NATIONWIDE & INTERNATIONAL 4-18-22 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP

KATHY COOPER IFE FOY ERIC HENRY DONNA HERMAN ANDREA HODGKINSON RYAN HOESLI JUANY HONEYCUTT BOBBIE KERN AMY LANCE DAVID MASTERSON KEITH OWENS STACEY PARMENTER MICHAEL PENDLETON DAWN RADKE JODY REARICK DEBBIE RUTH ELENA SCAPLEN SHARON SNIPES MAGGY TURNBOW MICHAEL VAN DE GRIFT HEATHER VAN DER LANDE CUMMINGS MOIRA VERHEIJEN AL WISNEFSKE

CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT COVER STORY

BILL RAYMOND

Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense? Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning. Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

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

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography. Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection? In general, some improvements are required, others are low-cost and others pay for themselves

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

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution. While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings! A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it. “I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective. Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning. 6

Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice. Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements. Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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BILL RAYMOND

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BILL RAYMOND At eXp Realty, Top Agent Bill Raymond is part of an amazing team that works together to make sure clients have the best experience possible. From the beginning of his career, Bill Raymond was determined to carve his own path. He was working two jobs at 19 years old when a colleague suggested he enter the real estate business. “So I earned my license and got started,” 8

he explains. Within his first year, he was completing around 30 transactions a year, and decided to make it his full-time focus. Six years later, he’s a multi-million dollar producer, committed to providing the smoothest Top Agent Magazine

experience possible for his clients. At eXp Realty, he’s part of an amazing team that works together to make sure clients have the best experience possible. Serving the northern tip of West Virginia near the Ohio and Pennsylvania borders, most of his business consists of repeat clients and referrals. It’s his stellar service and guidance that has led to his continuous success. “Once I start working with a client, I communicate with them weekly,” he Top Agent Magazine

explains. “I also have a transaction coordinator who keeps everything organized and makes sure we’re on track.” Bill treats his clients like family, only wanting what is best for them and listening intently to their needs. “I aim to build lasting relationships with them, so I prioritize frequent discussions and updates.” Everyone is on the same page, which means the process is seamless and less stressful. Throughout the transaction, Bill is always available to his clients, answering his phone right away 9

or returning calls immediately. Even afterwards, Bill makes himself reachable, as he drops off gifts to past clients and sponsors community events. “I’m in front of them a lot, so it’s easy to stay in touch once they have purchased or sold a home with me.” Those who have worked with Bill love to tell others about their time together. One past client recently said, “Our experience was simply amazing. We dealt with several agents before Bill and were ready to give up. He helped us find the

perfect home for us. He was very polite, knowledgeable, dependable, honest, responsive, and an extremely hard worker. Our sellers and their agent were not ‘ideal’ to work with and made closing extremely difficult. Bill went above and beyond and had our backs. He even stayed up the entire night before closing dealing with the difficult sellers. He still checks in to see how the house is. We were having a miserable experience with agents trying to push houses on us that didn’t fit our needs, until we met Bill. What can I say, he is awesome. He

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listened to everything we wanted in a house and found it. If you’re buying or selling a house he is the guy to talk to.” Staying involved with local events and charities is important to Bill, so he carves out time to give back. “We recently hosted a big campaign with Community Breadbasket to donate essential items to those in need.” Bill also sponsors the Park Board, which raises money to support parks in Hancock County. During his time off, he’s hanging out with his Top Agent Magazine

three-year-old niece, who he has raised since she was an infant. Looking ahead, he hopes to continue growing and reaching more people. He sold 70 homes in 2021, and his goal for

2022 is 100 homes. Along the way, he will undoubtedly enjoy his journey, as he loves everything about his career. “The best part is meeting people. I love watching them grow and growing with them. It’s so much fun.”

For more information about Bill Raymond, please call 740-424-1204 or email billaraymond@gmail.com

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in. While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business. Teaching lessons to others reinforces your own professional values. Showing the ropes to young agents is a great way to brush-up on your foundational skills. Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits. Mentorships allows you to see the big picture.

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

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life. You’ll benefit from seeing things from a new perspective. Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes. Mentoring young agents makes you a better leader. As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

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

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ELENA SCAPLEN

Even as a child, Elena Scaplen dreamed of becoming a Realtor. Growing up in Soviet Russia, she admired the work her mother did in the industry there, especially her passion for helping people. “Being there for people—that’s probably the biggest lesson I took from her,” Elena explains. “When I’m helping people purchase or sell a home, all of my focus is on landing them the best deal. I’m never thinking about how much I’m going to make.” She laughs, adding, “I’m pretty funny too, something people also seem to appreciate. When things don’t go as planned—which happens quite often in real estate—maintaining a good sense of humor gets us through any situation.”

describing her experience with Elena like this: “Due to her experience, resourcefulness and professionalism the whole process was hassle-free and smooth. She is the one who cares a lot and goes the extra mile with support. Elena’s fabulous personality, terrific sales instincts and sharp focus on our needs made our dream a reality.” Licensed in 2016, today Elena represents buyers and sellers all over central Massachusetts with Keller

That sense of humor, along with her energy, creative thinking, and attention to detail helps take the stress out of a process that many of us tend to approach with a bit of trepidation. It’s the kind of service that has earned her a repeat client and referral rate of 85 percent, with one happy client 16

Williams Pinnacle Metrowest. She is certified as a Real Estate Direct Marketer and a member of the DRS Network, serving the needs of the medical community. She’s on track to close 50 transactions in 2021, and her certification as a Negotiation Expert has allowed her to get clients the best price and terms on those deals. Elena is also an accredited staging professional, which benefits her sellers as she helps them prepare their home to appeal to the contemporary buyer. Every client receives professional staging and photography as part of Elena’s marketing package. She’s a member of the Institute for Luxury Real Estate Marketing, and for higher end homes listings are marketed through social media, Keller Williams’s Luxury International division, Elena’s website and the various other dedicated real estate sites. Luxury listings also appear in major business magazines like The Wall Street Journal, Mansion Global, and Barron’s. “No matter what kind of listing it is, I go above and beyond for all of my clients,” says Elena. “I’ve even pitched in to help clean the house at times. I enjoy building strong, lifelong relationships with my clients. By the time we actually close the transaction, 90 percent of them have become my friends.” Elena donates a portion of every commission she receives to families in need. She also gives part of her time to animal rescue. When she’s not working or giving back, she enjoys exercising, fine dining, and hanging out with family and friends. Going forward, Elena wants to build a strong team, and is already training another agent. She plans to rejoin Keller Williams’s Agent Leadership Council, a position she’s occupied in the past, which advocates for agents within the office. She’s currently working on getting her Florida license so that she can bring her exceptional brand of customer service to the Sunshine State as well. Top Agent Magazine

Contact Elena at 774-272-0376 or email elenascaplen@kw.com. Please check out her website at EmpireRealtyGroupMA.com. www.

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Working with Relocators in Transition People stage moves for all sorts of reasons. From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do? For starters, envision the big picture. Relocators have extra obstacles between them and 18

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear. Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation. Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips. Top Agent Magazine

Attune your communication style so that nothing goes overlooked or miscommunicated. Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand. Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations. Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables. Relocations aren’t your typical transaction. You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away? Are there time zone differences to factor in?

If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go. There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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KATHY COOPER After spending nearly thirty years in new construction, Kathy Cooper transitioned to a career in real estate and today is a thriving agent benefiting Pittsburgh, Pennsylvania. Kathy found it possible to expand her horizons with this transition after spending extensive time with a job focused on the developmental side of the industry. It was written in the stars for Kathy since she received her license after graduating college decades ago, and today her practice has come full circle, however with specialty skills. She has represented renowned people and companies, including Howard Hanna, Heartland Homes, Dan Ryan Builders, and Scarmazzi Homes, undertaking various roles such as real estate development, property management, sales of rentals, and condominiums, and finally, new construction. In 2018 Kathy joined the Karen Marshall Group at Keller Williams in Pittsburgh. Today, she works with Karen Marshall, a buyer’s agent, administrative assistant, and marketing director. Kathy and the team primarily service the geographic region of the South Hills of Pittsburgh, where their office is also based. Together, they work earnestly to provide exceptional customer service and stay available whenever clients need them. In addition, they send out emails and newsletters every month to clients and utilize their database to keep connected. However, most of these business relationships operate word-of-mouth. As a result, their repeat and referral business is an impressive 75-80%. One practice setting Kathy and the Karen Marshall Group apart is the precedence to providing complimentary professional staging, photographers, and high-quality videos to support open house showings and available listings.

Notably, her team pays special attention to pricing homes appropriately despite the nature of overpriced

homes on the current market. “Some sellers want to take advantage of the market, but pricing your house too high is not going to give you multiple offers,” Kathy shares. It is clear that Kathy and her team work to uphold integrity and the highest interest of all parties involved. As a result, the team has sold over sixty million dollars in real estate transactions. While Kathy’s old world was primarily new construction, today, she enjoys the everchanging facets of her career and the flexibility of working with residential, land, and commercial sales. “I take much satisfaction of helping people realize their dreams,” Kathy shares and compares her career to that of a counselor as she assists empty nesters and firsttime homebuyers navigate the entire journey. Kathy stays involved in her community as a member of the Canonsburg Chamber of Commerce and the CanonMcMillan School Board. Though her career takes up most of her day, she is a wife to her husband who happens to be a construction manager for a custom home builder called Benjamin Marcus Homes. She is also a proud mother to her grown children, including two daughters and a son. While one daughter is a nanny, the other is a closing coordinator for a residential lender. Her son also recently became a licensed realtor with Keller Williams. In addition, Kathy enjoys walking her three dogs, reading a good book, and, importantly, spending time with her family. As for the future, Kathy will continue working with her current team, hoping to grow their volume by the year. Kathy keeps a broad mind for whatever possibilities await her in the future and how they may look on the horizon. It looks like smooth sailing for Kathy Cooper and her team, the Karen Marshall Group at Keller Williams.

To learn more about Kathy Cooper and the Karen Marshall Group at Keller Williams, contact kcooper.kmgroup@gmail.com, or call (412) 853-7324 Top Agent Magazine

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IFE FOY At one time or another, all of us have worked with a Realtor who was fine. They listed our house or showed us a house and filled out the proper paperwork along the way. The transaction closed. But if you live in Philadelphia and have worked with Ife Foy, you know there is a whole other level of service out there that makes the experience both fun and memorable while achieving superior results. As one happy client put it: “Ife was AMAZING to work with. They were so responsive from my very first interaction with them, and they’re probably the most patient person I’ve ever worked with. They were incredibly receptive to the things I wanted in a house and were really wonderful about providing context, advice on what to look for, and more.” That patience and ability to empathize with the client is the result of both nature and training. Ife has a Bachelor of Fine Arts in Acting, and spent years performing and teaching before launching their career in real estate with Keller Williams Philly in 2017. Their impulse to teach combined with the ability to put themselves in other people’s shoes has enabled them to build a very successful business in a relatively short time. Last year, Ife closed $8.6 million in sales volume, with an enviable 75 to 80 percent of their transactions coming from either referrals or repeat clients who know Ife always has their best interests at heart. Ife delivers service with the same passion they brought to acting and teaching. “I don’t do it for the check,” they explain. “This process can be complex and scary, and I love being able to arm people against that with information and knowledge that empowers them to make the best decision for their lives. Good real estate sells itself. My job is to put people at ease, make the process as smooth as possible, and share what I know about the market and industry to help them reach their goals.” 22

When it comes to listings, Ife advises sellers on how to prepare and stage their homes for the professional photos they and their team will use to market the listing on the MLS, social media, and dedicated real estate portals like Homesnap. After a transaction has closed, Ife stays in touch with sellers and buyers alike, emailing them about developments in the market, popping by with gifts, or just calling them to hang out. Ife often encounters clients in the context of their community work as well. They are on the board of Yes! And… Collaborative Arts, dedicated to bringing together children from every kind of background and introducing them to the performing arts. When not working, they enjoy visiting new bars and restaurants with friends, doing Yoga, boxing, biking, traveling, and anything that gets them outdoors. Going forward, Ife wants to help more people in the Philadelphia Metro area realize their dreams, whether that is finding the perfect home, selling a home to transition into life’s next adventure, or building a real estate investment portfolio. People in Philly know—Ife is the Realtor to trust!

For more about Ife Foy, call 215-292-1238 or email ifefoy@kw.com

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 24

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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ERIC HENRY After 35 years in retail management – 21 with Kmart and 14 with Target – Eric Henry already knew one of the big tenets of the real estate business when he transitioned to his new career three-and-a-half years ago. And that is to care about the customer and their needs. “I know it sounds cliché, but I genuinely care. I don’t push people into transactions. I listen to what they want, and I explain things to them. I picked up four clients in the last 10 days who all hated the agents they were working with before me just because they didn’t explain anything (to the client) and they were pushy,” said Eric, a solo agent with Keller Williams Legacy Group Realty in Canton, Ohio. “It’s amazing how if you listen to people, do what they ask, and explain things to them, how easy it is to make people happy. As dumb as that might sound, I think it’s my genuineness that separates me.” Encouraged by his sister-in-law to try real estate when his retail career ended, Eric got his license in 10 weeks. His authenticity has been evident since making the switch, the proof of which has been his progression in just three short years. Eric did 11 transactions in his first year, $2 million in sales volume in his second year and 42 transactions worth $6 million in 2021. He covers Stark and Summit counties, and a little bit of Portage County around Canton, home of the Professional Football Hall of Fame. While his business has obviously grown exponentially, that second year might have been the most impressive and the most emotional – Eric did it while battling cancer. That included a 10-hour surgery, 30 radiation treatment and six chemotherapy treatments during the year. On top of that he also had his tonsils removed making it not only an extraordinary year of personal triumph but in his business as well. Top Agent Magazine

“The most enjoyable thing to me, in a seller’s market, is telling somebody they’ve won as a buyer. Just hearing their happiness is amazing,” said Eric, a puzzle enthusiast in his down time who joked that he has to be careful not to start something that he can’t finish. He also appreciates Soduko and Ohio State University football. “I love key handoff day. I love taking a picture when my clients sign the documents and take the keys. It’s just the little things that makes the day special and memorable.” While admitting that he’s “not a great tech person” when it comes to marketing, Eric prefers a hands-on approach. At Christmas, for instance, he hand-delivered 30 gingerbread houses for clients who purchased a home from him during the year. In addition, Eric was just selected for the prestigious Ohio REALTORS® Leadership Academy. Going forward, Eric he said he’ll be overjoyed if he’s just Eric being Eric. “I’m simply happy being an individual agent. I’m 57 years old. I’m happy doing what I’m doing and see where it goes,” he said.

You can contact Eric Henry at 330-354-5413, email henryel1965@gmail.com, or visit realtor.com/realestateagents/5bbe9a8f846fef001146c171

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DONNA HERMAN You could point to many things that make Donna Herman one of the most sought-after Realtors in California’s South Bay area—her genuine care for people; her fascination with the historic neighborhoods and vintage homes that are her specialty; the artist’s eye she brings to the task of helping clients imagine the possibilities for a home; the attention she gives to every detail of the process. But if you ask Donna what separates her from the many agents potential clients have to choose from, she sums up the difference like this: “I’m going to outwork them. I consider myself a concierge agent and I will go above and beyond for all of my clients, not only to make sure we find them the property that matches their wants and needs, but also to ensure the experience is smooth and enjoyable.” After a long and successful career for several design and manufacturing firms, Donna adopted an infant son with her husband, and wanted to chart a new course that would give her more flexibility while allowing her to combine her natural impulse to help people with her love of beautiful architecture. She got her real estate license 14 years ago and today is an agent with Keller Williams Coastal Properties, providing exceptional service to clients in the area’s coastal communities, including Long Beach, Seal Beach, Lakewood, Cypress, and Rossmoor. Donna has consistently performed as one of the top producers in her office, with at least 90 percent of her business coming from either repeat clients or referrals. One of her sellers couched his praise of Donna’s work like this: “Donna is the complete realtor; not only is she on top of all the moving parts of a real estate transaction, she has many resources for taking care of whatever is needed…. She made it all go much more smoothly than I would have imagined, kept in close touch, and 26

I ended up with a sale at the top of the possible range.” That success on behalf of her clients doesn’t happen by accident. Donna’s experience, combined with the resources of Keller Williams, allows her to gain maximum exposure for properties with a comprehensive strategy that utilizes both print and digital marketing tools. Moreover, she reaches out to past clients and other agents, with whom she stays in touch year round through event parties, social media exchanges, and dinners at her home. “My goal is always to make a long-term connection with people,” Donna explains. “I love being there for them as their needs change, watching families grow, helping them downsize when they get ready.” Donna is there for her community in other ways too, serving on the board of directors for Camp de Benneville Pines, Angelus Oaks for the last four years. She also helps coordinate clothing drives for needy families. In her leisure she enjoys creating art or going to art shows, hanging out with friends, or getting out into nature. She looks forward to life after Covid so that she can catch up with more clients, and to being there for whatever they need over the years to come.

Contact Donna at 562-716-7716 or email Donna@DonnaHerman.com Top Agent Agent Magazine Magazine Copyright Top

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 28

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ANDREA HODGKINSON A chance encounter with an old friend at a relative’s wedding in 2018 was the spark that REALTOR® Andrea Hodgkinson needed to get started on her new career path. As a mom of two young children, she wasn’t ready for a full 9 to 5 and realty not only seemed to offer the flexibility she needed, but also looked like something she would enjoy. After getting her real estate license that same year, Andrea sold her first home within one week. Finding this natural knack in any industry is rare, but to also love the job is even more special. Working as a solo agent, she represents all of southeastern Michigan, but particularly Wayne County and Monroe County. Last year, she completed just under 2.6 million in sales and so far this year, she is one of the top agents in her office. With a strong referral base, she prides herself on the connections she has built with clients. Before they’re even ready to buy, Andrea likes to take her clients around to different areas to see what they like and what they don’t. That way, when the perfect house hits the market, she knows exactly who should buy it. With her clients, Andrea goes above and beyond to make sure that they are happy. “I try to be real and honest with people and I don’t want anyone to settle,” she says. Many of them know her family and she tries to open up opportunities to meet new people wherever possible. At her office, they throw parties for the community, like a Trunk-or-Treat. In this way, they can get to know members of the community better while having a fun time with their kids. At the closing of every sale she completes, Andrea gives her clients a gift basket that is tailored to their interior design taste. Typically, she’ll gift something related to a new home and something to hang on the wall. In order to stay in touch with her clients near and far, Andrea sends out mailers, Christmas cards, and even a Happy Homeiversary card on the one year anniversary Top Agent Magazine

of their closing. She’s active on social media and holds open houses and broker opens occasionally when needed. “In this housing market, the need for outreach is minimal. While I’ve done ads in the past, it hasn’t really been necessary for a long time,” she explains. When she’s not working, Andrea spends time with her family — her husband, two boys, and their three dogs. “We are boaters who spend a lot of time on the boat during the summer,” she happily admits. Their family also loves to travel, go camping, and hike. Andrea’s plan for this year is to re-brand and expand her marketing efforts, updating her website, business cards, and online presence. She looks forward to the excitement of the day-to-day job. “Ultimately,” she says, “I really don’t do it for the money. I love houses, I love helping people. There’s a spectacular feeling about finding a home for someone that they love. I’ve had so many referrals from my clients. Every passing year holds more knowledge, growth, and prosperity. I am thrilled to see what 2022 has to offer!”

For more about Andrea Hodgkinson, call 734-552-1248 or email ahodgkinsonrealtor@gmail.com 29 Copyright Top Agent Magazine

RYAN HOESLI Top Agent Ryan Hoesli is a Realtor® hailing from Northern Indianapolis. Prior to real estate, Ryan had a very successful career in luxury retail management. As a young man, he experienced a few real estate transactions that were subpar and he decided to take what he learned from his luxury retail experience and apply it to the real estate industry. Understanding the importance of flawless execution; Ryan is keen on listening to his clients’ and has delivered impeccably for the past 9 years. As a solo agent; he has been serving the Geist, Carmel and Hamilton County areas since 2013. Ryan offers a full suite of real estate services designed to serve his clients’ needs. Some of Ryan’s specialties include buying, selling, rentals, relocations, and new construction. Taking the premiere customer service approach and applying it towards the real estate industry; Ryan has learned that there are a lot of agents that don’t cross their T’s and dot the I’s and he wanted to make sure that he set himself apart. Whether buying or selling, he looks at transactions through the lens of the client and they undoubtedly appreciate him for his transparency and high level of involvement. This level of customer service accounts for 83% repeat referral business with just under $10M in sales last year. Ryan is very communicative and makes special effort to stay in touch with his past clients. After having built some amazing relationships; some clients even come over for dinner and vice versa. Ryan has always been a people person and strives to make things as easy as possible. What he enjoys most about real estate is building a trusting relationship with his clients. The veritable “cherry on top” for Ryan is walking away knowing that he got his clients the best deal possible and 6 or 7 years down the road they will be calling him back to either move up or downsize. “Helping my clients realize their dreams is my number one goal.” When marketing a listing, Ryan uses 30

multiple marketing channels including social media, email, and printed media. He also hires professional photographers and enlists a Matterport to help clients comfortably navigate a home from afar. As the President of his HOA, Ryan is regularly engaged in community planning and activities. When not working, he enjoys spending time with my wife Sandra, and son Carter. Together they spend time outdoors, watch movies, travel, and attend home or local Colts games as season ticket holders. In the future, Ryan’s goals include hitting higher sales targets (either $15M in sales or 49 transactions) and onboarding a full-time assistant for additional administrative support. The additional support on the back end will allow him to spend up to 90% of his time with his clients. Ryan recently navigated to Compass. Compass is techdriven, connected, and ready to guide you to your next home. Compass specializes in luxury branding nationwide. Using the latest trends in technology and marketing will allow him to elevate his business and provide the best service possible. If you need professional guidance with your next real estate transaction, Ryan is always available!

To learn more about Ryan Hoesli email ryan.hoesli@compass.com or call (317) 403-5644 Copyright Top Agent Magazine

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 32

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees. While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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JUANY HONEYCUTT Born and raised in Chicago, REALTOR® Juany Honeycutt knows the city better than most, which gives her the upper hand when it comes to finding the best neighborhoods for her clients looking for a home. She got her real estate license in 2003, at just 23 years old, and produced $5 million in volume in her first year. Since then, her business has only flourished — so much so that she was awarded Top Producer at Sotheby’s and top 10% in Chicago from 2014 to 2019. She’s now an Accredited Buyers Representative, a Certified Negotiation Expert as well as an Accredited Short sale and Foreclosure Resource Expert through the National Association of Realtors. With a business that is largely based on referrals, Juany provides a high level of care and service to her clients. Working for Jameson Sotheby’s Realty, Juany represents the city as well as the Western suburbs of Chicago. She assists both buyers and sellers with single family homes, multi-units, condominiums, pre-foreclosures, foreclosures, and short sales. Her collaboration with her team of three others as well as her strong connections with industry professionals is a large part of what sets her service apart. “A co-sponsorship helps when you are in a transaction,” she explains. “There is no ego on this end. I work for the benefit of my clients.” Juany applies a data driven approach to every sale, following the market while also seeking to stay one step ahead. She believes in the importance of educating clients so that they can keep up with the market changes. “Whether clients are on the buy side, sell side, or renting, educating them and making them comfortable with market changes is my top priority,” she says. She gives advice beyond real estate as well, from schools to the best accountants, making her an Top Agent Magazine

excellent resource for newcomers moving to Chicago. In addition to having access to the highend marketing resources that Sotheby’s provides their agents with, Juany keeps up with Zillow, social media, calls, texts, and email campaigns. As many of her clients are from out-of-town, she arranges photography, floor plans, and videos of each home or unit so that they can get the best picture of where they might live. For those clients who are in town, Juany often arranges drinks or a quick catch-up to keep their personal connection strong. As for the future, Juany plans to keep her team small while scaling up in production in order to keep providing the best service. “We don’t want to lose the quality of what my team brings to the table,” she explains. She’ll continue to focus on educating both her team and clients so that everyone is on the same page and moving together in the best direction. “Maintaining connections with people is so important during this emotional and stressful process. I want them to know that I’m there for them. Nurturing these relationships is my favorite part of my job.”

For more about Juany Honeycutt, please call 773-968-6625, email juany@jamesonsir.com, or visit juanyhoneycutt.jamesonsir.com http://

BOBBIE KERN After 26 years as an executive for a Fortune 500 company, Bobbie Kern transitioned into insurance. During her time as a Director of Operations for an insurance company, Bobbie was prepared with a diverse toolkit of skills to make the switch to real estate. Sure enough, when she moved to Georgia from Washington, D.C., she decided it was time to pursue her true passion and it was quickly apparent that she was a natural in the industry. Serving Gwinnett County and the surrounding areas in Atlanta, she brings her expert negotiation and communication skills to every project she works on. While she initially split her time between insurance and real estate, Bobbie now focuses on residential real estate fulltime, working with a team of four that she considers to be “like family.” Together, they offer a mixture of backgrounds and skills that are well-suited to the diverse area of Atlanta they cover. They’re constantly working to expand volume, but don’t have any plans to expand their team, preferring to stay small and tight-knit in the best interest of their clients. Almost all of Bobbie’s business comes from referrals, which she attributes to her open communication and honesty. “Clients constantly tell me that I don’t feel like a stranger — that they feel like they are meeting their best friend.” In addition, she’s certified in several different areas, including being a professional real estate negotiator. This penchant for negotiation was a skill she honed in corporate America that she still uses to this day to get the best deals for her clients. “I really enjoy helping others seek and find the home of their choice. To see that smile on their face makes my heart swell,” she says. Bobbie is always available to chat with her clients, whether they have questions about the economy, a neighborhood they are considering, or specific listings. 34

With her current clients, communication is non-stop and Bobbie says she doesn’t mind airing on the side of ‘over-communicating.’ “I want them to know what’s going on in the market and keep them apprised of the market at all times,” she explains. Keeping up with the digital world we live in, she’s also active on social media, posting real estate updates on Facebook, LinkedIn, and Instagram. She even makes a point to connect with past clients at least once a month, sending cards and emails as well as the occasional phone call. When she’s not running around town visiting listings and meeting with clients, Bobbie slows down to read, connect with her faith, and roller skate. It’s clear that she is passionate about her career and that it drives her to work hard everyday. When asked what she loves the most about her career, she doesn’t hesitate, “I think real estate is the best industry that you can possibly be in. As long as you don’t chase the dollar and you work for the client, you will always be successful.”

For more about Bobbie Kern, please call 404-304-8373, email bkern@kw.com, or visit bobbiekernrealtor.com www.

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-

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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 36

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.

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AMY LANCE With over ten years in real estate, Amy is the REALTOR® with the proven knowledgeability and integrity that you want by your side. Starting out in the industry, Amy was on her own, with a family and a farm to support. “It was very hard in the beginning because I had four kids at home, and a property to maintain, I had horses in my backyard while I was trying to do realty which is twenty-four-seven.” Amy remembers. Amy learned the ropes and behind-the-scenes- aspects of the business when she began in an administrative position with a local REALTOR®. After getting her license, Amy built her business from the ground up, growing her knowledge base with each sale. She’s been helping clients successfully navigate their transactions ever since. Today, Amy is a REALTOR® with Stone Ridge Properties Inc in Newburyport, Massachusetts where she works with three other agents in her office, including her son who was recently licensed, to serve the greater Northshore area. She is also licensed in New Hampshire and has experience in equine-property sales for horse-enthusiast clients. Currently, seventy-five percent of her business derives from repeat and referral clients. Buyers and sellers working with Amy, know they’re in good hands when they experience her great eye for detail and her patient determination. Amy goes the extra mile to serve her clients, coordinating contractors for whatever’s needed. Whether they’re selling a house, or they’ve just moved into their new dream home, Amy can connect her clients with painters, plumbers, landscapers, and more from a contact list that she knows and trusts. “I think my clients feel they can look to me for insight in deciding what to do depending on their budget, and trust that I’ll get it done,” Amy says. When it comes to marketing, Amy engages a robust digital rollout for her brand. Posts across realty websites and social media platforms put Amy’s listings right at Top Agent Magazine

a buyer’s fingertips, with Zillow contacts generating heavy traffic to her properties and a high rate of future referrals. Top-of-the-line production including professional photography, videography, and staging, all factor into customized considerations for presenting each property at its best. When a client is in need, Amy won’t hesitate to spare her own furniture to help stage a property if that’s what it takes to give it an extra shine. “I try to help any way I can.” As a REALTOR® who cares about her community, Amy volunteers through Stone Ridge Properties to help causes like the local food pantry. She has also been involved with her children’s school committees in fundraising efforts and has often donated her horses for Riding & Driving Club and Pony Club sessions. Looking to the future, Amy’s business continues to steadily evolve. She is poised to create a new strategic marketing plan and expand her outreach capabilities, while continuing to foster strong relationships with her clients and neighbors who are at the heart of her work. Amy concludes, “It’s about being a good neighbor and friend. We’re here to help before anything else. If we can lend that to our business model, I can see us doing great things for a long time.”

Find out more at amylance.homes or connect with Amy at 617.347.6098 or email amyl@stoneridgeproperties.com www.

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DAVID MASTERSON After 12 years of teaching High School in Michigan, David was finding it more and more difficult to make ends meet. With the way things were changing in the field of education, he decided it was time to move on. One day, his wife’s aunt suggested they uproot and move to Arizona to join them in selling Real Estate. His wife immediately thought ‘David will never go for that, he has always lived in Michigan’. David’s actual reply was ‘Well…. let’s talk about it’. Eventually, they made the move, and David secured his license. That was four years ago. Starting out working with his aunt and uncle was a huge part of David’s success. He was able to learn from their 20+ years of experience and received great mentoring. His aunt and uncle have now retired, and David has an informal team with a few other agents. David’s primary market is the Green Valley 55+ active adult community. This area is primarily retirees, often finding their second home or looking for a place to escape from the colder northern climates. To David, this clientele has the huge advantage of experience. They aren’t first time buyers, they’ve been through the process, possibly multiple times, and they just need guidance on how to buy and sell in Arizona. Because his clients love working with David, much of his business comes by word-of-mouth referrals. He’s easy to work with and the population he deals with appreciates that. He’s low pressure, not a salesman at all. He approaches Real Estate with the mindset that he’s helping and advising. His top priority is not if he immediately sells them a house or not, he’s looking to find them the perfect home. There is no rush with much of his clientele, and David enjoys getting to be part of his clients’ lives for a season. He’s worked with several buyers for over a year, screening properties until they found the right match. It’s the relationships that draw clients to David. The industry is about trust. If there’s no trust, a deal is a one38

time thing. With trust, they spread the word and the next client comes in. That trust is grown through contact via his monthly newsletter, checking in on prior clients and the face time of running into them in a tight knit community. He doesn’t just drop a sign on the front lawn and wait for a sale. He actively markets home listings. The sellers see the hard work he puts in, posting on social media, websites and making sure any new listing is all about maximizing return for the seller. Professional photography, often supplemented by video walkthroughs is part of the marketing plan that every client works through with him. With 37 transactions last year, the plan is clearly working. David applies his critical eye for visuals volunteering at his church, where he leads the video production team. He also serves on the board of the local Realtor Association, where he can keep his finger on the pulse of all things related to the local real estate market. He’s going to continue and expand his services, helping people and having fun while he’s doing it. At the end of a week of hard work, he’ll end up cheering at one of his three kids’ sporting events or at a movie, recharging for the next week of finding people the right home.

For more info, call 520-261-5485, email David@MastersonHomeSales.com and visit MastersonHomeSales.com www.

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

wouldn’t exactly inspire productivity or morale, would it? The fact is humans take all sorts of social, behavioral, and emotional cues from our environments. And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners? Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible. You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time. 40

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

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated. If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture. Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations. Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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KEITH OWENS Keith Owens has been around real estate his whole life. You might say it’s in his blood. “My mother became a Realtor® in 1983, so I’d been at my Mom’s side at showings, home inspections, closings, and client appreciation parties since I was 7,” Keith explains. “And we would meet all of these amazing people, many of whom became family friends. That’s been the case for me as well. When your job allows you to develop those kinds of relationships, it really doesn’t feel like work.” Today Keith is a 13-year veteran of the industry himself, representing clients all over Texas’s Greater Bay Area with Better Homes and Gardens Real Estate Gary Greene. A Platinum Top Producer, the Keith Owens Team closed $23 million in sales volume last year, with 75-80 percent of that business coming from repeat clients or referrals who appreciate Keith’s service-first, no-pressure approach. “We aren’t pushy,” says Keith. “I see myself as an advisor more than a salesperson. That means educating clients about the process, making them aware of all of their options up front. When they decide to move forward with buying or selling, we focus on exceeding their expectations with excellent communication and superior service. Some of our clients have described it as a “white-glove experience,” and I would say that we do strive to deliver a concierge-type service.” For sellers that service means a comprehensive marketing plan for every listing, aimed at drawing multiple offers to help homeowners earn the maximum value on their investment. Keith and his team leverage social media, global internet exposure, just-listed mailouts, internet campaigns and open houses to create exposure for their clients’ properties. They also reach out to other agents and potential buyers within their sphere. Buyers benefit from the team’s extensive knowledge of the communities and school districts, relationships with other agents as well as their strong negotiation Top Agent Magazine

skills. Once a transaction is over, Keith and his team stay in touch with sellers and buyers alike throughout the year, meeting them at client appreciation parties, doing pop-bys, handwritten cards or calling or texting them just to see if there’s anything they need. Keith’s belief that his clients are like family also extends to his Team, as he is joined by his childhood friend and teammate Jason Wilson and his wife Beth Wilson. Keith and his Team stay very active on behalf of the larger community as well, donating to various charities every month to support research for diseases like autism, cancer and Alzheimer’s. “Giving back was another value I learned from my mother,” Keith reflects. “Every month I would watch her make donations to nearly two dozen charities, and I’ve followed her example.” The Keith Owens Team regularly donates food to Bay Area Turning Point Pantry, which includes purchasing animals from area livestock shows for processing and delivery to needy families. They also provide dinners for 4 families on Thanksgiving and Easter. When he’s not working or giving back to his community, Keith enjoys working on two antique trucks he has been restoring. As for the future of his business, he plans to continue growing his team and expanding the area he covers, always with an eye to improving the services and experience he offers his clients.

Contact Keith at 832-563-9669 or email OwensTeam@garygreene.com 41

STACEY PARMENTER Stacey Parmenter is a courageous go-getter who stepped up big during a pandemic to not only realize her goals of becoming a real estate agent but also to become the primary provider for her family in a time of need. Starting in real estate a little over 1 year ago; an unexpected death in the family meant that working part time was no longer an option for Stacey. While in quarantine, Stacey decided to work on herself and follow through on completing a real estate course that had interested her for some time. Having previous experience working as an office manager for an agency in California, Stacey was well versed on the financial freedom the industry could provide. After receiving her license in Nov. 2021, she began working for Trish Rippie Realty, Inc. Her customer service first approach and management skills are what help her stand out and make sure no details are missed. “I like to cross all my t’s and dot all my i’s...I really care about the repeat business.” Working mostly with larger volumes of smaller sales in rural areas means chasing the money is not going to make a lasting impression on clients. Naturally positive and upbeat, Stacey likes to keep in touch with clients by sending gifts and stopping by for in person visits to share some of her positivity and shine a bit of light on their day. She counts herself lucky to have started in real estate at a time where having a listing means you are almost guaranteed a sale. Using the MLS has helped her to sell listings in more remote areas and she attributes that method of advertising to helping her sell out an upcoming rental project in the Tonopah area. For other types of properties, Stacey isn’t afraid to get creative and uses sites like Loopnet to garner the attention of investors looking for multifamily housing. “I’ve done well with 42

MLS but definitely Loopnet if it’s anything investable.” Running ads in local publications and mailers are great but homes are selling so quickly for Stacey that by the time she gets them out, offers are already accepted. In her first year as an agent, she closed on approximately fifteen transactions. Stacey serves on a couple of local county boards. Representation in rural parts of Nevada are on a volunteer basis and Stacey enjoys volunteering as much as she can. She is an animal advocate and enjoys supporting her local shelter. This includes donations and working with a foster dog program. When not working, Stacey buys and sells estate jewelry as a hobby. She also enjoys exploring NV historical sites, taking road trips, creative cooking and spending time with friends. In the future, Stacey hopes to learn as much as she can from her mentor Trish Rippie. “She is kind of a legend out here... selling for over 40 years in rural Nevada. I’d like to follow in her footsteps.”

For more about Stacey Parmenter please call (775) 727-4343 or email staceypar@earthlink.net

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

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

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

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 44

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

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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MICHAEL PENDLETON Michael Pendleton is a Top Agent and Realtor® working out of his home state of Arkansas. His former profession was in the commercial construction industry. One day his dad, also an agent, asked him to put it all down and follow in the family business. That was 10 years ago and Michael has been doing real estate full time ever since. 1 year ago Vylla Home approached the father and son duo asking them to open a brokerage in the state of Arkansas due to holding a large portfolio of properties that had become available in the area. Being top foreclosure and REO agents; Michael and his dad jumped right in. They started small and have grown exponentially in a short amount of time with offices in AR, OK and LA coming soon. Geographically, Michael is statewide and is no stranger to long commutes for showing properties. He brings a lot of honesty and a blue collar work ethic along with him that keeps his clients coming back. Michael won’t tell you what you want to hear but he will tell you what you need to hear. This approach has earned him approximately 50% - 60% of repeat referral business. Clients love this approach because he breaks down all the advantages and disadvantages for the situations that can occur in a transaction. “Being that honest brings them right back to me.” Working together and building relationships with other agents; Michael prides himself on being someone other agents can call for advice on REO properties or problem solving. “Instead of worrying about the problem, find the solution.” Michael prefers to market his business through word of mouth. Staying in touch with clients is more about

getting to know them during the transaction and building a friendship with them thereafter. “If a client is a sports fan I may reach out if their team wins or loses.” Michael is just beginning to get into social media marketing and has started working with a marketing company on an action plan. With over 80 transactions individually and 100-200 transactions per year on average as a team; Michaels’ network of “friends” will soon stretch across America. “I guess the one issue we’ve never really had is getting our listings sold.” Lately, Michael has taken great joy in being in a position of mentorship. Being fortunate enough to have Vylla’s trust means Micheal can take the dog eat dog aspect of the business out of their agency and bring a much needed family aspect to mentoring the new crop of agents. “We’re able to give agents business as soon as they sign on. Which in our business is unheard of.” Michael’s mentor program is really quite amazing as they start their agents off with a 85/15 split, no office fee, leads and the ability to co-list. Michael also gives back by being active in the Boys and Girls Club. When not working, Michael likes to hang out with his kids, go to the gym, and stay active outdoors. Occasionally he’ll try a new restaurant or listen to a new audiobook. “I’m a pretty boring person. I’m always working. Work, kids, gym and then back to work.” Moving forward, Michael is currently building a program to help discharged veterans get their real estate license and find a new career. This is a compelling and lucrative opportunity as Michael looks to expand to a third state with access to over $2B in inventory.

To learn more about Michael Pendleton email michael.pendleton@vylla.com, or call (501) 743-0930 Top Agent Magazine

DAWN RADKE Gratitude and happiness define Dawn Radke’s life and work. “My motto is ‘live your best life,’ because you never know what can happen,” she explains. Dawn finds it easy to soak up every moment, as she loves what she does. “I just feel so blessed every day that I get to wake up and do what I do.” As one of the top real estate agents in the greater Rock County region of Wisconsin, Dawn has helped countless clients reach their buying and selling goals. Her journey into this industry began when she was looking for a new path after raising her children. “I had worked in the nursing field previously, then I worked in the school district so I could have the same schedule as my children,” she explains. “I was thinking about going back into nursing, but my husband encouraged me to go into real estate, knowing I always had an interest in it.” Outgoing and people-loving, Dawn decided to earn her license, never predicting the success that awaited her. In her first six months as an agent, she closed on 14 homes and hasn’t slowed down since. “I truly had no idea how passionate I would be about this. It never feels like work.” Four years later, she is thriving and leading her own team of three agents, two administrative assistants and one marketing specialist. With almost all of her business coming from referrals, Dawn leaves a lasting impression on everyone she serves. “I go above and beyond to meet their needs,” she explains. “If they tell me they are looking for something specific, I search high and low for it. I look for off-market deals, send out flyers and go door knocking.” Dawn and her team are known for their ambition and drive, becoming the go-to source for all real estate needs in the community. They surpass their sellers’ expectations by spreading the word about their properties, utilizing all of the latest tools and technologies. “We offer professional photography, free staging, and my marketing 46

specialist ensures we’re active on social media,” she explains. “We do paid, targeted ads, and that always gets more eyes on it.” At every step, whether Dawn is assisting a buyer or a seller, she is communicative and honest. Staying active in the community has always been an important part of Dawn’s life. She has been a Girl Scout leader, a basketball coach, and even ran a Girl Scout Camp for all Girl Scouts in the area. Currently, she is involved with her local REALTOR® Association as well as the Milton Basketball Booster Club, and loves giving her clients locally sourced closing gifts. When she’s not working or giving back, Dawn is spending time with her family, including her husband and their three adult children. Many opportunities await Dawn, as she hopes to add more members to her team. “Our goal is to close 125 units by the end of 2022 as a team. And we really just want to spread the word about our services, to let people know we are here for them and want to help.”

For more information about Dawn Radke of Radke Real Estate, please call 608-295-1172 or email dawnradke@kw.com

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web. As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time. While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew. In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in. 48

Mute social media notifications and create dedicated check-in times instead. Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized. While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from. Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JODY REARICK Jody Rearick jokes that at the same time she entered the real estate business in 2008, many people were getting out. The height of the financial crisis was a daunting moment to take up a new career selling houses. Not for Jody, though. Compared to having a son hospitalized numerous times in his first three years of life, and being a breast cancer survivor herself, earning her license was a breeze. Yes, she has an intestinal fortitude that few can match. “When I was coming into the business, everybody was like ‘Are you crazy? What are you thinking?’” said the broker and owner of Jody Rearick & Associates, an affiliate of RE/MAX Diversity in Tallmadge, Ohio. “But my family comes first, and I knew that I could do this for myself and this family.” She sure has. Jody got her license in December of 2008, did real estate part-time for six months before jumping in fulltime. In November of 2021, she bought out her partners to open her own business. All this while nursing her son through his health problems – he’s turning 16 this year and is a “very healthy young man” – and beating cancer. Last year, her office did $54 million in transactions covering a three-county area surrounding Tallmadge. “I work hard at it. I would say that now we have an 80-85 percent repeat and referral business. When I first started, I got involved with an investor’s group and I sat quietly and learned until I got comfortable with bringing them some deals, like a good flip or a rental,” said Jody, who has been married for 25 years and has four children. “My point is, I gained their trust and, even now, I’m still getting referrals and repeat business from that group of people. I am who I am. You get what you get, whether it’s me at the office, Top Agent Magazine

me showing you a house or me at the grocery store.” In addition to keeping in touch with her clients, Jody is heavily invested in her community. She is currently planning an event called ‘Hopping into Spring’ that includes an Easter Egg Hunt. She is a member of the Rotary Club in Tallmadge as well as a trustee for the city’s Chamber. Last year she organized a Secret Santa for needy families, not only garnering three pickup trucks full of food and gifts, but personally matching the $1,100 in cash donations. What’s next? Only the stars and the moon, Jody said. “If I can inspire just one person and be just a little bit better than I was yesterday, then I am making a difference in this world. We are growing our business and we are putting systems in place to continue to grow and to help every agent in here,” Jody said, adding that she works ‘super hard’ in cold-weather months to be able to keep her weekends free in the spring and summer for family camping trips. “I tell my clients to make an offer on a property that they can sleep with if they get it but also if they don’t get it. We’re going to give it our best shot and what is meant to be is meant to be.”

Jody Rearick can be contacted at 330-329-0068, email jodyrearick@remax.net,https://www.remax.com/real-estate-agents/jody-rearick-tallmadge-oh/100043984/listings#bio-navigation visit her website here. or at Twitter, Facebook and LinkedIn

DEBBIE RUTH Drive a couple of hours up California Highway 4 from the Bay Area and you’ll arrive in Murphys, one of Calaveras County’s small-town gems tucked along the foothills of the Sierra Nevada. You’re in a dreamer’s country now, with wineries, giant sequoias and fascinating relics of the area’s gold-rush days competing for your attention. Just down the road is Angels Camp—made famous by Mark Twain’s “The Celebrated Jumping Frog of Calaveras County,”—where residents and visitors get together every year for the Frog Jumping Jubilee. Life turns a little more slowly here, and if it’s the kind of place you’ve been dreaming of moving to yourself, you are going to want to talk to Debbie Ruth. “The thing I love most about this job is the opportunity to assist people in achieving their dreams,” says Debbie. “I know this area and its people very well, and I put my heart into providing an excellent partnership from beginning to end.” A 27-year veteran of the industry, she also knows the process of buying and selling homes inside and out. Newly married and expecting her first child, Debbie initially got her license so she and her husband could save the commission on the houses they were flipping. She then went into title and escrow, spending 14 years as a sales manager for a national company. In 2009 she began working as a Realtor® full-time. Today Debbie represents clients in both the Sierra Foothills and the Bay Area with the Smith Home Team for RE/MAX Gold, helping win RE/MAX’s Diamond Team recognition for 2021, the highest production award the brokerage offers. That same year she closed $10 million in sales volume, with 100 percent of that

business coming from either referrals or repeat clients who benefit from her skills, education and the extensive network she’s built over the years. Her buyers and sellers also know they can count on Debbie no matter what kind of obstacles they might be facing. “I’m very proactive in that I try to anticipate problems before they arise,” says Debbie. “I’m always available, and I have the resources to help people with whatever they need.” Debbie uses RE/MAX’s cutting-edge technology to bring buyers and sellers together, leveraging the company’s beautiful website, social media, and dedicated real estate sites like Realtor.com to market her listings. Homebuyers can visit her website to find virtual tours of properties, as well as blog posts with advice on such topics as how to choose an agent or things to think about when preparing to list a home. Debbie also reaches out to agents and potential buyers in her sphere to gauge their interest in a new listing. That constitutes a rather large group these days, given the efforts she takes to stay in touch. Former clients look forward to her pop-bys on holidays, or her frequent notes letting them know she’s thinking of them. When she’s not working, Debbie spends time helping organize and promote various fundraising events in her community. Leisure time is spent gardening, entertaining, traveling with her husband or, more often, enjoying time with her granddaughter. She’s thrilled that a second grandchild is on the way! As for the future of her business, Debbie wants to keep growing and developing her niche in the market She looks forward to serving even more clients in the coming year, which has already started strong.

To contact Debbie Ruth please call 650-387-0443 or email Debbieruthsells@gmail.com. Please visit her website at goldcountryhomes4sale.com www.

REALTOR DRE# 01267405 50

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. Top Agent Magazine

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 52

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

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information. Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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SHARON SNIPES For as far back as Sharon Snipes can remember, she’s been surrounded by real estate. Her father worked as a home builder for 35 years all over Lancaster and York counties in South Carolina. It was only natural that she and her husband entered the business as well, taking over the company and building homes until the late 2000s recession. Around 15 years ago, Sharon decided to begin selling for a local brokerage, wanting to take her skillset into a different segment of the real estate industry. Born and raised in South Carolina, she quickly became a preferred agent in the region, and now leads The Snipes Team at eXp Realty. Licensed in both South and North Carolina, she specializes in Indian Land, Lancaster, Fort Mill, Rock Hill and South Charlotte. With her team consisting of eight agents and continuing to grow, their repeat and referral business is solid. Those who work with The Snipes Team are impressed by their knowledge and commitment to superior service. “Our team definitely knows the market,” Sharon says. “We study it and make sure that we are on top of everything.” When they take on a new listing, they learn the ins and outs of the neighborhood, observing every facet of it so they can find the right buyer. They also have a robust marketing approach, utilizing social media ads and their large database of 15,000 potential buyers. Their determination and expertise has led to them consistently closing tens of millions of dollars in real estate each year, with 2021’s production

reaching nearly $40 million. Buyers also appreciate Sharon’s ability to achieve their goals. She takes the time to understand their needs and develops a plan to get them into the home of their dreams. One recent buyer raved, “Sharon was professional, detailed and answered all of my concerns in a timely manner. She found the home I was looking for and in a perfect community. From buying the home to signing the closing documents, everything went smoothly. I have purchased and sold a few homes over the years and this was by far the best experience I’ve ever had. I highly recommend Sharon Snipes for any real estate needs.” Sharon maintains a strong presence in the community through the local Chamber of Commerce and the Rotary Club. ”My team is always looking to get involved with local causes and nonprofits,” she explains. Although much of Sharon’s time is spent working, she does make sure to enjoy her off hours with her family, including her twoyear-old grandson. Hoping to grow for years to come, she plans to add more agents to her team in the next year. “I want each of my agents to succeed in their goals, so I am going to pour myself into them to make sure that they can,” she says. “I love building this team and training the agents that work with me. I also love our clients and helping them reach their financial goals.”

For more information about Sharon Snipes please call 803-804-2652, email sharon@sharonsnipes.com or visit thesnipesteam.com www.

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MAGGY TURNBOW As a solo agent, REALTOR® Maggy Turnbow represents buyers and sellers in three key cities in North and South Carolina with a high level of care and expertise. While she lives and focuses her business around Columbia, South Carolina, she also works in the seaside city of Charleston as well as further north in Charlotte, North Carolina. No matter where she is, real estate means much more to Maggy than just a job. In her own words, “It’s not just about selling houses — it’s about making an impact.” At the heart of Maggy’s business is her desire to make her clients happy and see the joy they experience on closing day. A great majority of her business comes from repeat clients and referrals, a testament to the excellent service she provides. She goes above and beyond with every sale, acting as a resource as much as a REALTOR®. As a member of the National Association of Hispanic Real Estate Professionals, Maggy works with many Hispanic homebuyers to help them purchase their first homes, often translating for them and helping break down unfamiliar concepts. Of course, she will never make a client feel pressured to buy a home that she knows they won’t love down the line. “Buying a house can be overwhelming, but I try to put as much fun into it as I can. That’s the biggest reason why my clients keep coming back to work with me,” she says. While a lot of her clients are from out of state, Maggy keeps in touch with phone calls, mailers, social media,

and emails as well as personally written cards. Her marketing strategies are innovative and fun, frequently using technology to direct people to new listings. For example, she runs paid ads on the navigational app Waze, which point out listings in the area where people are driving. If someone clicks on the ad, the Waze app will direct them to the listing. Above all, Maggy believes in the importance of lifting up the community. She’s a member of numerous organizations that are devoted to helping those less fortunate, including Giveback Homes, which works with established charity partners to help build homes. She is partner in a new community outreach program called Neighborhood Rebuilders, which is a non-profit with a purpose of improving the quality of life for low income and disadvantaged individuals and families by providing home improvement and repair at no-cost to the homeowner. She is also an advocate for more affordable housing options. When Maggy has time to relax, she enjoys trying new fun outdoor activities with her family as well as sampling new restaurants. As she looks to the future, Maggy plans to expand her business and build a strong team that can grow together. She’s planning to get her brokers license and eventually move to Charleston, where she will open her own brokerage. “I’m planting so many seeds right now,” she says. “I want to be as successful as possible because my business grows, the more I can give back.”

For more information about Maggy Turnbow, call 803-298-4555 or email MaggySellsHomes@Gmail.com

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Five Ways To Increase Your Commission By Walter Sanford

Sanford Systems has the best systems for making money in real estate. Sometimes, our clients forget how to stop discounting and to instead raise their “fee.” This month, we’ll cover five ideas. Here we go:

Raise it. Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation. Don’t leave until you get the objection. Learn how to overcome the objection. If you have to, drop it back down to your old retail rate but only after much hesitation.

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

Institute a cancellation fee. Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing. On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

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

Skip the discounts. Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount. I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems. Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit! Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 56

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MICHAEL VAN DE GRIFT It can be tough finding any home in a low-inventory market such as homebuyers are facing today, let alone the right home. But if you happen to live in or near Fort Wayne, Indiana, you have the advantage of a Realtor® like Michael Van De, who brings a passion for service and a tireless work ethic to that challenge. “I’ve always loved meeting people and finding a way to be of service,” says Michael. “Being in a position to help people achieve the American dream of homeownership is a dream come true for me. Winning for my clients is the best reward I could ask for.” Michael brings a degree in Economics from Indiana University Bloomington and years of sales experience with Fortune 500 companies to that endeavor. He was working as a sales representative for Comcast when his department was cut due to downsizing. A 6-month severance package gave him the perfect opportunity to shift into a career that would allow him to be his own boss, and a Realtor® friend suggested his personality, experience, and impulse to service were perfectly suited to being a real estate agent. Michael got his license and joined his friend’s team in 2019, and only a little more than a year later was ready to split off on his own. At the end of 2021 he joined Keller Williams Realty Group. “I love their ethos of prioritizing based on God, family and business, which aligns with my own values,” Michael explains. Today Michael represents clients in Allen, Whitley, DeKalb, and Noble counties, becoming one of the top 300 producing agents in Fort Wayne last year with a volume of $4.2 million. Michael has built a reputation as an agent who takes the time to listen to what clients want and then goes that extra mile to get it for them. His responsiveness, professionalism, and attention to every detail have helped him grow a steady repeat client and referral business after only a few years in Top Agent Magazine

the industry. Michael utilizes a comprehensive campaign to market his listings, which includes social media, postcards, calling potential buyers within the listing neighborhood, and reaching out to people within his sphere. Once a transaction is concluded, he stays in touch with all of his clients, reaching out regularly to see if there is anything they need. Always conscientious about finding ways to give back to his community, Michael is very involved with his church, and helps with food and clothing drives for the local homeless mission. He is in the process of starting up a Broken Man Ministry that will bring men struggling with various issues together to support one another’s recovery and growth. When he’s not working or volunteering, Michael loves spending time with his wife, whether that is watching movies or going to the beach. He also enjoys working out and playing various sports. As for the future of his business, Michael looks forward to many more years of providing the best service in the industry to his clients. He wants to continue growing his business, and plans to begin building a team within the next few years.

Contact Michael at 260-222-SOLD (7653) or email Michaeldoesrealty@gmail.com 57

HEATHER VAN DER LANDE CUMMINGS Heather Van der Lande Cummings is a Realtor® and the owner of Van der Lande & Associates of Keller Williams Realty First Atlanta. Originally an interior designer, Heather transitioned to real estate after the unfortunate passing of a close friend made her realize that life is too short to push your passions aside. Heather has since been in the real estate industry for 9 years and works with sellers in the Atlanta, GA area. Geographically speaking, Heather sells for most of the greater Atlanta metro area which includes but isn’t limited to: Smyrna, Roswell, Buckhead, Chamblee, Brookhaven, Decatur and into East Atlanta. With an impeccable eye for design and a sales background, Heather consistently generates 93%-97% repeat business from referrals year after year. Making the buying and selling process easier for clients is Heather’s forte. She takes a concierge approach to the process and meticulously stages each listing which results in quick sales and higher yields for her sellers. When assisting sellers, Heather uses a storytelling approach that paints a clear picture of what life is like to live in a particular part of town. This includes marketing videos that showcase parks, schools, restaurants and shops. Using a Matterport, Heather is able to capture the finer details of a property and pair that with a corresponding attribute of the neighborhood (think California closet with links to the local shopping center). Leveraging social media and emails for marketing, Heather reached 40 transactions in 2021 for $19M in sales volume for that year. Heather enjoys partnering with other agents and finds ways to connect through phone calls to continue those

relationships. Building good relationships and enjoying the people you work with are an important part of Heather’s business. She often finds herself at the closing table with not just other agents but new found friends. “At the end of the day it’s not the sale that matters, it’s the relationship,” she says. If you’re lucky enough to be one of Heather’s clients, you will likely get an invitation to one of the many events she hosts throughout the year. Keeping in touch with clients is personal and the in person event or personalized gift means you’ll be joining Heather for tacos, a pie party or pictures with Santa. Meeting new people might very well be the part of the job Heather enjoys the most. She believes that every person she meets, whether agent or client, has an interesting story to share. “Everyone comes from different walks of life. You may be sitting next to the head of marketing for a big company or a mom for 40 years,” she says. Getting to know her clients’ stories allows Heather to find a space that makes them feel at home immediately. This comes, in part, from the years of designing senior living communities where Heather would talk to the residents of a community about their lifestyle and design the space in order to compliment that lifestyle. When Heather is not working, she is giving back to charitable organizations such as Cure Childhood Cancer. Her future plans include bringing on a new buyer’s agent to the team. Heather’s team of partners already provides excellent service. However, her sales volume is expected to rise, and bringing on more people would better prepare her for the move forward and continue to serve her clients at a high level.

To learn more about Heather Van der Lande Cummings email heather@vanderlandesellsatl.com, visit vanderlandesellsatl.com or call (404) 539-0502 www.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

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

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

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss. No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes60

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

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract. To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way. While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success. Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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MOIRA VERHEIJEN After years of being interested in real estate, REALTOR® Moira Verheijen finally took the plunge in 2016 by reaching out to an old friend in the industry. Within a short period of time, she began working on his team before becoming a solo agent with Ray White. Now representing the areas of Alexandria, Erskineville, Newtown and the Innerwest of Sydney, Moira brings top-notch interpersonal and negotiation skills that make her highly sought after by buyers and sellers of residential properties. Having lived in Alexandria for over ten years, Moira knows the homes and neighborhoods in the area like the back of her hand. It’s the place where she raised her three children, so she is a great resource for families looking for schools or community programs. Moira loves representing the Innerwest because she gets to “sell from the heart,” which is not something everyone can say that they do in their job. Not only does she love the area, but meeting new people is a perk of the job for Moira. With every project she completes, she focuses on connection and care to make sure her clients feel comfortable. Above all, she’s transparent so that they know exactly how things are developing. When it comes to a deal, however, she won’t give in under pressure. With a background of fifteen years of experience working in the corporate commercial airline industry, Moira has excellent negotiation skills that she carries into her real estate deals. Primarily, her marketing efforts are systematized through Ray White’s strong database of owners, buyers, and investors, but Moira does her own individual outreach as well. She sends out emails, mail drops, and makes phone calls to let people know that she is thinking about them. She also has frequent runins with previous clients when she’s out and about. Top Agent Magazine

“My office is in the center of the village, so I always take time to stop and say hello to past clients I see on the street,” she says. When she’s not working, Moira loves spending time with her family and giving back to the community. Through Ray White, she supports Newtown Public School. She takes time to catch up with the older generation in the community and is sponsoring the Alexandria Rovers Junior Rugby League Football club. Moira loves cooking and baking as well as spending time at the beach and traveling abroad. “It’s not about the material things for me, it’s all about the adventure,” she says. For the past two consecutive years, Moira has made Premier Status as an agent at Ray White and she’s only just beginning. She plans to keep growing her business and eventually expand her team. With everything she does, she strives to build the community she loves and achieve great results for her clients. “My goal is always to get the best price possible in every situation. I like to achieve more than what my client’s expect.”

To learn more about Moira Verheijen, please call 0414-343-995, email moira.verheijen@raywhite.com or visit raywhiteerskineville.com.au www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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AL WISNEFSKE When Al Wisnefske was preparing to graduate from college in 2014, he decided to start a career in real estate. Growing up in a rural part of Wisconsin, he developed a passion for land, and wanted to build a path for himself where he could utilize his local knowledge. Fully embracing his entrepreneurial side, he later completed a Masters of Business Administration in Real Estate, and quickly hit his stride. Today he leads Land & Legacy Group in West Bend, Wisconsin, which has grown from just himself to a team of five. Over half of their business derives from repeats and referrals, as Al and his team put their clients’ needs first. “A lot of people connect with the authenticity we have,” Al says. “We are very professional, but we also establish a sense of connection with those we serve.” Buyers and sellers get the sense that Al only wants what is best for them, and they know he is going above and beyond to achieve their goals. He and his team also pursue education, taking designation courses and perfecting their craft. Because the real estate industry is constantly changing, they make it a priority to stay on top of the latest trends and updates. This helps them better serve their clients, ensuring they sell properties quickly for top dollar and find the ideal home at the right price for their buyers. When it comes to marketing their properties, Al utilizes social media to spread the word about listings. “We do paid social media campaigns and hire professional photographers,” he explains. They also provide drone photography for properties that benefit from it, and will soon start using videography. Completing over $11 million in sales for 2021, Al is on track to reach even greater heights in 2022. Known for delivering smooth and stress-free experiences, Al has become the go-to agent for many people in southern Wisconsin. One past client said, “Moving from Illinois to Wisconsin was a little daunting at first. We had met with two other real estate professionals prior to meeting Al. Al was the only agent to ask what type of home we were looking for and what our ideal Top Agent Magazine

areas were. Al was very informative on the area and wasn’t at all pushy, he definitely had our interest in mind. His job didn’t end at finding us our new home. He answered questions on closing costs, selling our current home in IL and a few other questions. He was always available to help in any way he could.” During Al’s free time, he gives back to the community through the Cedar Lake Conservation Foundation. He sponsors local fishing and ATV clubs as well as the Wisconsin Wildlife Federation. Al also makes time for his family and his favorite hobbies, including hunting, fishing and trying out new restaurants. Looking ahead, he plans on maintaining his momentum and keeping Land & Legacy Group a smaller boutique brokerage. “I just feel like we can all be on the same page and have the same values when we are at this size,” he says. “It’s important that we remain a really efficient team.” Along the way, he’s going to continue enjoying every second of his path. “I love the relationships I’ve been forming, and it’s been so fun working with like-minded people.”

For more information about Al Wisnefske, please call 262-305-7494 or email al@landandlegacygroup.com 63

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