m not in it for the money.

People are not just nummarket centers throughout the province of Qu as of this writing is more than 50% sold. a great way to streamline our business.

We love our many families I ork with top agents, learn a lot, the future of his business, Anthony’s short-term goal for life.

Whether it’s their first home, a second investthe LGBTQ community, Homelessness, and Cancer ness, and in some cases I’ve worked with three do care about them.” make the right decision for themselves and their famtrends in the market.” was impressed sleep, I the can’t sleep.

For 8 Ibrokerage, years, Marie-France has been with Keller elsewhere inloves Canada.”

Above all, Marie-Fran bers to me.

I want to help them find forever homes her first year, while working at a big and dynamic, and our clients love it too.” what’s important rations of same family!

I care about my people, ment, or their children’s home, want to make sure Research in Seattle.

In his spare time, he to ski, I’m good at communicating my soCurrently, if Top Agent Magazine is seen by Real Estate Agents ble service forily. this area’s invesisbefore toobservations, double his volume next year.

He looks forward to to provide the same t Natanel and Michael are representing multiurchasing hiswaters w murky Williams, a company she was drawn tousually because they forward to continuing She laughs, adding, “The house is the and create memories.

When my son passed away, I think that the shows.

They feel that, and that makes that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time it turned out she completed four transactions in her I don’t think a particular transaction is right for someple new development projects in all five boroughs of theto all her clients. rk putinto themselves Carlos out frequently to the past clients to see becoming an dove it with headfirst and never many years of helping investors, and hopes to begin arewe known for sophistication of their models and real estate experience With Great Island Realty, Kaitlin serves Strafford feeltocomfortable me.” reaches and Brokers in every U.S. city and Internationally! with his beloved dog, Charlie. last thing talk about.” learned that money is just money.

You can’t take it one, I’ll advise them Itoknew look for something else.” entire first year!

That’s that IMarie-France wasn’t doing Bigincorporates Apple, along with a big, 35-story, 450 o affordlooked a home, myifEmphasizing systems. also her own sys-recent County Rockingham Countyget: in aNew Hampshire, education, Ryan believes indie. walking never there’swhen anything can do forhis them, whether itandsoon. building own portfolio with he you when you But your memory can live unit building in downtown Los Angeles.

“I feel incrediContact Stacey at 623-606 line!” familybad.” feel also in clients the makeup of Bobbi’s tems real into the process.

“When I’m meeting new buyers too covering the area from the Seacoast to thetrue Lakes Region. his through the with transaction process Heading into 2022, Ryan will remain to his core Please contact mag@topagentmagazine.com has anything tohonesty do estate or not.

He’s also experience inshows on through for aastep-byvery long time. are Stacey understands.

As member of theMemories Professional That foundation of has others helped Austin build https://

bly fortunate,” says Natanel.business orfrom email scoulthardre@gma . Her granddaughter and partner, Jade,what is a licensed About ofcommitment Kaitlin’s comes repeat and or sellers, I usethe a questionnaire to 50% really understand step to know to expect throughout process. values and to consistently advocate for wtn’tand toend listen active in his community with the volunteer work he atbeen theto finish a very successful business over the to last six years.

Asad always going be more important than money.”

Rodeo Association, National Barrel Horse Association or call 310-734-1440 for rates and information. has working with Bobbi for 12 years. referral clients, an impressive feat that demonstrates the “Education leads to empowerment. people perhis clients’ best interests and provide them with what their I’m real aestate project is and what they’re lookaltor for two years now, licensed Fortunate, yes, but backed by deep industry and market uilds strong broker and owner ofmy Wine Trail Properties, hehelping leads a trust With the relationferocious speed which world does with local elementary schools, build a confidence It’s important Bobbi’s daughter, Jade’s mom Lori, isat unlicensed she inspires.

Part oftheir whatdreams keeps son, and I want clients to bemodern happy and to feel highest level of both service whileatmaking ingthe for,” she says.

“Then I have aand meeting with them Contact Austin 315-882-2343 knowledge that keeps developers and buyers flock-orLaura Evans To learn more about nd Connecticut.

In his first year se become good team of around a dozen agents who deliver exceptional s have the team’s transaction coordinator for over 30 clients coming back is Kaitlin’s dedication and work Outside of work Brent and his wife are deeply looking for float for the Torchlight Parade in Old Saybrook, or confident about the decisions they’re making.

My goal come true.

He’s currently looking to hire two For 3more ab is moving, it’s no surprise that many are deciding to where I go deeper into their answers, because I want Top Agent Magazine ing him for his services.

“I think a lot of it has to addido email alapp@winetrailproperties.com “After closing, Iis service to Yates County and theinto surrounding area.

Ontotoethic. .sales That’sthe in addition toand another part-time assistant, Contact Candice at 404-660-9565 email ladylauraevans@gmail.com, “I love being busy,” Kaitlin says.

“I can’t sit still, volume is on pace to To learn more about Brent Mah to help people build wealth, manage their investtional agents and is launching a new website along involved their local community.

He serves as the please them feel that I’m there help them out and be of participating insays. his “Icommunity’s “Trunkwith Treat” unplug relocate to Bobbi more remote areas. Adding toorand being different, yet being consistent and thinking a and family thing here!” essy. of “It’s weeks.

Because or email myrealtorcandice@gmail.com that serves my clients really well because I’m dediments, and grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, greater service to them.

I present all the strategies that email brentm@socodream.c email Nata Vice President of not the working Ellicott Metro District y the end of 2021.

Heonhas found or callwhen (443) event Halloween.

When he’s or the givoutside box,” saysBoard Natanel, asked235–4649 how he has

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

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

Top Agent Magazine

1

Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

5

Create a Website that Offers Real Value to Potential Clients

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

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

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

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REBECCA GRAY & HEIDI WILLIAMS — T H E W I L L I A M S G R AY T E A M —

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SPECIALIZING IN HIGH-RISE, RESIDENTIAL & COMMERCIAL REAL ESTATE

“When clients work with us, they’re working with agents who are humble but fun. This is our everything, we love what we do and we’re super passionate about it.”

When Rebecca Gray and Heidi L. Williams decided to join forces and form The Williams Gray Team, they created a unique type of real estate magic. With their 8

collective experience, and their pure enthusiasm for working alongside each other and helping their clients achieve their real estate dreams, they’re able Top Agent Magazine

to make the transaction process a be approachable and handle every smooth ride for their buyers and person they encounter with kindness. “When clients work with us, sellers throughout Las Vegas. they’re working with agents who While the transaction process are humble but fun. We take what might feel overwhelming and we do very seriously, but we don’t stressful for most clients, Rebecca take ourselves very seriously. We and Heidi do a formidable job at don’t bring any type of ego to the reducing any potential stressors table. This is our everything, we and overcoming obstacles with love what we do and we’re super smiles on their faces. They strive to passionate about it,” Rebecca states.

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Having already completed 83 transactions this year, and on pace to do 100 by the end of the year, the busy duo doesn’t miss a beat. But while their work schedule might seem overwhelming, Heidi and Rebecca thrive while working together and have no plans to slow down. “I get to go to work with my best friend every day. It’s a joy to be able to do this together and help clients get through this important chapter in their lives,” Rebecca says, and Heidi adds, “We bounce ideas off each other, we strategize on how to grow the business together, and we come up with new ways to make this process the very best that it can be for our clients.”

Aside from their love for real estate, both women are equally passionate 10

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about giving back to their community. They love animals and during the pandemic they decided to open Daisy Doodle Rescue, a Doodle dog rescue. “We both love dogs, particularly the Doodle breed. They are such amazing and intelligent animals. We’re actually the only Doodle specific rescue in our area,” Rebecca says.

They also work with various

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other organizations, including The Gentleman’s League and Nevada Childhood Cancer Foundation. In their spare time they like to unwind by going to concerts and listening to live music.

The Williams Gray Team credits their hard work and client service as huge factors in their success, and they plan to keep on that same

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path in the coming years. “We’re always looking to get to the next level while continuing to serve our clients the best we can,” Heidi says, and Rebecca adds, “There is no shortage of passion for what we do. We wake up in the morning and we hit the floor running because we love our job and working together so much.”

To learn more about Rebecca Gray, email reba@thewgteam.com, visit TheWGTeam.com or call (702) 556-0867.

To learn more about Heidi L. Williams, email Heidi@TheWGTeam.com, visit HighriseHeidi.com, or call (702) 772-7733. www.

www.

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Top Agent Magazine

Andrew Sachs is proud to congratulate

Rebecca Gray & Heidi Williams

on being featured for the state of Nevada in Top Agent Magazine!

ANDREW SACHS

Mortgage Loan Originator | NMLS ID# 739300 M: 702-901-1968 | F: 702-800-2123 asachs@planethomelending.com 2485 Village View Dr. Ste 150 Henderson, NV 89074

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

Top Agent Magazine ®

Top Agent Magazine

JESSICA DEVRIES Top Agent Magazine

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JESSICA DEVRIES

Anyone who has ever gone through the experience of buying or selling a home knows how hard it can be to find the right Realtor. That agent is good with the numbers and the comps. This agent is always available and great at connecting with people. In choosing, it can often come down to deciding which qualities we can live without. But that’s a problem buyers and sellers in Chicago’s western suburbs never have to worry about. They have Jessica DeVries.

consultation selling, how to ask the right questions to identify a need. And I realized that I enjoyed connecting with people and finding ways to help them.”

Going into her eighth year as a Realtor, today Jessica represents clients in Naperville, Wheaton, Aurora, Lisle, St. Charles, Batavia, and the surrounding

“I create a personal experience for all of my clients,” Jessica explains. “I’m always tuned in to what’s going on in the market as a matter of course, but how we approach it depends on the client’s specific needs and goals. I have all kinds of tools in my bag, and we’ll use what we need to customize the process for the client.”

Jessica began developing that hands-on approach even before she became a Realtor, while still a student at the University of North Carolina. Every summer she participated in a sales and leadership internship with Southwestern Advantage, selling educational books door to door. “I learned a lot about 18

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communities with Southwestern Real Estate. The career has proven to be a perfect fit. “Real estate isn’t about a high pressure sale, but about creating relationships,” says Jessica. “It’s about treating people right, and being able to guide someone through one of the biggest decisions of their life while lowering the stress that people naturally bring to the experience. That’s what I love.”

Jessica’s energy, knowledge, negotiating skills, and commitment to her clients have rewarded her with a very successful business. She’s on track to close around 60 transactions and almost $20 million in volume by the end of 2021, placing in the top 2% of over 30,000 area realtors.

With 100 percent of that business coming from repeat clients or referrals, Jessica has never paid for leads and she’s committed to growing an organic clientele. It’s easy for clients to come back, because Jessica never loses touch. She reaches out to them frequently to see how they are doing, whether through phone calls or handwritten personal notes. In lieu of advertising her business, Jessica invests that money back into her clients, hosting various appreciation events like the “Portraits in the Pumpkin Patch” event she hosted recently.

An animal lover, Jessica has served as a board member of the Hinsdale Humane Society, and supports the organization through donations and volunteer work. She also contributes to her broader community as an active member of the Naperville Chamber of Commerce. When she’s not working, Jessica loves traveling and camping with her husband and their dog, or discovering tasty vegan/gluten free restaurants.

Jessica plans to keep growing her business, maintaining 100 percent referrals by continuing to offer the exceptional service for which she’s come to be known, and putting her clients in position to achieve both their short term and long term real estate goals. In 2022, and over the years ahead, she also wants to partner with a nonprofit conservation group to bring more awareness and resources to the fight to save endangered species.

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Contact Jessica at 815-916-9374 or email jess@jessicadevries.com Copyright Top Agent Magazine 19

The Bukowski Team with Two Roads Lending is proud to congratulate

JESSICA DEVRIES

on being featured for the State of Illinois in Top Agent Magazine!

PHIL BUKOWSKI | THE BUKOWSKI TEAM Senior Mortgage Loan Originator NMLS #1403277 | Branch NMLS #1094161 C: 630-254-3752 | D: 630-313-4547 Phil@TwoRoadsLending.com

tworoadslending.com

www.

1118 E. Main Street, 1B, St. Charles, IL 60174

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Top Agent Magazine

Patrick J. Kelly is proud to congratulate

Jessica Devries THE

THE on being featured for the state of Illinois in Top Agent Magazine!

THE

PATRICK J. KELLY The Kelly Law Firm, P.C. Phone: 630-660-4963 Fax: 630-981-0463 Email: pkelly@kelly-lawfirm.com 111 E. Jefferson Avenue, Suite 103 Naperville, Illinois 60540

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David Caton and Sparrow Inspections are proud to congratulate

JESSICA DEVRIES

on being featured for the State of Illinois in Top Agent Magazine!

DAVID CATON Lic #450.011997 630-669-6883 | sparrowinspections.com https://

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While Top Agent Magazine

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases 24

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Top Agent Magazine

Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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WILLIAM LAUER Charismatic and self-motivated, William Lauer quickly became a top agent in Milwaukee’s North Shore.

He got his start in 2017, after a successful career as a machinist. “I was traveling the majority of the time, working at nuclear power plants, spaceship launchpads and other amazing projects,” he says. “But with a wife and one child, I was looking for something that was closer to home.” With his love of people and his talent for sales and technical work, William decided to jump into the real estate world. “It was something that fit my interests and skills very well, and I entered it at just the right time.” Today William leads the Grapevine Realty Group, a sales team within Milwaukee’s largest firm, Keller Williams Realty. The Group consists of William, two other agents, a database manager/listing coordinator, and his wife, who serves as the Chief Financial Officer.

“We also have a marketing media specialist and we outsource transaction management, home staging and photography.”

With much of William’s business consisting of repeats and referrals, it’s clear he’s exceeding expectations.

Taking his time to get to know everyone he serves, he is able to tailor-make a plan to achieve their goals.

For his buyers, this means understanding their budget, needs, and future outlook, so he can find them the ideal property in a location that will suit them for many years ahead. He also ensures they receive the best possible price and terms. Meanwhile, he utilizes all the latest marketing techniques to spread the word about his listings. “We send out email blasts to local agents and buyers, we also send out postcards to the entire neighborhood, double sided mailers, and blast the listings to over 300 different websites.” Offering professional photography, videography, and 3D walkthroughs for every property, William ensures 26

each home is making a remarkable first impression on potential buyers.

Passionate about his community, William stays involved with various local events, charities, fundraisers and groups. He is the president of the Milwaukee North Shore Kiwanis Club for the third year in a row, where they focus on children’s charities. “One of our main ones is the Strong Baby Sanctuary Program, where we help inner city children make it to their first birthday,” he explains. “We host Pancake Breakfast with Santa Claus and a Breakfast with the Easter Bunny. We also donate to and volunteer with dozens of local charities.” William is also a board member at the Nia Imani Family, where they provide transitional housing and support to homeless mothers.

In the coming years, William hopes to duplicate his team into other areas. “I want to build a model where I can scale and provide help to other real estate agents, allowing them to create their own successful real estate team.” As he continues to expand, his love for what he does will remain. “I just enjoy being a part of this exciting time in my clients’ lives. It is so fun and rewarding.”

For more information about William Lauer, please call 414-702-5281 or email williamlauer@kw.com Top Agent Magazine

Blake Early is proud to congratulate

William Lauer

on being featured for the state of Wisconsin in Top Agent Magazine!

Blake Early Loan Officer | NMLS# 2006223 Cell: 248.229.7799 blake.early@fairwaymc.com 10001 W Innovation Dr, Suite 101 Wauwatosa, WI 53226

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Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 30

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

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

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

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

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DAWNA BANKS Top Agent Magazine

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DAWNA BANKS

Known for her unparalleled customer service and market knowledge, Dawna Banks goes above and beyond to help each client successfully achieve their real estate goals. Dawna became interested in real estate right out of high school and got a job in the mortgage industry.

“I’ve always been interested in real estate, even the construction side of it,” she says. But her life took a turn and she started working as an air traffic controller, which provided her with financial security. It wasn’t until she retired that she began investing in real estate and obtained her license to work on her own deals.

Shortly after, Dawna discovered how much more rewarding it felt to work with other clients and decided to start her own agency— Foundation Realty Group—in 2018, along with her husband, Bob. Together with their team they help buyers and sellers throughout 32

the New Hampshire area and Massachusetts.

Dawna is also the owner of JDM Properties, which she established in 2015. The company is a real estate investment firm that specializes in rentals, and rehabbing foreclosed properties as well as homes in disrepair, and reselling them to new homeowners.

Dawna enjoys helping others, and offers a variety of programs for veterans, first responders, and police officers. “That’s been a huge part of our business. Maybe for other agencies it’s not the best business model, but my husband always says, ‘If you can go to the closing table and feel better about what you can do for somebody at the end of the day, that’s better than receiving a big commission.’ That’s primarily why we decided to start our own agency, so that we could do these things. We also encourage our agents to do the same,” she explains.

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Dawna prioritizes education, and in 2018 she completed the full Home Inspector Course at the Professional Home Inspectors Institute so that she could offer her clients better insight during the transaction. “I wanted to gain more knowledge about every aspect of the homes themselves as well as their systems which has helped me a great deal to be able to address many questions that buyers often have when they are touring homes. Of course this in no way replaces a home inspection, and we always recommend all buyers get a home inspection, but it has definitely given me a wealth of knowledge that will benefit both myself and my buyers throughout my career.”

A huge believer in offering personalized service, Dawna puts a huge emphasis on being available to speak with her clients and not delegating her work to anyone else. “I refuse to have an assistant. When people hire me, I want them to be able to call me and speak to me. I don’t want anyone else picking up the phone. That’s very important to me,” she explains, and adds, “We continue to keep in touch with our clients long after the transaction is over. We send them gifts and keep up with their lives through phone calls and having dinners together when time allows.”

When she’s not working, Dawna loves to work out and read. She’s also adjusting to a recently empty household. “My husband and I have become empty-nesters, so we’re trying to figure out what to do with our time!”

Completing anywhere between $10,000,000 to $40,000,000 million in sales volume per year, Dawna is happy with the trajectory of her business and plans to continue expanding and providing her clients with high-quality service. “I love working with my clients and getting to meet such a wide variety of individuals and help them accomplish their dreams.”

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To learn more about Dawna Banks email teambanks@yahoo.com, visit frgnh.com, or call (603) 377–0434. www.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 34

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

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

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

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

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

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

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

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

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

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

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

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

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

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RON CONARD Top Agent Magazine

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RON CONARD

A lifelong resident of Washington state, Ron Conard first took an interest in real estate in 1995 while purchasing his waterfront home on Lake Tapps. After his agents noted his outgoing personality and sharp business acumen, they suggested he get a Real Estate License and offered him a position on their team, which gave him an opportunity to learn the industry from the ground up.

Since then, he has gone on to author an accomplished career as an agent, having sold over 1000 properties in Washington State and been recognized with the 2019 Masters Emerald, 2018 Masters Ruby, and 2016 Masters Emerald honors through Century 21 Real Estate.

Northwest Realty and Century 21 Worldwide to provide an added advantage. After helping his clients prepare for t he market, he broadcasts their listing to a blend of highly targeted digital and social media campaigns on over 800 websites worldwide, reaching a diverse audience that spans not only Washington state, but also the entire world.

Perhaps most importantly, Ron deeply understands the nuances of the negotiation process, which allows him to maximize each client’s value. “As a listing agent, I

Today, Ron is a Broker with Century 21 Northwest Realty, where he leads a team averaging over 100 transactions per year to assist clients throughout Western Washington—along with counties of Eastern Washington in the summer. Recently presented with the distinguished 2020 Centurion Award, he possesses the knowledge, integrity, and charisma needed to navigate any transaction.

When listing a property, Ron leverages the extensive resources available through Century 21 38

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know how to drive a high price out of buyers and negotiate a stronger deal,” he says. “For example, one of my customers recently laughed at me for saying I could get him $875,000 for a duplex when another agent with a different company told them it was only worth $600,000. I asked him to give me 90 days. Sure enough, by the end of one week, I was able to get him an accepted offer.” In another example, Ron listed a for-sale-by-owner who was advertising his property at $550,000 and in just 3 days sold it for a whopping $725,000.

Elsewhere, Ron is just as hands-on when assisting his buyers, leaning on his in-depth knowledge of the area to uncover the right home for their best interests. As a seasoned investor himself, he takes the time to educate them each step of the way, ensuring they make fully informed decisions on their future.

Over the years, he has earned a fantastic reputation throughout Washington, with the majority of his volume coming from repeat clients or referrals.

Alongside residential resale and new construction, Ron is also well-versed in all stages of land development, negotiating with municipalities and governing jurisdictions and representing several developers in the State of Washington. Currently they have over 1,800 lots under construction, and in total Ron has aided in or been a part of the development of thousands of lots in Washington State.

Outside his career, Ron, a lifelong learner, is constantly refining his approach to sales and negotiations while treading the cutting edge of his industry. Each morning, he convenes with an online breakfast club consisting of more than 100 fellow agents to practice working with sellers and further cultivate the outstanding model of service that has set him apart.

Now launching between one and two new listings each day everyday, Ron has exciting plans for the future. Going forward, he intends on deepening his work with development and new construction while expanding his successful reselling business and also flipping houses. “This is such an exciting industry,” he says. “Here at Century 21, we have so many resources and opportunities to help our clients. Simply put: I love what we do.”

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For more about Ron Conard please call 253-677-9999 email Ron@C21nwr.com, or visit century21.com www.

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Are You a Value-Added Agent?

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

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

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

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

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

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

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

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

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

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

Watch the actions, not the words.

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

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

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

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

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

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

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 41

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

Adding those Client Benefits to your Dialogue

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

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

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

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

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

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

Put Yourself to the Test

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

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

What’s the impre agent?

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

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

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

Copyright ©, 2016 Carla Cros

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

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

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LORI DAVIS SMITH

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LORI DAVIS SMITH

Lori Davis Smith began her real estate career in 1996 with the intention of getting her license for personal use. Little did she know the experience would grow into something far greater. “It all starts with the land, and my roots are deep in Indiana,” Lori says. “I was raised on a grain and livestock farm, and my husband and I began our life together raising livestock for the show stock industry. I started looking for properties so we could expand our operation, and I decided it might be a good idea to get my real estate license for that purpose. Then other opportunities spurred me into exploring real estate further.”

Now Lori has begun the latest chapter in her real estate journey, starting her own team, Boutique Home Team. Lori and her team serve Central Indiana. “Starting a team was always a goal of mine,” Lori explains. “I wanted to make sure I offered value. Boutique Home Team came about because I wanted to offer services that went beyond the conventional expectations. Consulting with our

When she took the leap into buying and selling, Lori says, “My first broker challenged me to look for more, and get out to meet with people. I had never realized it would be a full-time business, and I loved it! This passion of meeting with new clients, becoming friends and helping them reach their goal continues to grow within me. My real estate license has opened so many doors over the last 25+ years, and has led me to so many cool opportunities.”

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clients is the key to helping them reach their goal.

To Sell or Buy, relocation, Seniors transitioning to Assisted living, New Home Construction, Horse Farms, Agriculture Land, and my personal favorite is to help Sellers decide whether to “Fix or List.” I have 5 team members including myself, and each brings a talent that fits the mission of our Team.”

This emphasis on consulting comes through in the way Lori and her team guide clients through every part of the buying or selling process. “Our mission is to offer a consultative approach to our clients,” she says. “All interactions begin with an interview, because we need to know their goals for buying and/or selling in order to give them the best services and advice.”

By focusing on clients’ top wants and needs, Lori and the Boutique Home Team can help clients come to their own conclusions about what’s right for them. For example, she says, “In a seller consultation, if a client tells us that they just want to have a better kitchen, we offer a fix-or-list service. Our contractor partner offers to consult with them regarding whether updating their existing kitchen would help them want to stay in their home now, potentially offering a better return on their investment later. They may realize they can turn their home into their dream home and meet their needs, and they’ll be Selling clients in the future with us.”

Lori and her team also offer home staging via their on-team stager, as well as relocation and other boutique services. “When someone meets with us, they know they’re going to get a full client experience,” Lori says. “They don’t have to worry about doing the legwork themselves.”

Looking to the future, Lori says, “We want our client experience to be exceptional, and in order to do this we have to stay focused on our client’s goal. For me it’s not about the number of homes we help to buy or sell as much as it is the quality of people and the quality of our transactions.”

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To find out more about Lori Davis Smith, call 317-339-3315, or email DearLori@BHTindy.com.

Find her online at boutiquehometeamrealty.com. @BoutiqueHometeam www.

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

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

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

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

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

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

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

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

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ERIC HEIL

Eric Heil began his real estate career after working in sports marketing, which took him around the country before he finally settled in Arizona in 2003. “The company I worked for here was bought by NASCAR and was planning to close and move across the country,” Eric recalls, “but I loved it here in Arizona and wanted to stay. I owned a couple of rental properties in St. Louis, where I’m originally from, and I always enjoyed real estate. I got my license at the start of 2005, dived right in, and I’ve been in real estate ever since.”

With Berkshire Hathaway HomeServices Arizona Properties, Eric primarily serves the Paradise Valley and Scottsdale area. “I’ve been with Berkshire Hathaway for 7 years, and our Scottsdale office is in a great central location that allows me to get around easily to the entire Valley,” Eric says.

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At least 50% of Eric’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “My clients trust me, and they know that I communicate well,” Eric explains. “I’m easy to get a hold of, and I work 7 days a week so that I’m available when my clients need me.”

Staying in touch with past clients is important, and Eric likes to keep them apprised of developments in the market with relevant updates. “If I see something in their area, I will pass it along just for their information,” Eric says. “I keep clients abreast of the market conditions around them, and usually that will spur some questions. I also have a group of clients who are always looking for smaller rental and investment properties, so I keep them updated as well.”

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When it comes to marketing his listings, Eric takes a comprehensive approach to ensure optimum exposure. He runs a monthly full-page color ad in the Paradise Valley Independent, a weekly newspaper that reaches about 10,000 readers. For high-end properties, Eric also takes advantage of Berkshire Hathaway’s luxury marketing program for new listings, which places a listing in a different magazine or newspaper each month. “That gives us a wide presence on our advertising, and it’s great to be able to tell my clients where their property will be appearing each month,” Eric says. He also markets via social media, which leads to many quality agent-to-agent contacts. “I post every day on social media, and other agents will see a listing and call on behalf of a client.

That can help get it sold quickly.”

Community involvement is important to Eric, and he contributes to the Phoenix Children’s Hospital. He also runs the membership side of the local Luxury Home Tour (luxuryhometouraz.com), which in addition to being a great opportunity to get together with other luxury agents, LHT also gives back to the community in the form of donating thousands of dollars to charities every year. When Top Agent Magazine

he’s not working or giving back, Eric loves spending time with his twin 13-year-old kids and his girlfriend.

In the future, Eric says, “I plan to keep working hard, keep my head down, and appreciate what I have in my life. I love holding open houses, meeting new people and getting to help them find their dream home or investment property. I’m a go-getter, and I like that real estate is whatever you make of it. If you get up early, follow up, and work hard, you can make it in this business.”

To find out more about Eric Heil, you can call him at (602) 370-6456, email him at ericpheil@gmail.com or find him online at ericheil.bhhsaz.com www.

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5 STEPS TO ACHIEVE LONGTERM SUCCESS

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

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

1

FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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CHRIS ACEVEDO Chris Acevedo began his real estate journey three years ago. “I got started in real estate when an opportunity came up with a Realtor® I was meeting,” Chris recalls. “I was interested in investing, so I was looking into properties. I met with a Realtor® and they had a spot open in their brokerage, so he offered me a position there. I figured it would be a good way to learn the business for investing purposes, so I got my license and started helping out friends and family.

I started getting pretty good at the business, and it’s been crazy ever since!” The rest is history, and since then Chris has been steadily growing his business and helping clients achieve their real estate goals.

With eXp Realty, Chris serves Gallup and the surrounding area in McKinley County, New Mexico.

About 70% of his business comes from referrals, an impressive feat that speaks to the trust and confidence he inspires. “Clients tell me they appreciate that I’m genuine and that I have good communication,” Chris says. “I always call back, and I stay in constant communication with clients. One thing I hear from a lot of customers is that when they’ve worked with other agents, they can’t get ahold of them because the communication just isn’t there. I try to communicate as often as possible, because I know it’s frustrating when you’re waiting on an answer and you can’t reach the agent you’re working with. My biggest priority is communication.”

doing art my whole life, and I’ve been drawing and painting since I was a kid,” Chris says. When he’s not working, he also enjoys spending time outdoors with his three boys, whether fishing, boating, or just being out in nature.

Looking to the future, Chris says, “I would like to scale my business up and bring more people on. I want to grow so I can provide the coverage to help as many people as possible. I would eventually like to bring on more agents, as well as marketers and videographers, to create a whole power team to help my clients.” He emphasizes the importance of social media in real estate today.

“Video is huge right now, especially when it comes to educating the clients and the community.”

Chris’s words of advice to other agents are, “Just be yourself! Get comfortable with who you are, and be personable. I’ve learned that I get along with people really well, because I take time to understand them and their needs. The people who are really successful in this business are the social butterflies, the ones who aren’t afraid to talk to people or to get in front of the camera.” Above all, Chris says, “For me, it’s really all about being able to relate to people, and genuinely wanting to help them.”

Chris served in the Navy for five years as an engineer, so he is highly motivated to help his fellow veterans.

“A lot of us don’t know about our VA benefits and the VA loans that we’re eligible for,” Chris explains. “So I try to educate a lot of my veteran community about those benefits.”

Chris is Vice President of the Gallup Board of Realtors®. In addition to real estate, he has a passion for artwork, and he creates murals and window paintings for businesses around town. “I’ve been 52

To find out more about Chris Acevedo, please call (505) 399-9720, email christopher.acevedo@exprealty.com, or visit christopheracevedo.exprealty.com www.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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JESSICA ARNDT An expert in the communities of Northeast Ohio, Jessica Arndt has always been passionate about helping others. After building a career in the medical field, she found herself seeking a new opportunity that still spoke to her outgoing personality while giving her the freedom to be there for her growing family. At the time, her real estate agent, Sue Sasseville, was launching her own team and invited Jessica to come aboard. There, she had a chance to learn the industry from the ground up, finding quick success as an agent and establishing a network of satisfied clients that spans the region.

Today, Jessica is a Realtor® for the Sue Sasseville Team, powered by Keller Williams Citywide, where she assists clients all throughout Northeast Ohio.

There, she has combined her penchant for service with her acute insight into the local marketplace to meet the needs of any buyer or seller.

When listing a property, Jessica develops a strategy around the distinct needs of her clients. Starting out, she helps her sellers prepare their house for the market and supplies them with a suite of professional photography services, including drone imaging and 3D virtual tours. Once the house is ready to list, she shares it via a blend of highly targeted digital and social media campaigns. Along the way, though, she cares most about upholding her proven standard of openness and integrity to ensure a seamless transaction.

Jessica is just as committed to her buyers, leveraging her extensive knowledge of the Ohio region to uncover the right investment for their best interests.

As a certified Military Relocation Professional, she also enjoys helping Coast Guard families find their

dream homes in the area. In fact, she stays in touch long after the deals are done to keep her clients apprised of the market and make sure they are thriving in their newfound communities.

Over the years, Jessica has earned a fantastic reputation throughout Ohio, with the vast majority of her volume coming from repeat clients and referrals. And the secret to her success? “It’s about the people, not the transaction,” she says. “I strive to build a strong relationship with every client and connect with them on a more personal level. Whether they’re selling, buying, or downsizing, I’m always grateful to see them through the process.”

Outside her career, Jessica is deeply committed to her community. On top of supporting Project NICU alongside her team, she also volunteers at events for BossBabe Cleveland, where she recently joined a Thanksgiving food drive to cook meals for over 300 area families in-need. When she’s not giving back, she can be found spending quality time with her husband and their infant son, going for a walk in the park, or travelling.

As her volume maintains its steady growth, Jessica intends on scaling her model of service while becoming a fixture within her neighborhood and community. Above all, she looks forward to all the new clients and opportunities that await. “Buying or selling a house can be scary. But for me, there could be nothing more rewarding than serving as a guiding light throughout the process. At the end of the day, I love knowing that I’ve helped someone make such an important decision and get started in their new homes.”

To learn more about Jessica Arndt email Jessicaarndt@kw.com, visit Jessicaarndt.kw.com or call (440) 308-2451. www.

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COURTNEY BENSING A Colorado native, Courtney Bensing has always been passionate about helping others. After authoring a successful career in the food service industry, she later found herself seeking a fresh opportunity that better spoke her entrepreneurial spirit while still complimenting her outgoing personality. Once she earned her real estate license, she teamed up with a prominent local lender to launch a series of popular courses for first time home buyers, soon uncovering her niche in the market. She’s been going strong ever since.

Today, Courtney is a Realtor with Hub Real Estate where she services clients throughout Fort Collins and the surrounding areas. Specializing in everything from first time home buyers to relocations and listings, she possesses the insight and compassion needed to meet the demands of any transaction.

When assisting her buyers, Courtney leans on her in-depth knowledge of the local market to uncover the right investment for their best interests. From beginning to end, she is there for her clients, guiding them through the process and helping them make well-informed decisions on their future. “Many people feel like home ownership is out of reach,” she says. “But I’ve always wanted to give others the knowledge and empowerment needed to achieve their dreams.

After all, these transactions allow my clients to not only build their financial stability, but also generate long-term wealth.”

But Courtney is just as attentive with her sellers, leveraging the diverse resources available through Hub Real Estate to ensure a seamless transaction.

After providing her clients with a suite of professional photography and staging services, she broadcasts

their listing to a blend of highly targeted digital and social media campaigns.

Leaving no stone unturned, she then shares their property with those in her extensive professional network, creating an added advantage.

Over the years, Courtney has earned a fantastic reputation throughout Colorado, with the vast majority of her volume coming from repeat clients and referrals. Now as her volume exceeds 14 transactions per year, she remains focused on the proven standards that brought her to real estate in the first place. “In my career, I’ve gotten to know so many great clients. By the end of our transaction, we often become good friends, and there’s nothing more rewarding than building a lasting relationship with them.”

Outside her career, Courtney is deeply committed to her community. On top of being an active participant with the Greeley Chamber of Commerce, she supports the Colorado Association of Home Builders. Inspired by her background in food service, she also volunteers for area food drives, providing meals for those in need. When she’s not with clients or giving back, she can be found cooking, taking her pet Chihuahua for a walk, or enjoying all the culture and cuisine Colorado has to offer.

Looking ahead, Courtney has exciting plans for the future. As her volume maintains its steady growth, she intends on scaling the model of boutique service that continues to set her apart in the region. Along the way, though, she offers sound advice to any aspiring agent. “Never give up. In this business, you won’t know how close you are to achieving your goals until you get there. As long as you keep pushing forward, you’re going to succeed.”

To learn more about Courtney Bensing, email courtneybensing@hubreal.com, visit courtneybensing.hubreal.com or call 970-685-9606. www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 58

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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OKSANA BOGOTT Oksana Bogott, a realtor with Coldwell Banker, is based in Houston, and serves the entire Houston metropolitan area. She got her start in real estate as an agent in Moscow, Russia, then moved to the US and started doing international real estate. She ended up moving to Houston, and has been working there with Coldwell Banker since.

Oksana currently works solo with plans to build a team, though with multimillion in sales this year, she has already made quite a name for herself. Additionally, during 2021 Oksana was named one of Coldwell’s Top 500 sales associates in the country.

Oksana has kept an emphasis on her international real estate background, often working with clients arriving from outside the country. She is even an active member of her local international club. It’s her sociability and focus on the international community that have ensured her impressive 90% rate of repeat and referral business. In Oksana’s words, her practice is “built on referrals,” and she made this possible through her dedication to and understanding of her clients. She knows how difficult it can be to buy or sell a home, and is empathetic to her clients’ stress, always treating each client like a friend or relative and working to earn their trust. Oksana is confident in her knowledge and her ability to administer it to her clients, so they know she would never advise something she wouldn’t do herself.

For these reasons, she has been able to cultivate an extensive network of referrals.

The same goes for her marketing and customer relations.

Oksana uses social media, open houses, print advertising, and television campaigns to keep word of her business continually circling. She also regularly calls and texts her past clients, many of whom have become

close friends, and is thus always communicating with her network, whether it be for business, socializing, or recreation. Oksana also knows how important it is to stay on top of the ever-changing market, and consequently how critical her clients’ awareness of the market is as well. She offers flexible guidance and is able to provide varied and specific advice, depending on whether she’s advising a buyer or a seller.

Clearly, Oksana is a people person. She enjoys talking to people, helping people, and learning from people. She strives to advise her clients to the very best of her ability and is constantly enriched at the sight of a grateful customer.

She is also a nature person, and loves to garden and go hiking in her free time. She has big plans for her business, particularly to begin building a team and expanding the reach of her practice. Her central goal for the near future is to grow, to tap into the next level of skill and expertise, and to provide the best service possible to as many people as possible.

• Oksana Bogott has been recognized as a "Top Production REALTOR®" based upon 2021 2nd Qtr buyer side number of MLS sales transactions of the Houston Association of REALTORS®. Top Production REALTORS® are those who aspire to the highest ethical standards and whose production ranks among the highest number of transactions or dollar volume buyer side transactions within HAR's 45,000 member brokers and agents.

• Oksana Bogott earned the International President’s Elite Award which encompasses a very small group of real estate professionals. It’s actually the top 3% of Coldwell Banker Agents Worldwide.

You can reach Oksana at 832-557-7824 or oksana.bogott@cbunited.com, and visit HoustonRealEstateConcierge.com for more information www.

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STACEY COULTHARD Situated at the northern edge of Arizona’s Maricopa County, the little town of Wickenburg is known worldwide for its many rodeo events, and has made the county a premier destination for western-style riders everywhere. And if you are a horse enthusiast looking to move to the center of the action, you are going to want to contact Realtor® Stacey Coulthard.

A Maricopa County native who has spent much of her life on the back of a horse, Stacey is living her best life, combining her love of horses with her passion for helping people find the right property to care for them. She got her license in 2003, partnering with her mother for four years before the market crashed in 2007. While the real estate business was down, she began riding professionally again, competing as a barrel racer on the rodeo circuit. She returned to real estate full time in 2014, but has never lost her connection to the horse-riding scene, or the many wonderful people it gave her the opportunity to meet.

Today Stacey is a horse property specialist with West USA Realty in Peoria, representing clients all over Maricopa County, with a particular emphasis in the West Valley. An enviable 100 percent of her business comes from referrals or repeat clients, many of whom are horse owners and competitive riders themselves.

“The rodeo world is relatively small,” Stacey explains.

“So I know that network very well. And I’ve built my reputation as someone who is very familiar with both the area and the unique needs of horses. My clients rely on me to help them find the right property for riding and training.”

and American Quarter Horse Association, she knows very well the bond between rider and animal, and the importance of having the right resources to support the riding lifestyle. She’s an expert at finding the perfect property for her buyers.

When it comes to her listings, Stacey advises her sellers on preparing and staging their homes to appeal to the contemporary buyer. With the help of two wonderful assistants, she creates professional photographs of the home and the surrounding property, using them to market the listing on the MLS, social media, and the dedicated real estate websites. She also reaches out to agents and potential buyers in her sphere, a considerable network given her many years in the industry and as a lifelong resident of the area.

Stacey still loves to ride in her leisure time, enjoying the many local trails with family or friends. Many of those friends are once and future clients. She also connects with them at various riding events, or through cards she sends on holidays and other special occasions.

As for the future of her business, Stacey looks forward to helping more and more people as the area and the horse community continues to grow. She would also like to expand her team, bringing on and coaching new agents who share her dedication to offering exceptional customer service.

She laughs, before adding, “The house is usually the last thing we talk about.”

Stacey understands. As a member of the Professional Rodeo Association, National Barrel Horse Association 60

Contact Stacey at 623-606-5012 or email scoulthardre@gmail.com.

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The Daily Schedule

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

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

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

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

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

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

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

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

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

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

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

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

1.5 hours – Spend this time prospecting and appointment setting.

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

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

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

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

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

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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 63 Copyright Top Agent Magazine

GROVE HOMES GROUP Real estate has been part of Paige Grove’s life for decades. After Paige graduated from the University of Georgia in 1991, she decided to earn her real estate license. Although she took a break to raise her children, she was involved in the building industry for years.

“So I was always staying updated on current market trends,” she says. After her kids were grown and she had remarried, Paige decided to begin again in real estate. Joining Century 21, her knowledge about new construction led to her being a part of a team’s new home division. Soon Paige became so busy that she encouraged her husband, David Grove, to earn his license. It wasn’t long before Paige and Dave formed Grove Homes Group. Determined, highly experienced and focused on service, Paige and Dave have led their team to close almost $75 million in real estate in 2021.

Serving the entire state as the Century 21 #1 Team in Georgia and based in Atlanta, those who work with Grove Homes Group are consistently blown away by their guidance, coaching and support throughout the transaction. “We are all in this together,” Paige explains. “All of our team members work to benefit the team as a whole. We’re all extremely close and come from a variety of backgrounds.” This results in a cohesive team that works diligently to accomplish client goals. They make the experience so exceptional that past clients have even asked to join their team.

“When we first started, about half of our team was made of past clients,” Paige says.

As team leaders, Paige and Dave ensure that all members are on the same page and maintain the same core value of putting the client first. Acknowledging that this is one of the largest transactions someone can make in their lifetime, Paige and Dave take their roles seriously. “We are professional, and we do everything we can to find our buyers their dream home at a great price, and get our sellers the most for their property in the shortest amount of time.” One way they 64

accomplish this is by implementing thorough marketing strategies. “We spread the word amongst our brokerage whenever we have a listing,” Paige says. “We also advertise on hundreds of websites, take professional photos, and make sure the home looks its best.”

During any free time, Paige and Dave stay active in the community. “My 17 year old started the CDAWG Foundation, which raises money for children who can’t afford extracurricular activities,” Paige explains. “So we are always giving back to that, and I’m also a board member of the 400 North Association of REALTORS®.”

Opportunities await Paige and Dave, as they plan to move their team to a larger location. They want to continue expanding their group, welcoming both new and experienced people on board. With her oldest two children working in her office, it’s a family business, and anyone who joins is treated just the same. “Everyone here is part of the family. It’s been so rewarding to work as a group together and watch everyone grow and succeed.”

For more about Paige and David Grove, please call 770-757-2773 or email grovehomesgroup@youneedresults.com Top Agent Magazine

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 65

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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RACHEL HUDGINS Rachel Hudgins is based in Marietta, Georgia, and does business all across the west side of the state. She developed an interest in real estate as a child, when she used to ride with her uncle, a realtor, as he made the rounds showing houses.

Rachel admired her uncle and his business piqued her interest; needless to say, Rachel obtained her license and has now been working as an agent for 19 years.

Rachel works with a partner – her daughter, Peyton Lamb, who just started in January – and a buyer’s agent, Zach Fox. The team averages $10 to $13 million in annual sales, and their rate of repeat and referral business is an astonishing 95%. Rachel attributes this to the large sphere of influence both she and Peyton possess, as well as their capacity for personalized service and a casual and approachable demeanor.

Most of their clients end up being “friends, family of friends or friends of friends,” and thus Rachel’s practice is almost completely reference-based.

To stay in touch with past clients, Rachel swears by her patented “quarterly pop-bys,” which she undertakes during holidays, back to school, or other important moments throughout the year. She drives to about 100150 houses and drops off desserts or toys, and this unique approach undoubtedly contributes to her reputation as a warm and friendly agent and, subsequently, the network of references she is always building.

Rachel utilizes all of the standard methods for marketing her listings, but prioritizes social media, which has come to be a great fit for her social and personable approach to real estate. “Social media is how I built my business,” she says. She also makes use of personalized brochures for each listing, which include photos, neighborhood statistics, and much more information.

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The aspect of real estate Rachel finds most exciting is that every day is different, and every day she meets new people and learns new things. Put simply, Rachel finds selling real estate fun and rewarding. She loves working with and helping people, especially earning their trust for possibly the biggest purchase they’ve ever made. She also finds great reward in helping out in her community, and the wide range of charities she has been involved with speaks to her unceasing energy and drive to do good. She has participated in a motorcycle riding event for charity with her husband, she’s worked with foster homes and pitbull rescues, and has even teamed up professionally with a local Christmas toy drive. She is also a member of Dallas’ American Legion chapter, and enjoys recreation (riding motorcycles, playing golf with Peyton, camping with her family) in her free time.

Rachel offers an interesting take on her future business plans: “I think where I am is where I want the future of my business to be.” She is, in fact, perfectly happy with the place she has reached as a realtor, and simply wants to continue working as she has been, helping people and making friends in the process.

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You can reach Rachel at 678-629-0743 or rlmiller1013@gmail.com, and visit the-rachel-hudgins-team.constantcontactsites.com

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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 69

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 70

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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CANDICE KING You don’t have to talk to Candice King for very long to realize what makes her one of the best Realtors in the country. Her warmth and quickness to laugh puts you at ease immediately, and the enthusiasm she has for helping her clients shines through.

You’ll also value the matter-of-fact way which she discusses her profession.

“There really isn’t much difference between agents when it comes to the resources we can offer,” Candice explains. “So it comes down to who you think will work hardest for you.”

And make no mistake—no one works harder than Candice. You could almost say she’s been in the industry since she was 9 years old, doing little things for her mother, who was also a Realtor. Her career began in earnest in 2007 as she joined her mother as an unlicensed assistant. She got her license soon after that, working with her mother until 2011, when she took her talents to Georgia. Today Candice leads a team of 4 agents with Virtual Properties Realty, representing clients all over the Atlanta Metro area with a focus on Gwinnett and Walton counties. In 2021 she closed $5 million in sales volume, with around 90 percent of that business coming from referrals or repeat clients. The joy Candice takes in helping them and her dedication to delivering the highest quality of service is what keeps them coming back.

problems have come up.” She also stays in touch through annual client appreciation events, or via interactions on social media. Candice keeps all of her clients updated on the latest market developments with her monthly newsletter.

Candice is always looking for ways to give back to her community. One cause that is close to her heart is the nonprofit organization she helped establish to ensure a safe and equitable environment for all students at the academy she attended in high school. “Those students come from everywhere in the world, and arrive with a variety of needs. It means a lot to me to make sure they are well cared for.”

Going forward, Candice will be adding an administrative assistant to the team in January, which will allow agents to give even more attention to their clients. She’s also putting together continuing education classes to help train new agents, and is excited to help them build their own business by sharing her experiences. “It’s about creating something that everyone—agents and clients alike—want to be a part of,” says Candice. “I’m very excited about our future.”

“I approach every transaction as if it were my own,” says Candice. “If my clients can’t sleep, I can’t sleep.

I’ll be there for them no matter how murky the waters get, because if they’ve done the work to put themselves in the financial position to be able to afford a home, my job is to help them cross that finish line!”

Her relationship with clients doesn’t end at the finish line, however. Candice naturally builds strong relationships with people, and many clients have become good friends by the end of the process. “After the closing, I tell them I’ll see them in a couple of weeks. Because the job isn’t finished until I’m certain no unforeseen Top Agent Magazine

Contact Candice at 404-660-9565 or email myrealtorcandice@gmail.com 71 Copyright Top Agent Magazine

ANTHONY LA PENNA Whether you are purchasing your first rental property, or are a seasoned investor, or even a first time homebuyer, if you are considering purchasing in Massachusetts or Connecticut you are going to want to talk to REO specialist Anthony La Penna.

“The thing I love most about this job is meeting all kinds of great people, and the satisfaction I get from helping them make and save money,” Anthony explains. “I work with a lot of investors directly to put them in the right position to succeed and be profitable. On the retail side, I’m able to use the knowledge of construction I’ve gained as an REO agent to help families find a solid home at a reasonable price.”

A graduate in communications from Eastern Connecticut State University, Anthony began working with Agnelli Real Estate his senior year to help them with their marketing. His work ethic impressed the broker, and upon graduating he was offered a full time job with the brokerage’s REO team. “It was a good opportunity to work with top agents, learn a lot, and provide an invaluable service for this area’s investors and homebuyers. I dove into it headfirst and never looked back.”

resources Agnelli provides as one of the largest brokerages in the area enables him to spend more time generating new inventory for buyers. Those resources are a boon for the investors he works with of course, but perhaps even more so for people shopping for a home to live in. “My experience has given me a keen eye for red flags about a property,” says Anthony.

“I can help them steer clear of homes where the repair costs are prohibitive, but I can also connect them with the right people to smooth the process and put the home in shape when we find a situation that works.”

Anthony stays in touch with the investors he’s worked with, often just to see how they are doing, but also to alert them to new opportunities, for which he is constantly on the lookout. On the rare occasions when he is not working, Anthony enjoys spending time with his family, or playing golf, basketball and football with his friends and coworkers. As for the future of his business, Anthony’s short-term goal is to double his volume next year. He looks forward to many years of helping investors, and hopes to begin building his own portfolio soon.

Anthony has been a Realtor for two years now, licensed in both Massachusetts and Connecticut. In his first year he closed $2 million in sales volume and is on pace to close over $5 million by the end of 2021. He has found the work every bit as rewarding as he expected, which is not to say that it is easy. “It’s not Selling Sunset or Fixer Upper,” Anthony laughs. “The majority of our team’s business is foreclosures and distressed houses, which can be very dilapidated. So the work can be demanding. But we save these houses and turn them into an opportunity for the right investor.”

The work has allowed Anthony to build relationships with many agents, contractors, attorneys, lenders, and investors across both states, and the marketing 72

Contact Anthony at 860-707-0533 or email lapennareo@gmail.com TopAgent Agent Magazine Magazine Copyright Top

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 73

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

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

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

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

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

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

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

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

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AUSTIN LAPP Austin Lapp has never been a one-sizefits-all kind of Realtor. Since getting his license in 2013, he has seen people move for many different reasons, and so knows that market knowledge is only part of what clients need from their agent.

“It didn’t take me long to realize that this is a very emotional business,” Austin explains. “You have to be a good listener.

I’ve always enjoyed meeting people and hearing their personal stories anyway, and I think taking the time to learn the why behind someone’s decision to buy or sell helps me serve them better. People will keep coming back to you if they know you care.”

Austin originally entered the industry as a property manager when an investor reached out to him in 2011 for help managing his vacation rentals in the Finger Lakes area of Upstate New York. Austin was only 23 at the time, but had already established a reputation as a hard worker and someone people could trust. As a native of the area, he also had great insight into the local market, and in 2015 he decided to begin offering that knowledge to buyers and sellers full time. He bought out a boutique brokerage and has been delivering excellent service to his clients ever since. “I fell in love with the process,” says Austin. “It’s a blessing to be able to help people, and that’s always my focus.

I’m not concerned about pushing clients to buy or sell as much as giving people the information they need to make the right decision for themselves and their family. I’m good at communicating my observations, so if I don’t think a particular transaction is right for someone, I’ll advise them to look for something else.”

That foundation of honesty has helped Austin build a very successful business over the last six years. As broker and owner of Wine Trail Properties, he leads a team of around a dozen agents who deliver exceptional service to Yates County and the surrounding area. On Top Agent Magazine

track to close around $12 million in sales volume by the end of 2021, Austin gets about half of his business from repeat clients or referrals. It’s a diverse clientele, and Austin caters to the local farming community characterized by the area’s large Mennonite population, as well as to those seeking vacation homes on the Finger Lakes. The different needs of his clients are reflected in Austin’s marketing strategies, which include both a heavy social media presence and print ad campaigns.

Austin has helped shape the community he serves as a member of one of the local planning boards in the Village of Penn Yan, and has contributed to the growth of a number of the businesses along Main Street. When he’s not working, he loves spending time with his wife and daughter, hiking, playing music, and bee keeping.

Going forward, Austin wants to continue growing his business, bringing on and training new agents, investing in his team to help them be successful. “I love being in a position to help both my clients and my agents.

Sometimes I feel like I won the lottery.”

Contact Austin at 315-882-2343 or email alapp@winetrailproperties.com 75 Copyright Top Agent Magazine

Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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

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BRENT MAHAGAN Having entered the world of real estate in 2019, Brent Mahagan is a caring professional who goes out of his way to provide his clients with the best service. With a knack for thinking outside the box and a determination to help others, buyers and sellers can always count on him to have their best interest in mind. Affiliated with eXp Realty, he serves clients throughout Colorado Springs and the Eastern Plains.

As a former law enforcement official, Brent knows how to look after others in stressful times. Understanding how important and nerve-wracking a transaction can be for clients, he takes his time and walks them through every step of the process. “I do the best I can to take care of the people I serve,” he says, and adds, “I try not to overload myself with too many deals at one time because I want to treat each person with the utmost care and respect, and work as hard as I can to make sure they get what they want and that we have a great time doing it. I really go to bat for them.”

working directly with the local school to try to put together a fundraiser for the wrestling team so that they can get new uniforms next year. Due to his background, Brent supports law enforcement and first responders as well. He recently started the Hometown Heroes program where first responders receive $1000 dollars toward their closing costs from his commission as a show of appreciation for everything they do.

Brent started his team, SOCO Dream Homes—where his wife works as a photographer—in order to help other agents, and that continues to be his main focus going forward. “My plan is to grow, be successful, and become a household name in Southern Colorado. I did 50 deals in first two years and I’m hoping to double that every year. I began my team wanting to help the people that needed the help, not for them to help me grow and get richer. I want to keep mentoring them and help them become successful and move out on their own.”

Brent focuses on forming lasting bonds with clients and treats them just how he’d want to be treated.

“I’m not in it for the money. People are not just numbers to me. I want to help them find forever homes and create memories. When my son passed away, I learned that money is just money. You can’t take it with you when you die. But your memory can live on through others for a very long time. Memories are always going to be more important than money.”

Outside of work Brent and his wife are deeply involved in their local community. He serves as the Vice President of the Ellicott Metro District Board of Directors for youth athletics as well as the head coach for the wrestling team. He and his wife are also Top Agent Magazine

To learn more about Brent Mahagan email brentm@socodream.com, visit brentmahagan.socodream.com, or call (303) 518 – 3559.

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NATANEL MALKOUKIAN Top Agent Natanel Malkoukian – Managing Director of New Development at Nest Seekers International in New York – is a hardworking, intelligent real estate professional who has made a rapid ascent in his chosen industry. Natanel, who began his journey in real estate in 2018, and currently works alongside partner Michael Bethony, closed more than half a billion dollars in volume in 2021 alone, and the pair are on track to hit more than one billion in 2022.

Natanel began his career in real estate working for the highly reputable Ryan Serhant Team at the legendary Nest Seekers International. “My perspective and my mindset were always to go after new development in the same way he did,” recalls Natanel.

“So, during my first nine months of working with that team, I was fortunate enough to get my first exclusive project in the Bedford Stuyvesant neighborhood of Brooklyn, which was eight units. That’s how I got my start, and we sold out that whole project within six months, which was tremendous. We were then given other projects in the neighborhood. I’ve been able to build my reputation from that success and start branching out into other areas, including downtown Brooklyn.”

Soon came a project on Long Island City consisting of 77 units, and – after splintering off from the Ryan Serhant Team and joining forces with Bethony in 2019 - a major coup: the tallest residential building in New York outside of the Manhattan skyline tower consisting of 67 stories, 802 units, and a $1.1 Billion sellout which as of this writing is more than 50% sold.

managed to generate such trust and loyalty amongst those he works with.

These qualities are reflected in some of the many glowing reviews he has received for his services, including this one from Zillow. com: We were so fortunate to have found Natanel Malkoukian… he was very helpful.

Nathan is very knowledgeable in the area, and he has great marketing skills…he is a very honest, caring human being and we highly recommend him to anyone who might need his services.”

There are many other factors that have played a large role in Natanel’s success story, and chief among them would be his expert marketing skills, bolstered by his brokerage’s international reach. Among the many methods utilized include deft exploitation of multiple social media platforms, alongside more traditional methods.

Maximum, targeted exposure to potential buyers is always achieved, along with fast sales for top dollar.

The sky is the limit for Natanel Malkoukian, and that’s exactly what he’s shooting for. “I want us to become the most valued real estate brand in the world,” he says, and anyone betting against him would be making a big mistake.

Currently, Natanel and Michael are representing multiple new development projects in all five boroughs of the Big Apple, along with a big, recent get: a 35-story, 450 unit building in downtown Los Angeles. “I feel incredibly fortunate,” says Natanel.

Fortunate, yes, but backed by deep industry and market knowledge that keeps both developers and buyers flocking to him for his services. “I think a lot of it has to do with being different, yet being consistent and thinking outside the box,” says Natanel, when asked how he has 78

For more about Natanel Malkoukian, please call 646-361-3276 or email NatanelM@nestseekers.com Top Agent Agent Magazine Magazine Copyright Top

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 80

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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CARLOS ORTIZ Carlos Ortiz is one of those people you meet for whom helping people is second nature—an impulse he gets to exercise daily as a Realtor with Coldwell Banker Choice Properties. “I feel very lucky to wake up every day and have the opportunity to help someone find their dream home,” Carlos explains. “It’s especially rewarding when that person is a firsttime homebuyer, seeing their surprise and excitement when we find a house that is perfect for them.”

lives. “I truly care about my clients,” he says. “That means going to bat for them, and looking out for their interest 100 percent. But it also means always telling them the truth, helping them avoid a situation that isn’t right for them, even if it’s not something they want to hear. I think my clients value that.”

Carlos got into the industry in 2013, after 23 years in the restaurant industry. He had been looking for a new challenge, but wanted a career that would allow him to meet lots of people while continuing to offer a valuable service, something he had enjoyed during his years in the hospitality industry. He was impressed with the Realtor he worked with when purchasing his home, who encouraged him to look into becoming an agent himself. He got his license and never looked back. “It’s been very rewarding. My experience in the restaurant business taught me how to listen to people and learn their particular needs. It’s important to understand someone and what they’re looking for in order to serve them well.”

Today Carlos represents clients all along Connecticut’s Shoreline area with Coldwell Banker Choice Properties, including Middlesex, New Haven, Fairfield, and New London counties. Last year he closed just under $7 million in sales volume, a mark he is set to eclipse in 2021. An enviable 75 percent of that business comes from either referrals or repeat clients, who value the genuine interest Carlos takes in their

When it comes to marketing his listings, Carlos meets contemporary buyers where they are at, which means a heavy emphasis on social media, targeted marketing on Google, and all of the dedicated real estate websites like Zillow or Realtor.com. All of his clients benefit from “In Your Corner,” the weekly informational vlog he posts on YouTube. “I offer advice on buying or selling, tips for current homeowners, or updates on trends in the market.”

Carlos reaches out frequently to past clients to see if there’s anything he can do for them, whether it has anything to do with real estate or not. He’s also active in his community with the volunteer work he does with local elementary schools, helping build a float for the Torchlight Parade in Old Saybrook, or participating in his community’s “Trunk or Treat” event on Halloween. When he’s not working or giving back, he enjoys time with his wife and two-year old son. The couple is expecting their second child in three months!

Going forward, Carlos plans to increase his volume to $10 million in the coming year, and will help his brokerage train a number of new agents. He also plans to get his own brokerage license soon.

Contact Carlos at 860-908-780 or email realtorcarlosortiz@gmail.com

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BOBBI PRICE Bobbi Price began her real estate career in 1977. “I wanted to get into a business where I would be totally responsible for my performance, and I’d either make it or break it on my own,” Bobbi recalls.

“Real estate seemed like a good match, since I loved houses and I knew sales.”

After moving from California to Colorado Springs, Bobbi went to real estate school and got started. The rest is history, and for 44 years, Bobbi has been serving her clients and helping them achieve their real estate goals.

Bobbi is one of the leading agents for The Platinum Group, where she and her small team serve Colorado Springs and the surrounding area. This includes all of El Paso County, as well as parts of Pueblo, Teller, Douglas, Park counties. An impressive 98% of Bobbi’s business comes from repeat and referral clients, a feat that speaks to the trust and confidence she inspires.

“Clients keep coming back because they like me and I get the job done,” Bobbi says. “I get a lot of repeat business, and in some cases I’ve worked with three generations of the same family! I care about my people, and I think that shows. They feel that, and that makes them feel comfortable with me.”

When it comes to marketing, Bobbi truly sets herself apart. “We do a lot of print advertising and online advertising,” she explains. “I believe in advertising. Even though very few people do print anymore, I’ve had good luck with print, so I keep investing in it.” Bobbi is also a member of several networking groups, including the Elite 25 and Peak Producers. She is a member of the Pikes Peak Association of Realtors®, the Denver Board of Realtors®, and the Pueblo Board of Realtors®. Her great relationships with other agents helps to get the word out about her listings. “My listings get very full coverage, not just here, but outside of this area as well,” she says.

Looking to the future, Bobbi says, “I plan to keep going like I’m going. I’m 79 and feel like I’m 60!

I’m going to keep working until I can’t, and I have no plans to retire before then.” Above all, Bobbi looks forward to continuing to be there for her clients. “I love serving my clients, and they can feel that I really do care about them.”

This family feel also shows in the makeup of Bobbi’s team. Her granddaughter and partner, Jade, is a licensed agent and has been working with Bobbi for 12 years.

And Bobbi’s daughter, Jade’s mom Lori, is unlicensed and is the team’s transaction coordinator for over 30 years. That’s in addition to another part-time assistant, Chrissy. “It’s a family thing here!” Bobbi says. “I couldn’t do it without my team.”

Clients value Bobbi’s around-the-clock availability.

“We keep in contact, let clients know what’s going on, and help them through the process,” she says. “One of the biggest compliments I get from clients is that I answer my phone. Clients appreciate that they can always reach me, 24/7.”

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To find out more about Bobbi Price, you can call her at 719-499-9451, email her at Bobbipriceteam@gmail.com or visit her online at bobbiprice.com www.

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Take My Word for It:

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

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

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show84

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

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

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

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

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RYAN RAFFETTO Premier Residential Broker and Founder of Raffetto Real Estate at Pointe3 Real Estate, Ryan Raffetto is a prominent name in the Seattle real estate market. Appreciated for his personalized approach, upbeat attitude, and drive for helping people, he strives to provide exceptional service and experiences.

Ryan started in real estate 16 years ago, partnering up with downtown Seattle developers to support sales in their highrise buildings. He now leads a team of six agents and assists buyers and sellers throughout the Metro Seattle area.

His impeccable client service and ability to connect to clients personally is drawn from the high percentage of repeat and referral clients. Ryan understands the importance of placing client needs at the forefront of each transaction and ensuring that clients achieve their desired outcomes. “I’m all about building relationships with my clients. I want to be their broker for life. Whether it’s their first home, a second investment, or their children’s home, I want to make sure that they’re pleased with the experience,” he explains.

Emphasizing education, Ryan believes in walking his clients through the transaction process step-bystep to know what to expect throughout the process.

“Education leads to empowerment. I’m a people person, and I want my clients to be happy and to feel confident about the decisions they’re making. My goal is to help people build wealth, manage their investments, and grow—whichever way that is,” he says.

Having weathered various market conditions before, Ryan quickly came up with marketing solutions at

the beginning of COVID-19. The key to his marketing success is ensuring that all his listings are innovating and leading the online platforms, especially on social media. Another essential component in his recipe for success is approaching all listings with the same mindset, no matter the price point. “I give all my listings the same level of concentration. What sets me apart are the in-depth custom video reels my media team collaborates on creating together. Also, with the pandemic going on, it was imperative to present potential buyers an authentic peek inside of the homes without them ever having to step outside,” he says.

Ryan’s passion for helping others extends beyond real estate and into his personal life. He’s a sponsor of the Washington Athletic Club, the Seattle Yacht Club. In addition, he donates to various causes near and dear to his heart, including those aiming to help the LGBTQ community, Homelessness, and Cancer Research in Seattle. In his spare time, he loves to ski, renovate his Palm Springs homes, and spend time with his beloved dog, Charlie.

Heading into 2022, Ryan will remain true to his core values and commitment to consistently advocate for his clients’ best interests and provide them with the highest level of service while making their dreams come true. He’s currently looking to hire two additional agents and is launching a new website along with his interactive email newsletters. In addition, he plans to continue developing his business without sacrificing the essence of the customer service that he’s built his name on.

To learn more about Ryan Raffetto, email ryan@raffettorealestate.com, visit ryanraffetto.com or call (206) 261–1206. www.

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MARIE-FRANCE VACHON Marie-France Vachon began her real estate career 35 years ago, thanks to the encouragement of her father, who was a commercial real estate agent. Marie-France got her license in 1987, and the rest is history.

Leading the Marie-France Vachon team, she services the greater Montreal area, including the island of Montreal and the surrounding suburbs. A rainmaker for her team, Marie-France currently has three team members, with a goal set for 2022 to reach at least 10 agents, with a hub to service them.

About 80% of Marie-France’s business comes from repeat and referral clients, an impressive feat that demonstrates the trust and confidence she inspires.

“More than three-quarters of my business is coming back to me because clients were happy with my services,” she explains. “I have quite a few raving fans as well! These clients will refer me to their friends, family, and colleagues.”

For 8 years, Marie-France has been with Keller Williams, a company she was drawn to because they are known for the sophistication of their models and systems. Marie-France also incorporates her own systems into the process. “When I’m meeting new buyers or sellers, I use a questionnaire to really understand what their real estate project is and what they’re looking for,” she says. “Then I have a meeting with them where I go deeper into their answers, because I want them to feel that I’m there to help them out and be of greater service to them. I present all the strategies that I will use to help them reach their goal.”

This approach puts clients at ease. “That’s why so many clients come back or refer me to friends,” Marie-France says. “It’s because they feel that I remove anxiety and stress right from the start.”

When it comes to marketing her listings, Marie-France tailors her approach to the individual property, making sure that every listing is presented in the best possible 86

way for optimum exposure. “I always use HDR photography and Matterport 3D tours on each and every one of my listings, even rentals,” she says. For certain listings, Marie-France will also invest in drone photography and pamphlets.

Community involvement is important to Marie-France and her team. In 2019, she was named Keller Williams Ambassador of Culture for Canada because of her dedication to helping others, whether in or out of the real estate industry. One of the ways she and her team give back is by volunteering to help a local women’s shelter in Montreal.

Looking to the future, Marie-France says, “Having been in real estate for 35 years, I am thinking about my legacy. I want to have a solid team with me to help them build their own clientele, and also to take care of mine. I also have a goal of expanding to other market centers throughout the province of Quebec and elsewhere in Canada.” Above all, Marie-France looks forward to continuing to provide the same excellent real estate experience to all her clients.

To contact Marie-France Vachon, call her at 514-984-4064, email her at info@mariefrancevachon.com or find her online at mariefrancevachon.com www.

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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KAITLIN WHITCHER Kaitlin Whitcher found her passion for real estate while she was working as a real estate paralegal for law firms around the Seacoast of New Hampshire. “I loved diving into the paperwork and documents, deeds and title searches,” Kaitlin recalls.

“It was all really interesting to me. I got my real estate license as part of my job as a paralegal, and I really started to love the marketing aspect of real estate. I took on a few clients for the benefit of the law firm, and before I knew it, I was falling in love with real estate each day!” The rest is history, and for the past 17 years, Kaitlin has been helping her clients achieve their real estate goals.

Having worked as a solo agent for most of her career, Kaitlin took on her longtime friend Carol Lavigne as a buyer’s agent. Carol has been in real estate 22 years, and works with buyers so Kaitlin can specialize in listings. “Carol is absolutely awesome, and this has been a great way to streamline our business. We love our dynamic, and our clients love it too.”

With Great Island Realty, Kaitlin serves Strafford County and Rockingham County in New Hampshire, covering the area from the Seacoast to the Lakes Region.

About 50% of Kaitlin’s business comes from repeat and referral clients, an impressive feat that demonstrates the trust and confidence she inspires. Part of what keeps clients coming back is Kaitlin’s dedication and work ethic. “I love being busy,” Kaitlin says. “I can’t sit still, and that serves my clients really well because I’m dedicated to my work. It’s not just a clock-in, clock-out job for me. My clients come first, and I get so much joy out of my work.”

Staying in touch with past clients comes naturally to Kaitlin because of the strong relationships she builds.

“One of the things I love about my job is that my clients become my friends,” she says. “It’s natural for us to stay in contact after a transaction. I find myself Top Agent Magazine

thinking about people all the time, and I will make sure to send them a quick text and let them know I’m thinking about them. That feels good, and it helps to feed and nourish those friendships and keep those people close to me.”

Looking to the future, Kaitlin says, “We have a great model going, and I want to continue to refine it, be creative, and keep doing what we’re doing. I plan to continue to reach more people and maybe tap into other areas, too.”

This year Kaitlin had her best year yet, took and passed her Broker Exam, and was #1 in her company with over $25 million in volume. But she emphasizes that it’s not about the numbers. “My focus is creating relationships. My network of clients is also my network of friends, and I love building those friendships. I care about helping families. For me, it’s not necessarily about how much volume I did, it’s how many families I helped. That’s what I like, and it’s what’s important to me.”

To find out more about Kaitlin Whitcher, call or text her at 603.866.2942, email kaitlinwhitcher@gmail.com, or visit kaitlinwhitcherrealestate.com, on Facebook at facebook.com/kaitlinwhitcherrealtor and Instagram @kaitlinwhitcherrealtor www.

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