NATIONWIDE & INTERNATIONAL 4-15-19

NATIONWIDE & INTERNATIONAL EDITION

5 STEPS

CONCIERGE CARE:

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

Services that Lure Clients and Transform Your Reputation

Embracing Smart Homes

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

Does New Technology Really Increase Home Value?

Plus TOP AGENT MAGAZINE'S

TOP SOCIAL MEDIA AGENT LIST WINNERS!

NATIONWIDE & INTERNATIONAL EDITION BMO Financial Group is proud to congratulate

MICHAEL MONETTE

IRINA BABB

career in real estate back to Alexandria’s Cameron on her arrival, she decided a new career, leveraging nce, and natural ambition. ina has emerged a staten 2018 alone, she closed to $50 million in volume, n Virginia’s Top 40 agents.

primed for its market debut, she then secures wide19 10leading online listing ranging exposure across the 15 platforms and social media outlets—ensuring visibility extends near and far. Her long and steady presence in the Cameron Station community also does wonder to build buzz around listed properties.

In fact, of the 135 sales closed last year in the community, Irina led almost half—an astounding figure and feat. While the numbers certainly speak for themselves, Irina is quick to cite the importance nts across the Alexandria of integrity, communication, and connectionBRANDY when MATT TENCZAR MICHAEL MONETTE CRISS IRINA BABB o buyers throughout the BURT & HEATHER WARREN it comes to her clientele. “We start from scratch,” JENNA ENGLER listing in her hometown. she says, “and I’m with my clients every single step urt and Heather Warren – their time and resources towards r agent and a transaction the way.

From window-cleaning to CEO/Broker marketing, at X-Treme Team during every transaction. Also, I make Top Agent TomasofBarrientos – Managing Broker Rachel Bergsieker, door myself knocking, the of the Top Tier providing top-notch client service.

36I’m a bitincluding 32 yents spearheads her Home work solo, aiming to at ITuCasa personally supervise every detail.

I Estate always want myinclients to very available to my clients. of a work-video to in Tulsa, Oklahoma – has 24Realty 35 Real Group Warrenton, Missouri, is a Keller Williams Legacy More seventy-five percent of ahpersonal basis as they embark upon the been know that I’mhis there forthan them.” aholic.Exceptional If they reach marketing out to me I has tryonline toalso respond providing many buyers and sellersrepeat with real estate professional who consistently and social m played a vi Paola Alban, Broker/Owner of n Cedar Rapids, Iowa – their business is consummate based uponfor on being featured Canada gether.

With roughly 30% of her business within seconds, and they appreciate that.” enthusiastic, dedicated and customer goes the extra mile for her many grateful clients.

The as open houses and he real estate game a deep clients andexemplary referrals, an impressuccess of Paola Alban Realtors. High-quality Paola Alban Realtors, is a Top referral business—Irina’s staying power service Beyond thein office, Irina gives through sponsorships the since 2005.

Tomas’ true commitment to which via of industry knowledge sive statistic byback any measure, but Top Agent Magazine!

X-Treme Team, specializes in Paola, residential, is seenlisting by as m and expert staging ensurelisting that each every sense. who ientsand as bold if they were my Cameron Station Homeowner’s Association.

A Agent portion in of every esh approach to own family,” she providing perhaps even more so inguidance the highThey clearly do appreciate him: “Tomas was expert and honest real estate commercial andowns land,two offers full-spectrum service very best light, and deft usage of online port offices in the Charlotte, connect with my clients institutions such vice. This dynamic duo’s from the outset, hascommission ly-competitive and demanding real as Alexandria’s very responsive to my needs, phone callsany andagent can resulted insupports both a local thriving, continuallyin this charmingly ruralCarolina area of The ShowisMedeeply state, While media puts each property in front of as m area, ment to goingservice. the extraFrom mile the beginning, I estateSchool, industry.while “Our clients feel North customer Samuel W. Tucker Irina also donates to the questions, and he gave me a lot of valuable growing business and a solid reputation as a which has resulted inAs their reputation as an proof of theirtomany and through every comfortable and safename in our buyers as possible.

“We also doof aexcellence lot of mai committed providing heragency many here holdbuyers their hands Children’s Miracle Network in achieve the ofhands her clients. for to her help.

His firm was also very easy to work with.

Realtor who can be trusted to results, as translated into a sterling because we treatthat themcan likebe family consistently trusted to place theircustomer buyer’s, andthat Thehave X-Treme T ere are always ups and downs during a regardless free hours, most enjoys time spent with ones,with taking and a lot other reads strategies clients exceptional I recommend himof highly,” just one review been of Irina howmembers,” convoluted difficult theloved n as Realtors who can be says or Jenna, when asked seller’s and investor’s needs front and center during number of keep their confidence up and let them walks with her Yorkies, and visiting her son in New York City. for us,” says Paola. on which site he glowing hard-working and of his services on Zillow.com, transaction Impressively, Tomas was service. Honest, counted on to put their clito account for the loyalty her team RACHEL PAOLA ALBAN JENNA BURT & might be.

TOMAS every transaction. on Zillow.com, on my years of during experience, there is no ranked number 65inspires. ds many front and center Adds Heather, “For us, about the is a Premier Agent with a perfect overall fiveamong the Top 250 Top deeply knowledgeable BERGSIEKER HEATHER WARREN BARRIENTOS five-star overall rati essfully dealt with.

While selling their As for the future of her business, Irina intends to keep momentum nsaction. not about the States transaction, it’s real estate industry, Paola has built BMO Financial Group The gratitude her many clients feel for h star rating.

Hispanic Realtors it’s in the United by the about helping asInmany people as 2015, decided to get her license and was fantastic. She xperience to them, it’s not new to me. I steady. She values the face-to-face time herRachel small-scale operation National Association of Real Estate Professionals perhaps best expressed by this glowing revi a clientele that is based largely on Abdel Benouattaf | Mortgage Specialist entering real I honestly believe that the level. ake carethe of world everyoflast detail and that I’m allows, and planswetocan. keep service at a to five-star began assist friendsNow, and with family in their real estate does and will d Tomas’her vastwebsite: experience alsoexperience plays ashe huge role (NAHREP) for 2018.

“Our with Paola h repeat and referral clients, and sure sign that she is truly nd joining forces, both moment an agent begins making Cell: 819-598-2405 | abdel.benouattaf@bmo.com ess any questions or concerns they might fourteen years of keen insight transactions, behind her, Irina Babb considers business grew quickly and she began sellers/buyers happ in his than ever-growing success.

“I have afind lot of nd Heather had already it all the sale isher the moment perfect.

She helped us the perfe taking care of customers. what she has come to about appreciate most about her work thus far.

“I www.bmo.com assembling a ateam of trusted agents to work alongready tositbe put on th ated significant experience begin losing after clients. knowledge about different types ofthat financial Tomas began his when careerthey in real estate recommended programs helped uspushy get a dt really like the excitement ofjust meeting new people andEMAIL seeingTeam new focuses on the 37) side The local THE Tri-County short days.

She was never al estate world; Jenna viaTIPS TO MAKE clients toher. know that X-Treme 4) 5 NEW 17) MODERN DAILY SCHEDULE OF uations,” he explains, “and I’m also an REO professional, so I’m successful positionOur inPaola, the oilwho andwant gas business, a profession he She understands how the home-buying proc moved to the United States from Peru when she homes,” she says.

“It’s always a challenge.

Even after so many ting properties, Irina flipping business with her leaves no detail someone understands their needs, area forhisresidential andTODAY’S commercial, andaware covers entire state of foreclosed gave us lots of great advice/tips al fully of the the process of selling homes and short hasthis informed hisI still ability to help clients today.

“I used A LONG-LASTING A SUCCESSFUL REAL ESTATE eting homes is HIRES her specialty, and as an believes years in business, feel like able toFOR learn something difficult at times, butrather she made it seem perfect years has always had a fierce determination Heather through extenandwas theysixteen canETIQUETTE trust us. I’m Forold, us, it’s Missouri for farms and land sales. friend than a «business par sales.

I also do a lot of corporate sales, so a lot of my repeat busito manage very large, international projects,” he explains.

“That eessional, remodeling The all about helping people.” new every day. really The important thingdifficult is connecting with sheprojects. brings a creative, informed SUCCESS AGENTS AGENT On closing day, sheher was asking to most succeed.

“It was coming to a country where I known forpresent years. I and highly recom ness comes from asset management companies.” has made it easier for me to day manage large quantity of when Heather found the buyers for the first two experience eginning with professional photography, your clients, earning their trust from one, aand being there for didn’t know to ask so we could understand the didn’t know the language,” she recalls.

“It was a challenge A large majority of Rachel and her team’s business is the result of I will definitely be using her again both transactions and agents at the same time.”

Tomas made the s flipped homes, and the rest is history.

After Jenna and Heather go well out of their way to make them, always.” aging services as needed. Once a home is were signing.

After we closed on our home , to learn English and to understand the culture.”

Eventually, tained her own license, the pair joined forces sure their clients know they are appreciated, and this 21) 5 TIPS TO GET NEW 41) COACHING 9-1-1 repeat business and referrals, something of which she is justifiably A thorough, thoughtful and comprehensive marketing strategy decision to get his license when he began doing his own property 8) ADDING VALUE TO nally in 2018, and achieved almost instant investments, takes the form of many handwritten cards on birthdays and to success. check on usWhen to see if there was anything we Paola took a job infamily property management, overseeing twoTomas’ proud.

When asked to account for this show of confidence that given asked what she likes mos has also informed “Initially, when I meet with my and of his friends and were doing the CLIENTS &Legacy THE ADVANTAGE being recognizedLISTINGS

by Keller Williams home anniversaries, several annual client appreciation homeowners.

She a blessing during the of en apartment complexes Greensboro andfor Charlotte.

“I before then Rachel grows thoughtful a moment replying.

“I points to the more personal clients, I figure out what the property needswas make it the most side same.

“They said, ‘why don’t youthem, get your ownin license so you can 45) WHY FLEXIBILITY HURTS the top team in their market center, and also events, and many other methods. The relationships OF IDENTIFYING NEIGHBORdecided to take real estate classes,” she says, “and that’s think it’s because we’ve brought big goals and big ideas to a small she says, her sincerity obvious.

“M appealing,” he says, “whether that’s small repairs or just a little help us?’” he says.

“So that’s basically how I got started.” er two in the Greater Midwest region.

5 STEPS TO “and ACHIEVE (NOTWhen HELPS) YOUR ABILITY HOOD AMENITIES isn’t – which isthat rare, sh how I26) became Realtor.” working for another TLC.” Tomas utilizes and town,”ashe explains,Initially I think that’s what sets us apartprofessional as wellPaola as photography doingworking this exclusively, job lets me do in two ally, Jenna and Heather are members of LONG TERM SUCCESS ASemploys TO CLOSE SALES ury International and Certified Luxury a multi-pronged, targeted approach via the internet While Tomas sells primarily in Tulsa, his reach marketing.” extends to pretty our notch Rachel’s impressive work has also able toDEALS provide for theirand families an enjoys nothing more than spending time wit company, shetop founded her own successful business in ethic arketing Specialists, and they are also social media platforms, including ensuring maximum much anywhere within a twoA toREAL two-and-a-half hourin drive from played aESTATE large role the X-Treme Team’s continuing success story. Facebook, top of that I getdaughters. to help an enormo her husband and her three 2013, and has seen it grow by leaps and bounds with each AGENT EMBRACING SMART nly four agents in12) their state who are Quick sales for top I’m dollar is meet most often real the result. that city, and encompasses the communities Broken Arrow, “I’m a serious go-getter,” sheagents says,exposure. “and I work a49) lot of8 hours. their estate goals.” consecutive year.

“Weofhave eleven in total,” says THINGS SUCCESSFUL of the Keller Williams Land Division.

HOMES: DOES NEW Owasso, Claremore, Paola, Collinsville, Sperry, Sapulpa and Sand very responsive to our clients, and office they love that.”

Rachel’s honest The future looks even brighter for Paola and “and we’re going to open a third soon.

My d Heather currently sell a wide swath 28)andTOP AGENT MAGAZINE'S PEOPLE NEVER DO the future of his business are fairlywhat simple, andshefutur Springs, among others.

Nearly percent of Tomas’ transacas far south fromTECHNOLOGY their Cedar Rapids REALLY When asked migh is particularly notable.plans “I’mfor a genuine In person, addition to her goal of advice opening plan is toninety opendirect a newapproach branch every year.” Tomas’ TOP SOCIAL MEDIA AGENT Iowa City, and as far north as Dubuque. include the revamping ofnot TuCasa’s website toinmake it as appealtions are based on repeat business and referrals from pastmy clients, career real estate, Rachel and I’m going to tell clients what they need to hear, what INCREASE HOME VALUE? being able to help a greater number of grows client ing to potential53) AngloCONCIERGE customers as itthis hasCARE: been for you his Hispanic impressive statistic that indicates just howtograteful his customTo learn more about IrinaanBabb, visit IrinaBabb.com, industry, can’t be a part-tim they want hear.” employment for many more agents, she is firm Paola,LIST who was named Businesswoman of the Year for g in 2019, the Top Tier Home Team will buyers and sellers.

Above all, though, is his commitment to con- a broker ers are for the amazing service he provides. “I always do what time job and yet opened SERVICES THAT LURE licensed agents who will be dedicating to continuing to provide top-notch client serv 2017 by the Latin American Excellence Awards, is a savvy – 2571 email homes@IrinaBabb.com, or call (571) 217 tinuesavvy to provide thetovery best serviceand andreaching real estate I tell my clients I’m going to do,” says Tomas, when cutting-edge asked to The X-Treme Team’s and approach marketing theadvocacy 20 million mark 33) TURNING YOUR CLIENTS AND TRANSFORM help a wide diversity of people,” she says.

“I professional who, through her fluency in both English and available in the state of Oklahoma. account for this loyalty, “and I try protect them thefactor best Iincan is to also a prominent their ability to achieve quick sales for that what anyone who wants to wo

6

TOMAS BARRIENTOS RACHEL BERGSIEKER

PAOLA ALBAN

Brandy Criss Engler

CONTENTS

www.

2

forREPUTATION what I’ve been able to achieve, because Spanish, is Agent able Magazine to assistINTO a widerApool of clientele than PROFESSION PASSION YOUR Copyright Top top competitors. dollar.Top In Agent addition to tried-and-true methods mentality.”

Magazine me to help sofull-time many people.” many of Copyright her The same goes for many of like her neighborhood agents, and Portuguese and Hindi are among the other languages spoken in her two offices. “Being able to help Phone 310-734-1440 | Fax people 310-734-1440 who don’t speak English, or speak English well, is something that I really love,” says Paola. “Being able mag@topagentmagazine.com | www.topagentmagazine.com to guide them through the transaction and make sure they No portion of this issue may be reproduced any manner whatsoever without prior of the publisher. Top Agent Magazine is reallyinunderstand everything makes me feel likeconsent I’m giving published by Feature Publications GA, Inc. Although precautions taken to ensure the accuracy of published materials, Top Agent back to my community in are a way.”

Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send When askedmore for her ever-growing success, Barrientos, inquiry to mag@topagentmagazine.com.

Published intotheaccount U.S. For information about Tomas Paola points first to her and her team’s exceptional work please call 918-269-6971 or email Tomas@TucCasaRealtyllc.com ethic. “We are literally a twenty-four/seven business,” she For more information about Pao Top Agent Magazine For information about Rachel Bergsieke explains. “We work Monday to Sunday, andmore there is always please call 704-492-5814 someone in the office, and available by phone at all times.

Copyright Top Agent Magazine please call 636-262-4133 or email rachel@x-tremete That’s very important to us.” email Paola@PaolaAlbansReal

SCOTT FOISTER

When he was looking to change careers, are wort Scott Foister was offered two opportuup on th 44 43 CINDY FERNANDEZ 40 JOSEPH FACKLER 39 ANJA DREWES nities - to go into construction, using the road. I l A lifelong resident of Long Joe takes a collaborative approach when worki years of become experience working has transaction How did Anja Drewes one ofhe had In recent years, on Anja hasTreating focused onevery listings.

She understandsExcellen that giv Island, Joseph Fackler has a his clients, never pushing them to make ad homes brokers as a hobby (“Frominsolar panels tomost buyers as if itstart were own, to Cindy the most respected in Sugar today’s market, theirher search for Top a home online. passion for his community One recent seller said, “Joe came to our ho Land? Anja has had a lifelong So she top photographers take high quality photographs foundations andpassion everything in hires between, For Sco Agent toCindy Fernandez certain th and loves helping others thoroughly explained the process to us.

He sho for real estate—she started and drone done,” videos highlighting the property’s best features.

She there’sactually nothing inwith awith house I haven’t means takes thehomes responsibility of print adsg their creates real estate goals. what our that neighborhood vacation rentals and then began flipa walk-through video other tour, as well asinmaps show nearbyrecen Scott says), or take atowhole new board of a others buyerwere orlanding seller and deft After jumping intopath the and real forhelping and what listedpages. for. Then ping homes. In 2008, she decided schools, coffee shops, and parks on personalized Her toge FRANK SCALISE get into real estate.

He opted for real estate Realtors extremely seriously.

As ensure CHERIE SCHALLER CINDY FERNANDEZ SCOTT FOISTER estate world in 2015,listing Joe webpages decided on so theinformative right asking price.” becomeJOSEPH licensed as an agent. Her chilpersonalized are that she has had th ANJA DREWES FACKLER and hasn’t looked back once.

That was and chaa the number one agent out buyers dren were in elementary school, and she great clients buy from overseas after just watching her property videos. made strides in the Being best requires putting in the You could say Frank Scalise was Top wanted Agentborn Cherie deep reservoir few client appreciation events, and Icom a fulfilling career thatand would She only posts herDuring listings on the MLS and on all the major twoSchaller’s years ago, thingsof havenot well. with awi m industry, and isgone now onethe any free time, Joe is coaching so of almost 300 at Century most 51 industry with her and go above and beyond for them.”

The 52 55 allow her to48 be -ofcoupled service to others, but top real estate websites, also conducts social media campaigns; and hours. dedicate everything I have to in to real estate “Iknowledge was AMY PIGGEE 47 in Oakleigh. ofgenuine the producers in his“Ishe softball, or serving on the board for the loca a clientag 21 Jordan-Link in Tulare IVY-LY honest approach has aspend reputation Cherie feels her aclients clearly re also give the translated flexibilityinto toregion. places Google ads and Leagues LinkedIn articles, just tofor name amember few. is Every born and bred in Oakleigh,” he says.her-“My real estate,” Frank says.

“Because of “I always loved real teams.

He is also of the first year I closed 5.2 million dollars having Kern Counties inevident When assr working as aguide family law beginning of& my career that wouldn’t matter as a someone Realtor who canI to be trusted to expertly and thisprice-point is best made by get thefor time with her children.

After being mentored forWhile two years by one week she updates herheber clients with spreadsheets and statistics that Whether is new the process as possible.”

One example gives, is the high quality that agents estate, so thought I’d explore it as a career.

I havof Commerce, and is always eager to in Ivy-lyn S my age Isays. have thegoal ability give more “I live in Oakleigh now. Iher know itgrateful like worth paralegal, Amy Piggee was also sheproperty “My isreceived, justtoto service people and of real estate, and in 2018 itme,” was toI provide help California, Cindy has more Cindy manyand buyers and sellers through even has including this one fromgrZ of Sugar Land’s premier brokers, then working atsince,” RE/MAX, she track interest in the fromcommunity various websites.

After working of real estate or considers themselves can now provide in listing presentations.

Additionally, Steve likes en’t looked back he says.

Working as a solo with any events.

A family man, the center cutting her teeth in real“Itestate. the same level of service whether a home’s islove $100,000 to my work.

I’mwhich onvalue the back ofher mybroker’s hand.”license On of convoluted thatherover 10 million,” he says. was atime good “So I pah than earned her reputathat thetop most transactions.

Currently on site she holds a profesperfect over earned and started ownof boutique brokerage. with Anja, her clients remember that sheconstantly is knowledgeable, experienced and knowledgeable about all to maintain a 95-100% list-to-sale ratio, rather than holding onto a agent with Signature Premier Properties, he’s able to spending time with his children, especially wh She’d been flipping homes and or a million.” relationsh the phone, and negotiator, I’ve built incredfirst She hand about area, with Better Homes and Gardens Reliance rating: “Ithis don’t usually write nowexpertise leads a team ofworking fourhis agents and one assistant.

“Ireal wasestate able sional, a hard worker, great goes above and beyond to decision, and turned out to be aprovide I reviews just tion as a Realtor who trulyacan cares about her clients and the largeb the steps, choosing an experienced real lot of listings.

“I like to better service to each client rather had purchased a few investment provide personal service to each client, making sure do activities together.

Partners in Roseville, California, committofront write one for Cherie Sheo industry ible database of from Franktogrew inthrough a real college estate and family put myup kids I enjoy every day of Cherie’s my work,” help with any issues along thepotential way, and isclients always there toSchaller. answer always places their best interests and center. was able good people, properties considering theaall Beyond thepeople office,just Amy given back toforherhomes community estatement agenttoisproviding often the smartest route.whileservice than servicing whole lot of forhas nothing.” no question isfit.” left unanswered.

For Joe, it’s about excellent customer in husband and I look for m she says.

With an office in Sugar Land, she serves Sugar Land, Fort their questions.

“My clients can always get ahold of me, every day of a famil hours and hours of door knocking, that owned multiple In properties. steps her law career, butcan wasas through herReal service with son’s South St. Paul school, as Additionally, a the lifetime resident The Golden bad themcred ou the northern suburbs Brisbane, educating hisofnext buyers and sellers so they make estate is of aher dream path forhonest, Joe, and Sacramento Tri- County area isinwell-known. year.

She wascareer professional, resp Bend County, Houston, the Spring and the Woodlands. of the week,” she explains. pounding the pavement and just taksooner drawn toState’s the roleBut of agent. partSCHALLER of booster and in pastcolours; events.

In herashe freewas hours FRANK SCALISE CHERIE IVY-LYN SIA Steve AMY Grimbas is Principal the Place Overall, describes histhe business model with it’s STEVE GRIMBAS PIGGEE Tulare County, Cindy is club ideally positioned give than the southwest area ofhe Washington best andServing mostof informed decisions. he also values imagine doing anything else.

Though he hau never gave up on us,to even with all our “I had a He background in contracts Amy most enjoys time spent with her family and loved ones ing the time to say ‘G’day to local But maybe the thing that makes him field.

Sh Estate Agents brokerage in Nundah. structure in which everyone on his team is making the most of Cherie her State, adventures inrelationships real estatehelp in 2003, haves and changes.

She tried them achieve quick top dollar. fee Scott brings his years of experience with house to But histhis community rea developing strong with them, and wants favorite parts of “I his job, it’s the joy he sees at t An impressive 70% of her began business comes from repeat and What’s Anja’s favoritesales part offor her work? truly love job!never Igreat love and I knew I loved working with traveling, playing poker, and cheering on the Timberwolves. leads a teamher ofeveryone 22, including his personal their individual strengths within the team.

“Those in “red” do the residents.’” most referral suited clients. for real estate was the after ex-husband laid off from his job. into a place that wasn’t right, and she managem to was feel involved. ing table that brings him the most happiness. feeds my What keeps her clients coming back and eager meeting different people and getting to know different families,” help his clients.

“I’ll walk into a house with clients and I can dedicated to his family people,” she remembered. “I felt assistant, eight in residential compliance andAnja paperwork and we have alooking system that manages that, “I family didn’t want to go“In back into office equipment out for us…we would definit thingtothat him into some trouble the leap in them aofcutting board at closing their na refergot their friends and to people Anja?

Houston, there are says. up in Germany and her mother worked in home Cindy’s passion for the real estate industry harkens allhang seematch things that need worksixshe that they don’t he explains.

“IAmy love to out like it would be a good and I gave myself months Asgrew forsee,” the future her business, plans towith build awith team sales,” says Cherie, who was formerly a District Sales Manager mend Cherie to anyone looking for a great agent!” sales, nine in property management and working with the building inspectors, the valuers, the photography, over 36,000 realtors,” Anja says.

“Most people know at least care.

When her mother drove her through Hamburg, she would “It’s important to beme nice to the people and acknowledge itand andwould date closed.

Seeing their smi Saying g’day isthe aand bigevery part ofIlittle,” what when he was younger.to“Imake wasit always work.”

Now, fourteen years later, Amy has built of herchildhood. own, like tothey use her people-oriented spirit tom step along the way she way back to her “When I was Cindy, w “That lets give them a heads up about possible issues but know they won’t for USA. “So Iadditional into real estate, and Ialways haven’tpoint looked three in 10 administration. in them, Nundah, Wavell Heights, the marketing, PR and contracts,” heshe says.

“It’s all “Iimportant and So I Specializing tryand bebeCanon different.

I business, have education out of houses where hadindustry. worked.

Now that lives atolegacy of good complete with a reputation foris inspire those entering the know I’mAnja good at dream what I talk togotthem,” Joe says.

Kindness one knowing I was involved in making their Frank loves about the job.

“I love the told to agents. stop talking quiet in that would serve as the foundatio she recalls with a smile, “Iwork always wanted to besheaas real all Tu and problems, andworking they know that when they with me there much I of can.” back. voted It’sNudgee, been awesome.”

Currently with an assistant When asked what enjoys most aboutas what she Clayfield, Northgate, Kedron, Virginia, Banyo, Boondall, it’s got toSugar be done to she certain standard.”

Heshe then describes what and awards and have been a ‘five star’ agent nine in Land, does the same thing isalong driving with steadfast communication, persistence, and it’s ayears personal touch. do, and I want tothat’s makewhat sure passing the things that Joe’s traits, and something he’s hoping true, Iwhen really love.”

Frank laughs.

“This is a strongest job where that people,” he says.

“You can’t do this jobI’m if you don’t and a marketing assistant, Cherie is in the process of growing her living, Cherie again points to the more personal estate agent.

My impression was that agents were very a part of they can buy with confidence.” theschool,” teaminis aknown for experience, service and success. he considers the “blue” which refers to the team’s strategy and row.” Anja is constantly staying onyoung the cutting edge of thepick her children—she houses she has sold to or pass rented.

“It’s peoplepoints taughtout me,” she says.

“I want along thesogenerhis two daughters will up on. and plans to add two buyer’s agents soon. industry.

“What I was love most about what Iand do is knowi love working with people.

It’s not so much about the doesn’t happen me,Today, sobusiness, it suits me perfectly!”

“The majority of myfield business h prospecting plans for each week and what their next point of fancy and that they had a lot of money.

So when I was I would Scott is looking toward Amy is part of a tightknit team of fellow professionals, osity I was shown when I just getting started give tha business andtotechnology by taking additional training courses similar!

Even though my mother worked in the medical and “I’m always teaching them that it’s importdoing what’s best for my clients, andconnected notI what’s be houses or the properties themselves -at although Itruly do sharing staff and ideas under the banner of RE/MAX Results. ourparty. younger generation ofmy agents.”

With itsand headquarters located in East Brisbane, QLD, Steve’s contact isisIwith each “And I spend time intowards the black,” she explains.

“People went to adding to her certifications.

I’m in real estate.”

Anja loves that feeling of being eighteen, worked as a receptionist a real estate want peo Seeing things with new eyes a big part of what Scott loves ing it.

“I’m exp ant to connect with people and make eyeon repeat Nearly percent of Cherie’s business is based she enthuses. “I truly love the relationships and the There, Amyeighty-five serves across the East Metro area, but with her brokerage, Placeand is known for its commitment to Brisbane, which he “I says.

“I’m presenting, showing properties, keeping front oflot love property -community. but I athink understanding people isinyear That charm friendly personality areclients keys tohis Frank’s buying homes.

Ithe getIof awant oftorefe company.

Iisn’t then did couple of other sales jobs before ac about new career. work inmeasure, the area where I grew up “This inc contact.”

In a transaction that can be emoand referred customers, an impressive feat by any I’vefourteen created from this business.

Some usagent, even spen afraid to go wherever clients might lead.

Over the course of Now, with years of insight behind her and no signs Originally fromat Germany, each year Anja into hosts a dynamic big Octoberfest is incredible evolving andsuccess developing into one of Coming Australia’s most sellers, going to listing appointments.”

By delivering specialized key.

Assisting someone in this huge life decision, that’s Woodards. the busiin the medical field.

And with finally getting my license.

Cindy quickly realized that and went to high school,” he says.

“And I know this area particularly in the highly-competitive world of real estate.

“I together.

I just love knowing that I’m protecting bringing on more peopl tional, it truly pays off to be empathetic to her fourteen-year industry tenure, Amy built a substantial oftoslowing anytime soon, Amy considers party for her “IFrank cook thedistinguished food, have live music, Toeveryone give back the community, Anja and herPiggee team donate to asome localof the and liveable cities.

Topast thatclients. end, Steve hasall been with Place forhas service, feel better about theclient real estate process. what gives me the most satisfaction when look back ness straight out of school, has think it’softhose my ability to make everyone I’m with as care of itmy during the transaction, and doing ofIshe our tenants come toshe buying or selling a home.

Those her®working impressions of the estate business well.

But as a business, Realtor to serve my as wu Ichildhood get towho see another of all real -many you contingent repeat referral amounting to feel highlights the way.

“I love working withclients people,” andofwear the traditional outfits.

It’s been aand great success.”

Anja’s women’s shelter.

Inside heralong cherished free time, plays tennis; spends nearly half his quarter-century career in real estate. if they’re the only person I’m working with,” says Cherie, when for them.” at the end of a busy month.” himself with the combination of his winning personwork with Joe feel he guided them throughroughly 90% of her clientshare.

To account for the longevity reflects.

“When you work with people for a long while, you done renting.” didn’t take into account the amount of hard work it the time for my family a get to go down roads that are locked, to visit the homes that clients become close friends and she often meets them for lunch, time with her children “I go backimportant to Germany at least Meanwhile, areand nottravels. only the most parts asked to out account for the loyalty her clients show her.inrelationships “I really of her relationships, Amy cites a commitment to transparency, naturally become friends.

The best part is when you talk to a thework transaction, never leaving them ality and his ingrained, unbeatable ethic and or just reaches out by phone to check in and see how they are once a year to see my mother, who is 84 now,” she says.

For the takes to very succeed.

Fortunately, Cindy’s fierce worknot “When I started doing this stress 25provide ormanagement, 26 years ago, I was all of working real estate, but the most rewarding part.

“Our CRM great service, I’veabout been told that I’m genuine During theheard rare times she’s working, Ch and aand personable demeanor.

Of course, client you haven’t from inwhen a while, and they’re excited the dark and always there to offer advice.

Frank loves sports the few hours when he’s not workprofessionalism.

Those qualities earned him the disdoing.

She mails them informative newsletters keeping them future, she wants to continue to grow her business and support her Making those relationships com desire to learn resulted inall almost immediate giving people results by getting their homeFor sold soit’s they helps us keep touch people year long,” Steve says. authentic. me, notcould aboutrecord theethic deal, it’s about what’s exercising, wine tasting, andup. traveling to Los her and professionalism and consistent track alsoand imparts ain to hearwith from youthose and want to catch We get so busyAngel in the He also goes above and beyond when itfind up-to-date about market trends, asHe well as recipe cards that current team members.

Now are worthy goals and ones that— ing you can him attime the beach with his girlfriend tinction of named the number onecalm rising starthethat in move onto thebeing next stage,” says realized “Weon also sponsor the Nundah State School the Ridge Hills best for my client.

If fun it’s not best thing for them and they with daughter.

She also gives back to pers her like toand consider myself very success, aof success that has grown exponentially year sense of Steve. security andsoon for clients embarking one the day-to-day, but we her can never forget about the relationships we comes tocareer. marketing, promoting his listkeep her top of important, mind. with her talent and commitment tosoccer her future; clients—she’s sure to the entire Woodards network early inoftheir his “That playing football, basketball -my and sports achieving a goal, while just one many things anot real Football heinto adds.

“Children are our we give back tosupport needistransactions to change I’m goingor to try and sell them through aor variety of ways, including herachieve. form biggest of amind, lifetime.

“Communication andClub,” good make along the way.”

“I tell clients that they’re after year. ings innot all possible ways including social something that’s them.” trafficking estate provide.

“Soon Iconfidence,” focused more on giving people community givesback. to us. “Weorganization. service are at the heart ofright whatfor I do,” Amy says.

“I make sure that gaveagent me can a huge amount of Frank recalls. isthe how he likes to give sponsor sport- - whether w they’re local my clients media, websites, magazines, newspapers everyone knows what’s going on throughout a transaction, service and the result at the same time,” he adds.

“And now its ing clubs,” he says.

“And when the local schools havefor years.” H “Just knowing that, amongst your peers, you can be More than eighty percent of Cindy’s business is are based been friends andthemore.

“Ithat alsoadapting believe in are signage, I his have Cherie, sheifforms farchallenging. more important togoal Cherie’s planshave for the to share continue growin andFor I know how torelationships problem-solve things get result, serviceasand He knows, also, Besides office’s of obtaining 35% of future the market sports days I love to sponsor those too.” classified theexperience.” best atAssomething.” on repeat clients a sacrificing sure sign thatenjoys she For more about Joseph Fackler, personality allows Ivy-lyn’s cli over 50 signs and Itowill put all of them out her the transaction.

“I want to long-term relationships ness, while none of the ais mazing customer that’s what we’re here do.

I help clients navigate with the times and embracing agents, thethan most relevant techniques andforge shortly and adding and a fewreferrals, more quality agents, Steve family has become her calling card. with my clients,” she says, “and I absolutely have.

I do quite a every aspect of the process so that they never have to walk providing exemplary customer service.

“It’s because if I have the space.

My open house is my means it when she tells them tha please 516-456-6444 technology help real estate professionals get in more doors and time, sporting events, live music concerts call and holidays out of the or away feelingstorefront, stressed. It’s agents don’t lose so important the more that people I can reach I’m honest and Ihehave integrity,” says Cindy, disconnect. when earn more referrals and repeat business. country whenever can find a jfackler@signaturepremier.co place to completely email sight of what’s it’s all about the clients. If you’re a good thekey: better.”

Interactions withinspires everyone he incredible encounters through real estate, asked how she such “They Theyloyalty. also know that she’s doi person who gives to people, they’ll give back to you, too. It Fine-tuned market knowledge and proven negotiation expertise however, are what keeps him motivated.

“Most people in society know it’s not all about the money for me.

I’m always them.

“They know that if I don has to be genuine.”

Copyright Top Agent M To tofind out more about Scott visit hisCIN w add to what Steve provides not only his clients, but the agents he willing are good people who are just to achieve a Foister, goal,” explains cancel a deal if Itrying foresee problems; I’ll tell them I’ll get the answer using ot mentors. “It’s so important to be relevant, to stay a modern agent Steve.

“They pay a big fee for someone to help them achieve their When listing properties, Amy begins by incorporating them thatstaging there are plenty of other houses out there that remax.com/realestateagentoffice/longview-wa-98632-scottf says.

“Take for example my bro and maintain your training,and making sure you’re paying attention goals.

I take if touch-ups are needed, Amy offers her vetted list that of seriously and give them the best service, beyond would be better for them.” mentors.

He at hassfoitech@gm experience em bui to what’s new and implanting that intotoyour business quickly them from point A to point To find out more about Anja Drewes, call 360-560-8125 orB.” email him contractors ensure work isasdone well and getting cost effectively. in the industry, so I can always t Then, professional photography is utilized to make a memorable

STEVE GRIMBAS

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

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

Please contact mag@topagentmagazine.com or call 310-734-1440 for email sold@anjadrewes.com, call (713) or visit anjadrewes.com impact. ad “Your online presenceand is so important, so photos298-9177, need rates information. www.

www.

to be perfect as they make your first impression,” she explains.

To learn more about Amymake Piggee Ivy-lyn doesn’t these “A home’s first showing begins online.”

Once listings have To find out more about Frank Scalise, email Copyright Amy@AmyPiggee.com, business.

She’s always had Top Agent Magazine a made their debut, they’re promoted across the MLS, leading For more information about Cherie Schaller, is why she started out in fscalise@woodards.com.au, call 03 9568 1188 online listing platforms, and social media to net a wide-ranging AmyPiggee.com, visit which Top Agent Magazine email 3 please callpricing, 916-223-7365 audience. Regardless of a home’s however, Amy’sor email Cherie@CherieSchaller.com love helping people,” she beams or call (651) 336 – 2184 realestate.com.au/agent/frank-scalise-1003375 or visitstrong work ethic remains the same. “I told myself from the www.

www.

making my clients’ dreams com

5 Tips to Make New Hires

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

The hiring and training process is time-intensive and doesn’t come cheap. This means that mak4

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

Top Agent Magazine ÂŽ

Top Agent Magazine

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

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

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

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

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic Top Agent Magazine

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

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

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

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

Top Agent Magazine ®

5

IRINA BABB Irina Babb launched her career in real estate back in 2005, after moving to Alexandria’s Cameron Station community. Upon her arrival, she decided to dive headlong into a new career, leveraging her people skills, diligence, and natural ambition.

Fourteen years later, Irina has emerged a statewide industry leader. In 2018 alone, she closed nearly 100 sales and up to $50 million in volume, competitively ranking in Virginia’s Top 40 agents.

Today, Irina serves clients across the Alexandria and beyond, catering to buyers throughout the state and specializing in listing in her hometown.

With the help of a buyer agent and a transaction coordinator, she largely spearheads her work solo, aiming to connect with clients on a personal basis as they embark upon the transactional process together. With roughly 30% of her business generated by repeat and referral business—Irina’s staying power is assured. “I treat my clients as if they were my own family,” she says. “I feel a need to connect with my clients from the outset, and to me it’s all about customer service. From the beginning, I let them know that I’m here to hold their hands through every step of the process. There are always ups and downs during a transaction, so I try to keep their confidence up and let them know that because of my many years of experience, there is no problem I haven’t successfully dealt with. While selling their home may be a new experience to them, it’s not new to me. I assure them that I will take care of every last detail and that I’m always available to address any questions or concerns they might have along the way.”

When it comes to listing properties, Irina leaves no detail unaccounted for. Marketing homes is her specialty, and as an Accredited Staging Professional, she brings a creative, informed eye to the experience. Beginning with professional photography, she then incorporates staging services as needed. Once a home is

primed for its market debut, she then secures wideranging exposure across the leading online listing platforms and social media outlets—ensuring visibility extends near and far. Her long and steady presence in the Cameron Station community also does wonder to build buzz around listed properties.

In fact, of the 135 sales closed last year in the community, Irina led almost half—an astounding figure and feat. While the numbers certainly speak for themselves, Irina is quick to cite the importance of integrity, communication, and connection when it comes to her clientele. “We start from scratch,” she says, “and I’m with my clients every single step of the way. From window-cleaning to marketing, I personally supervise every detail. I always want my clients to know that I’m there for them.”

Beyond the office, Irina gives back through sponsorships via the Cameron Station Homeowner’s Association. A portion of every commission supports local institutions such as Alexandria’s Samuel W. Tucker School, while Irina also donates to the Children’s Miracle Network in the name of her clients. As for her free hours, Irina most enjoys time spent with loved ones, taking walks with her Yorkies, and visiting her son in New York City.

As for the future of her business, Irina intends to keep momentum steady. She values the face-to-face time her small-scale operation allows, and plans to keep service at a five-star level. Now, with fourteen years of keen insight behind her, Irina Babb considers what she has come to appreciate most about her work thus far. “I really like the excitement of meeting new people and seeing new homes,” she says. “It’s always a challenge. Even after so many years in this business, I still feel like I’m able to learn something new every day. The most important thing is connecting with your clients, earning their trust from day one, and being there for them, always.”

To learn more about Irina Babb, visit IrinaBabb.com, email homes@IrinaBabb.com, or call (571) 217 – 2571 www.

6

Copyright Top Top Agent Agent Magazine Magazine

ALAN DILLON OF INTERCOASTAL MORTGAGE COMPANY is proud to congratulate

IRINA BABB

on being featured in Top Agent Magazine

Alan Dillon Senior Loan Officer NMLS ID#: 83838 O: (703) 342-4524 C: (703) 946-8988 F: (703) 991-7473 ADillon@icmtg.com www.dillonteam.net Company NMLS ID#: 56323 - McLean Branch NMLS ID#: 320939 - (www.nmlsconsumeraccess.org) Top Agent Magazine

7

Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school 8

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

Top Agent Magazine ®

Top Agent Magazine

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

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

Know thy history: creating a narrative of the neighborhood

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

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

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

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

Top Agent Magazine

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

Top Agent Magazine ®

9

MICHAEL MONETTE Growing up in a family of entrepreneurs and developers, Michael Monette’s first exposure to the real estate industry came earlier than most. His experience stuck with him, and at eighteen, he enrolled in real estate courses, earning his license by nineteen.

Nearly four years later, Michael has swiftly ascended the ranks of the industry, while forging a reputation for honesty, responsiveness, and a proactive attitude.

Today, Michael works solo under the banner of RE/MAX Direct, serving clients across the Outaouais region of Quebec. There, he has quickly generated a significant contingent of business through repeat and referral clientele—amounting to roughly 70% of his overall clientshare. To account for his rapidly rising star, Michael cites accessibility, market knowledge, and transparency as some of the key drivers of his success. Likewise, as a former hockey athlete, he has a go-getter’s mindset, and continually works hard to break his own personal records. On average, he represents thirty to fifty active listings at a given time, and hopes to increase this number as his brand and network continue to grow. “I like to work hard and lead,” he says. “I was raised in a family where the motto was—work hard or go home. It’s also important to be accessible. I’m the one who picks up the phone and responds to emails seven days a week.

Clients appreciate that level of access and I’m very dedicated to being prompt and prepared. I’m also knowledgeable about the area and creative in coming up with inventory options that buyers might not have considered but match their needs well.”

Beyond the office, Michael gives back through supporting the area’s amateur athletes. Drawing upon his love of sports and his history traversing Canada to play hockey, he contributes to aspiring athletes, including a local MMA fighter who is climbing the ranks.

He and his office also contribute to area causes that support children’s welfare. In his free hours, he most enjoys time spent with his family and loved ones, returning to his love of hockey, and learning new things.

As for the future, Michael shows no signs of slowing any time soon.

He intends to grow his network and volume steadily in the years to come, with hopes to build a team he can lead into the future. For now, he is content to build homeownership—one buyer and seller at a time. Finally, with nearly four years of insight behind him and an auspicious industry debut, Michael Monette reflects on what he enjoys most about his chosen field. “I love homes and architecture and design, but to be able to meet and help people is what I enjoy most about what I do,” he says. “It’s not just about helping clients buy or sell, it’s also about setting up clients for a successful future, especially financially. There’s nothing more rewarding than helping clients navigate that process successfully so they can achieve their dreams.”

While his entrepreneurial spirit has helped him cultivate a proven track record, Michael also recognizes the personal component at the center of each transaction. To stay connected with clients for the long haul, he reaches out during the holidays and on birthdays with personalized cards, while keeping his social media feed up-todate with relevant market analyses and advice. Likewise, he and his office host an annual family-friendly Halloween celebration and pumpkin giveaway, which also serves as a fundraiser for causes that support local kids.

When it comes to listing properties, Michael takes a two-pronged approach that blends the best practices of digital and traditional marketing. Beginning with as-needed staging and professional photography, he then seeks wide-ranging exposure through social media and the leading online listing platforms. From there, he drums up local buzz by crafting personalized letters detailing the home hitting the market and sent to neighbors on the block.

He also utilizes mailers and yard flags to draw area attention to homes making their debut. Another value-add that Michael offers is through his experience with new construction properties. In that sector, he has worked with numerous families and builders to plan and construct their personalized dream properties.

10

To learn more about Michael Monette email Mike.Monette@Outlook.com, visit MichaelMonette.ca, or call (613) 447 – 4403 www.

Copyright Top Top Agent Agent Magazine Magazine

BMO Financial Group is proud to congratulate

MICHAEL MONETTE

on being featured for Canada in Top Agent Magazine!

BMO Financial Group Abdel Benouattaf | Mortgage Specialist Cell: 819-598-2405 | abdel.benouattaf@bmo.com www.bmo.com

Top Agent Magazine

11

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 12

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

Top Agent Magazine ®

Top Agent Magazine

Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

Top Agent Magazine

are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

Top Agent Magazine ®

13

Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

14

Top Agent Magazine ®

Top Agent Magazine

Brandy Criss Engler

Top Agent Magazine

15

BRANDY CRISS ENGLER Conscientious, empathetic, and above all, deeply knowledgeable of the insand-outs of the real estate game, Top Agent Brandy Criss Engler’s name has become almost synonymous with “customer satisfaction.” Working with EK Real Estate in Lyndon, Kansas, Brandy has more than earned her reputation as a Realtor who truly cares about her clients and consistently goes above and beyond to help them achieve their real estate goals.

necessary for me to act as much as a counselor as it is for me to be their real estate agent. I have to learn what they’re going through at the moment, and really try to understand their needs and concerns. It can be a really scary process for them, so it’s important to keep them comfortable, walk them through every step of the process and let them know that ultimately, they’re in control of what’s happening.”

Brandy began her career in real estate in 2012, when she found herself working a cubicle-bound, nine-to-five job that she found unsatisfying. “I decided that I wanted to do something that was more flexible,” she recalls. “I wanted a job where I had some sort of control over when I worked, and how much I worked, and would be rewarded accordingly. So when I was twenty-seven, I decided that I would take a real estate class and get my license.” More than a decade on from that decision, Brandy – who specializes in farm and ranch properties - is enjoying the fruits of that choice, and is currently helming a business that continues to expand and prosper, year after year. Among the professional recognitions she has garnered is an award for having the highest land sales in her local MLS, at which time she was also the only woman to have been recognized for that achievement.

Repeat clients and referrals of past customer’s friends and family members comprise almost the entirety of Brandy’s business, and this makes clear that the level of service she provides is exceptional and loyalty-inspiring. When asked to provide the reason her customers continually return and refer new clients to her, Brandy pauses thoughtfully for a moment before responding. “I think it’s because I’m able to put myself in my clients’ shoes,” she says. “When somebody is buying or selling, it’s generally because something is going on in their lives; something good or something bad…just a major change in life that is motivating that purchase or sale. At times, it’s

Brandy’s expert marketing of her listings has also played a vital role in her success story. Targeted advertising tailored to the type of listing she is promoting, professional photography, and a robust online presence are just a few of the methods she utilizes to great effect. Additionally, her adept use of multiple social media platforms ensures that her listings are seen by as many potential buyers as possible. The result of this multipronged approach is generally a quick sale for top dollar.

When she’s not working, Brandy stays engaged with her community, and gives back in a variety of ways. As a member of the Osage City Chamber of commerce, she is involved with many community-centered events, and she volunteers to assist at the Help House, a local charity that provides food, clothing and other items of necessity to people in needs.

Brandy is also the proud owner of German Shepherd named Abel, who is currently being trained to provide search and rescue assistance in the event of an emergency. On the more personal side, Brandy can be found during her off-hours spending time on her cattle ranch, enjoying the outdoors with her young son.

As for the future, Brandy’s plans are myriad, and include staying abreast of market trends and new technological advances in the real estate industry. Above all, however, is her continued focus on providing her buyers and sellers with the very best service available anywhere in the beautiful Sunflower State.

For more information about Brandy Criss Engler, please call 785-383-3169, email bbmcriss@yahoo.com, or visit superiorlandgroup.us www.

16

Copyright Top Top Agent Agent Magazine Magazine

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.

Top Agent Magazine ®

17

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, 18

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.

Top Agent Magazine ®

Top Agent Magazine

Top Agent Magazine

Matt Tenczar

19

MATT TENCZAR Top Agent Matt Tenczar – of Alain Pinel Realtors in San Jose, California - is that rare real estate professional who possesses not only a wealth of industry knowledge, but also a deeply ingrained commitment to service. Every aspect of his life – even well before his entrée into the world of real estate in 1992– has had at its core a true desire to help others.

I function as an agent.” This assessment is borne out by the rave reviews he has received on Zillow.com. “Working with Matt was a great experience. His expertise and knowledge was instrumental in the quick sale of my home. His personality is wonderful, and his personal touch and expertise got me well over asking price,” reads just one of dozens of equally-glowing testimonials.

The first evidence of Matt’s servant’s heart displayed itself at the age of sixteen, when he volunteered to coach a youth soccer team, which resulted in that team’s eventual advancement to the state championship semi-finals. Upon entering the work force at the age of nineteen, Matt accepted a position with a home improvement company, and soon distinguished himself through exceptional customer service, becoming a top salesman and the youngestever recipient of their “Selling is Service” award. He then enlisted in the Air Force, and was stationed in Germany as a weapons systems specialist, and later, as a Sergeant, participating in both Operations Desert Storm and Desert Shield. “I’m very proud of my military service,” says Matt, who was present in Berlin when the wall separating East from West was torn down. “Being in the Air Force was a service-oriented experience for me. Even when I was working in home improvement, it was all about service. My whole life has been about taking care of others.”

Sleek, thorough, and intelligent marketing of his listings has also played a vital role in Matt’s ability to consistently obtain for his clients speedy sales for top dollar. “Photography is incredibly important when marketing a listing. Potential buyers need to be able to see and understand the property, because we’re in an era where online marketing is key,” says Matt. “I take my own professional-quality photos rather than hiring someone, because it gives me the option to take as many photos as I like, and I can use them immediately, rather than have to wait a week.” In addition, Matt’s listings are propagated to over 125 websites, and each includes a full floor plan of the house.

In 1992, upon preparing to leave the Air Force, Matt was casting about for a new career. His mother, who had been a Realtor for nearly a decade, encouraged him to give real estate a try. “She sent me all of the books to study during the last six months my enlistment,” he recalls, “so I was able to get my license as soon as I got out.” Initially partnering up with his mother, The Tenczar Team was born, and mother and son worked side by side for the next twenty years. Success came quickly to Matt, and nearly three decades later he is one of the most respected and trusted real estate professionals working in Santa Clara County, with a slew of industry awards and professional designations to his name.

The lion’s share of Matt’s business is based on repeat and referred customers, perhaps the surest indicator of his exceptional reputation. “I’m very down to earth,” says Matt, when asked to account for the loyalty of his clients. “I pride myself on being very straightforward and honest. That’s critical to my business and how

When asked what he enjoys most about what he does for a living, Matt points first to the satisfaction of helping his clients achieve their real estate goals. Second to that, he thrives on the problem-solving opportunities the often-convoluted transaction process provides.

“Every single transaction is different,” he says. “I love thinking on my feet and finding a solution for whatever issue might arise.”

When he’s not assisting buyers or sellers, Matt is a true family man who enjoys nothing more than spending time with his wife and their four children, and hiking and fishing are among his favorite hobbies.

“My wife and I are foodies as well,” he says, “so we love finding unique restaurants.” Of course, one shouldn’t be surprised that Matt’s dedication to service spills over to his non-work schedule. “I love working with kids,” he says. “I’m highly involved right now with a Christian organization called Kids Club that teaches them about faith and religion in a public school setting. I really enjoy that.”

Looking to the future, Matt’s plans are to expand his business, and possibly his team. His primary goal, however, is to continue providing his many buyers and sellers with the same integrity-based, empathetic and expert customer service that has become synonymous with his name.

For more information about Matt Tenczar, call 408-605-8124 or email Tenczarteam@apr.com 20

Copyright Top Top Agent Agent Magazine Magazine

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 Top Agent Magazine

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.

21

1

Become a referral partner with industry peers

2

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

22

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.

Top Agent Magazine

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

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.

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

Top Agent Magazine

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.

23

JENNA BURT & HEATHER WARREN Jenna Burt and Heather Warren – Lead Agents of the Top Tier Home Team with Keller Williams Legacy Group in Cedar Rapids, Iowa – bring to the real estate game a deep reservoir of industry knowledge and a fresh and bold approach to client service. This dynamic duo’s commitment to going the extra mile for each of their many buyers and sellers has translated into a sterling reputation as Realtors who can be routinely counted on to put their clients’ needs front and center during every transaction.

Prior to entering the world of real estate and joining forces, both Jenna and Heather had already accumulated significant experience in the real estate world; Jenna via a house-flipping business with her husband, Heather through extensive home remodeling projects. The two met when Heather found the buyers for the first two of Jenna’s flipped homes, and the rest is history. After Jenna obtained her own license, the pair joined forces professionally in 2018, and achieved almost instant success, being recognized by Keller Williams Legacy Group as the top team in their market center, and also as number two in the Greater Midwest region.

Additionally, Jenna and Heather are members of KW Luxury International and Certified Luxury Home Marketing Specialists, and they are also two of only four agents in their state who are member of the Keller Williams Land Division.

Jenna and Heather currently sell a wide swath of Iowa, as far south from their Cedar Rapids office as Iowa City, and as far north as Dubuque.

their time and resources towards providing top-notch client service.

More than seventy-five percent of their business is based upon repeat clients and referrals, an impressive statistic by any measure, but perhaps even more so in the highly-competitive and demanding real estate industry. “Our clients feel comfortable and safe in our hands because we treat them like family members,” says Jenna, when asked to account for the loyalty her team inspires. Adds Heather, “For us, it’s not about the transaction, it’s about helping as many people as we can. I honestly believe that the moment an agent begins making it all about the sale is the moment when they begin losing clients.

Our clients just want to know that someone understands their needs, and they can trust us. For us, it’s really all about helping people.”

Jenna and Heather go well out of their way to make sure their clients know they are appreciated, and this takes the form of handwritten cards on birthdays and home anniversaries, several annual client appreciation events, and many other methods. The relationships

Beginning in 2019, the Top Tier Home Team will have five licensed agents who will be dedicating

24

Copyright Top Agent Magazine

they form with their clients transcend the closing table, and they frequently find themselves advising past clients on a multitude of non-real estate issues.

Heather and Jenna’s client appreciation is reciprocated, as is made evident by the glowing client reviews they have received. Among them is this one on Zillow.com, on which site they maintain a perfect five-star overall rating: “When we bought our first house, we were in a tight situation and needed to rush the process. Heather went above and beyond for us and truly kept our best interests at heart. She will be our forever realtor.” Another reads: “Jenna did a great job helping me find my new house. She responded rapidly when I had questions and made sure to schedule showings around my busy schedule. I was under a very tight timeline and she helped me get the deal closed before I started my new job.

Thanks again to the Top Tier Home Team for all of your help!”

During those rare moments when they aren’t working, both Jenna and Heather enjoy nothing more than spending time with their families. They are also ardent philanthropists, and support multiple charitable organizations, including their local Wellness Center. Both Jenna and Heather have been touch by cancer in significant ways, and have provided dedicated support of the American Cancer Society. They also participate in Boys and Girls Club fundraising events, Camp Courageous, and hold a clothing and necessities drive for women’s shelters in the area.

“I love connecting with people, learning their situation, and then helping them,” says Heather, when asked what she enjoys most about what she does for a living. Jenna has a similar take: “Just seeing their happiness when we’ve helped them either buy or sell a home, or relieve some stress from their situation… it’s very rewarding and inspirational.”

The future looks brighter than bright for The Top Tier Home Team, and their goals include growing their team and their business. Jenna and Heather, big-picture-thinkers both, ultimately see their brand achieving both a national and international presence.

A big dream, yes, but only a fool would bet against this amazing pairing of both talent and fierce dedication.

Top Agent Magazine

For more information about Jenna Burt & Heather Warren, please call 319-214-2400 or email contact@toptierhomes.com Copyright Top Agent Magazine 25

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

26

Top Agent Magazine

3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

Top Agent Magazine

27

EXCELLENCE IN SOCIAL MEDIA CONGRATULATIONS to the following real estate agents and teams!

They were identified as a TOP SOCIAL MEDIA EXPERT for their state!

The qualifications for this honor are based on real estate agents who are active on social media and that share good information about their community and the homes they have available.

TopAgentMagazine.com

28

ADAM CANNON

BRIAN TEYSSIER

CINDY McCORMICK

AIMEE McKINLEY

BRIDGET FLASKA

CINDY MILCIC

AISHA “ASIA” SMITH

BRIDGET FLAVIN DANIEL

CINDY SOREY

BROOKE & MICHAEL WITTERMAN

COLLEEN FLYNN ANTHONY

ALEX GANDEL ALEXIS DEVRIES ALEX LOPEZ

CLIFF LEWIS

BRUCE VALLIMONT

CONNIE POE

CASSANDRA SUTTON

CORINNE CASTRO

CECILIA LEWIS

CORY SHOWALTER

ALLISON GOLD

CELESTE ROSEN

CRAIG CONLEY

AMY LOGAN

CHAD LEONBERG

CRAIG CONLEY

ANDREW DILG

CHAD MARTINSON

CRAIG McGROUTHER

ANGELA SHORT

CHARLES DOBISH

CRAIG ZENITH

ANGELA YGLESIAS

CHERYL HARTLE

CYNTHIA ECCLES

ANGIE PELUSO

CHI TAI

CYNTHIA MADRID

ANNA LANUZA

CHRIS LUCIBELLO

CYNTHIA MITTLEIDER

ANNE GEIS

CHRIS RICHARDSON

DANA BROOK

ANNE KURZDORFER

CHRISTINA MACPHEE

DANA CARDONA

ANN HOWARTH

CHRISTINE BAKER

ANTHONY LEONE

CHRISTINE DOSEN

DANA OLMES & JEFFREY BIEBUYCK

ARCHANA SINGHVI

CHRISTINE VALENTINO

DANIEL HUBER

AUBREY HENDRICKS

CHRISTINE ZARICH

DAN WITT

BARBARA RADKE

DARLA JOBKAR

BILL FRIED

CHRISTOPHER HOFFMAN

BLANCA DOVER

CHRIS WILLIAMS

DAVE WALTER

BOB SUSKO

CHUCK BUSS

DAVID BARTELS

BREANNE STEEN

CHUCK SIMMONS

DAVID BERNAL

BRENDA FORTNA

CINDY BISTANY

DAVID FERRUGIO

BRIAN GRAVER

CINDY COCKCROFT

DAVID PHAM

ALEX TAI ALLISON GELBRICH-DOWNING

DARREN HOUSER

Top Agent Magazine

DAVID WATKINS

ERIC ROTHENBERGER

JANE STRANO

JOSHUA MABIN

DAVIS BARTELS

ERIN POHL & BOB PEARSON

JANICE BENNER

JOY AUGUSTUS

JANICE LEE

JOYCE FOLSOM

JANICE TALMADGE

JUDY BURKE

JAN LIVINGSTON

JUDY LEWICKI

JANUARY DOLATA

JUDY ROGERS

JARED ERHART

JUDY SEEGER

FERN RICE

JASMINE LEE

JULIA OTERO

GABBY ESPINO

JAVIER CASTRO

GERRI CRAGNOTTI

JAYME KERR

JULIE LOMAKKA & JENIFER LUDWICK

GIANFRANCO LISI

JAY VALENTO

GINA BLANCARTE

JEANETTE NELSON

GINA CEFALU

JEANNINE LACHANCE

GINA CUCCARO

JEANNINE WALKER

GINA GIAMPIETRO

JEANNI PRESCAN

GINA GOR

JEFF & JOANNE CAROLAN

DAWN HICKS DAWN KITTELMANN DAWN RYLEY DEANNA MARRA DEBBIE DOCHERTY & AMIE PETERSON DEBBIE LUCAS DEBBIE MARIE DEBBIE NICOLL DEBBIE SORENSON DEBBI SNYDER DEB FLAHERTY DEBORAH FAGAN DEBORAH KERNAHAN DEBORAH KNISS DEBRA DONOVAN DEE MAYNARD DENA CLARK DENISE ARLEDGE DENISE SIPE DESIREE CARROLL DIANA DINGMAN DIANA McKAY DIANE McCONAGHY DON BOYLE DON WENNER DOUG FREDERICK DOUG REYNOLDS DUSTIN DAMMEYER EDDY MILANES ELIAS BOUTROS ELIZABETH EVERSEN

EUGENIA WERNER EVANGELIA PAPADOPOULOS FARAH SHINALI FAYE DAROEIAN

GINA HOFFMAN GINA LIPARI

JEFF AMMERMAN

JUSTINO ARROYO KARA NELSON KAREN & STEVE HIMBER KARI WILSON KATE SCHAFFNER KATHI, BOB & CRIS McLEAN KATHIE DOEHRING

JEFF LANDAU

KATHY FONTANA & MARLENE MORTIMER

JEFFREY BURNATOWSKI

KATHY GREENBERG

JENI DRASS

KATHY REDMOND

JENNIE LAPERCHE

KATHY SABROSO

JENNIFER DEJESUS

KATHY SABROSO

GRIZELDA MEJIA

JENNIFER ROSDAIL

KATHY SALLING

HALEY BRNJILOVIC

JENNIFER SCHIMMEL

KATHY SANCHEZ

HEIDI GOLFF

JEREMY PRONTO

KATHY SMILEY

HEIDI HERZ

JESSICA VOOZ

KAY NEDEROSTEK

HEIDI KOCH

JIM & DARLENE HOLBROOK

KEITH KURLANDER

JIM & RONDA CAPALDI

KERRY JACKSON

JOHN GATES

KEVIN WEBBER

JOHN R SERGEANT

KIM & SARAH

JONATHAN ROD

KIMBERLY KEYS

JORDAN EAMER

KIM FOWLKES

JORDAN OTT

KRISTI HARDEN

GINA NIBBI GINA ROQUET GIULIETTA FOX WILSON GREGG BRUNO GREGORY J. CASE

HUMERA KHAWAJA IAN FINN IAN HOOVER IRINA & JEFF SHOKET JACKIE GUTHRIE

KELLY MORGAN

ELLEN COLANGELO

JACKIE LAGASSEEVENSEN

ERICA RITTENHOUSE

JAKE KIM

JOSE LUIZ MORALES

KRISTIN MORLEY

ERIC McKENNA

JAMIE ACHBERGER

JOSH LIEBERMAN

KYLE TRIPOLI

Top Agent Magazine

29

LARA RADOSAVCEV

MICHAEL GENSEY

PETER & DIANE MARS

STEVE & ANN CALL

LARA RADOSAVCEV & NATALIE LIKAVEC

MICHAEL SZAKOS

PETER HEWITT

STEVE GARZA

MICHAEL TELEGA

REBECCA DELUCA

LARRY GINSBURG

STEVE GOULD

MICHELE ALTMAN

RENEE DELGADO

STEVE JULIAN

MICHELE ENGLEMAN

RENEE PINA

STEVE ROBERTS

MICHELE JERGEL

RICHARD & KIRSTEN POWELL

STUART DUBBS

LAURIE NOWLAND LEAH WULSTER LIBBY & KEN GUTHRIE LINDA MARCELLA LINDSAY TATTERSALL LISA LATHOM LISA OSBORN LIZ DONNELLY LORENZA RINALDINI LORI MIKULA BIANCO LYDELL FLEMMING LYDIA GABLE MARC ROBINSON MARC SMITH MARC VALLEFUOCO MARIA POWELL MARIBETH DEGUISEPPI MARISSA BURKHOLDER MARISSA FINK MARK GULLA

MICHELE LEONE MICHELE MANFREDI MICHELE SENITZER MICHELE YNAJASA MICHELLE GROFT MICHELLE SCHWARTZ MICHELLE STRINGER MICHELLE TSAI MICHELLE WARNER MICK SEISLOVE MIKE DRAGOTTA MIKE DRONGE MIKE LEFTON MIKE MAMMELE MILLI RIVEZZO NANCY COMSTOCK NANCY HUGHES

RICK GAVIATI RICK MARTINEZ RITA BRIMMEIER ROBBIE STARR ROB DUTCHER RONNIE BEAUCHAMP ROSEMARY ALLISON RUDY AMELIO RUTH BRUNO RUTH METCALF RYAN & DALE WIRE RYAN BIBZA RYAN WETNIGHT SAMANTHA KIRKPATRICK SAM DEL ROSARIO SARAH DE ESCH SEAN SAVAGE

SUSIE & JOHN FORREST SUSIE CRAIG TAMARA CAMPBELL TAMMY LAPLANTE TERRI PACITTO TERRY HOLLAND THE REED AND SHUTEY TEAM THE SEEGER TEAM THOMAS RYAN TIM & MICHELLE WEBER TIM FREUND TIM VELASQUEZ TINA HARE TODD RICCIO TONYA PERALTA TONY BERNS TONY CO

NANCY SALA DEUSHANE

SEAN SEAMAN

NED & LESLEY BRUNS

SERGIO GONZALEZ

NELSON BUSS

SHABANA PATHAN

MARK TYORAN

NICKI LAPORTA & KAREN CRYSTAL

SHANNON LUTHER

MARY ANN BAUNACH

NICOLE GREY

MAURA BARRAZA

NIKI & DIONNE CURTISS

MAURA GRIFFIN

NORIE ROSEN

MAURA VETICA

PAMELA WELKIE

SIGI ULBRICH & PAM MORAN

MEGAN RUMMEL

PAT HELTON

STEPHANIE SALANIK

VICKY MIRISCH

MELISSA GULLA

PAT MRKONJA

STEPHANIE YORK

VICTORIA AGUILAR

MELISSA HILL

PAT SPITZER

STEPHEN CHRISTIE

YEISY VASQUEZ NIELSON

MICHAEL ASHE

PAUL WARD

STEPHEN WEINSTEIN

ZACK NEBBAKI

MARK MOSKOWITZ MARK RESNICK MARK S. GRUSKIN

30

SHAWNA OLIVAS SHAWNA SPAULDING SHERYL LYNN JOHNSON

TONY DEFRANCO TOSHYA GONZALEZ TRICIA CUDE TRICIA FOSSA TRICIA KIRKSEY TRISHA PEREZ TRISTIAN AHUMADA VICKY MALISZEWSKI

Top Agent Magazine

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

Top Agent Magazine

31

PAOLA ALBAN Paola Alban, Broker/Owner of Paola Alban Realtors, is a Top Agent in every sense. Paola, who owns two offices in the Charlotte, North Carolina area, is deeply committed to providing her many clients with exceptional customer service. Honest, hard-working and deeply knowledgeable about the real estate industry, Paola has built a clientele that is based largely on repeat and referral clients, and sure sign that she is truly taking care of her customers.

Paola, who moved to the United States from Peru when she was sixteen years old, has always had a fierce determination to succeed. “It was difficult coming to a country where I didn’t know the language,” she recalls. “It was a challenge to learn English and to understand the culture.” Eventually, Paola took a job in property management, overseeing two apartment complexes in Greensboro and Charlotte. “I then decided to take real estate classes,” she says, “and that’s how I became a Realtor.” Initially working for another company, she founded her own successful business in 2013, and has seen it grow by leaps and bounds with each consecutive year. “We have eleven agents in total,” says Paola, “and we’re going to open a third office soon. My plan is to open a new branch every year.”

Paola, who was named Businesswoman of the Year for 2017 by the Latin American Excellence Awards, is a savvy professional who, through her fluency in both English and Spanish, is able to assist a wider pool of clientele than many of her competitors. The same goes for many of her agents, and Portuguese and Hindi are among the other languages spoken in her two offices. “Being able to help people who don’t speak English, or speak English well, is something that I really love,” says Paola. “Being able to guide them through the transaction and make sure they really understand everything makes me feel like I’m giving back to my community in a way.”

When asked to account for her ever-growing success, Paola points first to her and her team’s exceptional work ethic. “We are literally a twenty-four/seven business,” she explains. “We work Monday to Sunday, and there is always someone in the office, and available by phone at all times.

That’s very important to us.”

32

Exceptional marketing has also played a vital role in the success of Paola Alban Realtors. High-quality photography and expert staging ensure that each listing is seen in its very best light, and deft usage of online portals and social media puts each property in front of as many potential buyers as possible. “We also do a lot of mailings, videos, and a lot of other strategies that have been very effective for us,” says Paola.

The gratitude her many clients feel for her services is perhaps best expressed by this glowing review posted on her website: “Our experience with Paola has been more than perfect. She helped us find the perfect home, and recommended programs that helped us get a down payment.

She understands how the home-buying process can be so difficult at times, but she made it seem perfect and seamless.

On closing day, she was present and asking questions we didn’t know to ask so we could understand the paperwork we were signing. After we closed on our home , she continued to check on us to see if there was anything we needed as new homeowners. She was a blessing during the entire process.”

When Paola isn’t working – which is rare, she admits – she enjoys nothing more than spending time with her mother, her husband and her three daughters.

The future looks even brighter for Paola and her company.

In addition to her goal of opening future offices and being able to help a greater number of clients and provide employment for many more agents, she is firmly committed to continuing to provide top-notch client service. “I want to help a wide diversity of people,” she says. “I’m so grateful for what I’ve been able to achieve, because it has allowed me to help so many people.”

For more information about Paola Alban, please call 704-492-5814 or email Paola@PaolaAlbansRealtors.net Copyright Top Top Agent Agent Magazine Magazine

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

Top Agent Magazine

33

esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

34

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

Top Agent Magazine

Top Agent Magazine

TOMAS BARRIENTOS Top Agent Tomas Barrientos – Managing Broker at TuCasa Realty in Tulsa, Oklahoma – has been providing his many buyers and sellers with enthusiastic, dedicated and exemplary customer service since 2005. Tomas’ true commitment to providing expert and honest real estate guidance has resulted in both a thriving, continuallygrowing business and a solid reputation as a Realtor who can be trusted to achieve results, regardless of how convoluted or difficult the transaction might be. Impressively, Tomas was ranked number 65 among the Top 250 Top Hispanic Realtors in the United States by the National Association of Real Estate Professionals (NAHREP) for 2018.

Tomas began his career in real estate after a successful position in the oil and gas business, a profession he believes has informed his ability to help his clients today. “I used to manage very large, international projects,” he explains. “That experience has made it easier for me to manage a large quantity of both transactions and agents at the same time.” Tomas made the decision to get his license when he began doing his own property investments, and many of his friends and family were doing the same. “They said, ‘why don’t you get your own license so you can help us?’” he says. “So that’s basically how I got started.”

While Tomas sells primarily in Tulsa, his reach extends to pretty much anywhere within a two to two-and-a-half hour drive from that city, and encompasses the communities of Broken Arrow, Owasso, Claremore, Collinsville, Sperry, Sapulpa and Sand Springs, among others. Nearly ninety percent of Tomas’ transactions are based on repeat business and referrals from past clients, an impressive statistic that indicates just how grateful his customers are for the amazing service he provides. “I always do what I tell my clients I’m going to do,” says Tomas, when asked to account for this loyalty, “and I try to protect them the best I can

during every transaction. Also, I make myself very available to my clients. I’m a bit of a workaholic. If they reach out to me I try to respond within seconds, and they appreciate that.”

They clearly do appreciate him: “Tomas was very responsive to my needs, phone calls and questions, and he gave me a lot of valuable help. His firm was also very easy to work with.

I recommend him highly,” reads just one review of his services on Zillow.com, on which site he is a Premier Agent with a perfect overall fivestar rating.

Tomas’ vast experience also plays a huge role in his ever-growing success. “I have a lot of knowledge about different types of financial situations,” he explains, “and I’m also an REO professional, so I’m fully aware of the process of selling foreclosed homes and short sales. I also do a lot of corporate sales, so a lot of my repeat business comes from asset management companies.”

A thorough, thoughtful and comprehensive marketing strategy has also informed Tomas’ success. “Initially, when I meet with my clients, I figure out what the property needs to make it the most appealing,” he says, “whether that’s small repairs or just a little TLC.” Tomas utilizes professional photography exclusively, and employs a multi-pronged, targeted approach via the internet and social media platforms, including Facebook, ensuring maximum exposure. Quick sales for top dollar is most often the result.

Tomas’ plans for the future of his business are fairly simple, and include the revamping of TuCasa’s website to make it as appealing to potential Anglo customers as it has been for his Hispanic buyers and sellers. Above all, though, is his commitment to continue to provide the very best service and real estate advocacy available in the state of Oklahoma.

For more information about Tomas Barrientos, please call 918-269-6971 or email Tomas@TucCasaRealtyllc.com Top Agent Magazine

Copyright Top Agent Magazine 35

RACHEL BERGSIEKER Rachel Bergsieker, CEO/Broker at X-Treme Team Real Estate Group in Warrenton, Missouri, is a consummate real estate professional who consistently goes the extra mile for her many grateful clients. The X-Treme Team, which specializes in residential, commercial and land, offers full-spectrum service in this charmingly rural area of The Show Me state, which has resulted in their reputation as an agency that can be consistently trusted to place their buyer’s, seller’s and investor’s needs front and center during every transaction.

In 2015, Rachel decided to get her license and began to assist friends and family in their real estate transactions, business grew quickly and she began assembling a team of trusted agents to work alongside her. The X-Treme Team focuses on the local Tri-County area for residential and commercial, and covers the entire state of Missouri for farms and land sales.

A large majority of Rachel and her team’s business is the result of repeat business and referrals, something of which she is justifiably proud. When asked to account for this show of confidence that given them, Rachel grows thoughtful for a moment before replying. “I think it’s because we’ve brought big goals and big ideas to a small town,” she explains, “and I think that’s what sets us apart as well as our top notch marketing.” Rachel’s impressive work ethic has also played a large role in the X-Treme Team’s continuing success story.

“I’m a serious go-getter,” she says, “and I work a lot of hours. I’m very responsive to our clients, and they love that.” Rachel’s honest and direct approach is particularly notable. “I’m a genuine person, and I’m going to tell my clients what they need to hear, not what they want to hear.”

The X-Treme Team’s cutting-edge and savvy approach to marketing is also a prominent factor in their ability to achieve quick sales for top dollar. In addition to tried-and-true methods like neighborhood

door knocking, the team embraces new technology, including video to promote their listings. A robust online and social media presence is utilized, as well as open houses and other methods that ensure each listing is seen by as many potential buyers as possible.

While any agent can sing their own praises, the solid proof of excellence in service is found in their reviews, and The X-Treme Team has racked up an impressive number of glowing testimonials, including this one on Zillow.com, on which site they have a perfect five-star overall rating: “Our experience with Rachel was fantastic. She is so compassionate about what she does and will do anything she can to make her sellers/buyers happy. She helped us get our house ready to be put on the market and had it sold in just 3 short days. She was never pushy throughout the entire process and gave us lots of great advice/tips along the way. She was more of a friend rather than a «business partner». You›ll feel like you have known her for years. I highly recommend using her as an agent and I will definitely be using her again.”

When asked what she likes most about what she does, Rachel points to the more personal side of the industry. “I like the people,” she says, her sincerity obvious. “My goal in life is to help others, so doing this job lets me do that in two ways. I get to help my agents be able to provide for their families and to grow in their careers, and on top of that I get to help an enormous number of families each year meet their real estate goals.”

When asked what advice she might have for those contemplating a career in real estate, Rachel grows pensive. “You often hear that in this industry, you can’t be a part-time agent,” she says. “I had a fulltime job and yet opened a brokerage that is consistently growing and reaching the 20 million mark . That’s a pretty big feat. I think that what anyone who wants to work in real estate really needs is a full-time mentality.”

For more information about Rachel Bergsieker, please call 636-262-4133 or email rachel@x-tremeteam.com 36

Copyright Top Top Agent Agent Magazine Magazine

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.

Top Agent Magazine

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

Top Agent Magazine

37

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.

38

.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.

Top Agent Magazine

Top Agent Magazine

ANJA DREWES How did Anja Drewes become one of the most respected brokers in Sugar Land? Anja has had a lifelong passion for real estate—she actually started with vacation rentals and then began flipping homes. In 2008, she decided to become licensed as an agent. Her children were in elementary school, and she wanted a fulfilling career that would allow her to be of service to others, but also give her the flexibility to spend time with her children. After being mentored for two years by one of Sugar Land’s premier brokers, and then working at RE/MAX, she earned her broker’s license and started her own boutique brokerage.

She now leads a team of four agents and one assistant. “I was able to put my kids through college and I enjoy every day of my work,” she says. With an office in Sugar Land, she serves Sugar Land, Fort Bend County, Houston, Spring and the Woodlands.

In recent years, Anja has focused on listings. She understands that in today’s market, most buyers start their search for a home online.

So she hires top photographers to take high quality photographs and drone videos highlighting the property’s best features. She creates a walk-through video tour, as well as maps that show nearby schools, coffee shops, and parks on personalized landing pages. Her personalized listing webpages are so informative that she has had clients buy from overseas after just watching her property videos.

She not only posts her listings on the MLS and on all the major real estate websites, she also conducts social media campaigns; and places Google ads and LinkedIn articles, just to name a few. Every week she updates her clients with spreadsheets and statistics that track interest in the property from various websites. After working with Anja, her clients remember that she is knowledgeable, professional, a hard worker, a great negotiator, goes above and beyond to help with any issues along the way, and is always there to answer their questions. “My clients can always get ahold of me, every day of the week,” she explains.

An impressive 70% of her business comes from repeat and referral clients. What keeps her clients coming back and eager to refer their friends and family to Anja? “In Houston, there are over 36,000 realtors,” Anja says. “Most people know at least 10 agents. So I try to be different. I have additional education and awards and have been voted a ‘five star’ agent nine years in a row.” Anja is constantly staying on the cutting edge of the business and technology by taking additional training courses and adding to her certifications.

What’s Anja’s favorite part of her work? “I truly love this job! I love meeting different people and getting to know different families,” she says. Anja grew up in Germany and her mother worked in home care. When her mother drove her through Hamburg, she would always point out houses where she had worked. Now that Anja lives in Sugar Land, she does the same thing when she is driving with her children—she points out houses she has sold or rented. “It’s so similar! Even though my mother worked in the medical field and I’m in real estate.” Anja loves that feeling of being truly connected with her community.

Originally from Germany, each year Anja hosts a big Octoberfest party for her past clients. “I cook all the food, have live music, and wear the traditional outfits. It’s been a great success.” Anja’s clients become close friends and she often meets them for lunch, or just reaches out by phone to check in and see how they are doing. She mails them informative newsletters keeping them up-to-date about market trends, as well as fun recipe cards that keep her top of mind.

To give back to the community, Anja and her team donate to a local women’s shelter. In her cherished free time, she plays tennis; spends time with her children and travels. “I go back to Germany at least once a year to see my mother, who is 84 now,” she says. For the future, she wants to continue to grow her business and support her current team members. Now those are worthy goals and ones that— with her talent and commitment to her clients—she’s sure to achieve.

To find out more about Anja Drewes, email sold@anjadrewes.com, call (713) 298-9177, or visit anjadrewes.com www.

Top Agent Magazine

Copyright Top Agent Magazine 39

JOSEPH FACKLER A lifelong resident of Long Island, Joseph Fackler has a passion for his community and loves helping others with their real estate goals.

After jumping into the real estate world in 2015, Joe made great strides in the industry, and is now one of the top producers in his region. “I always loved real estate, so I thought I’d explore it as a career. I haven’t looked back since,” he says. Working as a solo agent with Signature Premier Properties, he’s able to provide personal service to each client, making sure no question is left unanswered. For Joe, it’s all about educating his buyers and sellers so they can make the best and most informed decisions. But he also values developing strong relationships with them, and wants everyone to feel involved.

Joe takes a collaborative approach when working with his clients, never pushing them to make a decision.

One recent seller said, “Joe came to our home and thoroughly explained the process to us. He showed us what other homes in our neighborhood recently sold for and what others were listed for. Then together we decided on the right asking price.”

During any free time, Joe is coaching soccer or softball, or serving on the board for the local Little Leagues teams. He is also a member of the Chamber of Commerce, and is always eager to get involved with any community events. A family man, he loves spending time with his children, especially when they can do activities together.

Real estate is a dream career path for Joe, and he can’t imagine doing anything else. Though he has many favorite parts of his job, it’s the joy he sees at the closing table that brings him the most happiness. “I give them a cutting board at closing with their names on it and the date they closed. Seeing their smiles and knowing I was involved in making their dreams come true, that’s what I really love.”

“It’s important to be nice to people and acknowledge them, talk to them,” Joe says. Kindness is one of Joe’s strongest traits, and it’s something he’s hoping his two young daughters will pick up on.

“I’m always teaching them that it’s important to connect with people and make eye contact.” In a transaction that can be emotional, it truly pays off to be empathetic to those buying or selling a home. Those who work with Joe feel he guided them throughout the transaction, never leaving them in the dark and always there to offer advice.

He also goes above and beyond when it comes to marketing, promoting his listings in all possible ways including social media, websites, magazines, newspapers and more. “I also believe in signage, I have For more about Joseph Fackler, over 50 signs and I will put all of them out if I have the space. My open house is my please call 516-456-6444 or storefront, so the more people I can reach email jfackler@signaturepremier.com the better.”

40

Copyright Top Top Agent Agent Magazine Magazine

Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

41

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

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

42

Top Agent Magazine

CINDY FERNANDEZ Treating every transaction as if it were her own, Top Agent Cindy Fernandez takes the responsibility of helping a buyer or seller extremely seriously. As the number one agent out of almost 300 at Century 21 Jordan-Link in Tulare & Kern Counties in California, Cindy has more than earned her reputation as a Realtor who truly cares about her clients and always places their best interests front and center.

Additionally, as a lifetime resident of The Golden State’s Tulare County, Cindy is ideally positioned to help them achieve quick sales for top dollar.

Cindy’s passion for the real estate industry harkens all the way back to her childhood. “When I was little,” she recalls with a smile, “I always wanted to be a real estate agent. My impression was that agents were very fancy and that they had a lot of money. So when I was eighteen, I worked as a receptionist at a real estate company. I then did a couple of other sales jobs before finally getting my license. Cindy quickly realized that her childhood impressions of the real estate business didn’t take into account the amount of hard work it takes to succeed. Fortunately, Cindy’s fierce work ethic and desire to learn resulted in almost immediate success, a success that has grown exponentially year after year.

More than eighty percent of Cindy’s business is based on repeat clients and referrals, a sure sign that she is providing exemplary customer service. “It’s because I’m honest and I have integrity,” says Cindy, when asked how she inspires such incredible loyalty. “They know it’s not all about the money for me. I’m always willing to cancel a deal if I foresee problems; I’ll tell them that there are plenty of other houses out there that would be better for them.”

Top Agent Magazine

Excellent marketing strategies have also contributed to Cindy’s success. Professional photography makes certain that each listing is shown in its best light, while print ads, prominent positioning on over 600 websites, and deft exploitation of social media platforms all ensure that her listings are seen by as many potential buyers as possible. Quick sales for top dollar are the most common result.

When asked what she enjoys most about what she does, Cindy grows pensive for a moment before replying. “I love that I am the person who helps my clients obtain the largest asset they might ever purchase. I love that I was able to help some clients overcome obstacles like bad credit or bankruptcies. It’s said that it’s better to give than to receive, and I believe that’s true, I get a great feeling from helping people and that definitely feeds my ego and keeps me going.”

Cindy, who is currently ranked in the Top 5 agents in all of Tulare County, has big plans for her future. “I’m a part of the Mike Ferry Coaching organization, and I would really like to get into coaching,” she says. “I want people to know that while it’s easy to become an agent, actually building a career takes real skill.”

For more information about CINDY FERNANDEZ - Lic. #01751151, please call 559-359-3367 or email SellsHomes4c21@gmail.com 43 Copyright Top Agent Magazine

SCOTT FOISTER When he was looking to change careers, Scott Foister was offered two opportunities - to go into construction, using the years of experience he had working on homes as a hobby (“From solar panels to foundations and everything in between, there’s nothing in a house I haven’t done,” Scott says), or take a whole new path and get into real estate. He opted for real estate and hasn’t looked back once. That was two years ago, and things have gone well.

“My first year I closed 5.2 million dollars worth of real estate, and in 2018 it was over 10 million,” he says. “It was a good decision, and real estate turned out to be a good fit.”

Serving the southwest area of Washington State, Scott brings his years of experience with house to help his clients. “I’ll walk into a house with clients and I can see things that need work that they don’t see,” he explains.

“That lets me give them a heads up about possible issues and problems, and they know that when they work with me they can buy with confidence.”

Seeing things with new eyes is a big part of what Scott loves about his new career. “I work in the area where I grew up and went to high school,” he says. “And I know this area well. But as a Realtor® I get to see another side of it all - you get to go down roads that are locked, to visit the homes that

are worth a million dollars, to see the houses up on the river that you can’t see from the road. I love this community, and this career has given me a new perspective on it.”

For Scott being a part of the community means giving back. As a member of the board of the Lower Columbia Association of Realtors® Scott helps organize fundraisers and charity events, but he also gives back with a more personal touch. “Recently I had a client going through a rough time - he was having some personal issues - and I wanted to help give him a fresh start,” Scott says.

“So I painted the interior of his house. And I just bought 100 blankets for homeless people, and I’m looking forward to handing them out over the next few days.”

But his community really begins at home, and Scott is dedicated to his family - especially his two young daughters.

“I love to hang out with my kids,” he says. “They’re young, but I know they won’t be young for long, so I want to be there as much as I can.”

Scott is looking towards the future, and has started building towards it. “I’m expanding my support staff,” he says.

“This year I want to increase my business by 25%, and by bringing on more people I hope to be able to find the time to serve my clients as well as I have been while also having the time for my family and for my community.”

To find out more about Scott Foister, visit his website at www.

remax.com/realestateagentoffice/longview-wa-98632-scottfoister-id30152929.html, call 360-560-8125 or email him at sfoitech@gmail.com

44

Copyright Top Top Agent Agent Magazine Magazine

X

Why Flexibility Hurts (Not Helps) Your Ability to Close Sales Deals

By Kendra Lee

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey patience and a commitment to ensuring the client gets exactly what they want, which will in turn improve their chances of closing the deal.

Here’s what that approach accomplishes instead: Slower buy cycles and lower closing ratios.

Truth is, most buyers don’t know exactly what they need from you.

Sure, prospects know the outcome they want to achieve. They might even have an idea of which tools or services might help accomplish it. But they don’t know which specific products, services, or solutions will get them there. Other prospects know the outcome they want to achieve, but have no idea how to get started, let alone which products, services or solutions to look at.

Top Agent Magazine

45

Either way, to achieve the outcome they’re aspiring to, buyers often look to you to guide them toward the right decision.

When you don’t provide that guidance, it stalls the sales process and dramatically reduces closing ratios. Here’s why: 1 Flexibility doesn’t empower buyers — it confuses them 2 Forcing work on to your buyers typically causes them to look elsewhere for someone who can figure out how exactly to address their problem In both cases, your performance suffers.

Ultimately, buyers — particularly in the earlier stages of their buy cycle — don’t want total flexibility or the freedom to choose any possible solution.

They want, and need, guidance from you to navigate toward the right one.

When you provide that definitive insight in the early stages of the buying cycle, customers gain confidence that you’re the right person to get them to where they need to be.

To put it more bluntly, being “flexible” is a cop out. It might make you feel better, but it’s not helping prospects.

If you really want to empower small and mid-size businesses to make meaningful change, you have to be willing to make a definitive, confident recommendation and show prospects a clear path to addressing their problem.

When you do that, you’ll close sales faster and your clients will be happier.

They’ll get what they need (and want), and your closing ratios will trend in the right direction.

Copyright©, Kendra Lee. All rights reserved.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.)

Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies.

46

Top Agent Magazine

STEVE GRIMBAS Whether someone is new to the process of real estate or considers themselves experienced and knowledgeable about all the steps, choosing an experienced real estate agent is often the smartest route.

In the northern suburbs of Brisbane, Steve Grimbas is Principal of the Place Estate Agents brokerage in Nundah. He leads a team of 22, including his personal assistant, eight people in residential sales, nine in property management and three in administration. Specializing in Nundah, Wavell Heights, Clayfield, Northgate, Kedron, Virginia, Nudgee, Banyo, Boondall, the team is known for experience, service and success.

as possible.” One example he gives, is the high quality that agents can now provide in listing presentations. Additionally, Steve likes to maintain a 95-100% list-to-sale ratio, rather than holding onto a lot of listings. “I like to provide better service to each client rather than servicing a whole lot of people just for nothing.”

Overall, he describes his business model with colours; it’s a structure in which everyone on his team is making the most of their individual strengths within the team. “Those in “red” do the compliance and paperwork and we have a system that manages that, working with the building inspectors, the valuers, the photography, the marketing, PR and contracts,” he says. “It’s all important and it’s got to be done to certain standard.” He then describes what he considers the “blue” which refers to the team’s strategy and prospecting plans for each week and what their next point of contact is with each party. “And I spend my time in the black,” he says. “I’m presenting, showing properties, keeping in front of sellers, going to listing appointments.” By delivering specialized service, everyone feel better about the real estate process.

With its headquarters located in East Brisbane, QLD, Steve’s brokerage, Place is known for its commitment to Brisbane, which is evolving and developing into one of Australia’s most dynamic and liveable cities. To that end, Steve has been with Place for nearly half of his quarter-century career in real estate.

Meanwhile, relationships are not only the most important parts of working real estate, but the most rewarding part. “Our CRM helps us keep in touch with people all year long,” Steve says.

“We also sponsor the Nundah State School and the Ridge Hills Football Club,” he adds. “Children are our future; we give back to the community that gives to us.

“When I started doing this 25 or 26 years ago, I was all about giving people results by getting their home sold so they could move onto the next stage,” says Steve. He soon realized that achieving a goal, while important, is just one of many things a real estate agent can provide. “Soon I focused more on giving people service and the result at the same time,” he adds. “And now its result, service and experience.” He knows, also, that adapting with the times and embracing the most relevant techniques and technology help real estate professionals get in more doors and earn more referrals and repeat business.

Besides his office’s goal of obtaining 35% of the market share shortly and adding a few more quality agents, Steve enjoys family time, sporting events, live music concerts and holidays out of the country whenever he can find a place to completely disconnect.

Interactions with everyone he encounters through real estate, however, are what keeps him motivated. “Most people in society are good people who are just trying to achieve a goal,” explains Steve. “They pay a big fee for someone to help them achieve their goals. I take that seriously and give them the best service, beyond getting them from point A to point B.”

Fine-tuned market knowledge and proven negotiation expertise add to what Steve provides not only his clients, but the agents he mentors. “It’s so important to be relevant, to stay a modern agent and maintain your training, making sure you’re paying attention to what’s new and implanting that into your business as quickly

To learn more about Steve Grimbas, visit eplace.com.au/agent/steve-grimbas or www.

go to his Facebook page, email stevegrimbas@placenundah.com.au or call 0413 731 231 https://www.facebook.com/placeestateagentsnundah/ Top Agent Magazine

Copyright Top Agent Magazine 47

AMY PIGGEE While working as a family law paralegal, Amy Piggee was also cutting her teeth in real estate.

She’d been flipping homes and had purchased a few investment properties while considering the next steps in her law career, but was sooner drawn to the role of agent.

“I had a background in contracts and I knew I loved working with people,” she remembered. “I felt like it would be a good match and I gave myself six months to make it work.” Now, fourteen years later, Amy has built a legacy of good business, complete with a reputation for steadfast communication, persistence, and a personal touch.

Today, Amy is part of a tightknit team of fellow professionals, sharing staff and ideas under the banner of RE/MAX Results.

There, Amy serves clients across the East Metro area, but isn’t afraid to go wherever clients might lead. Over the course of her fourteen-year industry tenure, Amy has built a substantial contingent of repeat and referral business, amounting to roughly 90% of her clientshare. To account for the longevity of her relationships, Amy cites a commitment to transparency, stress management, and a personable demeanor. Of course, her professionalism and consistent track record also imparts a sense of security and calm for clients embarking on one of the biggest transactions of a lifetime. “Communication and good service are at the heart of what I do,” Amy says. “I make sure everyone knows what’s going on throughout a transaction, and I know how to problem-solve if things get challenging.

As agents, that’s what we’re here to do. I help clients navigate every aspect of the process so that they never have to walk away feeling stressed. It’s important that agents don’t lose sight of what’s key: it’s all about the clients. If you’re a good person who gives to people, they’ll give back to you, too. It has to be genuine.”

When listing properties, Amy begins by incorporating staging and if touch-ups are needed, Amy offers her vetted list of contractors to ensure work is done well and cost effectively.

Then, professional photography is utilized to make a memorable impact. “Your online presence is so important, so photos need to be perfect as they make your first impression,” she explains.

“A home’s first showing begins online.” Once listings have made their debut, they’re promoted across the MLS, leading online listing platforms, and social media to net a wide-ranging audience. Regardless of a home’s pricing, however, Amy’s strong work ethic remains the same. “I told myself from the 48

beginning of my career that price-point wouldn’t matter for me,” she says. “My goal is just to service people and I provide the same level of service whether a home’s value is $100,000 or a million.”

Beyond the office, Amy has given back to her community through her service with her son’s South St. Paul school, as part of the booster club and in past events. In her free hours, Amy most enjoys time spent with her family and loved ones, traveling, playing poker, and cheering on the Timberwolves.

As for the future of her business, Amy plans to build a team of her own, and would like to use her people-oriented spirit to inspire those entering the industry. “I know I’m good at what I do, and I want to make sure I’m passing along the things that people taught me,” she says. “I want to pass along the generosity I was shown when I was just getting started and give that our younger generation of agents.”

Now, with fourteen years of insight behind her and no signs of slowing anytime soon, Amy Piggee considers some of the highlights along the way. “I love working with people,” she reflects. “When you work with people for a long while, you naturally become friends. The best part is when you talk to a client you haven’t heard from in a while, and they’re excited to hear from you and want to catch up. We get so busy in the day-to-day, but we can never forget about the relationships we make along the way.”

To learn more about Amy Piggee email Amy@AmyPiggee.com, visit AmyPiggee.com, or call (651) 336 – 2184 www.

Copyright Top Top Agent Agent Magazine Magazine

8

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

Top Agent Magazine

things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

Top Agent Magazine

49

2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 50

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

Top Agent Magazine

Top Agent Magazine

FRANK SCALISE You could say Frank Scalise was born in to real estate in Oakleigh. “I was born and bred in Oakleigh,” he says.

“I live in Oakleigh now. I know it like the back of my hand.” On top of that first hand expertise about his area, Frank grew up in a real estate family that owned multiple properties.

But maybe the thing that makes him most suited for real estate was the thing that got him into some trouble when he was younger. “I was always told to stop talking and be quiet in school,” Frank laughs. “This is a job where that doesn’t happen to me, so it suits me perfectly!”

That charm and friendly personality are keys to Frank’s incredible success at Woodards. Coming into the business straight out of school, Frank has distinguished himself with the combination of his winning personality and his ingrained, unbeatable work ethic and professionalism. Those qualities earned him the distinction of being named the number one rising star in the entire Woodards network early in his career. “That gave me a huge amount of confidence,” Frank recalls.

“Just knowing that, amongst your peers, you can be classified as the best at something.”

Being the best requires putting in the hours. “I dedicate everything I have to real estate,” Frank says. “Because of my age I have the ability to give more time to my work. I’m constantly on the phone, and I’ve built this incredible database of potential clients from hours and hours of door knocking, pounding the pavement and just taking the time to say ‘G’day to local residents.’”

Saying g’day is a big part of what Frank loves about the job. “I love the people,” he says. “You can’t do this job if you don’t love working with people. It’s not so much about the houses or the properties themselves - although I do love property - but I think understanding people is the key. Assisting someone in this huge life decision, that’s what gives me the most satisfaction when I look back at the end of a busy month.”

Frank loves sports - the few hours when he’s not working you can find him at the beach with his girlfriend or playing football, basketball or soccer - and sports is how he likes to give back. “We sponsor local sporting clubs,” he says. “And when the local schools have sports days I love to sponsor those too.”

To find out more about Frank Scalise, email fscalise@woodards.com.au, call 03 9568 1188 or visit realestate.com.au/agent/frank-scalise-1003375 www.

Top Agent Magazine

Copyright Top Agent Magazine 51

CHERIE SCHALLER Top Agent Cherie Schaller’s deep reservoir of industry knowledge - coupled with her genuine and honest approach - has translated into a reputation as a Realtor who can be trusted to expertly guide her many grateful buyers and sellers through even the most convoluted of transactions. Currently working with Better Homes and Gardens Reliance Partners in Roseville, California, Cherie’s commitment to providing excellent customer service in the Sacramento Tri- County area is well-known.

Cherie began her adventures in real estate in 2003, after her ex-husband was laid off from his job.

“I didn’t want to go back into office equipment sales,” says Cherie, who was formerly a District Sales Manager for Canon USA. “So I got into real estate, and I haven’t looked back. It’s been awesome.” Currently working with an assistant and a marketing assistant, Cherie is in the process of growing her business, and plans to add two buyer’s agents soon.

Nearly eighty-five percent of Cherie’s business is based on repeat and referred customers, an impressive feat by any measure, particularly in the highly-competitive world of real estate. “I think it’s my ability to make everyone I’m working with feel as if they’re the only person I’m working with,” says Cherie, when asked to account for the loyalty her clients show her. “I really provide great service, and I’ve been told that I’m very genuine and authentic. For me, it’s not about the deal, it’s about what’s best for my client. If it’s not the best thing for them and they need to change their mind, I’m not going to try and sell them into something that’s not right for them.”

For Cherie, the relationships she forms are far more important to her than the transaction. “I want to forge long-term relationships with my clients,” she says, “and I absolutely have. I do quite a

few client appreciation events, and I will definitely go above and beyond for them.” The appreciation Cherie feels for her clients is clearly reciprocated, and this is best made evident by the reviews she has received, including this one from Zillow.com, on which site she holds a perfect overall five-star rating: “I don’t usually write reviews but we had to write one for Cherie Schaller. She helped my husband and I look for homes for more than a year. She was professional, honest, responsive and never gave up on us, even with all our crazy musthaves and changes. She never tried to push us into a place that wasn’t right, and she was always looking out for us…we would definitely recommend Cherie to anyone looking for a great agent!”

When asked what she enjoys most about what she does for a living, Cherie again points to the more personal side of the industry. “What I love most about what I do is knowing that I’m doing what’s best for my clients, and not what’s best for me,” she enthuses. “I truly love the relationships and the friendships I’ve created from this business. Some of us even spend holidays together. I just love knowing that I’m protecting and taking care of my client during the transaction, and doing what’s best for them.”

During the rare times when she’s not working, Cherie enjoys exercising, wine tasting, and traveling to Los Angeles to spend time with her daughter. She also gives back to her community through a variety of ways, including her support for an anti-sex trafficking organization.

Cherie’s plans for the future are to continue growing her business, while sacrificing none of the amazing customer service that has become her calling card.

For more information about Cherie Schaller, please call 916-223-7365 or email Cherie@CherieSchaller.com 52

Copyright Top Top Agent Agent Magazine Magazine

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

Top Agent Magazine

Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

Top Agent Magazine ®

53

sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 54

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

Top Agent Magazine ®

Top Agent Magazine

IVY-LYN SIA Ivy-lyn Sia understands that at the center of real estate is the relationship. She got into the industry on the recommendation of a family friend, who saw that she was unhappy in the medical field. She got into property management first before making the leap into being a REALTOR®, and every step along the way she made new relationships that would serve as the foundation of her business.

“The majority of my business has been warm leads,” she explains. “People I went to school with are now buying homes. I get a lot of referrals from my contacts in the medical field. And with property management, many of our tenants come to us to buy after they’re done renting.”

Making those relationships comes easy to Ivy-lyn. “I’d like to consider myself very personable,” she explains.

“I tell my clients that they’re my friends first before they’re my clients - whether we never met before or have been friends for years.” Having a good, positive personality allows Ivy-lyn’s clients to know that she means it when she tells them that.

They also know that she’s doing her homework for them. “They know that if I don’t have the answer for them I’ll get the answer using other resources,” Ivy-lyn says. “Take for example my broker, one of my biggest mentors. He has experience building homes and years in the industry, so I can always turn to him for help.”

Ivy-lyn doesn’t make these relationships just for business. She’s always had a drive to serve others, which is why she started out in the medical field. “I love helping people,” she beams. “In real estate, I love making my clients’ dreams come true. I love handing someone their keys.”

“It doesn’t always even feel like a job,” she continues.

“I’m never like, ‘oh no it’s Monday’ or ‘yay, it’s Friday’ Top Agent Magazine

because I don’t treat it like a job at all. I just look at it like I’m helping someone achieve their goals or with making their dreams as a homeowner a reality.”

When she’s not making dreams come true, Ivy-lyn loves serving her community. She got started with community service in high school and when she was involved in pageants, but it’s become a passion all in its own since then. “I’ve volunteered with probably a hundred different organizations,” she says. “From the Boy’s and Girl’s Club to the American Cancer Society to the American Heart Association. There’s actually an annual Go Red For Women event I’ve volunteered for over 6 years now, and I chair one of their committees.”

Even with all that in her life, Ivy-lyn makes time for the most important relationship in her life. “I have a four year old daughter,” she says. “I try to make time to do fun things with her when I’m not working, and also spend time with family and friends.”

While relatively new to the business, Ivy-lyn is incredibly successful. In her first year she was recognized as one of the top ten REALTORS® in Delaware, and in the same year the New Castle County Board of REALTORS® honored her for joining the Million Dollar Club. All of this success is just the beginning for Ivy-lyn. “When I have five years in the business I’d like to get my broker’s license,” she says.

To find out more about Ivy-lyn Sia, visit welcomehomerealty.de, call 302-670-3029 or email her at ivy@liveinde.com www.

Copyright Top Agent Magazine 55

mailto:mag@topagentmagazine.com

56

Top Agent Magazine