NATIONWIDE & INTERNATIONAL 5-1-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS ANNE KOONS CHARLES JONES CHIP HARRIS DEE DEE RICHARDS ESTHERMARIE GALLICCHIO JASPER CHAMPAGNE JEFF REYNGACH JOHN TAYLOR JULIE GREENWELL KATIE HARRISON KELLY BOSSMAN KRISTINA READ LAUREN RISLEY MAX SEPULVEDA MICA CALLAWAY NANCY WARFIELD NICK MASTRANGELO RACHNA MAHESHWARI AGARWAL RITIEK RAFI SCOTT SELLECK SHEILA DAVIS SHEYLA WRIGHT TODD FEDIE

Tips on Being a GOOD TEAM LEADER CONCIERGE CARE: Services

that Lure Clients and Transform Your Reputation

MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate

COVER STORY

STEPHANIE VITACCO

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

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

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FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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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 6

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.

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

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

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

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STEPHANIE VITACCO

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STEPHANIE VITACCO Top Agent Stephanie Vitacco has consistently ranked as a Top Individual Agent in the Nation.

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tephanie Vitacco began her professional career in the fashion industry but always had an interest in real estate. “I’d been watching an acquaintance of mine succeed in the business, so I decided to make a change and jump right in,” she recalls. That was over 30 years ago, and she’s never looked back.

Cover photo: Robert Kazandjian Photography

Stephanie is currently with Equity Union in Encino, California, serving the entire San Fernando Valley and surrounding areas. “I have a very strong team of people who help me with the process from start to finish, including the administrative aspects and the marketing,” she says. “They help and assist as there are a tremendous amount of details that are involved in a given transaction.” With an impressive 10

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sales volume of over $175 M per year, Stephanie reports that a strong percentage of her business is repeat and referral clientele. “I believe it’s my knowledge and experience that keeps people coming back,” she asserts. “I handle each property as if it were my own, acting as a counselor to give my clients the information they need to make the best decisions for themselves. If it doesn’t make sense to sell, I’ll tell them.”

It’s not surprising that Stephanie receives stellar reviews for her esteemed work ethic.

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Clients Bob and Linda Kasha wrote: “Thank you so much for a job well done and the excellent service that you gave us. After being in our home for 17 years, we were really unaware of all the work needed to buy and sell a home. You and your staff did a fantastic job with both of our needs. We will make a point of letting everyone we know, in need of real estate services, that you are truly the best. Thanks again for everything and we appreciate all of your hard work.”

Stephanie has consistently been named

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Top Agent Stephanie Vitacco has consistently ranked in the top 100 agents nationwide per The Wall Street Journal.

in the Top 100 agents per The Wall Street Journal Nationwide. In 2019, Stephanie was honored with being named the Top Individual Agent in the Nation by Keller Williams Realty International.

Stephanie makes a point of staying in touch with her clientele through a variety of methods. “I do this through mailings, social media, or simply picking up the phone and making a call or sending a text just to see how they’re doing,” she notes.

To give back to the community, Stephanie supports her clients’ initiatives. “I’ll ask if there’s a charity or organization I can donate to,” she expresses. Personally, she’s involved with helping animals who’ve been abandoned due to a move.

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but even horses and fish,” she exclaims.

As a recognized real estate expert, she has spoken on both local and national panels, appeared on specialist programs, and has been interviewed by numerous media outlets for her perspective, including Los Angeles Magazine, San Fernando Valley Business Journal, CNBC, and The National

Association of Realtors, to name a few.

When not working, she loves to spend time with her family, read, and exercise.

Moving forward, Stephanie plans to continue along her successful path. “As long as I am able to bring value to my clients and help them attain their real estate goals, I am rewarded,” she says.

To learn more about Stephanie Vitacco email Stephanie@TeamVitacco.com, call (818) 449-2236 or visit stephanievitacco.com

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 16

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

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

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

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

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JASPER CHAMPAGNE

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JASPER CHAMPAGNE

Combining dependability and honesty with a personable, client-focused approach, Jasper Champagne truly stands out in the world of New York real estate. Whether clients are moving to the city for their first job, or looking for greenery and space in the suburbs, Jasper has the experience to guide his clients every step of the way. “I love helping people get to their goal,” Jasper says. “I’m very goal-oriented, and some people need that extra motivation and a support system to help them close on their goals and get what they actually want.”

very consistent, in a way that unfortunately a lot of agents aren’t,” Jasper says. “I’m also realistic with my numbers. In the areas I serve, I’ve noticed a lot of investors who are trying to flip properties when they haven’t put in half the work that’s necessary. I try to be very conservative with my numbers for my sellers and buyers because I don’t like setting unrealistic expectations for anyone.”

Serving Manhattan and Brooklyn and Westchester, Jasper is a native New Yorker with a deep knowledge of the area. Jasper works with both residential and commercial clients, and over 60% of his business comes from repeat and referral clients. It’s easy to see what keeps people coming back. “I’m 18

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Ultimately, Jasper says, “Being honest with people is the biggest thing. You can’t only think about the sale; you have to think about the friendship that’s there. I’m friends with most of my clients.” For that reason, staying in touch with past clients comes naturally. “I just pick up the phone and call to check in when I’m thinking of them,” Jasper says. “I develop more friendships than most agents would. When I visited Europe, I noticed that a lot more agents there go out with their clients to dinner, hang out with them, and build friendships with them. In New York especially, it can be very corporate at times, and I didn’t really like that feeling. I wanted to do something a little bit more personal.”

When it comes to marketing his listings, Jasper combines traditional and digital methods to maximize exposure. He uses property websites and mailers, as well as open houses and social media marketing such as Google and Instagram campaigns.

Jasper likes to give back to his community through involvement in LGBTQ groups and young professional groups. When he’s not working or giving back, Jasper enjoys going to plays, taking improv classes, and traveling.

He also does his own investing on the side.

“I practice what I preach to my clients, and I enjoy investing my own money and building wealth through real estate,” Jasper says.

Looking forward, Jasper says, “I am expanding more into Manhattan and Brooklyn right now. It’s so interesting to be in the city, where you’re walking distance from a new opportunity that could come up at any time. It’s very different, and it’s a vibe that you just can’t get anywhere else other than New York City.”

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To find out more about Jasper Champagne, you can call him at 347-375-6663 or email Jasper@JasperChampagneRE.com. You can find him online at JasperChampagneRE.com www.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 20

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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KATIE HARRISON

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KATIE HARRISON

In the midst of a bustling city, Katie Harrison has forged her path as a top-tier real estate agent with a remarkable story. Seventeen years ago, Katie left the Midwest with no experience in real estate, joining a brokerage in Charlotte, North Carolina. Facing the housing market crash just six months into her career, she learned valuable lessons that helped shape her into the powerhouse agent she is today.

Now working solo and backed by her boutique firm, Nestlewood Realty, Katie focuses on the greater Charlotte area, with a specialty in uptown condos, historic neighborhoods and luxury estates. Katie’s success comes in part from her deep knowledge of the region.

The area Katie serves is a dynamic center of opportunity, luring buyers for a variety of reasons. As she mentions, “Charlotte has been ranked number one in the country for real 24

estate.” Its formidable position as a banking hub, second only to New York, has attracted many professionals. The city’s robust healthcare sector has also drawn physicians and medical professionals seeking residencies.

The onset of COVID and the growth of remote work have led to an influx of West Coast residents, particularly from California, who are drawn to the area’s lower cost of living and appealing climate. As Katie explains, “We are an hour and a half to the mountains and we’re three hours to the coast.” As the city continues to attract millennials and investors alike, Katie stands ready to help clients navigate the ever-evolving Charlotte real estate market with the same tenacity that has carried her throughout her impressive career.

Katie’s unwavering dedication and commitment to her clients make her stand out as a Top Agent Magazine

top-notch real estate agent. “I’m always available for them,” she explains. Her responsiveness and 24/7 availability foster a strong sense of trust with her clients. Katie’s welcoming nature and ability to work with a diverse range of people, from first-time buyers to affluent figures, further set her apart in the industry. She also ensures each client understands the process, taking them step by step and answering any questions they might have.

During the transaction and after closing, she is happy to refer them to her various preferred vendors, like handymen, inspectors, attorneys, and engineers, to guarantee a smooth journey from start to finish.

As a Certified Luxury Specialist with a large following on Instagram @queencityrealestatepro and her website, www.queencityrealestatepro.com, Katie spreads the word far and wide about her listings. “I’m very handson with my properties,” she says. “I host open houses and reach out to other agents in the area.” Katie is also a TV host for a new show called Selling Charlotte, which is an Emmy-Nominated TV Show put on by The American Dream TV. It is featured on their local cable network and syndicated on Apple TV, Roku, and Amazon Fire. “So I also showcase my listings there,” Katie explains.

In the coming years, Katie plans to keep growing her business. She hopes to eventually write a book or start a podcast where she can share her stories and knowledge, not only about real estate, but working from the ground up as a self-made successful business owner. As Katie continues to redefine the real estate experience in Charlotte, her unwavering passion and commitment to her clients serve as an inspiration for aspiring agents and a beacon of hope for those looking to buy or sell real estate.

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To learn more about Katie Harrison please call 704-577-1130, email katie@nestlewoodrealty.com, or you can visit: instagram @queencityrealestatepro, queencityrealestatepro.com

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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RACHNA MAHESHWARI AGARWAL Top Agent Magazine

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RACHNA MAHESHWARI AGARWAL

Throughout her life, Rachna Maheshwari Agarwal has always aspired to make an impact on her community. Originally from India, she would build a successful career in business and interior design, becoming the top salesperson at her office. After relocating to New Jersey with her husband, she found herself seeking a new opportunity that still complemented her entrepreneurial spirit, but also spoke to her passion for helping others. Inspired, she would pursue her real estate license and launch her career as an agent, leveraging her tireless work ethic to establish a robust network of satisfied clients and colleagues that spans the region.

Hers is a story of the struggles of a first generation immigrant, a story of a stay at home mom who dared to dream and aspire after a long break. It’s the story of a top producing agent who, in fulfilling her dreams in her professional career, proved that anything is possible—that you can start your career whenever you want.

top 5% of Coldwell Banker agents worldwide and distinguishing herself as one of the top agents in 2022 across agents and companies in Livingston, she has cultivated a distinct workflow to meet the needs of any buyer or seller.

When listing a property, Rachna prefers a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it via a highly targeted blend of digital and social media campaigns.

Along the way, she utilizes the extensive marketing resources at Coldwell Banker Realty to give each client an added advantage, ensuring a seamless transaction throughout.

Today, Rachna is a REALTOR® with Coldwell Banker Realty, where she assists clients throughout Livingston and the surrounding areas. With her volume ranking among the 30

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Elsewhere, Rachna is just as dedicated to her buyers, uncovering the right investment for their best interests. In fact, she makes sure her clients are satisfied by keeping in touch long after the deals are done, starting with gifts at closing and continuing through regular check-ins and appreciation events. More than anything, she loves welcoming newcomers to her thriving Livingston community, from its outstanding school system to its family friendly neighborhoods and proximity to financial hubs like New York City.

Over the years, Rachna has earned a fantastic reputation throughout New Jersey, with the vast majority of her volume coming from repeat clients and referrals. Having garnered numerous accolades, including the The NJ Realtors® Circle of Excellence® Sales Award and Coldwell Banker® International President’s Circle Award, she remains focused on the core values that set her apart. “First and foremost, I believe in serving my clients with honesty and authenticity,” she says. “Whether their transaction is for $700,000 or $2 million, I’m always here to streamline the process and provide them with attentive service.”

On top of fundraising for Livingston’s popular Diwali celebrations, Rachna also supports a number of nonprofit organizations and causes throughout the year, including Livingston Neighbors Helping Neighbors. When she’s not with clients or giving back, she can be found spending quality time with her husband and two children, traveling, or dining out at local hotspots like Mezza Mediterranean— enjoying all the diverse culture and cuisine her area has to offer.

Having exceeded $20 million in volume in 2022 alone, Rachna intends on maintaining her high growth rate while further boosting her social media presence and market reach. As she scales her leading standards across the region, she looks forward to all the new opportunities that await. “My dream has always been to help others realize their dreams,” Rachna says. “For me, there could be nothing more rewarding than seeing the smile on a client’s face when they receive the keys to their new home.”

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For more about Rachna Maheshwari Agarwal, email rachna.maheshwari@cbmoves.com, visit newjerseyrealestateagent.cbintouch.com or call 201-687-2707 http://

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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RITIEK RAFI Top Agent Magazine

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RITIEK RAFI

Top Agent Ritiek Rafi has built a strong reputation for representing diverse communities across Tucson. 95% of her business comes from word-of-mouth, demonstrating how sought-after her services are.

Specializing in representing first-time homebuyers, REALTOR® Ritiek Rafi has devoted her real estate career to making a profound difference in the lives of others. Serving all of Tucson, Arizona, she works primarily with Middle Eastern clients who are former refugees, as she once was. After coming to the United States in 1999, Ritiek started working for the state of Arizona as a translator before getting licensed as a REALTOR®. Today, she guides her clients through every stage of the real estate process, from developing credit to getting necessary loans and finding the perfect home 36

in their new country. “Being able to help someone who is very vulnerable get into the home that they want brings me infinite joy,” she says.

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After 11 years in the business, Ritiek has built a strong reputation for representing diverse communities across Tucson. 95% of her business comes from word-of-mouth, demonstrating how sought-after her services are. “Clients always refer me to family and friends,” she says. While her client base has grown organically over time, Ritiek is hoping to expand her reach this year to help even more people overcome the challenging barriers to homeownership in the United States.

Community outreach is at the heart of everything that Ritiek does. Today, she serves as the President of Tucson Afghan Community, a non-profit she founded to support Afghans who resettled in the United States in 2021 after the crisis. The organization assists with housing, donations, finding work, translation services, and more. “Through this community, I serve as a bridge between Afghan families and their resettlement agencies,” she explains. Ritiek is also involved with the Sema Foundation, which is the Turkish community organization in Tucson.

While Ritiek’s career and volunteer work keep her very busy, she spends her free time with her two kids, aged 17 and 14. “Not only do we like being together, but it has been incredible seeing my kids get involved with the Tucson Afghan Community as they support this important work,” she says.

Last year, Ritiek completed over $5 million in sales volume, but her primary motivation for growth is to be able to assist more people in the coming years. She’s planning to expand and grow her business this year, sharing her knowledge of neighborhoods, schools, and the local culture with people who need it most. “This business offers me a great opportunity to help others. It is a blessing to be a REALTOR®.”

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To learn more about Ritiek Rafi, please call 520-312-2311 or email ritiek_azizi@hotmail.com Copyright Top Agent Magazine 37

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— 38

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.

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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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MAX SEPULVEDA

REALTOR® Max Sepulveda became interested in working in real estate in the most unlikely of places: the middle of the ocean. He was working in sales on a cruise ship when he came across the book, Million Dollar Agent, which sparked his interest. From there, Max started researching real estate and decided that once he got his green card in the U.S., he would take the test to get licensed to become a buyer’s agent. After he and his wife moved to Colorado, Max joined a team at a brokerage serving north Colorado as well as Denver, Castle Rock, and beyond. For the past two years, he has been honored as a top REALTOR® in his office and he’s now focusing on growing his team while helping home buyers find their perfect place to live.

speakers. He’s highly motivated by the opportunity to help others generate wealth for their families in the same way that he did for himself.

“I love being able to help people accomplish their longterm goals,” he says. “It goes beyond money and success and into being a part of their life journey and helping reach their dreams.”

After traveling the world for nine years, he’s

Originally from Chile, Max receives a high level of referrals from Spanish 40

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feeling very settled in Colorado, but loves the opportunity to get out and take clients to listings. Open to all the opportunities around the state, Max continues to increase his database in an organic and fun way.

Max takes a lot of video content of listings to send to clients, which makes it easy for them to see if they’d like to visit a property in-person. He’s on Facebook, Instagram, and TikTok, so clients always have a place to learn about his listings and keep in touch. Max also hosts open houses and fun client events, like bowling. “I want my clients to always feel comfortable,” he says.

Staying active in his community is really important to Max, both through his brokerage and outside of it. For every sale he completes, he donates a percentage of his profits to different charities. When he’s not working, he and his wife enjoy visiting the beautiful ski towns throughout the state. As Colorado is known for its incredible mountains, hiking, lake reservoirs, and outdoor activities, there is really no shortage of things to do on the weekends. Come May, he and his wife will also be adding to their family — they are expecting a son!

As Max looks to the next two years, he plans on doubling his business. At the same time, he wants to create a more flexible schedule that will allow him to spend more time with his family. To do this, he’s going to hire a few new agents to build out his personal team so that he can continue operating at the highest level. “I have so much gratitude for all the people who work with me, from clients to agents,” he says. “It’s my goal to keep making them all happy.”

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For more about Max Sepulveda, please call 970-404-1965, email max@kittleteam.com, and visit kittlerealestate.com www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

grahamharrop.com 42

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

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ANNE KOONS Anne Koons of Cherry Hill, New Jersey, is marking her thirty-eighth year in the real estate industry by doubling down on her tried-and-true approaches to successful business practices: “Consistency is key in this line of work. I never shut my phone off – my family used to get mad at me about that, but I’m available seven days a week. You have to know your area, you have to know your contracts, and you have to be willing to learn. I read everything in the industry, whether it’s happening in New York, Florida, California, or here in south Jersey. I want to be ahead of it if I think it’s worthwhile!”

This penchant for continued education and entrepreneurship is an inherited disposition for Anne, who launched her career at the behest of her father. “He was in the trucking business,” she recalls, “and eventually he went into real estate developing warehouses, so he suggested I get my license as a REALTOR®.”

While her father encouraged her to pursue the commercial side of the industry, Anne gravitated toward residential real estate, and immediately fell in love – so much so that her son, Ben, also became a REALTOR®! “I really enjoy seeing people find the perfect home for them, and it’s my job to give them a view from a different standpoint. I balance the pros and cons, and think about the eventual resale value, to help them make a decision that balances passion with knowledge and expertise.”

Anne’s unique blend of interpersonal passion and industry experience helps her serve both South Jersey and Philadelphia as a solo agent with Berkshire

Hathaway Home Services. She boasts a book of business that is over fifty percent repeat and referral clients, and she prides herself on clients who have regularly sought her out to sell homes that she helped them purchase. “I’m selling a house in two weeks – I sold it to the current owners seventeen years ago. That’s why I make sure to keep in touch with everybody I’ve worked with throughout my career. My clients get emails once a week, postcards, market blasts; I keep my listings in the ‘Philadelphia Inquirer,’ and every Christmas, they get a box of cookies from me. Even people I worked with thirty years ago. Cookies for everybody!”

In addition to her diligent interpersonal networking, Anne was an early adopter of social media platforms to bolster her business, and she vividly remembers the moment when she decided to lean into Facebook as a marketing strategy. “At the time, I was like, ‘Who could possibly be using Facebook to look at listings?’

Then I got a call from someone offering to make me an offer, sight unseen, on a house – nobody expected that twelve to fifteen years ago, and now it’s common.

I don’t recommend it – but it’s common!”

With her name cemented in the industry, and her marketing systems humming smoothly along, Anne is prepared to embrace our current market and navigate the financial terrain. “I’ve seen these things before – and I think they’re good for the industry as a whole.

We’re going to see a lot of changes, but the strong will survive. This is just like any other job: you get out what you’re willing to put in!”

To learn more about Anne Koons, call O: 856-795-4709 / C: 856-261-5111, email AkoonsBHHS@Gmail.com, or visit annekoonsrealestate.com, twitter.com/annekoons instagram.com/annekoons, facebook.com/AnneKoonsRealtor, linkedin.com/in/annekoons http://

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https://

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 46

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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CHARLES JONES Charles Jones of Peoria, Arizona, has built a successful real estate enterprise on a bedrock of community service and a dedication to ongoing education for both himself and his team. “Being able to love and serve the people that God has given me is a tremendous blessing. The vast majority of the people I work with are people I already know, or friends of people I know, and being able to guide them through this process lets me pursue my true calling and help my loved ones at the same time.”

This penchant for education and guidance is a lifelong vocation for Charles.

Prior to entering real estate, he enjoyed a career as a high school Spanish teacher.

“I loved my students, and to this day, I still love teaching,” he reflects, “but in my sixth year when I got married, my priorities started shifting. I have a good friend and mentor who is a REALTOR® and former teacher, and he was in my ear since my first year teaching, telling me I could really thrive in this industry. I sought his wisdom, prayed about it, and seven and a half years ago I took the big leap.”

Since this transition, Charles has grown into his current role as a team leader of the Realty ONE Group based in Glendale and servicing the Phoenix Metro area throughout the West Valley. Charles, with his two additional part time agents, boast a book of business that is 100% repeat and referral clients, and they average just over $10 million in collected annual volume. “We’re not a big juggernaut of a real estate team, and we don’t really want to be,” Charles exudes. “I’d like to expand to include one or two more agents – whether that’s veteran agents who would enjoy the camaraderie or curious

incoming agents who need the support – having new people around always puts wind in my sails!”

As Realty ONE Group grows alongside the burgeoning Phoenix markets, Charles aims to double down on his tried-and-true approaches to marketing and interpersonal connectedness to help his enterprise blossom. “I’m fortunate to have so many ties to the community where I live. I just helped one of my former teaching colleagues sell her home to prepare for retirement back east, and I’m getting ready to set up another client appreciation event by partnering with Sardella’s Pizza and Wings – I actually taught his kids while they were in high school!” This grassroots strategy has Charles poised to grow his business steadily and organically, which allows him to enjoy the fruits of his labor while focusing his efforts on how to improve the quality of his product and services.

Beyond educating his clients and colleagues, Charles goes to great lengths to support his extended community. As the proud father of two adopted young girls, he is deeply ingrained in the world of foster care. “Over four years ago, we were blessed with an ‘instant family,’ and that requires a lot of support, so we walk alongside other families that are just like ours and we help each other out. We partner with schools and nonprofits – last year we donated a trombone to a local high school, and we help sponsor a California trip for students every year. And we also donate $250 to a charity of our clients choosing for every referral – it’s great marketing, and a fun way to give back!”

For more about Charles Jones, email CharlesBJonesRealty@gmail.com or call/text 623-521-7011. https://www.youtube.com/@joneshomesarizona1734 Facebook: facebook.com/JonesHomesArizona • https://www.instagram.com/joneshomesaz/ Instagram:@joneshomesaz • YouTube: JonesHomesArizona www.

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CHIP HARRIS Chip Harris of High Point, North Carolina, leads the Hillcrest Realty Group by grounding his business practices in a passionate belief for professional interdependence and a dedication to unparalleled client service. “Amongst ourselves, we call it a ‘firmly’ – we’re part firm, part family. We’re all here to succeed in our careers, but the way we support one another and collaborate keeps us on the same page. We’re very protective of that culture, and we plan to keep it that way by staying a boutique brokerage, even as we continue to expand.”

number one in my mind.” This tried-andtrue approach has Chip boasting a book of business that is one hundred percent repeat and referral clients, and he is excited to share what he’s learned to help novice and veteran agents alike. “I feel like I don’t even have a job,” he exudes. “I get showered up and head to the office just like everybody else, and then I get to socialize with people every single day – I call people while I’m on the road, text people when I’m thinking about them, and generally just interact with interesting human beings every single day.”

Prior to entering the world of real estate, Chip enjoyed a career as a commercial banker. “I worked in the financial industry for twenty years,” he recalls. “I did some soul searching back in 2012, and since I had already been investing in real estate since 1998, I got my official license and jumped right in.” Over the course of his ten year career, Chip has seamlessly combined his professionally honed expertise in banking with a penchant for charm and interconnectedness to help him guide his team of thirty-seven agents at Hillcrest Realty Group.

They service the entire state of North Carolina, and they specialize in The Triad of Greensboro, Winston Salem, and High Point. “Our identity out here is changing fast,” he reflects. “We used to be known for our industries – here in High Point, we’re still the Furniture Capital of the World, and we’ve got RJ Reynolds Tobacco in Winston Salem, with the ACC Conference headquartered in Greensboro. But nowadays people are starting to flock here because it’s gorgeously green, and we’re so close to the beach and the mountains!”

With his firm combining to close $83 million spread across 413 units in the past two years, Chip readily shares his knowledge and prosperity with several communities within The Triad. “I’ve been a part of the Rotary here in High Point, and I’ve served as a deacon at the First Baptist Church. I’m also active with Visit Highpoint – it’s an organization that works with the Chamber of Commerce to promote our area and encourage people to move our way. A lot of our agents are also a part of our local REALTORS® association.

Community involvement is a big part of our firm, and we’re happy to give back to our home towns.”

Chip leverages his inherent drive to connect with other people to capitalize on the beauty of The Triad, and he emphasizes transparent communication with his clients and colleagues alike. “It can be a lot of work, but it’s not rocket science. I give top notch customer service and almost over-communicate every step of the way to make sure clients feel educated and involved – that’s 48

Contact Chip at 336.688.5079, visit hillcrestrealtygroup.com, or email Chip.HRG@Gmail.com www.

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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 50

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DEE DEE RICHARDS A longtime Indiana resident, Dee Dee Richards has always possessed an entrepreneurial spirit. For 15 years, she would serve as a flight attendant with United Airlines; however, she later found herself seeking a new opportunity that afforded her the time to be there for her growing family, but still complemented her outgoing personality. In 2008, she acquired her real estate license to help manage her and her husband’s investment properties in the Miami County region. Inspired by these experiences, she would launch her career as a fulltime agent soon after, uncovering her distinct niche in REO transactions.

In the years since, Dee Dee has gone on to author an accomplished career in both the REO and residential spaces, opening two offices in Shelbyville and Peru while establishing a network of satisfied clients that spans the state. Today, she is the Broker and Owner of D.R. Indiana Realty, LLC., where she has cultivated a boutique process to meet the needs of any buyer, seller, or investor.

When listing a property, Dee Dee is there for her clients each step of the way. Drawing from her acute knowledge of the region, she helps them fully prepare their home for the market, sharing it via a highly targeted blend of digital and social media campaigns. From the initial consultation to the standout open house showing, she is there for her clients, ensuring a seamless transaction throughout.

Elsewhere, Dee Dee is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done to cultivate an

ongoing relationship and make sure they are satisfied in their new homes. Over the years, she has earned a fantastic reputation throughout Indiana, with the majority of her volume coming from repeat clients and referrals.

While her volume maintains its steady growth, Dee Dee remains focused on the core values that brought her to real estate in the first place. “As an agent, I believe in educating my clients and giving them all the information they need to successfully navigate their transaction,” she says.

“After all, these are the most important decisions we make in our lives. I always want to empower my buyers and sellers to make strong choices on their future.”

Beyond managing her full-service brokerage, Dee Dee is dedicated to her industry on the local, statewide, and national level. Having served on the Metropolitan Indianapolis Board of REALTORS® Trustees Board, she is currently on the board of the REALTORS® Association of Central Indiana and National Association of REALTORS® Campaign Services Committee. Also an Indiana Association of REALTORS® RPAC Trustee, she enjoys working with state and national legislatures to deliver affordable housing opportunities to residents within her community.

Going forward, Dee Dee intends on further developing her team while scaling her penchant for client service all throughout the region. In the meantime, she is excited for all the new clients that await. “In our business, no two days are the same,” she says. “If you aren’t changing with it, you’re falling behind. But as we continue to adapt to the market, I will always be here to advocate for my clients and help them develop the right plan based on their needs.”

For more about Dee Dee Richards email deedeerichards@sbcglobal.net, call (317) 459-0945 or visit drindianarealty.com or Facebook: facebook.com/people/DR-Indiana-Realty/100054521016489/?mibextid=LQQJ4d www.

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ESTHERMARIE GALLICCHIO Esthermarie Gallicchio of Lacey, New Jersey, has built a successful business throughout New Jersey, focusing on the Jersey Shore, by combining her unwavering dedication to VIP level customer service. She has a stalwart passion for elevating the entire real estate industry, one satisfied client at a time.

“I want to change the way people do business, I set higher standards for myself and everyone I do business with including other agents, attorneys, lenders, title companies, and home inspectors, just to name a few. I expect nothing but the highest level of expertise in their given field, and I only surround myself and my clients with the best of the best in the industry.”

The world of real estate is an inherited passion for Esthermarie, and she leverages a lifetime of learning to help her clients any way she can. “My father purchased homes throughout the ‘80s and ‘90s,” she recalls, “so I learned a lot of carpentry and construction working alongside him. That love of design stayed with me, and I’ve always loved doing that work for my own homes.” In 2005, Esthermarie built upon that inherited knowledge by going back to school for interior design and residential planning, and while she was attending an industry function with her husband (who is himself a lender), she was recruited into the fold. “I was working as an administrative assistant for a blue ribbon school for seven years when several REALTORS® encouraged me to become licensed.

“I thought a part time career in real estate was two to three transactions a month, but it turns out that I was actually a full-time agent working two full time jobs. For me, four and half years of sleepless nights was more than I could handle, so I decided to retire thirteen years in from the school, leave the team I was on, and start my own team to build my brand. I am now building my brand promoting integrity, honesty, and most of all, the clients-comefirst business. We must remember that our business is nothing without our clients and so it is important to put their needs before our own!”

Since that fateful conversation nearly six years ago, Esthermarie has steadily built a book of business servicing the entire state of New Jersey (with a special emphasis on Waterfront Properties along the Jersey Coast), pairing her geographic flexibility with a moral compass that points true north. “I’m not out there to compete for awards, or say that I am better than anyone else – we all bring something different to the table as agents. We all took an oath to help our clients buy and sell, but we are to do it ethically and with integrity.” This approach helps her fuel an enterprise predominantly with repeat and referral clients, and when prompted to provide specifics, she doubles down on one of her mantras: “I don’t keep track of the numbers – helping my clients is the most important aspect of this job. The gratification from the testimonials and the referrals, or when someone reaches out to tell me that I changed their life by helping them buy their dream home, that’s why I continue to do this job and choose it over the cushion job I had – to be able to change someone’s life and be a part of the biggest milestone in their life is a true honor to work with them and be trusted by them. The only number I keep track of is Number One: the client.”

Esthermarie bolsters her ability to serve by offering detailed concierge service to each and every client, no matter where they live. “Whether it’s managing a purchase or a sale, doing repairs, or staging a home – I’m hands on: let me come over and place your furniture! If your walls need spackling, then I’m in there spackling – everything we do is a representation of who we are.” With her position as a solo agent with Haines Realty Long Beach Island, Esthermarie is excited to launch Coastal Living Properties: a team of agents dedicated to honesty, integrity, and loyalty. “I’m still waiting for the ink to dry on my first team member – he’s a home inspector who has been in the industry for nineteen years, and he’s going to do an outstanding job. I know that knowledge is important to my clients, it is important that we help find our clients homes that meet all of their ‘wishlist boxes,’ so having a background in other aspects of real estate is key to my hiring process. It is important that our clients know we are educated in the field and will always look out for their best interest throughout the entire process. This is challenging work, and I know I can’t do it alone, but as long as we focus on Number One, the Client, we will succeed.”

To learn more about Esthermarie Gallicchio, visit coastalliving.vip, email EsthermarieG@CoastalLiving.VIP, or call 908-783-5232 www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion54

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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JEFF REYNGACH From a background in retail and liquor sales, Jeff effortlessly transitioned into the world of real estate, following in the footsteps of his family’s property management legacy. As he delved deeper into the industry, he decided to expand his horizons and become an agent, working with a diverse clientele of sellers, buyers, and developers. “I joined a small boutique firm, where I ranked as a top producing agent for several years before becoming a senior manager,” he explains. Jeff’s leadership and expertise were instrumental in building a group of 50 successful agents, earning them the title of the firm’s number one team for two consecutive years. But his passion for directly serving clients as a REALTOR® remained strong, prompting him to leave the managerial role behind and return to helping buyers and sellers one on one. With unwavering determination, he joined Compass, where he continues to thrive as a real estate broker, making waves in the industry and delivering exceptional results for his clients.

Today Jeff is part of a team led by himself and two other agents called Belisario Cruz Reyn. “We joined forces to create a mega team, covering various cities in the greater New York City area, based out of the Compass office in South Brooklyn,” he explains. Much of Jeff’s business derives from repeat clients and referrals, as he goes above and beyond to achieve their goals. He’s developed a strong reputation for delivering the best service, offering unparalleled advice, support, and guidance.

“At the end of the day, it’s all about customer satisfaction,” Jeff says. “So they’re happy with the results we bring to them, whether they’re buying or selling. We also make sure to stay in touch after the transaction by following up with them by email, sending gifts, and updating them on current market trends.”

Jeff’s innovative approach to marketing properties has evolved with the times, embracing the power of social media to showcase his listings. He uploads engaging Top Agent Magazine

video content and shares it on platforms such as Instagram and Facebook. “We have a very large following on these sites, so we are always posting new videos,” he explains. From detailed walkthroughs of neighborhoods and properties to behindthe-scenes glimpses of team bonding and training sessions, Jeff knows the importance of captivating an audience.

Community plays an important role in Jeff’s life. He is involved with his local synagogue and is part of his neighborhood’s association in Manhattan Beach. His team also hosts various events throughout the year, especially in the summer, to bring the community together. “We’ll give away free shirts and gifts, it’s a great way to build connections,” he explains.

Jeff envisions a bright future for himself and his team, with ambitious plans for expansion and growth. His goal is to double the current team of 25 agents to 50 top producers, all of whom will exemplify excellence in the real estate field. Beyond New York, Jeff is considering the possibility of opening an office in Florida, highlighting his commitment to taking his team’s success to new heights and exploring fresh opportunities.

Contact Jeff Reyngach at 917-533-8540, email jeffreyngach@compass.com, or visit his Facebook, Instagram, or LinkedIn https://www.instagram.com/jeffreyngach/

https://www.facebook.com/profile.php?id=100054237020973

https://www.linkedin.com/in/jeffreyngach/

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JOHN TAYLOR Drawn to the world of real estate by family ties and friendships, John Taylor embarked on a journey that has now spanned over three decades, solidifying his status as a seasoned professional in the industry. Following in his mother’s footsteps after graduating from the University of Oregon, he dove headfirst into the business, eventually establishing a small, family-run team called Team Taylor that includes his mother June Taylor, his son’s mother Kristina Bullock, and a dedicated transaction coordinator. Focusing their efforts on the Portland metro area, particularly the east side of the river, John and his team have become synonymous with exceptional service and expertise in their region. Their commitment to forging lasting connections with clients is evident in their impressive 75% repeat and referral rate, proving that their family-centric approach resonates with those they serve. In a world where genuine connection and care can sometimes feel elusive, John’s family-operated team stands out as a refreshing example of how intergenerational knowledge, combined with a personal touch, can create a lasting impact in the real estate industry.

John’s success as a REALTOR® stems from his unwavering commitment to providing personalized, top-notch service to clients of all price ranges. This approach has fostered strong relationships with buyers and sellers, many of whom ultimately become his friends, emphasizing the value John places on creating genuine connections. “We make sure we provide an outstanding experience to every client,” he explains.

A distinguishing factor that sets John’s team apart from their peers is the wealth of experience each member brings to the table, with each agent boasting decades of industry knowledge. This unparalleled expertise ensures that clients are always in capable hands.

To maintain long-lasting connections with past clients, John and his team implement a comprehensive communication strategy that includes regular email updates, text messages, phone calls, and postcards.

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“All our past clients go in our database and we make sure to stay in touch through various methods,” he explains. This consistent engagement with clients not only demonstrates the team’s dedication to their relationships but also reinforces their reputation as caring, attentive real estate professionals.

After working together, buyers and sellers leave 5-star reviews about their time with the Team Taylor. One recently said, “My wife and I were first time home buyers with borderline credit to buy a house, John’s team helped us out greatly and was more than willing to show us houses in our area and even some that were out of town that we were interested in. We were helped and guided through the whole process, and given recommendations for specific people to come and do the inspections. To shorten this up I would definitely recommend Team Taylor to anyone I knew that wanted to buy a house.”

As time goes on, John’s passion for his career never wavers. He loves what he does and can’t imagine himself doing anything else. “My future plans include continuing to build our business and provide hands-on service. I love helping people, it’s very satisfying to see them achieve their goals.”

For more information about John Taylor, please call 971-409-7962 email john@taylorgrouprealty.com, or visit Facebook, Instagram and LinkedIn Top Agent Magazine

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

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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 58

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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JULIE GREENWELL From an illustrious career in the oil and gas industry to ruling the waves of the real estate market, Julie Greenwell is a force to be reckoned with. With an impressive 25-year tenure at the American Bureau of Shipping, Julie eventually transitioned into project management of offshore facilities in the Gulf of Mexico. After retiring in 2016, she left her Houston home behind and embraced the idyllic island life in Galveston, where she pursued her dream of becoming a REALTOR®. Julie’s extensive list of designations, including ABR, RENE, SRS, RSPS, CLHMS, and CTA, reflects her unwavering dedication to the industry. Her impact is further demonstrated through her leadership roles in various organizations, such as the Galveston Association of REALTORS® and the Sea Isle Property Owner Association. Inspired by her own agent’s suggestion, Julie entered the real estate world with a client-first mentality, drawing upon her long-standing background in customer service. As she navigated the sale of her Houston property and transitioned to Galveston, Julie’s affinity for real estate blossomed into a thriving new career.

Julie’s dedication to her clients is the secret to her resounding success as an agent. With an astonishing 99% repeat and referral business rate, she goes the extra mile to ensure her clients are well-informed and satisfied. By consistently sending out flyers, keeping buyers updated on new listings, and inviting them to rate her services, Julie fosters a strong connection with each person she serves. Her passion for island life allows her to cater to those seeking investment properties, permanent residences, or second homes in the area. As a skilled negotiator with 24/7 availability, Julie’s commitment to exceptional client service is evident in her marketing techniques and client-centric approach. “I love people,” she says. “I love challenges, and I love to learn. I believe strongly that it is not only my duty to represent my clients

to the best of my ability, but also to educate them through every step of the process.”

This guiding philosophy empowers Julie to provide her clients with top-notch information and market insights, ensuring they can make the best decisions possible when purchasing their dream properties.

She adopts a variety of innovative marketing strategies to showcase her listings in the best possible light. By taking advantage of both local and regional publications, she ensures every property is receiving as many views as possible. “I place my listings in the Galveston Daily News,” she explains. “As well as the Coast Magazine in Galveston, and Houston Haven.” Her marketing approach extends to land sales, with Julie making sure to feature available lots in the Land Magazine. This comprehensive and tailored strategy demonstrates Julie’s commitment to providing her clients with a well-rounded marketing plan, resulting in greater visibility and potential interest in their properties.

An active member of her community, Julie makes time to give back. She is involved with numerous organizations, such as the Galveston Historical Foundation, Turtle Island Restoration Network’s nesting patrol, Sea Isle Planters Bunch, and Krewe of Gambrinus as float captain. Her dedication to giving back extends to her role as a volunteer at the Galveston Humane Society, fostering animals awaiting adoption, and supporting the Wounded Warrior Project® and Shriner’s Hospital for Children®.

In her downtime, Julie embraces the natural beauty of Galveston Island by running, kayaking, or simply strolling along its picturesque beaches.

As time goes on, Julie plans to continue growing and helping more people with their real estate dreams. “I just want to keep putting smiles on people’s faces. That’s what makes me happy.”

For more about Julie Greenwell, call 281-622-1344 or email julie@sandnsea.com Top Agent Magazine

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KELLY BOSSMAN Combining personalized service with a knack for problem-solving, Kelly Bossman truly stands out in real estate. Since getting her start in the business in 2006, Kelly has helped a multitude of clients achieve their real estate goals with comfort and ease.

Kelly recently started her own firm, Bossman Real Estate, serving Raleigh, North Carolina and the surrounding cities. “I grew up here in Raleigh and have lived here my whole life,” Kelly says. “It’s rare that you meet somebody who can say that!” Kelly’s deep knowledge of her area proves a valuable asset to clients, whether they are from the area or relocating from out of state. Kelly’s oldest daughter Karli Bossman got her real estate license in 2021, and the two have joined forces to work as a team. Karli designed the new logo and signs for Bossman Real Estate. The eye-catching signs are hot pink and really stand out! The team’s slogan Buy, Sell and Invest Like a Boss says it all.

connections become long-lasting relationships for Kelly, leading to referrals down the line.

When it comes to marketing her listings, Kelly uses a comprehensive approach to ensure maximum exposure. That includes investing heavily in ads on social media, as well as video reels for homes, virtual tours, and drone photography to showcase what makes a given home unique. The results speak for themselves: last year Kelly was proud to have sold 40 homes on her own as a solo agent.

Looking toward the future, Kelly says, “I would like to hire some other agents, while still staying a small, close-knit company. I want to keep it an intimate environment where everyone provides great service.” Above all, Kelly says, “My favorite part of real estate is the challenge of finding what someone is looking for. I love a challenge! The harder it is to find what a client is looking for, the more I enjoy it.”

A solid third of Kelly’s business comes from repeat and referral clients, a testament to the trust and confidence she inspires. “It took a lot of years to get to where I am, with repeat clients and a solid sphere that is a source of deals all the time,” Kelly says. It’s easy to see what keeps clients coming back. “I like to provide excellent service,” Kelly explains. “My goal is that my clients are not only very happy with me, but they spread the word.”

Kelly’s accessibility to her clients is high on the list of positive traits people single out in their many 5-star reviews. “I answer calls late at night and on weekends,” Kelly says. “I really become friends with my clients. Sometimes when the deal is over it even feels like I’ve lost a friend, because it’s strange that all of a sudden we’re not talking every day anymore!” These 60

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Contact Kelly Bossman at 919-601-2017, email kellybossman@gmail.com, or visit facebook.com/kellybossmanrealtor and see her Zillow reviews at zillow.com/profile/user3940056 www.

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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KRISTINA READ Kristina Read of Scottsdale, Arizona, grounds her successful real estate practices in a business philosophy that emphasizes interdependence, community involvement, and a heartfelt passion for helping everyday families find the home of their dreams. “Even after all of these years, I still love to be in the room to see the look on people’s faces – when people look at each other and say, ‘This is it. This is the one.’ It’s a contagious feeling, and I love being a part of those special moments.”

Despite her steady success over the years, Kristina remembers entering the industry in a time of tumultuous upheaval. “I got licensed at the tail end of 2006,” she recalls. “I joined Coldwell Banker, took their training programs and hit the ground running. It was a tough time to be a new licensee, but as the agency was shifting and falling apart around me, I was able to join up with a phenomenal agent: Katina Samaras. My story just isn’t complete without her – if it weren’t for her, I wouldn’t be where I am today.” Kristina spent two years “tucked under the wing” of Katina as an executive assistant, and with some tutelage and support, she grew into her present position alongside her former mentor and an additional colleague, Laura Joyner.

“I feel so blessed when I look at my entire real estate journey,” Kristina exudes. “I get to be on a team with these two powerhouse women, and I continue to learn things every single day with them. They’ve been such a huge support system for me over the years – soon it’s going to be time for me to return the favor!”

As Kristina prepares to grow alongside her business in 2023, she plans to rely on her tried-and-true approaches to investing, staging, and partnering with local businesses to help her serve Scottsdale, Paradise Valley, and Phoenix. “We have an outstanding team of partners and contractors in the area. Whether it’s moving, remodeling, painting, HVAC, plumbing; everything – and that’s before or after we leave the closing table.

We make sure our clients know we are always there to answer questions and help them solve any problem.”

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This penchant for unparalleled client satisfaction has helped the team build a book of business that is nearly 100% percent repeat and referral clients, and in the past two years, they have been recognized in the President’s Circle and International Diamond Society at Coldwell Banker.

Beyond her accolades with her broker, Kristina prides herself most on her dedication to sharing her prosperity with the rest of the community; particularly children who live in and around Scottsdale. “I love my three children more than anything in the world – I want to be out there helping any child that I can. Our family has a foundation and I sit on the board, so I personally look at the applications and meet every single donor recipient. We work with Hunkapi Farms, and they provide equine therapy for children with autism, soldiers, and first responders; we provide scholarships for children to get on stage at the Phoenix Theater over the summer; we support the Tempe Impact Foundation to make sure every child has food to eat over the weekends, especially Pleasantview Elementary with laptops during COVID, books, supplies, and air conditioning to help get through these challenging summers here in Arizona.”

To learn more about Kristina Read, email kristina.read@azmoves.com or call 480-529-6698.

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LAUREN RISLEY From the moment she was challenged to buy a house at 19 years old, Lauren Risley’s journey to becoming a real estate powerhouse began. It all started with a friend’s suggestion to purchase a home instead of renting an overpriced apartment during college. After buying and renovating her first property, she was hooked, and a real estate maven was born.

For years, Lauren continued to buy, renovate, and live in homes, all while working in mergers and acquisitions. Though successful in her career, Lauren knew her heart belonged to real estate. Eight years ago, she took the plunge and started her own real estate business. Today, Lauren leads a team of eight agents and staff in St. Louis, handling around 220 deals per year, with a staggering 80% of her business coming from repeat and referral clients. A jack-of-all-trades, Lauren also rehabs properties for herself and clients, and owns rental properties. This ambitious real estate entrepreneur even has a TV show under her belt (HGTV’s Call the Closer), proving that passion and dedication can transform an unexpected opportunity into a thriving career.

Lauren’s unwavering commitment to providing the best service has helped her career skyrocket over the years. Genuinely wanting to help families and individuals, Lauren’s authentic and down-to-Earth demeanor results in long-lasting connections with her clients, many of whom have become her friends after closing a deal. One unique practice that distinguishes Lauren’s approach is her team’s commitment to working with two agents per client. “What this does is a couple of things,” Lauren explains. “One, if we’re in the process and you have a question, we make sure that someone is always available to answer it promptly. Two, if you

have an urgent need, like you want to see a home that was listed today, having two agents means someone will be there to help you.” Going the extra mile, Lauren’s team takes on renovation projects for clients, even when it’s not required as part of the deal. This all-encompassing approach to real estate has helped cement Lauren as a stand-out REALTOR® in a highly competitive market.

When it comes to marketing her listings, Lauren centers it around the individual needs of her clients, focusing on both their timelines and budget. A professional real estate photographer is employed to capture the best images of the property, and staging is done to enhance the visual appeal of the home. “It could be adding plants, artwork and/or taking personal items out,” she explains. In addition to staging, Lauren and her team offer a concierge-type service in which they schedule and coordinate various services such as contractors to get the house listing ready by patch holes in walls, painting, necessary repairs, updating curb appeal with landscaping, or deep cleaning. They have built and leverage their relationships with vendors to offer clients preferred pricing and quick turn around.

As for the future of her business, Lauren emphasizes the importance of maintaining a healthy and vibrant work culture, where every team member feels valued and appreciated. “My goal is that everyone on the team loves coming into work, feels appreciated, and important,” she says. While Lauren hopes to continue growing for years to come, she is eager to see what the future holds. Wherever her path leads, it’s clear her innovative approach and exceptional work ethic will continue to make a lasting impact in the world of real estate.

For more information about Lauren Risley, please call 314-775-0684 or email hello@laurenrisleyrealty.com

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

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

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 65

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

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

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

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

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 66

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

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

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

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

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MICA CALLAWAY Mica Callaway, of Atlanta, Georgia has built Relatable Realty & Co. on a bedrock of interpersonal transparency, professionally perfected sales techniques, and a dedication to ongoing education for herself and her community. “I love being able to relate to different people’s situations and needs – whether that is relocating, downsizing, upgrading – I just like being a part of their story. Hearing a client tell me that I was the only agent able to help them get to the finish line – that really makes it worthwhile.”

Prior to entering real estate, Mica enjoyed a career as a dental professional. “I was a top producer for a top pharmaceutical company,” she recalls, “and the honest truth is that I experienced a hardship in my company car by getting a DUI, and I pretty much lost everything I had and believe in being transparent with the world on why I can relate. Thankfully, one of my sorority sisters, Candle Lockett, introduced me to Mrs. Raynae Taylor of cutting-edge institute real estate school, and I managed to get enough cash together to enroll in her course and purchase her book.” After passing the exam and obtaining her temporary REALTORS® license, Mica began building her book of business in and around her hometown of Atlanta. “I used to take the train in Atlanta to go to showings around Hunter Hill, Vine City and English Ave areas in Atlanta – anything to make it happen until I got my driver’s license back.”

Today, in 2023, Mica is celebrated as a two-year Top Producer in the Atlanta REALTORS® Association, and she recently launched Relatable Realty & Co. to spread her hard-earned knowledge and prosperity to

up-and-coming agents in Georgia. “We just launched this past January, and two of my agents are going to their first closings this month,” she exudes. “I like to make the most of my experiences – both positive and negative – to help others succeed. I’m perfecting the wheel, using what I learned while working with Fortune 500 companies to train my agents so they can replicate that greatness and success.”

Mica’s life experiences and celebrated designations make her an easy person to learn from: she is a Certified Home Selling Advisor (CHSA) and Certified Home Buying Advisor (CHBA), and her business contains a “commercial division, a property management division coming soon, and of course traditional buying and selling. We’re also building a program for our mentees – I have one prospect who is a senior in high school right now, and there are a lot of young people interested in real estate as an alternative path to college.”

Beyond her recruiting efforts, Mica goes to great lengths to spread information about real estate with all of Atlanta and across the world as a top referral agent. She recently participated in the Atlanta Black Expo as an exhibitor, and just last week, she attended the Coretta Scott King Career Day for Black History Month to speak to middle schoolers about homeownership. “I also have partnered with Dr. Walter Young – I used to work with him in dentistry before he retired – and we are able to host workshops at the Andrew & Walter Young Family YMCA to bring homeownership information to first time home buyers and new generations. We try to be everywhere in Atlanta all at once

To learn more about Mica Callaway, visit relatablerealty.co, email hello@relatablerealty.co, or call 404.437.1249 www.

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NANCY WARFIELD Nancy Warfield knew early on that she would flourish in real estate. “When I was 15 years old, someone told me I’d make a great REALTOR®,” she explains. At age 30, she decided to finally pursue this path, and hasn’t regretted it for a moment since. Leaving behind a job at an airline, she bravely cashed out her 401k and dove headfirst into the industry, juggling motherhood and a demanding work schedule along the way.

Today, Nancy leads a dynamic team of four agents, consisting of herself, another full-time agent, and two part-time agents who handle a few transactions annually.

They cater to clients across a wide geographical area, including Hendricks, Morgan, Johnson, Marion, and Putnam Counties. With unwavering determination and a commitment to her clients, Nancy has established a successful career without ever looking back.

Nancy sets herself apart from others in the field by prioritizing customer service and consistent communication. “Do what you say is what I’ve always done,” she explains, which has led to a remarkable 92% repeat business rate. To stay in touch with her past clients, one of the things Nancy does is send out quarterly mailers, covering everything from seasonal reminders to football calendars and Christmas greetings.

When it comes to marketing her listings, Nancy has a comprehensive approach, leveraging platforms like Facebook, Instagram, Zillow, and Google. Her brokerage, FC Tucker, provides additional reach, as their global relocation network ensures her listings are visible worldwide. Embracing both new and traditional methods, she also sends out mailers to neighbors and hosts open houses, demonstrating her adaptability in a shifting market. “We’ve come back to hit the basics again,” she explains. “We are putting out flyers, hosting open houses, making phone calls, knocking on doors, and more.”

After working with Nancy, clients never hesitate to leave 5-star reviews about their time together. One recently 68

said, “I would HIGHLY recommend Nancy for all of your real estate needs! Nancy is super easygoing and down to earth which helps especially when the market is a bit crazy to deal with. She went WAY above and beyond to make our deal happen and we are forever grateful to her for the negotiating she did on our behalf. Her entire office is knowledgeable and helpful as well, which is a great benefit!”

Nancy loves where she lives, and is always looking for ways to give back. She has served on various boards, including the Finance Committee for four years.

Although she had to step back from these roles to focus on raising her children and through health challenges, she’s now eager to contribute again. “I’m getting more and more involved by just going to meetings and helping out on a couple of committees,” she shares. Additionally, Nancy and her team have sponsored community events like golf outings, further demonstrating her commitment to giving back.

Her future plans for her business involve finding a balance between providing exceptional service and maintaining a sustainable workload. She plans to continue giving her buyers and sellers a remarkable real estate experience, wherever her path leads. “Being able to see my clients happy and making their dreams come true is what I love most about what I do.”

For more about Nancy Warfield, call/text 317-409-0016 or email nancy@nancyrealestateteam.com Copyright Top Top Agent Agent Magazine Magazine

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 70

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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NICK MASTRANGELO Nick Mastrangelo of Orange, Connecticut, leverages over thirty years in the real estate industry to lead the Regional Properties Team at Coldwell Banker Realty. “I’m passionate about our work. I’m a real estate owner and investor myself, so I walk the talk. In a lot of ways, what I do for my clients is an extension of what I’m already doing for myself, so when I put on that hat to answer real life questions about given scenarios, it’s really helpful – especially for people who are just starting that journey. It was my calling when I first started out, and now I get to share what I’ve learned.”

Originally, Nick entered the industry at the age of twenty-one, and he revels in the experience of growing from upstart to team lead. “I had a couple of influential people early in my life” he recalls, “and they really inspired me to pursue this career. I remember the intimidation of living in a world of fixed costs and working in a field that is commission based, but with their support and mentorship I was able to thrive.” Nick began his career in a high volume office, and eventually the broker-owner of that branch became his business partner.

“I started out as an agent in one of our twenty-three offices, and I became the top agent for the company consistently for 10 years. Eventually I became a partner and broker, and we’ve been together ever since!”

Today in 2023, Nick manages an energetic team of six that services all of New Haven, Fairfield, Middlesex and Litchfield Counties. The Regional Properties Team is a dynamic mix of seasoned and newly licensed agents, and they boast a book of business that is seventy-five percent repeat and referral clients, which bolsters their recent annual volume averaging $33.3 million spread across fifty-one units. Nick

attributes his consistent success to his ability to hone in on the minutiae of every transaction: his testimonials praise his capacity to individualize his approach to effectively communicate every step of the way. “I let clients know from the start that they’re going to see a lot more work on the front end, so that I can tailor my methods to the exact property, mortgage, or buyer.

This diligence has helped me succeed assisting first time home buyers, especially when they know what to expect, then it’s easier to guide them through the process.”

In addition to his highly specialized strategies, Nick’s experience working in high volume real estate helps him navigate his team through oscillating markets. “I developed an ancillary department for myself and my firm focusing on REO business,” he expands. “Being able to navigate the market cycles is all about quality control for corporate clients. Your listing flow depends on your quality control, and I’ve developed some very keen senses for financing and working around obstacles. As a result, I’m blessed to say that my ability to follow through and deliver on my promises is all but guaranteed.”

With his position cemented in the industry, Nick is excited to guide his clients, colleagues, and children (both of whom are licensed REALTORS® themselves) along their personal real estate journeys.

“I’m grateful that I was recently able to help the children of my past clients – it’s really exciting to see the next generation get involved. We’re poised to succeed no matter what the economy does next. I’m working on my personal growth, staying healthy and keeping life balanced, while staying laser focused on continuing my service for my clients.”

To learn more about Nick Mastrangelo, visit NickMastrangelo.com, email Nick.Mastrangelo@CBMoves.com, or call 203-641-2100 www.

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SCOTT SELLECK lives easier, and help them through their current stage of life however I can.”

Scott Selleck of Fort Lee, New Jersey, is celebrating his thirtieth year as a REALTOR® by doubling down on systematic approaches to marketing, hometown expertise, and client satisfaction. “I used to cover a much bigger area, but the best thing you can do today is become a local expert. People can get information so easily on the web now, so you have to really differentiate yourself. Being able to put a deal together is just the baseline – giving them a strategic advantage as a local market expert sets me apart.”

After graduating from Rider University with a BS in Business Administration, Scott enjoyed a successful career as a commercial REALTOR®. “I sort of did things backwards,” he recalls. “I originally got my license to rent apartments for part time income, then joined a management company in Hudson County where I convinced the owners to let me try to sell apartment buildings with them. I sold over eighteen multi-family buildings in five years, and then I made the switch.” After working with RE/MAX and running his own business for seven years, Scott transitioned to Keller Williams City Views Realty, where his career as a broker, sales associate, and partner has been thoroughly decorated. His designations and awards have recently been celebrated with a five year run in the Circle of Excellence, starting at the Gold Level in 2015 and culminating at the Platinum Level in 2021 and 2022. Scott attributes the bulk of his success to a tried-and-true approach to business, centered on “honesty, integrity, and always putting the client first so I can look out for their interests. I want to make their

Scott recognizes that these ingredients constitute the bedrock of his enterprise, and he has thrived in the virtual era by adapting and growing his digital footprint. “I’m part nerd, part techy, and part salesperson,” he exudes. “You kind of have to be these days. I’ve got close to 15,000 people following me on social media, and a private database of over 17,000. I have a unique value proposition because of my reach, and my connections to the Keller Williams Bergen County partners lets me work with all of the top REALTORS® in our area, plus plenty of international work.” In addition to digital networking, Scott also employs a virtual assistant to help him connect Zillow, Realtor.com, and Facebook with his listing specific websites that integrate professional photography and videography. Scott’s combination of physical and digital diligence helped him close a successful 2022 with over $20 million in volume spread across fifty-one units.

With his position cemented in the industry, Scott is excited to bring his prosperity to the luxury market and the greater community in Fort Lee. “I just love getting to know people and taking care of them. I’m the president of the Leonia Lions Club, and I’ve sponsored three children from Children’s International for the past twenty years – my own girls are twenty-three, twenty-one, and seventeen, and that’s the most gratifying thing. I think the ‘2023 version’ of me is the continuation and accumulation of everything I already do on a clean, fresh website!”

To learn more about Scott Selleck, email SLSelleck@gmail.com, call 201-970-3960 or visit SelleckSellsNJ.com, LinkedIn: linkedin.com/in/scottselleck, Facebook: facebook.com/sselleck, Instagram: instagram.com/sselleck, Twitter: twitter.com/PortImperialRE www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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SHEILA DAVIS A resident of Lake Lanier for over 29 years, Sheila Davis has always possessed an entrepreneurial spirit. Prior to her current status as a leading agent in the area, she served as an executive and buyer for Macy’s Department Stores in Atlanta. After relocating to Lake Lanier with her husband, a prominent builder of luxury homes on the waterfront, she would pursue her real estate license to help facilitate his transactions. Inspired by these experiences, she then decided to launch her career as a full-time agent, quickly finding her niche in the market. In the years since, she has gone on to author an accomplished career as a REALTOR® and now manages the top producing team on the lake.

her buyers, drawing from her acute knowledge of the region to uncover the right investment for their best interests. In fact, she enjoys keeping in touch long after the deals are done to make sure her clients are satisfied in their new homes. With her team having recorded $83 million in volume in 2021 and $67 million in 2022, she remains focused on the core values that set her apart. “Our business isn’t just about buying or selling houses,” she says. “It’s about sharing our area and lifestyle. Our team lives on the lake. We work and play on the lake.

Most of all, we’re here to guide our clients throughout the entire process, answer any questions they may have, and welcome them into our community.”

Today, Sheila is the Lead Agent for the Sheila Davis Group, powered by The Norton Agency, where she assists clients throughout the communities of Lake Lanier. A Certified Lake Lanier Specialist with over 22 years of experience, she has cultivated a boutique process to meet the needs of any buyer or seller.

On top of joining her team to participate in numerous charitable causes throughout the year, Sheila is a Signature Sponsor and former board member of the Lake Lanier Association, where she contributes to local events and marina cleanups. When she’s not with clients or giving back, she can be found spending time with her husband or relaxing on the water—enjoying all the delightful activities the lake has to offer.

As an early adopter to local market trends, Sheila takes a comprehensive strategy when listing a property. Starting out, she helps her clients prepare their home to sell, supplying them with a suite of professional photography and staging services. From there, she broadcasts their listings to a highly targeted blend of digital and social media campaigns. Along the way, though, she leverages proven outlets like viral videos on social media to give her clients an added advantage, ensuring a seamless transaction throughout.

Elsewhere, Sheila is just as dedicated when assisting

As her volume maintains its steady growth, Sheila intends on expanding her team while deepening her work within the community. In the meantime, she looks forward to all the new clients that await. “We believe that as long as we continue to do our best for our clients, our business will thrive,” she says. “Because we live in such a close knit community, it’s so fun to build those lasting relationships and help our buyers and sellers realize their goals. After all, when you truly love what you do, it never feels like work.”

To learn more about Sheila Davis, email sdavis@gonorton.com, visit sheiladavisco.com or call (770) 235-6907. www.

Facebook: facebook.com/LakeLaniersFinest Instagram: instagram.com/sheiladavislakelanier Twitter: twitter.com/housesonlanier www.

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SHEYLA WRIGHT For Sheyla Wright, a career in real estate means open and honest communication with her clients, guiding them through every step of the buying and selling process. Sheyla brings extensive experience with her, having started out as a leasing agent for a multi-family community in 2011. She soon moved up to portfolio manager and then leasing coordinator for single-family residential before joining a team as a transaction coordinator.

Sheyla got her license in 2019, and ever since then, she has been providing personalized service to help clients achieve their real estate goals.

As Team Lead at Virtual Properties Realty, Sheyla has two licensed agents and one unlicensed assistant working with her to serve Gwinnett County in north Georgia. An impressive 40% of Sheyla’s business comes from repeat and referral clients, a feat that demonstrates the high level of service and client satisfaction she provides. “I have a lot of people who bought their first home with me, and now they are coming back to buy secondary properties or investment properties,” Sheyla explains. Among the many characteristics that draw clients to work with Sheyla, she is bilingual and can serve her clients in both Spanish and English, ensuring quality communication.

Sheyla stays in touch with her clients long after the closing, ensuring that those relationships stay strong and she remains front-of-mind with clients. She follows up via note cards on holidays and important dates, as well as emails and text messages. When it comes to marketing her listings, Sheyla uses a comprehensive approach to ensure optimum exposure on both the MLS and FMLS, as well as promoting extensively across social media platforms. The results 76

speak for themselves: Sheyla typically handles 25-50 properties in sales volume each year.

Giving back to her community is important, Sheyla says. “I am involved with the Hispanic Gwinnett Chamber of Commerce, taking classes, networking, and helping my peers where I can.” When she is not working, Sheyla says, “I love camping, traveling, and just relaxing because this career can be demanding!”

Looking toward the future, Sheyla says, “I’m planning to grow and help more families to achieve homeownership. I would like to maybe grow the team and lead younger ladies who want to get into real estate. I am also planning to expand to Tennessee and Florida.” Sheyla is already licensed in Tennessee and working on her Florida license. More than anything, Sheyla loves helping her clients. “Real estate is a very rewarding career,” she says. “I love to see my clients happy and increasing their wealth.”

Contact Sheyla Wright at 678-933-7386, email sheylawrightrealtor@gmail.com or visit her online at showingnew.com/sheylawright www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

Top Agent Magazine

TODD FEDIE Licensed in the spring of 2016, REALTOR® Todd Fedie has become an expert in guiding people through the stressful process of buying real estate in the metro Detroit, Michigan area. After five successful years of doing real estate, he broke off from his previous brokerage to start his own team, The Fedie Group at Keller Williams Realty Livingston.

Not only have they been honored with the #1 Small Team award for the entire brokerage in 2022, but business has been on a steady incline the past few years. As he looks to 2023, Todd has set a goal to reach $26 million in sales with the help of his team.

At this point in his career, the majority of Todd’s business comes to him from referrals who put care and trust into The Fedie Group. He prioritizes forming strong relationships with clients and is always around to answer questions and give advice. Through a combination of social media and in-person marketing events, he makes sure that his services are well regarded throughout the community. Keeping in touch and celebrating his clients’ successes comes second nature to Todd, who hosts appreciation events, handwrites birthday cards, and sends gifts for graduations and anniversaries.

Todd is very involved with local affairs and frequently gives back to non-profit organizations. He is a gala partner and mentor for Reaching Higher, which is a leadership program for high school students. He’s also a partner and sponsor for the Amber Reineck House, which is a non-profit devoted to supporting women impacted by substance use disorder in Livingston County. “I have a servant’s heart and want to help in any way that I can — whether through Top Agent Magazine

real estate or in my own backyard,” he explains.

In his spare time, you’ll either find Todd cooking in his kitchen, spending time with his family and dogs, or traveling. He owns a lake cottage that is currently used as a short-term vacation rental and enjoys going there to unplug on the weekends.

As he looks to the future, Todd plans to keep building his team — “We will always be small, but mighty,” he says. “The important thing is that we understand how to adapt during these shifting markets in a way that benefits our clients.” Right now, Todd manages four agents, but he is looking to grow with more hardworking agents who know the area as well as he does and treat clients with the same high level of respect. “There is nothing more rewarding than helping first-time homebuyers and showing people how to build generational wealth through real estate.”

For more about Todd, call 517-304-3706, email todd@thefediegroup.com, or visit thefediegroup.com www.

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