NATIONWIDE & INTERNATIONAL 5-15-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

ANA ALGARIN AMANDA FOLKESTAD ANDREA YAKOBE ANGELA VANHOUTEN AUGIE ARELLANO BRYAN LIPCHITZ CATHY MULDOON CELESTE MCIVOR DAWN MARIE BUTTREY DEXTER MARION GABBY HANNA GINA FARUGGIO

GRACE GLYNN HEATHER WALTHERS JANET MASS JUAN MORA JULIA TORSIELLO

Welcome Home:

MARGO BOHLIN NELSON TAYLOR

WORKING WITH RELOCATORS IN TRANSITION

NICOLE POWELL PETRA QUINN STACY DIXON TISHA WERNERSBACH

FEATURED LENDER

JOE LAPOLLA

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS COVER STORY

TOM SKEPETARIS & REBECCA MITSUI

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

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

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

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

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

Have a contractor who can get a head-start on home projects while clients make the move?

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

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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TOM SKEPETARIS & REBECCA MITSUI

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TO M SKE PETARIS & REBECCA MITSU I Tom and Rebecca lead an elite team at Alchemy Real Estate serving clients throughout the Puget Sound region.

They have authored an accomplished career, becoming the #1 listing duo in King County, based on homes sold.

Seattle locals turned leading agents in the King County market, Tom Skepetaris and Rebecca Mitsui have always been drawn to real estate.

A stay-at-home mom for 10 years, Rebecca would set forth in the industry 8

in 2001, starting out in “resale” properties and later finding her niche in new construction. Along the way, she would meet Tom, himself a top producer and the two decided to team up.

In the years since, they have authored Top Agent Magazine

an accomplished career, becoming the #1 listing duo in King County, based on homes sold.

Today, Tom and Rebecca lead an elite team at Alchemy Real Estate serving clients throughout the Puget Sound region. Having personally been at the helm of 2,950+ real estate sales across their careers, the duo has become the go-to team for builders and existing

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home sellers in the City of Seattle, having cultivated and perfected their formula, “The Science of Real Estate”.

Alchemy’s definition is “a seemingly magical process of transformation and creation”, principles they utilize to help their clients transform their biggest asset into “gold”.

Drawing from Rebecca’s previous experience running her own home

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staging business, this dynamic duo ensure their sellers home shines above the rest, providing their listings with a suite of professional photography and videography services. Along the way, Tom and Rebecca utilize their extensive network of buyers within the community to give clients an added advantage.

Elsewhere, Tom and Rebecca are just

as attentive when assisting their buyers, thoughtfully guiding them to the right investment for their best interests. Over the years, they have earned a fantastic reputation throughout the industry, as evidenced by their strong rate of repeat clients and referrals. With this duo now ranked as the #1 listing broker duo in all of King County in terms of homes sold, the two remain focused on the core values

“We have an elite staff,” Rebecca says. “With systems that are solid and proven, our team performs like a well-oiled machine. Because of that, our customers know they can come to us for the same quality of service—every time.”

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that set them apart. “Rebecca and I believe in providing our clients with hands-on customer service throughout the transaction,” Tom says. “Whether you’re looking in the $500,000 or $5 million price range, you’ve got me in the car showing you the best options available. We’ll never pass your needs on to an assistant.”

Inspired by Alchemy’s tagline “The Science of Real Estate”, Tom and Rebecca also take a data-driven approach, analyzing the latest trends to keep clients on the cutting edge. “We Top Agent Magazine

have an elite staff,” Rebecca says.

“With systems that are solid and proven, our team performs like a well-oiled machine. Because of that, our customers know they can come to us for the same quality of service—every time.”

Outside of real estate, Tom and Rebecca are dedicated to their community. In honor of her grandfather, who first sparked her interest in real estate, Rebecca enjoys hosting fundraising efforts for local senior centers throughout the year. The two are just as committed to their industry, 11

“Rebecca and I believe in providing our clients with hands-on customer service throughout the transaction,” Tom says. “We’ll never pass your needs on to an assistant.” co-hosting Street Talk for NW News Radio-AM 1000, Seattle’s #1 weekend talk radio show airing on Sundays from 9-11AM, where they field listener questions on the local market.

As their volume maintains its steady

growth, Tom and Rebecca intend on expanding their reach, while scaling their unique approach. In the meantime, though, they look forward to discovering all the “gold” that awaits in King County and beyond.

To learn more about Tom Skepetaris & Rebecca Mitsui email tomandrebecca@alchemyre.com, visit TomandRebecca.com, alchemyrealestate.com or call (206) 935-6262 www.

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Is Finding A Niche Market Right for You?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Are you already serving a niche?

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

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

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

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

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ANA ALGARIN Top Agent Magazine

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ANA ALGARIN

From a very young age, Ana Algarin developed a passion for real estate. Her REALTOR® aunt used to bring Ana to listings and open houses, where she learned a lot about the business and saw how rewarding a career in real estate could be. In 2008, she got licensed as a REALTOR® before moving to Florida for 3 years and working with a broker who specialized in foreclosures.

When she moved back to her home state of California in late 2010, she worked for another broker in Carlsbad as an REO “foreclosure” manager. In 2012, after the foreclosure market died out, Ana became a full-time residential real estate agent. Today, she is in the process of building out a team at Fathom Realty Group, Inc. in San Diego and Riverside County. Representing home buyers and sellers throughout both areas, Ana has built a strong reputation for treating her clients like family. As a result, they come back to work with her year after year.

of real estate properties. “I love being able to mix it up from day to day while helping people at different stages of life,” she says. Most of Ana’s business comes to her via referrals or from past clients who have had a great experience. When a client decides to work with Ana, she makes sure that they have all the information they need about

Currently residing in Canyon Lake, Ana works in many different communities and sees all kinds 16

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the house as well as the neighborhood.

She then keeps in touch after a closing by doing quarterly check-ins and annual market analyses to update clients on the market fluctuations and changing home values.

Her signature statement is, “Making Your Dreams a Reality!” and that’s exactly what Ana does for all of her clients.

To spread the word about her listings, Ana focuses her attention on digital marketing strategies. She provides a full package which includes complementary staging to get the properties ready to show. Then, she organizes professional photos, a 3-D virtual tour so potential buyers can walk through the home virtually before they go in person, and drone photos of the house and the community. The property is then issued its very own website and QR codes with digital flyers.

It is really important to Ana to give back where she can. She supports Warfighter Made, a non-profit that provides aid to wounded military members and their families. Family is a top priority for Ana, who has three children. When she’s not working, she’s either spending time with them, taking her boat out on Canyon Lake or traveling.

As she looks to the future of her business, Ana plans to continue to grow by recruiting more agents to build out her team. She’s hoping that her eldest daughter, who is currently in the Marines will join her business once she gets out of the military. Until then, Ana will keep working to strengthen her legacy and reputation for being a reliable, caring, and intelligent real estate agent.

“My favorite part of my career is making my client’s dreams a reality.”

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To learn more about Ana Algarin, please call 760-208-3978, email ana@sd-realtor.com or visit anaalgarin.com www.

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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 Top Agent Magazine

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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TISHA WERNERSBACH

Brought up in Northern Colorado and having graduated high school in Fort Collins, Tisha Wernersbach has always been driven to help others. With her husband having served for 24 years in the Air Force, she had an opportunity to live all across the nation while raising their three children. After returning to Colorado with her family, Tisha was encouraged to pursue her real estate license by her REALTOR®, who noted her outgoing personality and passion for her community.

Inspired, Tisha would launch her career as an agent in 2015, quickly establishing a network of satisfied clients that spans her home state.

Today, she is a REALTOR® with C3 Real Estate Solutions, where she assists clients all throughout Northern Colorado, having cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Tisha takes a 20

comprehensive approach. Starting out, she helps her clients fully prepare their home for the market, providing them with a suite of professional measurement, staging, and photography services. From there, she broadcasts their listing to a highly targeted blend of digital and social media campaigns, extending their reach to an international network of prospective buyers while ensuring a seamless transaction throughout.

Elsewhere, Tisha is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. C3 Real Estate Solutions also offers outstanding resources that go well beyond single-family and attached homes, with the company sporting a terrific luxury division, as well as its farm and ranch division.

“For my first-time buyers and sellers, I sit down and explain the process so they understand Top Agent Magazine

how the transaction will go,” Tisha says. “I will even do this consultation with seasoned clients, because communication is the key to a successful transaction. After all, there’s nothing more rewarding than seeing a client achieve their homeownership goals.”

Now averaging $5 million in annual volume, Tisha remains dedicated to the lasting standards that set her apart. “Communication is crucial to me—both on my end and the client’s end. My clients are in charge; therefore, I like to educate them so they can make informed decisions throughout the home buying or selling process.”

Recalling her family’s Air Force background, Tisha is dedicated to her community. On top of supporting the local businesses in her town of Windsor, she is committed to various causes throughout the year, contributing toys to Santa Cops during the holiday season. When she’s not with clients or giving back, she can be found visiting the beach or spending quality time at home with her family.

As her volume maintains its steady growth, Tisha intends on scaling her penchant for client service throughout the region. In the meantime, though, she looks forward to all the new opportunities that await. “As I always tell my clients, there are no dumb questions,” she says. “There’s a lot of important information when it comes to buying and selling real estate. I want my clients to know that they should never hesitate to ask a question— even if they have to ask it over and over. My goal, first and foremost, is for my clients to understand the process to ensure the transaction goes as smoothly as possible.”

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To contact Tisha Wernersbach email tisha@c3-re.com, call (970) 631-7508 or visit: tisha.c3realestatesolutions.com, Facebook: TishaWernersbachC3 Linkedin: tisha-wernersbach-294b5588 www.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 22

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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AMANDA FOLKESTAD A fourth generation Oregonian with strong roots in the Portland area, Amanda Folkestad has always been passionate about helping others. Having spent her life in sales, she would first take an interest in real estate while seeking a new opportunity that complemented her outgoing personality, but better spoke to her entrepreneurial spirit. At the encouragement of a colleague in the industry, she decided to pursue her license and launch her career as an agent in 2007. In the years since, she has seen it all, later founding her own home staging company while establishing a network of satisfied clients that spans the state.

Today, Amanda is a REALTOR® with Realty Portland, where she assists clients throughout the Portland Metro Area. Combining her outstanding communication skills with her proven business acumen, she has cultivated a distinct process to meet the needs of any buyer or seller.

As a member of the Real Estate Staging Association, Amanda helps her clients fully prepare their home for the market, connecting them both to her staging company and a suite of professional photography and videography services. From there, she shares their listings via a highly targeted blend of digital and social media campaigns—all in the leadup to the standout open house showing. Along the way, she leverages cutting edge resources like Homesnap, digital floor plans, and video walkthroughs to give each client an added advantage.

Elsewhere, Amanda is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she enjoys keeping in touch long after the deals are done through checkins, coffee meetups, and even treats during the holiday

season. “Throughout my life, I’ve always enjoyed working with people,” she says.

“For me, there could be nothing more rewarding than helping a client find a place they can call their home—a place that fits their lifestyle, where they can feel comfortable and safe.”

Over the years, Amanda has earned a fantastic reputation throughout Oregon, with the vast majority of her volume coming from repeat clients and referrals. Having recorded $18 million in volume in 2022 alone, she remains dedicated to the core values that brought her to real estate in the first place. “I always work hard for my clients. That means coordinating everything from their staging to their inspections, contractor meetings, and repairs. Most importantly, I take the time to get to know them so I can identify exactly what they need.”

Outside of her real estate and home staging businesses, Amanda is dedicated to her community, serving on the Cascade Heights Public Charter School Board and volunteering at her children’s elementary school throughout the year. She is also an established comedienne and member of a popular local improv group, LoveJoy. A proud single mother of two, she can be found spending quality time with her children or enrolling in Barre, Spin, and Yoga classes when she’s not with clients or giving back.

As her volume maintains its steady growth, Amanda intends on scaling her vision of boutique service throughout the region. “I truly love what I do,” she says.

“Above all, I feel so fortunate to have built a career that allows me to support my children. Every day, I get to wake up excited about whatever opportunities await— especially for my buyers and sellers.”

To learn more about Amanda Folkestad, call (503) 805-2098, email amandafolkestad@gmail.com or visit housedressingpdx.com www.

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ANDREA YAKOBE Andrea Yakobe of Troy, Michigan, started in the real estate industry because of her passion for helping clients and her interest in architectural novelties. Now celebrating eight years in the industry, her knowledge and passion only continue to grow. “I just really like helping people. Learning about different preferences, and seeing what people ultimately do with a home once they move in – that’s my absolute favorite. Now that I’ve mastered the paperwork side of the business, I get to spend my time discovering houses and helping people find the best deals in the industry!”

Prior to entering the world of real estate, Andrea enjoyed a successful career as an educator. “I got my teaching degree, and I needed more flexibility in my life as my kids were getting older,” she recalls. “I started looking into real estate because I had always enjoyed houses.

I didn’t realize how involved it was, and I found so many opportunities to learn and grow.” Seven years later, Andrea signed on with Anthony Djon Luxury Real Estate as a solo agent, and she presently serves all areas within a one hour radius of Troy. “We do the whole tri-county area: Wayne, Oakland, Macomb, plus Washtenaw and Monroe. A lot of clients right now are big on Oakland – bigger lot sizes in general, but you still have plenty of townhouses close to the city for shopping and nightlife. We have a little bit of everything here.”

In the past year with Anthony Djon Luxury Real Estate, Andrea has found endless opportunities to leverage the robust digital footprint of her brokerage and collaborate with the eighty other agents housed in her office, which frees her up to focus on building interpersonal relationships. “We publicize everywhere – Realtor.com, Redfin, Zillow; you name it. It gives me a lot more time to contact past clients for home anniversaries, do drop offs during the holidays, or just call them to check in.” This combination of virtual marketing, interdepartmental 26

collectivism, and grassroots networking helps Andrea average nearly thirty annual transactions; all while still managing to care for her four children!

When she’s not growing her business or buried in a novel, Andrea spends her free time connecting with her community alongside her family. She regularly patronizes The Rusted Crow and the Filipo Marc Winery, where she purchases her customized closing gifts. “The Rusted Crow distills their own liquor, and they’re opening up a new location in Belleville.

I also like the FM Winery because I can make a label with a client’s house on it – that’s always a fun closing gift.” Andrea also heavily invests herself in local education, which gives her a chance to keep one foot in the world of teaching. “My kids have service projects through the school systems – that helps us stay involved, and gives us a chance to watch them play sports and be outdoors. I’m excited to grow with them, especially now that I’m more established at Anthony Djon – I’m on a team (Foxtrot) but can see myself building my own team in the near future.”

Contact Andrea Yakobe at 248-916-0297, email andrea@anthonydjon.com, or visit anthonydjon.com/team/andrea-yakobe www.

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The Daily Schedule

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

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

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

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

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

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

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

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

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

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

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

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

1.5 hours – Spend this time prospecting and appointment setting.

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

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

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

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

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

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ANGELA VANHOUTEN A longtime resident of Lake Martin, Angela VanHouten has always been drawn to real estate. Prior to becoming a top producer in her region, she would establish strong foundations in the business while acquiring and renovating properties alongside her husband, a licensed contractor in their community. Inspired by these experiences, she decided to launch her career as an agent in 2013, quickly establishing a network of satisfied clients that spans the lakefront.

Today, Angela is a REALTOR® with Lake Homes Realty of Central Alabama, where she specializes in the properties along Lake Martin and the surrounding areas. Recently featured on HGTV’s Lakefront Bargain Hunt, she has cultivated a boutique workflow to meet the needs of any transaction.

When listing a property, Angela takes a comprehensive approach. Starting out, she helps her clients fully prepare their home for the market, providing them with a suite of professional photography services. From there, she broadcasts their listing to multiple MLS systems— as well as her popular Lake Homes Realty website—to give each client a nationwide reach. She also utilizes trusted resources like standout open house showings and targeted social media campaigns to ensure a seamless transaction.

she remains focused on the leading standards that have set her apart. “I love being part of the process, whether I’m helping a client find their dream home or sell their property and start a new chapter of their lives,” she says. “When they look back on their transaction, I want them to remember it as a positive experience throughout.”

On top of supporting events for St. Jude Children’s Research Hospital, Angela is a regular contributor with local causes to aid those in need, such as Meals on Wheels or Circle of Love. When she’s not with clients or giving back, she can be found relaxing on the lake, cheering on the Auburn Tigers, or spending quality time with her husband, children, and grandchildren.

As her volume maintains its steady growth, Angela intends on scaling her penchant for client service further throughout the region. In the meantime, she looks forward to all the new opportunities that await. “I particularly enjoy working with first time home buyers,” she says. “These transactions are such an exciting time in their lives. After all, a home is not only one of your largest investments, but it’s also the place where you make your memories. For me, there could be nothing more rewarding than helping my clients along in that journey.”

Elsewhere, Angela is just as attentive when assisting her buyers, thoughtfully 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 provide ongoing service and make sure her clients are thriving in their new homes. More than anything, though, she enjoys welcoming newcomers to her scenic Lake Martin community—from its terrific fishing spots and beaches to its proximity to Auburn University.

Over the years, Angela has earned a fantastic reputation throughout Alabama, with the majority of her volume coming from repeat clients and referrals. Through it all, Top Agent Magazine

Contact Angela at (256) 596-0566, email angelavanhoutenrealtor@gmail.com or visit angelavanhouten.com www.

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AUGIE ARELLANO With hard work, integrity, superior service, and a passion for people, Luxury Real Estate Broker, Augie Arellano has built a strong reputation in the Chicagoland area for impeccable service and a thoughtful approach.

From the start of his career, Augie aligned himself with top-producing agents and fully immersed himself in the Chicago market. This deep dive into the field developed the drive and genuine passion for real estate that he has come to be known for. He is a creative and out-of-the-box thinker, and his approach is engaging and enthusiastic yet strategic and patient.

He believes his clients always make their best decisions when they have the best information. A part of Melissa Siegal Group with @properties Christie’s International, Augie works with a team of other highly talented brokers to make the home buying or selling process smooth and enjoyable for every client.

Primarily serving Chicago and the North Shore, Augie counts a majority of his business as coming from repeat clients and referrals. More than anything, they seek him out for the personalized attention he provides and his knowledge of the local market.

Level-headed and efficient, Augie knows when to have fun and when to negotiate for the best outcome.

“My clients trust me and many become friends after going through this process together,” he explains. “I don’t pressure them because it’s important that they find the perfect home that they will love living in for years to come.”

Augie has been highly successful with utilizing social media to promote listings. In fact, he now receives the majority of his business from Instagram and Facebook. Backed by the network and resources of 30

Melissa Siegal Group and @properties Christie’s International, his brokerage has its own marketing team who also assist with publicizing listings for the most exposure. “We use as many avenues as possible to get our client’s listings in front of any many people as possible,” says Augie.

Augie’s goal for the year is $12 million in volume as he was promoted to sales after being Melissa Siegal’s Director of Client Relations for three years. He is excited to continue to grow, realizing that there is no ceiling on the level of achievement one can have in this industry. As he continues to work alongside the like-minded people on his team as well as a diverse group of clients, there is no dull day in Augie’s life. “I wake up every day to the opportunity to meet people from different walks of life and help them achieve their real estate goals. I want to make their experience as positive and memorable as possible.”

From Chicago city living to North Shore Luxury, Augie has you covered! To learn more about Augie Arellano, call 312-995-0093, email augie@melissasiegal.com, or visit his website: augiearellano.com www.

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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 32

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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BRYAN LIPCHITZ Bryan Lipchitz of Dallas, Texas, combines his systematic communication strategies with a professionally honed penchant for client satisfaction to fuel his real estate enterprise. “I am super organized – I learned that early in life and it’s suited me well. On top of that I understand the importance of follow up and follow through. Whenever anyone involved has a question throughout the process I make sure they hear back from me quickly, and that they know that I care.”

volume of $10 million spread across forty transactions. Bryan readily attributes a large portion of his success to the strength of his brokerage and their collectivist approach. “Rogers himself has been a great mentor and a great friend. It’s been really fun to see how the brokerage has evolved in the past couple of years since I’ve joined – I’ve enjoyed being a part of it all. Everyone at the brokerage really supports each other, and we help one another organically grow the business and have fun with it.”

After graduating from the University of Texas in Austin with a Bachelor’s of Science, and becoming a member of the prestigious T- Association, Bryan enjoyed a twenty year career working in medical device sales and sales management. “I have an understanding of how to adapt to different clients,” he explains. “Years of working alongside doctors and physical therapists teaches you how to collaborate seamlessly to achieve the best outcome for all interested parties.” While in between companies, Bryan decided to satiate a lifelong curiosity and enrolled in a real estate course. “I just wanted to see what it was all about, so I signed up for a class and really enjoyed it.

The more I learned, the more I fell in love, and eventually became a licensed REALTOR®.”

With his position cemented in the industry, Bryan readily offers the insights he’s gleaned in real estate, combined with his past experiences in sales management, to up and coming agents at Rogers Healy. “I mentor new agents who come into the brokerage. They join me for a period of two to six months, so we form a short term team as a way to give them some support and exposure. It keeps me sharp, and it’s a way for me to give back to the group.”

In addition to supporting his colleagues, Bryan goes to great lengths to nurture his extended community by participating in his brokerage’s community service projects and supporting multiple programs at his son’s school. “I love watching my nine year old son Dean excel in school and learn new tricks on his electric unicycle. I’m all about spending time with him and my wife Rachel. We like going to new restaurants and seeing the Mavericks, Longhorns, Yankees and Cowboys play – spending time with them is what’s most important to me at the end of the day.”

Since becoming licensed four years ago, Bryan has serviced all of north Texas, specializing in the Dallas Fort-Worth area, as a solo agent for Rogers Healy and Associates Real Estate. He has steadily built a book of business that is over ninety percent repeat and referral clients, which bolsters an average annual

For more about Bryan, email BryanL@RogersHealy.com, call 214-769-9021 or visit bryanlipchitz.com.

Facebook: BryanLipchitz-Realtor facebook.com/BryanLipchitzrealtor Instagram: @bryintx instagram.com/bryintx or LinkedIn: Bryan Lipchitz linkedin.com/in/bryanlipchitz www.

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

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CATHY MULDOON Cathy Muldoon of Rancho Mirage, California, has built a successful real estate enterprise by combining the professional acumen of an executive recruiter with a heartfelt passion for helping clients achieve their goals, no matter the circumstances. “I love that my career is built on helping someone move in the direction they want to go. Real estate is not always easy, and sometimes selling a house can be due to unfortunate circumstances, but it’s all about getting people to that next step. Investing, upsizing or downsizing; everyone is on a different path, and I get to play an important role.”

Prior to entering the industry, Cathy enjoyed a twenty year career in the world of corporate headhunting.

“I was based in Minneapolis, which is very corporate heavy, and I was put on retainer by CEOs and HR departments to find the perfect fit for their positions,” she recalls. “I would have about 150 conversations and come back with three to five outstanding candidates. I’ve found that a lot of the matchmaking process translates quite well to real estate, and my talents as a negotiator at a high stakes table is a perfect fit for this line of work.”

After moving to the Coachella Valley in 2015, she pivoted her career and became a fully licensed REALTOR® in 2016. Cathy has averaged between $20 and $29 million in annual volume, fueled by a book of business that is over seventy-five percent repeat and referral clients. “My level of communication is really what sets me apart. I want everyone I work with to know that I’m here for them, and even if I don’t have an immediate answer or solution, they quickly learn that I will find one, and communicate every step of the way.” Her testimonials broadcast her constant communication and professional transparency, with a recent submission (from someone who grew up in the world of real estate) claiming, “When you work with Cathy, you will feel like the most important person on the planet.” Cathy has built a strong network of over 36

600 local agents as well as several hundred agents across the globe allowing her to assist clients with real estate needs outside of the Coachella Valley and serve as a source for buyers for her listings.

With her meteoric track record, it’s no surprise that Cathy has recently been appointed the Director of the Luxury Division for Equity Union in the Coachella Valley. “It’s a growing channel for us,” she exudes.

“And I think others foresee the same thing that I do: in the Palm Springs area, luxury will continue to grow and evolve. I look forward to being a part of that.”

As she grows into her new position alongside her burgeoning markets, Cathy is also excited to spread her prosperity to her local community. “This month Equity Union Palm Desert is supporting the Palm Springs Animal Shelter. I also support the Palm Springs Art Museum, the Palm Springs Opera Guild, The Living Desert, and OneFuture Coachella Valley which supports local students succeed through education and career support.”

To learn more about Cathy Muldoon please visit cmuldoon.com, email cathy@cmuldoon.com, or call 760.898.7290 www.

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 38

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

Seller’s Perspective: How powerful is cash?

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

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

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CELESTE McIVOR Dependable and driven by a passion for serving her clients.

Celeste McIvor loves making homeownership dreams come true. “Real estate has always been a passion of mine,” Celeste recalls what drove her into real estate, “The idea of homeownership has always been near and dear to my heart, having grown up in a family that always rented, I never knew what it was like to own a home.” Since day one of her real estate career Celeste has been dedicated to helping buyers and sellers achieve their real estate goals. “Whether it is a first time home buyer or a seasoned homeowner, homeownership is a big part of the American Dream and I love helping my clients live it to the fullest.”

With eXp Realty, Celeste works as a team with her husband. They serve the whole Phoenix area, specializing in the West Valley, including the cities of Surprise, Goodyear, Buckeye, and the Sun Cities. “This is such a great area,” Celeste says. “It’s growing daily over here.

There is building going on virtually everywhere you look. We have a booming market here on the west side.”

An impressive 90% of Celeste’s business comes from repeat and referral clients, a testament to the positive experiences she provides. “The time and attention that we put into each client sets us apart,” Celeste explains.

“We treat our clients like family and I think that makes all the difference. Our clients also appreciate the amount of communication that we give them. That is a priority for us, because having a clear understanding and full knowledge of what’s going on in the biggest purchase of your life is incredibly important. We teach our clients every step of the way so they can make educated decisions. We’re always there, ready and able to answer their questions and give them the knowledge they need in order to have the confidence to move forward in the way that is best for them.”

When it comes to marketing her listings, Celeste uses a comprehensive and varied approach to ensure optimum Top Agent Magazine

exposure. This includes flyers, social media blasts, websites, virtual tours, and even live videos of homes. “We also do a lot of open houses,” Celeste says. “Open houses are really important to get maximum exposure. It’s not unusual for us to do multiple open houses at a property.

We walk the neighborhood and knock on doors to let the neighbors know about the Open House so they can come as well! All these are different ways of doing our best for our clients, and we are always looking for new ways to get exposure for homes.”

Celeste’s exceptional service to her clients had resulted in her being named #3 in Maricopa County, #7 in the State of Arizona and #1 in the city of Surprise, Arizona

by RateMyAgent for client satisfaction and reviews.

In the near future, Celeste looks forward to the many seminars she and her husband will be holding to spread knowledge to the community about the possibilities for homeownership and how to get there. “I love working with first-time homebuyers, especially people who didn’t realize they could purchase a home,” Celeste says.

“Being of service to people and helping them reach their goals is truly rewarding in a way that is hard to explain, you have to experience it. I love helping my clients break out of renting and get into their own home. Seeing the joy on their faces when they hold their keys and walk in to their own home. The moment the realization sinks in that they did this themselves. It’s just amazing to share that experience with them.”

Contact Celeste at 480-349-2657, email celeste.mcivor@exprealty.com, or visit celestemcivor.exprealty.com https://

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DAWN MARIE BUTTREY After working for the Department of Justice in Washington, DC for fifteen years, REALTOR® and Broker Dawn Marie Buttrey left that high stress environment and walked into a real estate office in her new hometown in Montana to start a new path. Born and raised in Big Sky Country, she was returning home to her roots, which would soon inspire the name of her brokerage, Resolute Roots Realty. She earned her real estate license in 2019 and her broker’s license in 2021 in order to scale and shape her business. Today, Dawn Marie runs her thriving brokerage from an office in Sheridan and is currently expanding to a second office in Dillon.

Representing all of southwest Montana, but particularly Ruby Valley, Dawn Marie focuses on building authentic relationships with homebuyers and sellers to help them reach their real estate goals.

Well known throughout her small community, Dawn Marie often bumps into people who already have her business card in their pocket. She regularly receives referrals from past clients and considers most of the people she works with to be friends. “I’ve been so blessed by people in this community and my former clients. Getting to work with people over and over is a sign that I’m doing something right,” she says.

When it comes to marketing, Dawn Marie relies on high quality photography coupled with a wellrounded strategy to target media and digital outlets.

“The visuals are the first impression and they really matter, so I focus on getting that right,” she explains.

Her website is filled with glowing testimonials from clients who have had a great experience working with Dawn Marie. Phrases like “highly professional” “detail-oriented” and “excellent ethics” say it all to prospective clients curious about the service they will receive.

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In her spare time, Dawn Marie volunteers on the Fairgrounds Advisory Board, which is the organization responsible for caring for and improving the local county fairgrounds. Right now, they are working on different campaigns to raise funds to build a community event center. They also do historic preservation and are currently working to make some historic buildings more user-friendly so that they can be better appreciated. Additionally, Dawn Marie is very involved with her local church, particularly in leading the local missions committee.

As she looks to the future of her business, Dawn Marie is focused on expanding her offices by adding more agents to the team. As a highly achievementoriented person, she loves a new challenge and the opportunity to grow and progress over the years. At the core of her business, however, is a focus on providing a service of integrity and respect for her clients.

“Genuine kindness is how I became successful,” she says. “Be genuinely kind to people and it will pay you in dividends.”

To learn more about Dawn Marie Buttrey, call 406-600-4802, visit resoluteroots406.com or email resoluteroots406@gmail.com www.

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

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 42

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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DEXTER MARION As a child, Associate Broker and REALTOR® Dexter Marion used to ride around neighborhoods with his father to look at houses, creating memories that remained with him long into adulthood. This love of real estate as a child prompted Dexter to pursue a real estate brokerage career. Before he became a real estate broker, Dexter served 22 years in the Army as a paralegal. He also worked as a Financial Analyst and Compliance Manager in commercial real estate for 18 years. Presently, he focuses on serving clients who are buying and selling residential and commercial properties throughout the greater Metropolitan Atlanta area. With a projection of $7-8 million in sales this year, Dexter is poised to help many more families from all walks of life.

Dexter’s greatest strength is his love for and ability to connect with people. “There is nothing better than to put on a suit and go show nice houses to nice people,” he says. He has high standards for the properties he finds for his clients. His mantra is, “I only try to place clients in houses that I would personally live in. I’m going to put them in a great house that is good for them. I care about the purchase that they make.”

While he currently focuses on residential business, he is looking to expand into more commercial real estate in the upcoming years.

Using an organized CRM, Dexter keeps up with the status of past, current, and potential clients. “I approach it with the sense of urgency and readiness of the client to purchase,” he explains. “In this way, I can immediately focus on the clients who are presently ready to buy, and also stay connected to those clients who are going to purchase in the future.” To reach new clients and spread the word about his services, he posts on social media and platforms like Zillow.

levels. He is a Minister and actively supports his local church with marriage ministry and other endeavors. In his spare time, he plays sports and chess, reads, and loves socializing with family and friends at his house.

Dexter is pursuing his Certified Commercial Investment Member (CCIM) Designation, which will open up new possibilities for him in the commercial real estate space. In the next few months, he will start working on his Doctorate in Business Administration Degree (DBA) in Leadership. He will use this degree not only to grow as a broker, but to mentor people in society as well.

“I want to be led by the Lord to be a powerful change agent in the community who will enhance lives.”

He believes, “If I take care of people, my real estate business will take care of me.”

To learn more about Dexter Marion, please call 678-825-7940, or email dmarionagent@gmail.com.

Visit him at the brokerage website dextermarion.joestockdale.com or mariondexter.georgiamls.com www.

Dexter is very involved in his community on multiple Top Agent Magazine

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GABBY HANNA REALTOR® Gabby Hanna’s success over the years comes from her passion, creativity and willingness to go the extra mile. Before earning a real estate license in 2008, Gabby earned her B.A. at Barnard College and M.A. at Columbia University. She then worked in fashion, non-profit, real estate development, editorial, and consulting. Her full-time career as a REALTOR® began in New York City, where she resided for twenty years before moving to Provincetown, Massachusetts in 2003. Now, the Outer Cape is both her home and the place she most enjoys with its stunning coastline and thriving arts community.

Over the course of her career, Gabby has built a strong network of diverse contacts. Her real estate business is almost entirely referral-based and clients come to her because she is highly knowledgeable about the market and local landscape. “Provincetown is a destination spot with its beaches, culinary offerings, fine art, theatre and LGBTQ+ community,” she explains.

“Meeting people is what gets me going every day.

I care about my clients and listen to what they are looking for. They can typically find the best of everything here.”

wife and three Dobermans. She also loves to fish, read, travel, and cook and is a fan of Boston sports, especially the Red Sox and Patriots.

As an Accredited Buyer Representative (ABR), Resort and Second Home Property Specialist (RSPS), and luxury property specialist, quality is at the core of Gabby’s business. She’s received numerous awards throughout her career including the prestigious William Raveis Chairman’s Elite Club for the past three years.

Exercising flexibility and creativity, she keeps expanding her business in a controlled and organic way. “I can look at a home and see the possibilities, not just what is in front of me.”

Gabby’s sphere of influence extends online to her social media channels. She markets her listings on all the major real estate platforms like HomeSpotter and sends out a monthly digital newsletter to keep in touch regularly with clients. Her listings are frequently featured in local media and she has an ongoing contract with a Boston magazine.

Whether in New York City or Provincetown, Gabby has always been a strong advocate of the arts. She is currently the President of the Board of the Provincetown Film Society and is a Provincetown Theater Gold Sponsor. Additionally, she supports the Payomet Center for the Performing Arts and Center for Coastal Studies. Gabby spends the rest of her time with her 44

To learn more about Gabby Hanna, please call 917-696-8952, email Gabby.Hanna@raveis.com, or visit gabbyhanna.raveis.com www.

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 46

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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GINA FARRUGGIO Gina Farruggio of Newtown, Pennsylvania, combines her third-generation hometown familiarity with the professionally trained mind of a big city advertiser to thrive in the burgeoning real estate markets on both sides of the river. “I always do my best for each client –and I treat them the way I like to be treated: no-nonsense, honesty, straightforwardness. I give them as much information as I have available, and I don’t try to sugarcoat anything.”

As a Newtown native, Gina has witnessed firsthand the tremendous transformations that have taken place in the past several decades. “My grandparents owned and operated the Newtown theater for thirty-two years,” she recalls. “I started selling concessions with my Grandmom in 2nd grade while she sold the movie tickets in the box office. Then we would sit outside on the Theatre steps after the movie started and talk to the neighbors as they walked by–it was nice knowing everyone and being a part of the small community.

Newtown is not that small anymore; I’ve seen farms turn into neighborhoods and stores turn into shopping centers.” After receiving a degree in Advertising from WVU, Gina moved to New York City where she worked in public relations: first for Young & Rubicam, and later in Private Wealth Management for Goldman Sachs. “When I got married, I didn’t want my child spending twelve hours in daycare every day –I had to change directions. So, I picked up real estate and never looked back!”

Since that fateful decision twenty years ago, Gina has built a book of business that is presently over ninety percent repeat and referral clients, supporting an enterprise that has consistently averaged between $10 and

$20 million in annual volume. She services Pennsylvania and New Jersey as an agent with Keller Williams, and she operates in Bucks, Montgomery, and Hunterdon Counties. “I love building those relationships with each and every family I’ve worked with – over the course of a month or two, you’re in pretty constant contact, and so after the transaction is over it feels a little bit like a break up.

I get so excited to run into them at the grocery store, or meet up with clients for coffee – it’s fun to work with so many different people, and there’s always something new.”

Her deeply rooted interpersonal connections are supported by the digital efforts of Luxury Presence, which help her create single property websites for all of her listings to distribute to social media outlets.

With her position cemented in the industry, Gina is looking forward to the next iteration of growth for both herself and her geographic sphere. “I’d like to grow my Team with hardworking agents over the next five years and become more of an asset to my Sellers by providing outstanding Staging and Renovation Services through my extensive Network of contractors and design professionals. I have already built relationships with the right companies, and the returns have been outstanding – there’s still a lot to learn and plenty of room to grow.” She’s grateful that her career has allowed her to grow personally as well as professionally: when she’s not actively building her business, she revels in building her family! “My son is in college now, and I love to visit and maybe catch a football game; my daughter does competitive dance so we’re always traveling, watching her dance is pure joy. My husband and I are known to spoil our English Bulldog, Gus, who can be a troublemaker but also the life of the party.”

For more about Gina Farruggio, email gina@ginafarruggio.com, call 215-668-7471 or visit ginafarruggio.com, LinkedIn: linkedin.com/in/ginafarruggiorealestate, Instagram: instagram.com/ginasellsnewtown, Facebook: facebook.com/GinaSellsNewtown r www.

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GRACE GLYNN A 20 year resident of Massachusetts, Grace Glynn has always possessed an entrepreneurial spirit. Having grown up in China, she would later relocate to the United States and graduate from Harvard University with her degree in Economics. In 2013, she began to take an interest in real estate through her husband, who built a successful career renovating numerous multi-family homes and condos in the area. Inspired, she would pursue her license and launch her career as an agent in 2013, quickly establishing a network of satisfied clients that spans the state.

Today, Grace is a REALTOR® with William Raveis Real Estate, where she assists clients throughout all of Massachusetts. There, she has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Grace takes a proactive strategy. Starting out, she helps her clients fully prepare their home for the market, providing them with a suite of professional photography, videography, and staging services. Next, she broadcasts their listing to a highly targeted blend of digital and social media campaigns, as well as mailers to the surrounding communities. From start to finish, though, she believes in going above and beyond for her clients, leveraging the proven resources at William Revis and her own sphere of influence to ensure a seamless transaction throughout.

Elsewhere, Grace is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she keeps in touch long after the deals are done to make sure clients are thriving in their new homes and connect them with an extensive network of contractors and builders in the area.

Over the years, she has earned a fantastic reputation

throughout Massachusetts, with the near entirety of her volume coming from repeat clients and referrals. With her annual volume approaching $20 million per year, she remains committed to the unmatched standards and analytical mindset that set her apart.

Fluent in English and Mandarin Chinese, Grace truly sees real estate as a multicultural industry. “Having grown up in China, I’ve had a chance to develop relationships with clients from all over the world,” she says. “That’s part of what makes our business so rewarding: There’s always something new to learn and absorb.”

Outside her career, Grace is dedicated to her community and industry at a local, national, and international level. On top of serving on the Board of the Women’s Council of REALTORS®, she is a Greater Boston Real Estate Board Committee Member and member of the Asian Real Estate Association. Meanwhile, she is also in the Harvard Club of Boston, to go with many other nationwide organizations.

When she’s not with clients or giving back, Grace, an accomplished pianist with a passion for world culture, can be found practicing Chinese classical dance or spending quality time with her husband. Going forward, she has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on expanding her partnership with leading agents in the area, scaling her client base further throughout the region.

“At the end of the day, our business isn’t just about profit,” Grace says. “Rather, it’s about accumulating trust with your clientele and serving the interests of our community. For me, there could be nothing more rewarding.”

To learn more about Grace Glynn, email Grace.Glynn@raveis.com, visit Raveis.com/GraceGlynn or call (617) 721-4933 www.

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Top Agent Magazine

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. 49

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 50

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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HEATHER WALTHERS Before going into real estate, REALTOR® and broker Heather Walthers was studying to be a teacher. With four kids and another on the way, she realized that the 9 to 5 teacher lifestyle was never going to be a good fit if she wanted to raise her children. Instead, Heather decided to get licensed in real estate and start working part-time. It turned out to be the best decision she ever made, not only for her, but for her growing family.

Five years later, Heather is now working as a full-time agent and broker, consistently ranking as a top producer in her company since her first year in the business. Representing homebuyers and sellers in the southwest suburbs of Chicago, she has a strong referral network with around 90% of business coming to her directly. With every transaction, Heather hand-chooses the agents, lenders, home inspectors and attorneys she works with to ensure that all issues are solved before they reach the closing table. She’s brought on many new agents to her brokerage and enjoys the process of mentoring them and sharing what she has learned over the years.

Social media has been instrumental to Heather’s success and she considers it a skill that she is particularly good at. “When I first started, I used social media to target first-time homebuyers in my age group,” she explains. “I got a lot of new clients this way and it felt organic and true to where I was at the time.” While a lot of her business now comes from past clients and friends, Heather is still very responsive on social media and regularly posts on Instagram, Facebook, and Tiktok. Additionally, Heather’s team always uses professional photography for their listings. They also have the added bonus of an in-house graphic designer who creates their ads.

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Actively involved in her community, Heather has organized numerous coat and toy drives for nonprofits including MorningStar Mission. She loves attending networking events and has connected with many other locals both through work and outside of it.

In her spare time, Heather enjoys tubing, swimming, and traveling with her husband.

Selling between 20-30 homes per year, Heather has her hands full when it comes to her business. However, she’s looking to expand her reach this year by getting licensed in Wisconsin. If there’s one piece of advice she gives younger agents it is to commit to their new career. “Don’t let people discourage you from doing what you’re passionate about. Take the leap!”

Contact Heather Walthers at 815-540-9041, email heathersells4exit@gmail.com, or visit Homeswithheatherlynn.com www.

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JANET MASS A resident of Northern Michigan, Janet Mass has always been drawn to real estate.

She would first take an interest in the industry while serving in a family-owned new construction and remodeling business in the early 1990s. From there, she would continue cultivating her strong foundations in real estate while pursuing a career in banking and mortgage finance. Inspired by these experiences, she decided to launch her career as an agent in 2008—later establishing her own company, American Homes and Realty, while developing a network of satisfied clients and colleagues that spans the region.

Today, Janet is a REALTOR® with American Homes and Realty, where she leads an elite team to assist clients throughout Grayling, Kalkaska, Lapeer, and the surrounding areas of Northern Michigan. There, she has cultivated a distinct workflow to meet the needs of any buyer or seller.

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

Along the way, she utilizes several area MLS systems as well as her own website to give each seller an added advantage, ensuring a seamless transaction throughout.

Elsewhere, Janet is just as attentive when assisting her buyers, drawing from her acute knowledge of the region to uncover the right investment for their best interests.

In fact, she prefers to keep in touch long after the deals are done through frequent check-ins throughout the year—all to make sure her clients are satisfied and thriving in their new homes. More than anything, she loves welcoming newcomers to her Northern Michigan community, with its idyllic vacation homes and heritage of lakefront properties.

Over the years, Janet has earned a fantastic reputation throughout Michigan, with the majority of her volume 52

coming from repeat clients and referrals.

Now averaging close to $5 million in annual volume, she remains focused on the core values that set her apart. “At the end of the day, our business comes down to delivering outstanding service and a high level of expertise to our buyers and sellers,” she says. “From start to finish, I’m in-tune with my clients and available to answer any questions they may have. This model of open communication is particularly important when assisting first time buyers and sellers.”

Outside of real estate, Janet is dedicated to her community. On top of making regular contributions to her church, she is a long-standing supporter of her local Eagles Club. When she’s not with clients or giving back, she can be found spending time outdoors with her husband, relaxing on the lake, or downhill skiing—enjoying all the lovely scenery Northern Michigan has to offer.

As her volume maintains its steady growth, Janet intends on building her team while further expanding her reach throughout the region. In the meantime, she looks forward to all the new connections that await. “It’s so fun and exciting to see people realize their real estate needs,” she says. “Whether I’m helping a buyer find that perfect home or helping a seller get the right market value for their property, there’s nothing more rewarding than seeing my clients accomplish their goals and start a new chapter in their lives.”

Contact Janet Mass at (810) 348-0961 email janet.mass@americanhomesandrealty.net or visit americanhomesandrealty.net www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

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

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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

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

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 54

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

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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JOE LAPOLLA A dedicated mortgage professional with strong roots in the Boston area, Joe Lapolla has always been passionate about empowering those in his community. For years, he built a successful career in the restaurant industry, co-owning a popular restaurant with his family. Following the sale of his business in 2020, Joe went searching for a new opportunity that still spoke to his outgoing personality and entrepreneurial spirit. Inspired, he decided to switch tracks and join the mortgage industry, drawing from his strong foundations in customer relations and business management to establish a network of satisfied clients.

Today, Joe is a Loan Originator with NRL Mortgage, where he assists clients throughout the Greater Boston Area. Combining his penchant for open communication with his strong business acumen, he has cultivated a distinct workflow to meet the needs of any client—from first time buyers to investors and those looking to move up in the local market.

At NRL Mortgage, Joe offers his clients a variety of lending options. Well versed in a suite of mortgage products—including Conventional, FHA, VA, and USDA loans—he thoughtfully guides his clients to the right choice for their best interests. In fact, he prefers to keep in touch long after the deals are done through regular check-ins and an annual mortgage review to provide ongoing support and ensure each client is thriving in their new home.

Since delving into mortgages, Joe has earned a fantastic reputation throughout Massachusetts, with the majority of his volume coming from repeat clients and referrals.

He remains focused on the unparalleled standards that set him apart. “Drawing from my experiences owning and managing a restaurant, I truly understand the importance of providing outstanding customer service,” he says. “Transferring those values into the mortgage industry, I’m able to better assist my clients. From Top Agent Magazine

maintaining open communication throughout the transaction to providing assistance beyond the day of closing, I’m always here to explain the process and help them make well-informed decisions on their future.”

Outside of mortgages, Joe is a proud husband, father, and grandfather—valuing family above all else. He can be found cooking for his family, visiting the gym, playing ice hockey with friends, or volunteering within the Boston community. A member of the North Shore Chamber of Commerce, he enjoys contributing to local events and non-profit organizations like The Sunshine Kids throughout the year.

As his volume maintains its steady growth, Joe intends on scaling his vision of boutique client service further throughout the region. In the meantime, though, he looks forward to all the new connections and opportunities that await. “Throughout my life, I’ve always been a numbers guy,” he says. “I love the process of meeting with a client; analyzing their credit, assets, and income; and seeing how their whole file comes together. At the end of the day, there could be nothing more rewarding than showing my clients their options and helping them realize the dream of homeownership.”

Contact Joe at (978) 209-1028. email joe.lapolla@nrlmortgage.com, visit nrlmortgage.com/JoeLapolla https://

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JUAN MORA Juan Carlos Mora of Coalinga, California, is celebrating his eighteenth year in the real estate industry by spreading his prosperity and knowledge to his professional and personal community. “The real estate business is constantly changing, and we have to change with it. I’ve been blessed to represent so many clients and builders so far in my career – now it’s my turn to bless other people and watch them grow!”

Originally, Juan was introduced to the real estate arena growing up in a small town community, and he sought to pursue a path different from those around him. His entrepreneurial streak saw him eventually hang up his license with London Properties as a solo agent, and today he serves all of the Central Valley. Juan boasts a book of business that is nearly ninety-five percent repeat and referral clients, which bolsters an average annual volume of over $20 million. “I was lucky enough to sell to four generations this last year in a single family – it makes me feel a little old, but it definitely tells me I’m doing something right! I just took care of them the way I would for my own family, and by working with that kind of care and integrity, I know in the long run I’ll continue growing.”

Additionally, he has sold over fifty homes representing a national builder, which has expanded his area of expertise as well as his sphere of influence. He builds on this interpersonal network by leveraging the robust digital footprint of London Properties, as well as their in-house communications systems and processes.

As Juan continues to grow alongside the burgeoning markets in the Central Valley, he maintains an attitude that holds the needs and aspirations of his clients well above his own. “My parents were first generation Mexican,” he exudes, “and in my culture, we were taught never to jump into big purchases. My 56

colleagues and I are working to change that; to help people see that homeownership is an important step on the journey toward the American Dream.”

His deeply seated passion for helping others saw him close eighty-seven units in 2019, and at the end of the year, he realized if he was going to continue his trajectory, he would need to collaborate with more like-minded individuals. “I don’t want to stretch myself too thin – I want to be able to maintain that excellent level of service for all of my clientele. I’ve already hired one team member, and I’m in the process of hiring two more. I enjoy working in rural communities – that’s where I come from – and exposing them to builders and investors is one of my passions. That requires dedication, and a lot of teamwork.”

In addition to growing a team of agents, Juan is excited to simultaneously grow his family and community. He recently donated $10,000 to hire a headline band for a Memorial Day weekend festival, and he’s excited to attend with his family. “We love the Central Coast of California. We try to spend time together at the beach, and we’re a huge soccer family, so for us, this is paradise.”

To learn more about Juan Mora, email juancarlos@londonproperties.com or call 559-905-5040

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 58

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

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

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

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

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

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

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JULIA TORSIELLO With an extensive background in marketing and a commitment to delivering the highest in customer service to her clients, Julia Torsiello has emerged as an esteemed, award-winning agent with Century 21 Christel Realty enjoying great success over the past 14 years. Her marketing background and extensive experience have contributed to Julia’s strong reputation in the real estate industry as one of the top producers in her area. In 2021 Julia accomplished one of her long-time goals of acquiring her Broker’s license in the State of New Jersey. Julia’s hard work and dedication to her profession were also instrumental in her achieving the NJ Realtor Circle of Excellence Award, Platinum level in 2022, closing over $20 million in sales.

Serving Morris, Sussex, Bergen, and Passaic counties, Julia works as a full-time independent agent, providing one-on-one support for each client she serves. Julia’s ability to build strong relationships with her clients is one of her greatest assets. She enjoys getting to know them and many have become close friends. “I pride myself on being responsive, attentive, proactive and client-focused,” she explains. Julia’s dedication to staying in touch with her clients continues well after closing as she regularly touches base with them and provides them with any assistance they may need.

One of Julia’s specialties, the 55+ market, has set her apart in the industry. She is currently, and from its inception, marketing a 41-unit Active 55+ condo project in Morris County. This project is selling with unbelievable success. Julia finds it very rewarding working with this segment of the population. The 55+ buyer may have never sold a home before and are now at a stage in life where for different reasons are in need of a change in housing. Julia helps them navigate the journey based on their specific needs - no two situations are the same. “It brings me joy to see them happy and excited for their next chapter,” says Torsiello.

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Century 21 Christel Realty provides Julia with a wide array of tools and technology to stay on top of her game, as well as a social media expert to enhance their marketing efforts. They use a new product called Storybook by Studeo – the world’s first interactive storytelling platform for real estate. It showcases their listings in an interactive visually appealing way, resembling a magazine or a book. “It’s very engaging and highlights a lot of the property’s unique details, and we have the ability to customize it any way we want. It’s been very well-received by our clients.”

In the next year, Julia plans to grow her business to exponential heights while continuing to provide the same level of service. “All the relationships I’ve made have been so amazing. I get up every day excited to work.” When not helping clients, Julia enjoys spending time with her husband, 2 young adult daughters and their fur-baby Rocky! During the summer months, she loves socializing with family and friends on their boat at the Jersey Shore.

To reach Julia Torsiello, please call 973-907-4938 or email juliatorsielloc21@gmail.com 59

MARGO BOHLIN A stroke of serendipity catapulted Margo Bohlin from corporate uncertainty to real estate success. While working for Merill Lynch’s real estate division as a communications consultant, she heard rumors they were preparing to close up this sector. “So I decided to go ahead and start studying for the exam and get my real estate license, wanting to be prepared whenever it happened,” she explains. When the time came, Margo was ready to take a new path. She is now in her 36th year with the same Brokerage HH/ Rand Realty and has become Rands’ Rockland #1 Agent for 26 consecutive years. Her unwavering dedication to her clients and her ability to navigate the intricacies of the real estate puzzle has made her an invaluable asset.

Margo’s hallmark reputation for integrity and professionalism has not only won the hearts of her clients but ensured a steady stream of referrals, solidifying her status as a real estate powerhouse.

Margo’s dedicated team consists of a licensed agent and an administrative professional, ensuring seamless service for her clients. She primarily serves Rockland County, Orange and Westchester Counties. When referring clients through Howard Hanna Rand Realty Network, Margo partners up with Top agents in those areas who share her commitment to providing her clients with the best Real Estate experience. This strategic approach guarantees that Margo’s clients receive exceptional service, no matter where they move.

Her remarkable ability to forge meaningful, long-lasting relationships with clients sets her apart in the competitive real estate industry. During Margo’s impressive career, she has become the go-to REALTOR®. “It’s

really all about caring for people,” she says. “I wake up to my passion every day.” She stays connected with her past clients organically using a blend of Mailings, Texting, Social Media, and the best part is grabbing a cup of coffee, or stopping in for a quick visit to see what improvements they have made. In fact, her clients share their experiences with friends and family and wouldn’t make a move without her.

She not only impresses her clients, but also her colleagues. HH Rands’ CEO Matt Rand recently congratulated Margo on “The Best Of The Best” Award saying, “Margo has always called Rockland County ‘home’ and as a Rocklands native has helped generations of families fulfill the American dream of home ownership. She is a loyal professional of the highest quality and an asset to our company.

Clients that have worked with Margo describe her as a ‘tireless professional who is caring and personable,’ and a true ‘family REALTOR®.’ She has been fortunate to help her clients literally move through the stages of life - from first home purchases, to upsizing for a growing family, to downsizing.”

Dedicated to the needs of her clients who she now calls friends, Margo is a ‘Woman on a Mission’ to raise awareness for the support of Rocklands’ local non-profits. She is determined to make a positive impact in the lives of others, and does this through her support of organizations such as Jawonio, People to People, The Center for Safety and Change, and United Hospice.

As Margo continues her career she enjoys every minute, “What I love most about my career is I have built lifelong friendships with people that started out as clients.”

For more about Margo Bohlin, please call 845-304-4140 or email Margo@margobohlin.com 60

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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NELSON TAYLOR When life took an unexpected turn for Nelson Taylor, his steadfast determination and love for real estate became the driving force behind a flourishing career that has spanned over two decades. Originally a freelance travel and fiction writer in New York City, Nelson transitioned into real estate after 9/11 drastically impacted his writing career. Nelson recognized the value of teamwork early on, pioneering the first real estate team in Rhode Island.

Today he leads the Blackstone Team at Mott & Chace Sotheby’s in Providence, one of the top-producing teams in the state. With six agents and three support staff, they demonstrate the power of collaboration and expertise in the ever-evolving world of high-stakes, hyper-local real estate.

Focusing primarily on the greater Providence area, The Blackstone Team employs a unique business structure that allows agents to excel in their roles. “We’ve created a team that values extreme customer service,” Taylor explains. “Our business model is to provide everything in the backend for agents so they can do what they do best.” They model themselves after a lawyer’s or doctor’s office, inviting their agents to become partners when they reach a certain volume. Their approach has led to higher customer satisfaction and agent happiness. With an impressive 90% repeat and referral business rate, it’s evident that clients appreciate the attentive service and strong connections provided by The Blackstone Team.

Their commitment to putting clients first has set them apart as leaders in the Rhode Island real estate market.

Maintaining lasting relationships with clients is another top priority for the Blackstone Team. The Blackstone Team considers themselves real estate consultants for life. They utilize various methods to ensure they’re staying connected even after transactions are completed. Their support staff helps manage drip and direct

mail campaigns. Agents also stay connected with Sotheby’s around the country, building a country-wide referral network.

Moreover, the team’s full-time marketing director oversees their social media presence and continually develops innovative ways to market individual agents within their spheres. A new initiative involves updating past clients annually on their property’s market value.

Taylor’s approach to marketing listings leverages the resources provided by Sotheby’s, their local franchise Mott & Chace, and their team. Their marketing director plays a crucial role in managing staging, photographs, collateral material, print advertising and socials ensuring maximum exposure for their listings. In addition to the standard methods like MLS, Taylor understands the importance of adaptability in the ever-changing real estate landscape. “Those who can be a little bit scrappy and creative will always float to the top,” he explains.

Passionate about his community, The Blackstone Team engages in grassroots philanthropy and work together on various initiatives. One of Taylor’s unique personal involvements began at the onset of the pandemic, when he and his business partner Ben Kean started working on solving a cold case murder. Together they aim to create new avenues for people to collaborate with police departments in solving such cases.

In the future, Taylor hopes to license his business model and bring it to other teams across the country. In the meantime, Taylor is loving every minute of his current path and those on the Blackstone Team he gets to work with daily. “As a writer, I look at my real estate business as short stories. I get to walk into people’s lives and help them, and I’m there every step of the way for them.

We’re consultants for life. And each story is different.”

For more about Nelson Taylor, please call 401-486-1948 or email nelson.taylor@mottandchace.com Top Agent Magazine

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NICOLE POWELL Nicole Powell’s thriving real estate career started with a passion for making connections. With a father and husband in commercial real estate, Nicole has always been drawn to the industry. But it was her knack for pairing friends with REALTORS® that ultimately pushed her to get her license, right before the pandemic hit. Now, with a two-year anniversary under her belt, she thrives as part of the Bowers Group, serving the dynamic DC, Maryland, and Virginia area. Nicole’s expertise in the region, often referred to as the DMV, caters to the many clients relocating for work.

She navigates the small-city charm of Arlington and Alexandria in Virginia, as well as the quintessential suburbia of Montgomery County, Maryland. Whether her clients crave a walkable city life or a quarter acre of land in a family-friendly neighborhood, Nicole’s insider knowledge and sales background make her the go-to agent for life-changing transitions.

Nicole’s authentic approach and direct communication style truly set her apart in the competitive real estate world. With an impressive 75% of her business being referral-based, her clients trust her for their most significant life decisions. Nicole doesn’t hesitate to cut straight to the point, providing guidance and clarity in a volatile market where inventory is scarce. As her clients put it, “she’s direct, she knows what she’s doing, and you’ll be happy.” This refreshing honesty is what keeps clients coming back and referring others to Nicole.

When it comes to marketing her listings, Nicole relies on a blend of high-quality visuals, strategic advertising, and personal connections. “I invest a lot

into my marketing,” she says, ensuring her clients’ properties are showcased with top-notch photography and drone footage when permitted by local regulations. Staging and presentation are priorities for Nicole, as she understands their impact on attracting buyers. Social media is another essential component of her marketing strategy.

Through engaging posts and interactions, Nicole connects with potential buyers who have been following her for years. By consistently reinvesting in her brand and utilizing various platforms, Nicole ensures her listings receive the attention they deserve.

Nicole’s passion for the community shines through her involvement as a foster mom for PetConnect Rescue.

With three adopted rescue dogs of her own, she is dedicated to supporting the organization. Recently, the Bowers Group raised over $10,000 for PetConnect through a fundraising event, resulting in several adoptions, including Nicole’s foster dog, Avery.

As Nicole looks toward the future, she is excited to grow. Committed to continuing her authentic, client-focused approach, Nicole sees herself thriving with her dynamic team, which appeals to both boomers and millennials alike. She’s making great strides in her career, and has recently listed a $10 million home in Kalorama with fellow agent Patrick Chauvin. With the team completing $110 million in sales volume last year ($16 million of it being her individual volume), there’s no doubt that Nicole’s career will continue to soar, guided by her passion for helping clients find their perfect home.

For more information about Nicole Powell, please call 240-793-1624 or email nicole.powell@compass.com

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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PETRA QUINN A resident of Kent Island for over 18 years, Petra Quinn has always possessed an entrepreneurial spirit. Born and raised in Germany, she would first take an interest in real estate through her father, a successful construction engineer. Also influenced by her mother, a prominent banker in her hometown, she pursued her license soon after relocating to the United States in 1999. In the years since, she would go on to author an accomplished career as an agent, establishing a network of satisfied clients that spans the State of Maryland.

Today, Petra is the Broker and Co-Owner of Realty Navigator, where she leads an elite team to assist clients across the Chesapeake Bay Area. At her full-service brokerage, she has cultivated a boutique process to meet the demands of any transaction, from residential properties to land, commercial real estate, and new construction.

When listing a property, Petra takes a comprehensive approach. After helping her clients fully prepare their home for the market, she shares their listing to a highly targeted blend of print and digital campaigns. She also utilizes posted content on social media platforms like YouTube to give each client an added advantage, ensuring a seamless transaction throughout.

Elsewhere, Petra is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. More than anything, she loves welcoming newcomers to her Maryland community—from its relaxing waterfront properties and lifestyle, to the booming economy for military personnel and government employees.

A Certified International Property Specialist and Maryland Housing Opportunity Certified REALTOR®, Petra

possesses a suite of designations, including her Graduate REALTOR® Institute, Short Sale and Foreclosure Resource, Real Estate Negotiation Expert, and At Home with Diversity certifications. Over the years, she has also earned a fantastic reputation throughout Maryland, with her work garnering numerous awards and accolades. A two-time nominee in APG’s Media Women to Watch, she has received the Readers’ Choice Award from The Shore Update and Best of Zillow Award, with Realty Navigator also winning the Best Real Estate Agency Award from the Annapolis Awards Program five years in a row.

“Most of all, though, I love taking the stress out of a transaction,” Petra says. “No matter if a client is buying or selling a residential property, looking at new construction, or working with our land and farm division, our team is here for them throughout the process.”

On top of serving on the Membership Committee of The Mid-Shore Board of REALTORS®, Petra supports numerous charitable organizations like the Haven Ministry or Power of 100 throughout the year. When she’s not with clients or giving back, she can be found spending time with her two adult children, taking her golden retrievers for a walk along the bay, or enjoying all the dynamic culture the Chesapeake has to offer.

Now recording close to 70 transactions per year, Petra intends on growing her company while scaling her vision of client service throughout the region. In the meantime, she remains focused on the leading standards that set Realty Navigator apart. “At the end of the day, our buyers, sellers, and investors know they can trust that our team will work for them, not ourselves,” she says. “For me, there is nothing more important than providing that same quality of service, every time.”

To learn more about Petra Quinn, email petraquinnrealestate@gmail.com, visit realtynavigator.com or call +1-443-600-1986 www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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STACY DIXON In the heart of one of America’s most naturally beautiful regions, a dynamic real estate agent has reshaped the industry with her unique blend of experience and passion. Stacy Dixon and her husband Jamey embarked on their real estate journey after more than two decades in the home construction business, discovering a natural affinity for the field. As empty nesters seeking their next adventure, the couple eagerly obtained their real estate licenses together, enabling them to communicate effectively and support one another in their endeavors. Stacy now specializes in the picturesque areas of Hot Springs and Hot Springs Village in Garland and Saline counties, where she brings her extensive background in construction, remodeling, and landscaping to her clients. The region’s natural beauty and healing hot springs attract homebuyers seeking a serene and idyllic lifestyle. As Stacy continues to thrive in her new career, she remains committed to helping her clients find their dream homes while showcasing the best of what this remarkable area has to offer.

Stacy’s unique ability to connect with people sets her apart from other real estate agents. As her friend and broker, Kim, describes, Stacy’s background in diverse aspects of her life, from church ministry to business, has allowed her to hone her interpersonal skills. Clients appreciate her empathetic nature, as she takes the time to genuinely listen to their needs and understand their individual stories. “I just enjoy helping people,” Stacy says, and she excels at assisting clients with a wide array of circumstances, from first-time homebuyers to those relocating their entire businesses. Not only does Stacy form deep connections with her clients, but she also maintains those relationships long after the transaction

is complete. She stays in touch with past clients through personalized text messages, calls, and heartfelt thank-you notes. By sending family pictures and well-wishes, she reminds her clients that they are more than just a transaction, and she values the opportunity to have played a role in their lives.

When it comes to marketing her listings, Stacy takes advantage of a variety of channels to ensure maximum exposure for her clients’ properties. “Our brokerage has a webpage that most of them are featured on, and of course the MLS,” she says. Additionally, listings are shared across popular platforms like Zillow, Redfin, Realtor.com, and RealEstate.com, effectively reaching potential buyers from various sources. Beyond digital marketing, Stacy also taps into traditional media channels. “We have magazines that we put our listings in,” she adds, demonstrating her dedication to providing comprehensive marketing strategies for her clients.

Stacy is deeply committed to her community and makes a point to give back whenever she can. She and Jamey are active in their church and participate in various outreach programs, such as providing clothes to the homeless. When she’s not working, Stacy loves to unwind and enjoy the beauty of her surroundings.

Traveling is another one of her passions, with recent trips to New Mexico and Colorado, where she delights in exploring nature and taking a break from her busy schedule.

In the future, Stacy plans to keep growing and will soon earn her broker’s license. She loves the challenges this field presents, and can’t wait to see where this path leads. “I’ll continue to provide the best service possible, no matter what.”

For more information about Stacy Dixon, please call 409-779-0257 or email dixon@taylorrealtyhsv.com

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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