NATIONWIDE & INTERNATIONAL 5-16-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

ADDING VALUE TO LISTINGS

JOEL & JEMIMA BABB JANICE BALDWIN SHILPA BHATIA DAWN BLOCK KACY CHAMPINE SLAVA DASKLAYUK JEREMY DOZE ALEX GOUGH CYNTHIA HASH KENYA HILL GAYLE HUNTER STEPHEN KENNEDY LISA LONG-BROWN MONICA MENDEZ YOANA NIN TANYA OURSLER ALISHIA POTTER DANIELLE RICHARDSON BERNARD SHAMOW HELENE SHEPHARD MICALENE STAFFORD VICKY TAYLOR BARRY WELLER

EVERY PLAYER IS VALUABLE:

HOW TO BOOST YOUR TEAM’S MORALE

Playing the Real Estate Matchmaker

FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

Is Finding a

COVER STORY

NICHE MARKET

TRISH MILLS

Right for You?

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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TRISH MILLS Top Agent Magazine

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Serving the Maryland, Virginia, Pennsylvania and West Virginia areas, Top Agent Trish Mills is the New Market Branch Manager of Charis Realty Group.

Trish Mills is a Team Leader and the New Market Branch Manager of Charis Realty Group. She manages a team of ten impressive Agents and two full time licensed Success Coordinators.

The team comes from a variety of backgrounds but come together as an outgoing and professional group focused on serving the Maryland, Virginia, Pennsylvania and West Virginia areas.

Trish’s number one concern is client satisfaction. “You know the money comes but you can’t 8 Copyright Top Agent Magazine

be focused on the money. You really have to be focused on taking care of your clients.”

Trish prides herself on paying it forward and following through. Her team gets back to clients quickly and efficiently. “People want to know that they can trust you...you care about them and you listen to them.” Trish’s approach to real estate is community driven and she asserts that growing a team (in an industry that Top Agent Magazine

was once dominated by solo agents) helps you go the extra mile. “We were a team when there weren’t a lot of teams in our local market.”

Built on trust, Trish’s referral business makes up about 90% of repeat sales.

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Trish’s team has rapidly grown to become one of the top service providers in real estate.

Trish not only uses a CRM to stay in touch with clients on a monthly basis but she also has a “birthday club” and “anniversary club” Copyright Top Agent Magazine 9

that sends out gift cards from local businesses each week. Prior to Covid, her team would throw a housewarming party for their clients.

It was a two hour catered event for the clients’ family and friends to tour the new property and on many occasions celebrate with housewarming gifts! Last year, Trish individually produced $25.5M in transactions and her team did $87M. When marketing her listings, Trish enjoys community involvement in her quaint town and surrounding areas. Examples include sponsoring and participating in community events like parades, 5K dog runs, silent auctions and farmers’ markets. Trish also volunteers her 10Copyright Top Agent Magazine

time by giving talks at the local high school to educate the students on the importance of credit, preparing for your first loan, searching for homes on the internet and opening a bank account. “The average person buys 5-7 properties in their lifetime...imagine starting when you’re 18!”

Individuals on the Trish Mills Team each contribute their time to a multitude of organizations that give back within the community. Some include the local Chamber Of Commerce, Women to Women Mentoring, Habitat for Humanity and The Freedom Program to name a few. Personally, Trish is deeply ingrained with the Farming and 4H community and has Top Agent Magazine

Trish’s team has rapidly grown to become one of the top service providers in real estate. Last year, Trish individually produced $25.5M in transactions and her team did $87M. a passion for protecting Agriculture locally as well as on a national level. Trish strives to work with a large number of local farmers and landowners helping them find the perfect grant funds available to convert farms into easements that protect them from future development.

What Trish loves most about the real estate industry is the forming of new relationships, the learning experience and the opportunity to do better every day. She built her business on Top Agent Magazine

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short sales and found the most joy in helping people out of difficult situations. When not working, Trish enjoys spending quality time with her husband Gus, and son Zack on their Frederick County Farm surrounded by her menagerie of animals.

Always looking to grow personally and professionally; last July Trish started TMT Management Group, LLC; a property management company with strong intentions of protecting the “Realtor® relationship”.

To learn more about Trish Mills, please call c: 301-748-0434 or o: 240-776-8444 email team@trishmillsteam.com or visit trishmillssells.com www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

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

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

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

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SLAVA DASKALYUK

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SLAVA DASKLAYUK A Minnesota man texts three real estate agents seeking help to sell his home. The first one to respond gets the deal. The win goes to Minneapolis agent Slava Dasklayuk. For him, the time to respond is now. He places such a priority on communication that customers rave about his responsiveness in reviews. He lands deals like the threeway race and others because nobody beats him to a call.

Getting into real estate, however, took time. Slava built his own home in 2016. “I kind of fell in love more deeply with homes on that level and new construction,” he says. Though he loved houses from building to buying, it took years of persistence from his then agent and feeling limited in his previous career to get him to take the leap. His friends and family members convinced Slava he had the personality and determination to be successful in real estate. “I’ve always been a people person,” he says. “I love meeting new people, I love talking to people, I love to hear their perspective, and that happens a lot in a transaction.” With four years as an agent, Slava books over $20 million in volume annually, serving the entire Minneapolis metropolitan area.

Slava finds that clients share more of their personal lives as the home buying process becomes more intimate. He opens up in return. In fact, he counts past clients as some of his closest friends. “I think my favorite part of real estate is getting to know people and getting to meet new people and new friends, just creating those relationships,” he says. “I have my clients. I go out with them. We have dinner. I invite them over for barbecues.” With all clients, he keeps in touch through social media, anniversary and birthday wishes. He also makes a point each week to send friendly texts to past clients without a special day on the horizon. “So it’s not just a transaction where we got your house, I got paid, see you later,” he explains. “I love to keep in touch and become friends, not just throughout the transaction, but after as well.”

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Outside of the office, Slava stays connected to his local and global communities. Locally, he coaches 6- to 8-year-olds in soccer at the National Sports Center and also plays soccer in an adult league Himself. His family gets much of his downtime attention as he loves to spend time with his wife and three kids, Jayce, Ellie and Chloe. Globally through his relationship with the Romanian Baptist Church, he contributes to missionary causes. Recently, they assisted in an effort that raised thousands of dollars to help Ukrainians seeking refuge in his native country Moldova, as well as helping those in need in his hometown.

Slava got into real estate more so to aid clients than to manage staff. Nevertheless, he sees himself building a team after more time as a solo agent. In the meantime, he has begun mentoring newer agents who call him seeking advice on how to grow their business as fast as he did. For now, he offers friendly consultation at no cost. He considers, though, there may be a career opportunity in those consultations. “I don’t know where that will take me. But I think as for now, I’ll just keep helping as many people as I can, in real estate, as well as helping people buy and sell homes. It’s what I love doing right now.”

To learn more about Slava Dasklayuk, visit DasRealtyMN.com, email Slava@AHomeYouLove.Com or call 763.957.0824 www.

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

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

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

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

Know thy history: creating a narrative of the neighborhood

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

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

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

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

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

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JOEL & JEMIMA BABB Joel and Jemima Babb are dedicated to providing exceptional and personalized services for every client. The founders of ‘The Babb Team,’ this ambitious couple combines their individual strengths to maximize their business potential.

Five years ago, Joel and Jemima were working as real estate investors when an interaction with their Realtor® at the time shifted their career trajectory. Joel notes, “He [the Realtor®] suggested that we should become real estate agents. He thought that we would do really well in real estate.” After their Realtor® encouraged both Joel and Jemima to consider it, Jemima took the leap and became a real estate agent. Six months later, Joel followed. This fall marks Jemima’s five years as an agent, and this month commemorates Joel’s fourth year in the field.

When asked what keeps their clients coming back, Joel notes, “Our service. I think that’s the biggest thing, we’re always available. There are two agents here, so if you can’t reach one, you can always reach the other.” He continues, “We make sure we are very accessible to our clients.” Jemima adds, “I think also our knowledge, we take the time to break down the process for them.” The Babb Team prides themselves in going above and beyond traditional service standards, breaking processes down step by step.

There are a lot of benefits to two agents working as one. Joel notes that Jemima is much more detail-oriented than himself. From contracts to inspection, Jemima keeps careful track of the entire process for

their clients. She adds that Joel “works really well with investors. He has good connections to help clients get started.”

At three years, Joel and Jemima had over 50% of their business from referrals, serving the Columbus, GA and Phenix City, AL surrounding areas and beyond.

When asked about volume per year, they note that last year saw 10 million in sales volume, more than doubling the four million of the previous two years. Joel and Jemima thoroughly market current listings, utilizing everything from email campaigns, paid ads, open houses, to a variety of multiple listing services.

Despite the exceptional growth, Joel and Jemima are dedicated to staying in touch with their previous clients as well. Jemima notes, “We call, we text, we email. We pretty much do everything.” The team is adamant about checking in with past clients at least twice a year. Joel notes that what they enjoy most is “helping people throughout the process.” Jemima adds that she loves to see clients happy when they achieve their home goals.

The team gives back to their community through consistent tithes to their local church, as well as partnering with Keller Williams once a year for a charity initiative. Joel adds that increasing their community service is one of the company’s goals for this year. Additional long-term plans include building a team and continuing the fiscal success of the previous year’s volume.

Jemima shares that they are looking to, “Grow the business, expand to financial advising, and create new educational resources.”

In their limited free time, you can find Joel and Jemima enjoying family time by watching movies and spending time with their kids.

To connect with Joel and Jemima, we encourage you to visit babbteam.kw.com, email babbteam@kw.com, or call the office at 706.221.6900

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JANICE BALDWIN Life’s to-do-list can get pretty long.

Food? Check. Shelter? Check. Work?

Check. By the time we get through just a few items, it’s time to go to sleep and start all over again. Janice Baldwin, however, has learned how to keep the boxes checked. On top of running a successful real estate business, the Walton County agent finds the time to participate in several local charities and fundraisers. “Oh yeah, I have a lot of charities,” says the mother of three. “I’m a founding member of Hometown Heroes of Walton, which is basically the old shop-with-acop program.” The program, which provides Christmas presents for low-income children, has grown to include firemen, nurses, the district attorney ‘s office, “basically all the community heroes in the county. We took 393 children shopping in December.”

That’s just the tip of the iceberg. Janice also helps provide backpacks for children in the community with Cares for Kids, a Keller-Williams-partners nonprofit in Atlanta. Then, there’s her work with FISH for Kids.

Faith in Serving Humanity provides lunches during the summer for children who normally get free lunch and breakfast during the school year. Janice has even been known to put on her dancing shoes for a good cause, performing in a Dancing with the Stars fundraiser for Project Renewal, a battered women’s shelter serving the Rockdale, Newton and Walton tri-county area.

Since the beginning of her career in real estate, Janice has been managing her time like a pro. She was taking classes when she decided to purchase her first home.

“I was actually in the middle of taking my real estate course in December 1997, when an agent who had sold my cousin a house reached out to me to see if I wanted to come look at one.” Janice not only took a look, she bought it. The purchase segued into a job. “I ended up going to work for her mom, who was the broker of that company. She not only sold me my house, but she became my first mentor in real estate.” She received 20

her license in early 1998, and has been in real estate full time ever since.

Within five years, Janice began adding to her team. “I’ve had a team since probably 2003, maybe a little bit before that.

I have two buyer’s agents that work full time for me, a full-time assistant and a part-time assistant,” she says. Together, they serve an area east and northeast of downtown Atlanta. “If you look at Atlanta like a clock,” she says, “probably from noon till four.”

It’s the time she spends with her customers before the sale, however, that keeps them coming back, with 70 percent of her business coming from repeat customers or referrals. “Most of the time when I meet with somebody, they’re not ready that day to list their house,” she says. “We come up with a game plan that fits their timing needs.” Pre-marketing helps to gain interest in listing, with Janice often calling agents personally. The time has paid off. Her team did nearly 70 transactions last year.

In the future, Janice plans to pass the torch to her team and carve out some time for retirement. “I’m 50, so probably within 10 years.”

To learn more about Janice Baldwin, please call 678.410.7551 visit monroegahomesforsale.com, or email janicebaldwinkw@gmail.com www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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SHILPA BHATIA Sydney Sales Agent Shilpa Bhatia is thriving in the face of challenges and has notched up her highest sales figures to date. Previously, while working for banking and consulting firms, Shilpa felt that the monotony of her work was a waste of her skill set and experience in sales. Real estate’s exciting market proved to be a challenge she was eager to match. Five years later, her passion and extensive marketing experience have helped Shilpa handle record breaking sales for her clients. Her expertise has garnered media attention and Shilpa regularly appears on local media channels to share her latest take on the market’s pulse.

Shilpa has an in-depth knowledge of the property market in the North West and Western Sydney area.

She has consistently achieved record breaking sales in the suburbs of Schofields, Box Hill and surrounding areas. Shilpa and her sales team pride themselves on honesty as an opportunity to cultivate long-term relationships. When it comes to listings; she prefers to be honest about the pricing based on the real market valuations rather than inflating it. “The value of honesty is making the sale [versus] having a listing sit on the market for weeks because it isn’t priced correctly…”

Sellers and buyers appreciate her transparency and are delighted when doing business with her because of it.

Shilpa is closely tied to her market and ensures she provides the right advice to her clients. Open lines of communication are very important to Shilpa as she prioritizes her clients and always gets back to them within 24hrs time. She has a very strong social media presence and tries to reach out to most of her clients through social media. As a result, her growth in her region pushed her sales volume to between $35M $40M last year.

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What Shilpa likes most about the industry is meeting new people day after day.

Learning from other peoples’ mindsets helps Shilpa to adapt to different market conditions. She also greatly enjoys the challenging atmosphere the male dominated industry can offer and the satisfaction she gets from proving that she can go above and beyond what is expected from her as a woman in business. The competition fuels her and gives her the motivation to keep advancing her career by getting more clients, selling more properties, and aiming for more ambitious goals after every closing.

Giving back to the community she serves, Shilpa donates to and supports local schools quarterly. When not working she enjoys going on bush-walks, going to the gym and spending quality time with her family.

As far as future plans go, Shilpa likes to let her actions speak first, so she’s playing her next hand close to her chest. What she can say is that she envisions herself much further along and advanced in her career in the next two years. Shilpa’s resilience, determination and desire to achieve will lead to an even stronger sales performance worth notable distinction.

To learn more about Shilpa Bhatia, please email shilpa@bestvaluere.com.au, call 0433 072 990 or follow her on social media at facebook.com/Shilpa-Bhatia-131913457443915

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DAWN BLOCK Dawn Block was working in the medical field when the 1980’s real estate market boom started. Her father suggested that they both get their real estate licenses and start a business together. Dawn quickly completed her license, finding real estate an attractive career option that appealed to her love of people and seemed like a lot more fun. While her dad never did pursue his own real estate license, Dawn has been happily working as an agent since 1987.

Dawn works as a solo agent with Century 21 1st Class Homes in Schaumburg, Illinois. She serves the northwest suburbs of Chicago, as far north as Belvidere and as far south as the Plainfield and Oswego areas. She credits her 80% repeat and referral rate to the strong client relationships she creates and nurtures. With an emphasis on excellent communication, keeping people informed and encouraging clients to be open with their needs and concerns, she is a trusted advisor and friend to those she works with. While it’s not a formal team, Dawn works closely with fellow agents in her office and has built her own network of professionals from lenders to handymen so she is able to facilitate any services her clients may need.

Dawn stays in touch with clients in a variety of ways.

She uses a service called SendOutCards to celebrate and recognize people’s important life events. She’s also active on social media and creates educational videos on everything from real estate market updates to local business features and interviews. Dawn sees herself as a resource in all aspects of real estate, going beyond the transaction to provide information on area restaurants, home improvement professionals and other topics of interest to new homeowners. During the holidays, her clients are gifted Thanksgiving pies and invited to have their pictures taken with Santa at the office.

With sales last year of $7 million, Dawn employs a full-range of marketing strategies. She works with 24

a top real estate photographer and adds aerial drone videos to tell a more thorough story about the property. Adding 3D floorplans and LIVE Facebook preview videos are other ways that Dawn showcases her listings. She also gets the word out through pre-marketing to clients and local agents.

Dawn enjoys the constant change involved in a real estate career and the challenge of adapting to a changing market and learning new and creative ways of advertising.

She shares her knowledge and enthusiasm by educating new agents on the proprietary software, training on the listing presentations and utilizing social media for business.

Dawn is actively involved in her local community and the subdivisions and neighborhoods where she focuses marketing efforts. Her brokerage sponsors an annual neighborhood garage sale and the office also organizes food drives for donations to local food pantries. Creativity, connecting with people, and a job that keeps her on her toes are all reasons why Dawn loves her work in real estate.

To learn more about Dawn call 847-630-2121, email homesbyblock@gmail.com or visit dawnblockhomes.com www.

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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.

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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.

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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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KACY CHAMPINE Quick memory jog – remember that old television commercial where the actress touts the benefits of a certain brand of shampoo, and she tells two friends, and they tell two friends, and so on, and so on, and …. You get the idea. It’s called word-of-mouth marketing. Everything today is social media, and there’s nothing wrong with that. But while Kacy Champine isn’t the first REALTOR® to understand the difference digital marketing can make, she is one of the few who harness the power of both social media and word-of-mouth.

“When I see something I like on the MLS, I share it on my personal Facebook page. It keeps my face and my business relevant with my sphere of influence. It gives me the opportunity to share things with people they would not see normally,” said Kacy, a REALTOR® with DiPeso Realty in Benson, Arizona, covering the southern part of the state. “For instance, I was able to sell a business locally, a very high-dollar business, because I shared it on my social media and one of my friends saw it. They reached out to me, said it was exactly what they were looking for, and six weeks later they were the proud owner of the business. It was amazing. It might have been my biggest sale to date, and it was all due to the Facebook post.”

It might have been her biggest sale to date, but it certainly won’t be the biggest of her career. Kacy has only been at this real estate thing for 19 months and already closed $10.3 million in sales. She said she needed a shift in her life from a previous career to be more available for her daughter, a Type 1 diabetic.

And, speaking of word-of-mouth, Kacy casually mentioned to a friend in the real estate business that she was thinking about getting her license. Less than two weeks later, the friend called her back, said she needed a new assistant in her office, and would Kacy Top Agent Magazine

be available while she was in school studying for her REALTOR® license?

She sure was.

“Since I am so new, I am still trying to find my niche in terms of staying in touch with my clients. I have become friends with some of them on social media and they can stay in touch with me, and I can reach out, and they can follow my life,” said Kacy, a solo agent who covers Cochise and Pima counties in Arizona. “It’s such a small community it’s easy to stay in touch. You see them at the grocery store, and I am a Girl Scout mom so I see a lot of them there. That’s why I say my business is more word-of-mouth right now.”

Going forward, Kacy has definite plans.“I would love to become an associate broker and hopefully have my own brokerage,” she said. “The friendships I have made with clients and coworkers I have met have been with some of the most amazing people that have changed my life.”

To learn more about Kacy Champine, please call 520-730-8049, email kacy@dipesorealty.com, or visit www.

realtor.com/realestateagents/5ec6966caac6510011f84b1a

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JEREMY DOZE Jeremy Doze was spurred to embark on a career in real estate after a negative experience he had as a client. “I was represented by somebody who didn’t have my interests in mind and just wanted the paycheck,” Jeremy recalls. “It was a fascinating thing to see, and it resonated for me as a massive opportunity to change the game. There was a huge lack of integrity and transparency, which have to go hand in hand, and I decided I was going to fix that.” Jeremy soon got his license, and in his three years in the business he has always aimed for honesty, forthrightness, and open communication with his clients.

Jeremy is based in Coos Bay and serves the Oregon coast, covering an area that stretches north to Florence, south to Brookings, and as far inland as Coquille. A significant portion of his business comes from repeat and referral clients, a testament to the level of client satisfaction he achieves. “Clients keep coming back and referring me to their friends and families because they know who they’re dealing with, and they know that no matter what, I’m going to go to bat for them,” Jeremy explains. “I have a reputation for going above and beyond to give them everything they need and being a straight shooter the whole time.”

Jeremy brings an extensive knowledge of home construction to the table, and with many of his clients coming from out of state, he often takes the initiative of thoroughly scrutinizing homes for any potential issues before clients even set foot inside. “I’m not a home inspector, but I have immersed myself in the craft and studied under inspectors, appraisers, and contractors,” Jeremy says. “I’ve spent enough time learning to know what to expect for each type of appraisal. It’s another personal touch I can offer my clients that lets them know I’m looking out for them.”

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Outside of real estate, Jeremy likes to be active in his community. He serves as the Treasurer for the Coos County Board of REALTORS®, and is active in city council hearings in Coos Bay and North Bend, especially with regard to housing and revitalization. When he’s not working or giving back, Jeremy loves surfing, spending time with his kids, and enjoying the many amazing hiking trails and beaches Oregon has to offer.

In the future, Jeremy’s goal is to keep growing his business and serving his clients. “I want to continue scraping away the muck and mire of what people think real estate is, and helping people get to the realization that at the end of the day, this is a relationship,” he says. “Real estate is about two people agreeing on the exchange of something, and we can be humane, kind, and clear about it.” Ultimately, Jeremy’s favorite part of real estate is helping his clients be informed about the decisions they’re making. “It is so rewarding to get to hand somebody the keys, and to know that they understand exactly what it took to get there.”

To find out more about Jeremy Doze, please call (541) 217-9798 email at jeremy.doze@c21bestrealty.com, or visit theoregonhomepro.com www.

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 30

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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ALEX GOUGH Real estate agent & friend Robyn Brandenburg first saw potential in Alex Gough and planted the seed to pursue a career in the industry after selling his family their home. With an open mind, Alex took the plunge, got licensed, and has officially been in the business for just over one year. Today, Alex is an independent agent who also works alongside a company, investorade, specializing in home acquisitions, based in Dallas and expanding throughout Texas and beyond. However, the company prides itself on efficiently making necessary upgrades with integrity. Alex’s affiliation with the company has contributed significantly to selling fifty-seven properties in his first year and marketing sixty-seven listings.

For Alex, taking a chance in real estate is unquestionably working out in his favor.

Alex has enjoyed the learning process involved in his new role and the skill-building he is acquiring as a new agent. Confident in his ability to succeed, Alex pours energy into his most preferred area, the listing side, yet recommends outside agents when he believes they are a better fit for clients, specifically, buyers’ agents.

“It doesn’t have to be cutthroat and complicated,” Alex shares as he is happy to share the wealth. Alex understands the delicacy of the role but is firm in his belief that the entire process doesn’t need to be scary or intense. In addition, he is thrilled about keeping the transaction as simplified as possible and shares his excitement regarding a recent and active listing that is already closing in one month!

With the help from investorade, Alex services mainly in Dallas and throughout the DFW area; however, Alex is currently the listing agent for properties located in the Houston, San Antonio, and Austin areas and

acknowledges the team that contributes to his listings.

“You do your homework, and you can make it work without physically visiting the property.” In addition, he uses various methods to stay connected with clients, such as video calls, text messages, phone calls, holiday greetings, whatever is necessary to let the client know he is always available. For Alex, he enjoys a good challenge. But, rather than seeing a roadblock, he sees an opportunity to solve problems, making these outside area transactions possible.

Alex attributes his ability to diffuse a situation and ease stress for clients during the homebuying process as the factors that set him apart from his competitors. “I’m going to make them comfortable and be right there with them. I will treat the situation like I am selling my own house,” Alex shares. He takes pride in his work, recommending the best achievable suggestions to prepare clients’ homes to give them the best chance of selling in a hot market. In addition, he compares his work ethic to build a complete package consisting of personalized marketing videos geared towards making a connection to the home for potential buyers, how-to stage your home advice, and being a pillar of support for his clients. For Alex, it’s about finding the perfect formula!

Alex views the real estate world as something that gives him the ability to learn. He most loves exploring different neighborhoods and homes while catching a glimpse into the lives of others. In addition, he loves the social aspects and making personal connections, and at the end of the day, it’s about human connection.

Aside from work, he loves spending time with his wife Rachael and his newest family addition, a baby girl, Millie. Alex plans to continue building relationships and increase his referral network. Lastly, he shares, “My goal is to grow my business as organically as possible. No gimmicks, just hard work.”

To learn more about Alex, visit linktr.ee/alexgoughrealtor, email alexgough@texasally.com, follow him on social media @alexgoughrealtor, or give him a call @ 817-657-1709 www.

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CYNTHIA HASH Cynthia Hash built her business on four core principles: loyalty, integrity, service and thoroughness. They help her keep a promise she made to herself almost 23 years ago when she first got into real estate. “Before getting licensed, I had close to about two decades of doing behind-the-scenes work in the real estate industry. I was a title insurance researcher, senior title insurance underwriter, and then an executive assistant to the president of a five office settlement company,” she says. Often, the only time she saw agents was when it was time to get paid. “And I promised myself that, if I ever changed careers, that would be the career I would go into, because I would be consumer-centric and not commission-centric. And I felt as though, when I switched careers, I could serve the consumer better than the average agent and apply the detail oriented experience I had in the title insurance industry.”

When she started as an agent there was very little assistance from her principal brokerage. After starting her company, originally Cynthia Hash LLC, then Find Homes Team, Cynthia handled almost every aspect of each transaction, then began assisting other agents. “I was doing everything as if I were a brokerage, kind of like all of it was my responsibility,” she says. “I just decided it was probably time to open my own brokerage. And did.

Find Homes Realty LLC.” Little did she know, she would be at the beginning of a real estate trend. When Cynthia read in a recent magazine article that boutique brokerage firms are “on the comeback” and “the companies to use,” she was glad to have been such a forward thinker. “It was right down my alley,” she says, “I’d already opened my brokerage and I kind of knew that boutique brokerage is where it’s at. Because what happens in these great big ones with the exceptionally high head count of agents?

You don’t always get the customized service that consumers expect, due to the lack of personalized training.”

Cynthia makes sure her agents share the same level of commitment to the client. “I help my agents get that extra education so they can rise above the average. I encourage my agents to get the extra designations and certifications,” she says. “I encourage them to strive for that. Because I believe there’s a value to those important letters behind your name. I don’t think enough agents do that.”

She even ensures co-membership in the chamber of commerce for every member of her brokerage. With about 75 percent of her business coming from repeat customers and referrals, her methods seem to be paying off. “I think it’s because the high expectations that consumers have are met with us versus possibly others.”

Cynthia puts as much effort into giving back to her community of central Virginia. Through her work with the Mitchell Hash Foundation, an organization she founded with her husband after their son completed suicide at age 28. The group’s goal: Lift the stigma; Erase the Shame; Be Aware; Share Hope; Find your Purpose; Stop Suicide.

“Because there are so many who attempt,” she says.

Cynthia also volunteers with a veterans organization. “I host and teach, REBOOT Recovery, which is for veterans.

Our son was a veteran. And for my Find Homes Realty clients, I’m a member of Homes For Heroes where heroes get an average of $1500 back after closing on a home.”

A proud grandmother of three, Cynthia also makes time to enjoy her life. “I would say my favorite thing to do is be attentive, enjoy and spoil my three grandchildren,” she says.

Cynthia plans to pass her knowledge on to the next generation. “I’ve been teaching the principles of real estate through Moseley School of Real Estate,” she says. “So that’s kind of what I’d like to do, is start giving back to those people and turn them into successful REALTORs®.” #findhomesrealty FindHomesUSA.com

To learn more about Cynthia Hash, email hash@findhomesusa.com, call 434.531.5351 or visit realtor.com/realestateagents/56a0eda1bb954c01006a152c www.

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Copyright Top Top Agent Agent Magazine Magazine

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

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 33

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

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

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 34

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

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

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

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KENYA HILL Kenya Hill was in the midst of buying her first home when she discovered that real estate was her true passion. “I fell in love with the process,” Kenya recalls. “So I decided to take a first step and I started in property management.” After two years working with a leasing consultant, Kenya made the leap and got her real estate license. She hasn’t looked back, and for the past five years Kenya has proven herself to be a hardworking and compassionate guide for her clients as they embark on the journey towards making their real estate dreams come true.

Kenya serves Baltimore city and Baltimore County, as well as Howard and Harford Counties. She is full of enthusiasm for her local area, saying, “Here in Baltimore city we have a close attachment to the water. We have great seafood and nightlife, as well as a lot of restaurants and businesses including JP Morgan. There’s always so much going on in the city, with art districts and community events. That’s what we love about it!”

in,” Kenya says. She also works with a school in the Cherry Hill area every Christmas to collect gifts and donations for inner-city kids, as well as a local food drive. When she’s not working or giving back, Kenya enjoys yoga, hiking, and being in the outdoors.

Looking toward the future, Kenya is working on creating a team around her, and she also has plans to get her building license so she can start to build subdivisions.

“Once I get my builder’s license, I want to build a community center, because I’m so involved with the youth,” Kenya says. That community-minded spirit, combined with her dedication to her clients, distinguishes Kenya Hill in her local market. “I love interacting with people and making their dream become a reality,” Kenya says. “The American dream is to buy a home, and I’m involved with it 110%.”

The majority of Kenya’s business comes from repeat and referral clients, and it’s easy to see why clients keep coming back to work with her again or refer their friends and family. “My referral rate is high because I believe in building relationships rather than just transactions,” Kenya explains.

“I stay in touch with my clients long after the closing, and I make sure to stay in contact with them at least twice a month. I get invited to family functions, events, baby showers—you name it, I’m there!” It’s this close affinity with her clients that truly sets Kenya apart.

Outside of real estate, Kenya gives back by volunteering in her community. “I mentor little girls, teaching them different opportunities and that there’s more to life than just the situation they’re Top Agent Magazine

To find out more about Kenya Hill, please call 443-202-7006 email kenyasellsmd@gmail.com or visit kenyahill.kw.com www.

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GAYLE HUNTER Gayle Hunter began her real estate career 7 years ago, but her passion for the business was born long before that, when she was only 18 and purchasing her first house in Edinburgh. “I really enjoyed that process, and the challenge it presented,” Gayle recalls. After getting married and starting a family, Gayle and her husband eventually moved from Scotland to Canada, where she built a successful career in the service industry with an international corporation while raising their two children. When they were grown, she decided to turn her passion for real estate into a second career, getting her license in 2015.

The rest is history, and in the years since then Gayle has built a strong reputation based on her work ethic, her deep knowledge of the market, and the personal connections she forms with her clients. “Real estate is based on your trust, integrity, market knowledge, communication and understanding what your clients really want. My continued success comes from the commitment I put into constantly elevating my knowledge and always finding solutions versus excuses to ensure all my clients’ expectations are fulfilled. I truly stand by my slogan: ‘I love what I do and the people I do it for.’”

Today Gayle is an award-winning Realtor® with Royal LePage, delivering superior service to clients in Kelowna and up and down the entire Okanagan Valley. She ranked in the Top 3 percent of agents in her marketplace from 2017 through 2020, earning Royal LePage’s Diamond Award four years running.

The brokerage recognized her with the Red Diamond Award in 2021 for performing amongst the Top 2 percent of all of its agents nationwide. She also received that year’s Award of Excellence.

An enviable 98 percent of her business comes from referrals, or from repeat clients who put their trust in 36

Gayle again and again. Her reviews all tell a similar story, with one couple writing: “She truly has a passion for Real Estate and loves what she does. She takes the time to listen to you and makes sure you are comfortable with everything along the way.” All of Gayle’s clients receive the same gold-standard service. She takes the time up front to learn their wants and needs, explain the process, and answer all of their questions throughout the process.

Gayle also loves to give back and attends to the broader needs of her community, collaborating with Habitat for Humanity and the Women’s Shelter.

Leisure time for Gayle is enjoying quality time with family, and traveling.

As for the future of her business, Gayle is excited to share with everyone the launch of Gayle Hunter & Associates, to enhance client services in today’s growing real estate market.

Contact Gayle at 250-575-9184 or email gaylehunter@royallepage.ca

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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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STEPHEN KENNEDY REALTOR® Stephen Kennedy has a passion besides real estate. He is an accomplished ice hockey player who still, to this day, plays in competitive leagues in and around the city of Philadelphia.

Which only makes sense, of course. He graduated from Temple University’s Fox School of Business in the city, works as an Investment Property Specialist for Keller Williams Philly and, well, hails from a city known for its Philadelphia Flyers hockey team. In many ways, that’s what gives him an edge.

“I don’t necessarily talk the talk; I walk the walk. I understand what my clients need and what they expect from their investment properties,” said Stephen, now in his seventh year as a REALTOR® and coming off a 2021 in which he closed about 75 transactions worth almost $15 million in business. “I tell my clients it’s not about getting the next property. It’s about getting the right property. My services are predicated on how well their investments do.”

Stephen got into real estate after graduating from Temple in 2015 and quickly realizing he liked the idea of working for himself. He specializes in investment properties but also services traditional buyers and sellers in Philadelphia as well as Montgomery, Delaware, and Bucks counties.

“I kind of got my real estate license on a whim, but the real estate broker who was helping me at the time specialized in foreclosures and it didn’t take me long to realize that the vast majority of the consumers buying and calling for these foreclosures were investors,” said Stephen, who has a 50 percent rate of repeat clients and is a member of the Greater Philadelphia Association of REALTORS®. “So, I educated myself on investment properties, cap rates, value add, rental properties, flipping, multifamily homes, even engineering, architecture, and development so I could better understand Top Agent Magazine

and service my clients. Before I knew, I grew a passion for it and started actively investing myself.”

Stephen says he actually is his own marketing department. He first assesses his clients wants and needs, whether single family, multi family, new construction, buy and hold or flip then focuses on the neighborhood that would best fit that strategy.

“My business model is built for the long term. I hope to turn one successful venture into many, big or small,” he said. “I just like sharing my experience and putting my clients in a position to confidently enter the Philadelphia market.”

After seven years, Stephen also said it might be time to bring on a team. “Ultimately, I’d like to try to scale the business and develop a small team to reach a larger demographic,” he said. “I’m dedicated to refining my business model in a way that best serves my clients and ultimately reaches a much larger consumer base both here in the states and abroad.”

Stephen Kennedy can be contacted on his cell phone at 267-614-3033 or through email at stephenkennedy@kw.com His website is skinvestmentproperties.com, and his profiles appear on both Zillow and Instagram www.

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LISA LONG-BROWN Before entering the world of real estate, Lisa had a successful career in Sales and Marketing firms, holding positions as Operations Manager & Controller. Though after spending 15 years managing companies, she decided “to engage in work that would have a meaningful and lasting impact on people’s lives and merge my love of Chicago with my love of developing relationships with others, into a career in real estate”.

With a background in finance, sales, marketing and operations, Lisa’s transition to real estate was intuitive and natural for her. This business background gives her the unique ability to use her project management skills to handle all elements of the buying or selling process. Her creativity and problem solving skills are a tremendous help with the negotiating process and helps her reach a deal that is in her client’s best interest and that meets their needs. As a Controller, she oversaw all facets of the

company, and so naturally she manages the whole process for her clients. Adding this to her already strong tech, analytical and organizational skills propelled her to $25 million in closed/pending sales in 2021.

She serves a wide clientele moving into the heart of Chicago and also condo owners looking to grow a family and head out to the suburbs. She focuses largely on the area near where she lives, including Wicker Park, Bucktown, Lincoln Park, and Logan Square. The clients have been clustered there because when she started, most of them were her neighbors and friends.

Soon after word of mouth in those neighborhoods grew to the near 100% referral business that it is today.

Recently she became the exclusive broker for a 55 unit new construction project delivering now in Wicker Park that is about 90% sold.

She feels that a home is so personal and sacred, everyone should love where they live. Helping people find their dream home is a dream job. And it has been rewarding to have lasting friendships with many of her clients.

For more info, call 773-899-3771, email LisaLong@AtProperties.com and visit atproperties.com/site/lisalong www.

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

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

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

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

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

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

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

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

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

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

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

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MONICA MENDEZ As a single mom of four boys, Monica Mendez was a little uncertain about becoming self-employed in the real estate market. Yet, when the opportunity presented itself, she took a leap of faith and took the classes she needed for her real estate license. She has now become a solo agent working with Keller Williams Heritage in this last year.

She serves the San Antonio area, which is the seventh-largest city in America and is known for its beautiful river walk. It is also known for popular tourist destinations and events, such as Fiesta San Antonio which she enjoys attending. Although she is new to real estate, her customer base is between 80 to 90 percent referrals. She attributes this to her wide sphere of family and friends, but also because she is not afraid to start a conversation. “What works for me is just including real estate in everything I do. I wear my name tag and I make small talk and put myself out there. Wherever I go I just strike up conversations and meet people.”

She stays in touch with clients using social media and email. She connects with them for holidays and birthdays but also reaches out to ask if her clients need anything. She finds ways to relate to them through things they have in common such as kids in school or fundraisers they are involved with. She is always looking for different ways to keep in touch. Her marketing primarily is through Keller Williams Heritage.

By advertising within the brokerage, she has succeeded in having most listings under contract before they go live. This success early in her career saw her bring in a volume of $1 million between October and December of her first year.

What she loves about her life as a Realtor® is how it complements her personality and her life as a mother.

“I love how liberating this work is and how I am able to have a schedule where I am available to my Top Agent Magazine

four boys. Being social is in my nature.

Meeting people and building relationships is very rewarding and knowing I am a part of this big milestone in everyone’s life is wonderful.”

Family is key to her life outside of work. In addition to her children, she comes from a large family of 8 with five brothers and is one of three sisters. She is the oldest daughter and makes it her responsibility to keep everyone in the family together. The focus on family is one of the things she likes about Keller Williams Heritage as well. Her plans for the future include at some point starting a team. “I know when I came into this business I came in unaware of what I needed to know and so many took me under their wings and guided and pointed me in the right direction. I want to pay that kindness forward with my own team.” She also has future plans to involve her boys who have shown an interest in her business. She has a future goal of having them come on board in time and moving forward as a family of investors.

To get in touch with Monica Mendez: Phone: 210.279.7882 Email: monica.mendez@kw.com Website: monica-mendez.kw.com https://

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

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Top Agent Magazine

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 46

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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Top Agent Magazine

YOANA NIN Yoana Nin is someone who has served many roles from actress to mother to successful business woman. In September of 2011, when she was moving from Los Angeles to North Carolina, a chance comment from her real estate agent regarding her excellent ability at finding houses struck a cord. He suggested she read a book by Gary Keller, founder of Keller Williams, and once she had, she knew this was something she wanted.

Three months later she began a new role as a licensed real estate agent.

She created The Prosperous Agency and works with a small team. What makes her group unique is that most of them are ex-pats, have lived in different countries or are married with someone from a totally different culture. Yoana is originally from Romania and other team members are from other countries which give them insight into international clientele. They focus on a niche market of mostly international clients looking to move into the greater Triangle region of North Carolina.

TPA also loves servicing home sellers that are relocating, downsizing, and divorcing and understands how stressful a move can be. Yoana has a RCS- D designation which really helps, as she’s capable of guiding the home sellers through this very stressful process. Divorce comes with many challenges when home selling, and dividing funds is involved.

She has a 50 percent repeat client base coming from all over the world. Her family-owned company focuses on making sure they excel in meeting the unique needs of their customers. They do all they can to make everything in-house. “For many of these people coming from Germany, Italy, or France, the contrast in culture is strong and things are very different here. It is not easy to make such a big transition and bring all that comes with you in an international move. This is a big chapter in their life and we do what they need to make the change easier.”

For marketing, her group creates a unique website for each listing and offers several tiers of service for the clients. This allows them to select what best suits their need. They create ads that target the mass market and also the market of international customers. “We do more for each client by creating great virtual tours and videos which are featured on all the social media sites. We have our own YouTube channel where we can create ads. Everything is super hands-on. Whatever level of package a client purchases we offer a very high level of marketing.” They also focus on off-market properties to find homes for clients that are not featured on the MLS and find deals that are not otherwise on the market. Together with the TPA team, they are among top Realtors® in North Carolina and in the entire country.

What Yoana loves most in her work is that she can put her whole heart into what she loves. “Some people are content to live a life that is just a habit. For me, I design my career.

I choose to work with those who make the best match and create a great relationship. I love meeting new people and helping people to relocate here. There is a freshness of vibe and energy with every new client. I am always thinking of how I can help to improve their life.”

An avid writer, she has recently published her second book.

While she is a very dedicated real estate broker, she is also 100% involved with their children, their weekly activities and their schools. A balanced life means everything to her.

They love hiking, being active throughout the year, dancing and traveling to a new destination yearly. Plans for the future of her business are to grow a little, but not too much to best serve her niche market. She has also started coaching immigrant real estate agents. “It’s not easy starting this business in this crazy market,” she says, “I want to help them understand the differences in this country. I want to help them apply their originality to their work so that they can add their unique perspective to real estate.”

To find out more about Yoana Nin: Phone: (919) 348-7303 Email: Yoana@theprosperousagency.com Website: theprosperousagency.com/about-yoana-nin https://

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TANYA OURSLER It is quite rare to find a third generation real estate agent, and even rarer to find a native of Atlanta. In Tanya Oursler you have the combination of the two. Tanya’s grandfather and mother were both successful real estate agents, so she didn’t just grow up in Atlanta she grew up in the Atlanta real estate business. That may explain why, for more than ten years, Tanya has consistently ranked in the Top 1% of the DeKalb Association of REALTORS® and been a Top Producer for her brokerage firm, Realty Associates of Atlanta.

After graduating from Florida State University with a marketing degree and spending two years in Aspen, Colorado satisfying a childhood dream to work at a ski resort, Tanya obtained her Georgia real estate license and joined her mother as a dynamic mother/daughter team. “I worked alongside my mother for my first nine years,” explained Tanya. “How lucky was I to be able to learn from one of the best? And though she is retired, I still have the benefit of her advice and counsel if I need it.” Tanya is now approaching 27 years as a real estate agent, only stepping away once for a yearlong sabbatical to live in Antwerp, Belgium and travel through Europe. She still loves the business!

Tanya’s market area covers all of the Atlanta metro, including DeKalb, Fulton, Gwinnett, Cobb and Forsyth counties. “I know Atlanta really well, so I am very comfortable working in any of those areas, said Tanya. “That is why I belong to both multiple listing systems.” That comfort level and local knowledge explains why 95% of Tanya’s business comes from repeat clients and referrals. “I still prospect for new business,” says Tanya, “but there is nothing more gratifying than having a satisfied client come back to you or refer a friend or family member.” She continued, “I have always said that if you work hard, do a good job and do the right thing, the business will come to you.”

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Her years as a top producer seem to bear that out, although when asked, Tanya is humble about her annual sales volume. “I have always prioritized the relationships, not the transactions,” she said. “I just never focus on the money.” But she does think about money when it comes to her clients. When taking on a listing or helping a buyer, Tanya will assist her clients with staging, take professional photographs and drone shots and, perhaps most importantly, strategize with the client about how to navigate through the current market.

“We are in an unusual market right now,” explained Tanya. “It is important to walk clients through things like pricing and timing, dealing with multiple offers and negotiating the best terms.”

Looking back, there are two things Tanya is certain of: she chose the right career and she is living in the right place. “This is the career I was meant for,” says Tanya. “And what better place to be living and working than in Atlanta?” Looking forward, Tanya hopes to continue to grow her business and to mentor new agents just getting started. “This is such a great business,” adds Tanya. “But it is not an easy business.

I would like to be a teacher and mentor to others like my mother was for me.”

You can contact Tanya Oursler at toursler@bellsouth.net or by calling 678-907-7400 Top Agent Magazine

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 49

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

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

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

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

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

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

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

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

Top Agent Magazine

ALISHIA POTTER No matter what we write, no matter how we write it, it will never have the same impact as to hear it directly from Alishia Potter. It will never be the same as closing your eyes and picturing her as she tells the story of how she became a REALTOR®.

“It was my very own experience going through the home-buying process that catapulted me into the Real Estate industry. I bought a house in 2008. I was married. My youngest was in my belly and my oldest was on my hip when I found myself going through a divorce. I was 26 years old.

I was devastated. I was in my final year of graduate school and trying to keep the pieces of my life together, yet they kept falling apart. We became homeless,” Alishia said softly. “I was in a homeless shelter. I knocked on doors and banged on windows. I did whatever I could do. I finally stumbled into a home ownership program. I didn’t meet any of the criteria at all, but the program organizers said I made such an impression on them with my determination and my presentation that they chose to override their guidelines and put me into the program. They sent me two addresses and said, “go pick out which house you want.”

Three years later, in 2008 during the great recession I was closing on my house as a first-time homebuyer. It was that experience that inspired me to go into Real Estate. I wanted to use my experience to help others. I was nervous about the journey. I kept poking my foot in and out of the real estate business. But when I got remarried in 2013 my husband was like, ‘Don’t you want to pursue this? So, I shared my story of tragedy and triumph. And in that first year I helped 25 families. In my second year I served 44 families! Now I’m in my fifth year, having served close to 200 families!”

Wow. Is it any coincidence, then, that Alishia leads a team known as ‘The Optimism Group’ that is part of Keller Williams Realty Delmarva? Based in Salisbury, Maryland, Delmarva

is the geographical term coined to describe the Delaware, Maryland, and Virginia eastern shore area of the country, where Alishia operates. It’s a lovely area split by the Chesapeake Bay Bridge where water is abundant. On average, she handles about 25-30 families seeking homes a year; anything beyond that and she partners up with colleagues in her Keller Williams office. Not surprisingly, the bulk of her clients are repeat and referral business, and she has recently expanded into the Baltimore -Washington Metropolitan area.

“I treat all my past clients like they’re my BFFs. I just make an effort right after the closing, then a 30-day check in, then a 60–90-day follow up, and then random calls.

If they randomly hit my heart, I just reach out,” said Alishia, who was ranked second in the Maryland/District of Columbia region for units sold in December 2021. And it’s not just her real estate clients that she devotes her time to.

“I am also on the selection committee for our local Habitat for Humanity. I get the honor to see the applications for people who were in my situation. I’ve been doing that for three or four years now. I also founded a non-profit of my own called Empowered Women Ministries, Inc. in 2007 which went international in 2015. I’m incredibly grateful.”

As for the future, let’s just say that if Alishia accomplishes even half the things she’s thinking about she’ll be ahead of the game.

“Oh my gosh, I’m overwhelmed with the plans in my head,” she said with a laugh. My three-to-five-year goal is already being implemented. I want to invest so I can help others succeed. I’ve been able to launch an investment business and give people a sense of pride. Coaching, training, and mentoring is a focus of mine. Then we’ll see what happens. I’m taking a broker’s course and it’s kicking my butt, but I would like to have my associate broker’s credential so I can add more value to training, coaching, and building other leaders.”

Alishia Potter can be reached at 443-977-6844 or via email at alishia@kw.com.

Find her on social media at facebook.com/TheOptimismGroup www.

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DANIELLE RICHARDSON School shut downs from COVID led Danielle to home schooling her three children and an opportunity. The opportunity was to spend time studying to get her real estate license. It was tough, but fun and exciting, allowing her to join Keller Williams brokerage and dive in head first. She signed on with a handful of investors and everything spiraled from there. She now heads out on her own throughout eastern Texas, from Tyler to Flint and Whitehouse to Gresham as well as any of the surrounding areas where the business calls her to.

Her outstanding people skills has led her to a business where every new client is a referral. She’s always been very people oriented, with the innate ability to relate to a lot of different families and varied clientele at the same time. She’s educated in psychology and had worked with Child Protective Services for six years, a toolset that gives her a deep understanding of working with families and handling the stresses that can come with real estate dealings. Danielle is very outgoing and nothing really scares her, having learned to be comfortable with being uncomfortable. This allows her to look past any difficulties and concentrate on securing what her clients need.

She stays very proactive in her training, constantly taking new classes, heading to the brokerage reunion with 10,000 other agents to attend seminars on how to keep at the top of everyone’s mind and the top of the market. Danielle then incorporates the new strategies on landing contracts and making offers into her daily business, staying on top of all of the latest trends. She watches her client base on social media and stays in touch at milestone moments and anniversaries, often with a simple old-fashioned hand written note. She tries to keep client’s kids in mind as well, staying family oriented throughout her contacts. Her personal Facebook page alone brought in over a million dollars in referrals in 2021. She stays visible as a trustworthy face and brand that brought in nearly 52

$6 million in transactions last year. She’s now on the Agent Leadership Committee with her brokerage and is committed to helping newer agents find the success that she has. Danielle was recently awarded the Rookie of the year award.

Danielle loves the people and the fast paced environment, but most of all the incredible thrill of helping VA and first time buyers realize they can attain their dream of owning a home. When stepping away from the hectic real estate world, she’s active in TREPAC and Children’s Advocacy Centers in Texas. With a longstanding connection to CPS, families and kids have always been a passion. She finds herself moved into action when she sees cases that tug at her heartstrings, stepping into action to donate comforts like blankets and teddy bears to the kids who need them.

One of Danielle’s favorite sayings is “Life is 10% what happens to you and 90% how you deal with it”.

She passes that attitude along to clients, even when the market is tough, striving to make the most heartwarming experience possible of home buying. This especially rings true for her VA clients, where they have literally fought for their home and she is grateful to help them fight for a more literal place to call home.

For more information, call 903-245-4244 and email Danielle.Richardson@KW.com Top Agent Magazine

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 54

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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BERNARD SHAMOW Bernard Shamow likes to start his morning running which seems fitting, considering the focus and determination he projects into his business. He started his progress into real estate in 2019 after a 20-year journey in the hospitality and retail market. Having always been in the people business, sales came easily to him. He knew that the key to real estate was about building emotional connections and relationships. He relished the challenge of developing and transforming that part of his professional life to its highest level in helping his clients achieve the American dream of owning a home.

He appreciates the mentoring he received when he got started. “In the real-estate business, my biggest influence has been a great friend of mine and our team lead, Randy Gammo with EXP ELITE (formerly The Gammo Team). Randy is an absolute powerhouse in the Real Estate and Mortgage business. Randy built a great brand in the Real Estate and Mortgage industry and has always pushed me to get into the real estate business. He has been an amazing mentor and a trusted advisor always providing me with first-class direction.”

Until late last year, he was a solo agent but is now joined by his wife who recently received her license. This assistance with transactions and showings is helping to grow and build what is becoming a high-volume business. He ended up last year with a volume of 52 transactions and $20 million. This record year was 65% higher than the year before that and a forecast of his plans to come.

His geographic area includes the Metro Detroit TriCounty area, including Oakland, Macomb, and Wayne counties, and the local Detroit market. His clientele

is about 50% repeat and referral.

These clients are drawn back to a combination of his honesty, approachability, and most importantly, the trust he builds with them. He is empathetic to the needs of his clients. “People are making the biggest financial purchase of their life. This can be challenging for my clients and my biggest goal is to help educate each customer on the market situation so they can make the best decisions for themselves and their families. It is all about focusing on the relationship and not the deal. The entire goal is to help them feel good about what they are accomplishing for their families. I love helping people out and helping put people in a better place.”

He stays in touch with his clients through things like a home anniversary message to check up and say hello, as well as postcards and other personal touches that are not real estate related. Bernard’s heart is also in the community. He sends a gift bag and an email at every closing asking the seller or buyer to pick the charity of their choice so he can donate a percentage of his commission.

He also donates to habitat for humanity and uses social media to help bring in donations, not just of money but also of people lending ‘sweat equity’ to help in building a house or providing building supplies.

When not at the office he loves spending time with his wife, eating at a restaurant, or taking in a theater play or production. He is a big sports fanatic and also likes to golf when he can. He has plans to expand his business in the future and to pay it forward through mentoring new agents. “I would like to build a team of newer agents who are hungry for success and educate them to help add value to their business.”

To contact Bernard Shamow: Email: bernard@thegammoteam.com, https://www.instagram.com/bernardshamow_realestate/ Phone: 248-413-9003, Instagram: bernardshamow_realestate https://

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HELENE SHEPHARD Helene Shephard is a distinguished Sales Consultant from Ipswich, Queensland AU and 5x Diamond Award Elite Listing Agent. She began her real estate career in 2007 after being invited by a friend to try her hand at the business. Since then, Helene has received consecutive awards as an elite performer and has changed a lot of lives. As part of a four person team, Helene calls on her Research Assistant, Concierge Administrator and Sale Associate to help deliver exceptional service to the residents of Ipswich and the surrounding region. Helene’s combination of industry knowledge and her team’s exceptional customer service are the key ingredients to continued, successful client relations.

Helene has a passion for service and results. 90% of her repeat business is from existing or pre-existing client referrals. “You need to know your industry on every level.” She attributes her success to being multifaceted and understanding not only finance but also building, changing trends in the industry and her regional community. However, at the end of the day, real estate is about connecting people and Helene is the best at connecting buyers to sellers to properties and building a community around that process. “It’s quite remarkable and such an honor to be able to do that.”

As a firm believer in under promising and over delivering; Helene’s extraordinary communication with her clients as well as her ability to build trust are skills that surely set her apart from her peers. Being able to deliver time after time has helped solidify her team’s reputation.

Last year Helene listed and sold a total of 102 out of 102 properties. “ If people trust me then I deliver.” She will never allow her buyers or sellers to be compromised and with her team, works passionately for results.

Successful client relations and communication long after the transactions have settled are a part of Helene’s core foundations. She stays in touch regularly with Christmas and anniversary mailers, event invitations to fundraisers and heart felt phone calls. When marketing a listing in this fast paced industry; Helene uses professional photography, videography, a VIP Facebook group (for coming soon listings to generate competition), and a world-wide launch on all available online portals.

At the end of the day, what Helene likes most is knowing that through all of her combined efforts she can change people’s lives.

Community involvement is a big part of Helene’s success. She works with non-profit groups (Zonta and Hospice) and supports them through donations and by attending fundraisers with invited guests. When meeting people new to Ipswich, Helene likes to invite them into the community and personally provides them with important contacts that they can call on for help if need be. “It’s not very glamorous, but it’s simple and effective. People move here knowing that the [community] will take care of them”.

Helene’s future goals are to ensure she transfers her skills, connections, and deep love of the industry to her teammates so that they can continue on. “I think it’s important as an agent to remember that you represent your community, your city, your agency and every buyer or seller you’ve worked with. So when you step up to the plate, you need to step up with dignity and grace every time.” Helene plans to secure her teams’ future growth by keeping ahead of evolving technology and fostering a deep rooted commitment to community.

To learn more about Helene Shephard, please call (04) 1189-6158, email Helene@actionrealty.com.au or visit actionrealty.com.au 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 58

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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MICALENE STAFFORD If you know the West and love outdoor sports, there’s a good chance you have visited Bend, Oregon. Tucked along the beautiful Deschutes River, the town has long been a gateway for adventure seekers headed into the backcountry for hiking, rock climbing, fishing, whitewater rafting, and pretty much any other activity that wild land can offer. The town itself is just as inviting, picturesque against the backdrop of the Eastern Cascades.

And if it sounds like the kind of place you’ve been dreaming of moving to, you’re going to want to talk to Realtor Micalene Stafford.

“I grew up here,” says Micalene. “And I love sharing it with others, helping people find that house or property that allows them to enjoy it too. This career is about so much more than real estate for me. It’s about seeing people happy, and knowing I played a part in that.”

After Covid forced Micalene to shut down and sell her dance studio, a childhood friend who was a Realtor suggested the real estate industry as another opportunity to apply her people skills and continue with her passion for service. The move has proven to be a perfect fit. “I’m good at building relationships, and I listen carefully to my clients to learn their situation and what they’re looking for,” Micalene explains. “I love the challenge of finding that home that meets all their needs.”

Micalene represents clients in the Bend area and across Central Oregon with Realty One Group Discovery. After less than a year in the industry, she’s

already become known as an agent who will go above and beyond for her clients, delivering superior service with a caring attitude. One happy seller’s praise is typical: “Mica was hands down the best experience I’ve ever had. She listed my property and had an offer in 12 days. We closed in less then a week. She advertised on all platforms and worked so hard.

Absolute 5 star service. If you like to get things done, Mica is your girl.”

When it comes to marketing her listings, Micalene is meticulous in helping her sellers prepare their homes for showing. She creates professional photos to show the homes to best advantage, posting these to social media, dedicated real estate websites like Zillow, and her local MLS. As well, her deep knowledge of the area is a boon to buyers looking for a specific kind of home or a neighborhood that matches their lifestyle. She assists buyers with every kind of search, from single-family homes to ranch or farmland. That relationship doesn’t end at the closing table either. She reaches out frequently to see if there’s anything they need, and does drivebys with small gifts on the holidays.

As for the future of her business, Micalene wants to keep learning and growing as a Realtor, cultivating relationships with both clients and other agents in her area. Above all, she will continue to offer the superior service for which she’s already built a reputation. “It’s a true privilege when people trust you to assist them with one of the biggest financial transactions of their lives. I look forward to many more years of doing that!”

For more information about Micalene Stafford, please call 541-233-8197 or email Micalene@ROGDiscovery.com

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VICKY TAYLOR Famed hotelier Horst Schulze inspires business leaders to hone in on customer service to grow a business. “Service always implies caring,” he writes in his leadership manual, “Excellence Wins.” Georgia real estate agent Vicky Taylor read the book and she takes Schulze’s words to heart, keeping customer care at the center of home sales. “Everybody has to focus on customer service,” Vicky says, “but I think I take it to the next level.

It's a 24/7 job. And I only take on as much as I can handle because I want my clients to have the highest level of customer service. And I want them to walk away with a ‘Wow’ instead of an ‘Oh my God, what did I just get myself into?’”

Serving northeastern Georgia from Atlanta east to Athens and south to Madison, Vicky sets herself apart with market knowledge and customer service. “I'm available to my clients,” she says. “I'm not hidden behind the staff. It's just me and my director of operations, Alex Simmering, and we love what we do. And we both have a passion for it. So it's important to us that our clients are happy.” They are, as 85 percent of Vicky’s business comes from established clients. One customer, for example, has referred seven others, including his kids. The agent also has begun to extend her reach into the luxury market through international networking and her membership in Keller Williams Sports and Entertainment, a high-end brand for distinguished agents. She is also president of Lady Leaders Northeast Atlanta, a Keller Williams women’s networking and support group.

Vicky works hard to maintain relationships well beyond the closing, following Schulze’s advice on how to “love on the client.” She conducts seasonal giveaways and events to stay on clients’ minds. Her branded yard bags are useful for grass clippings. The pralines she hands out for Valentine’s Day sweeten the season. A well-attended client and family photo shoot for Easter gives her customers holiday memories they can share on their social media or greeting cards.

Vicky also hosts a Halloween pumpkin patch and drops by during Christmas time. For Thanksgiving, she holds a Pie or Pinot Event where clients can pick up a pie or a bottle of wine. “It's all fun, and the return on investment is there,” she says. “I measure everything by what is the return on 60

investment? Did I create a raving fan out of somebody that I've touched base with? And most of the time that is the case... I'm out there creating relationships.”

Real estate comes as a natural career for Vicky, who first grew interested in houses as a 13 year old touring luxury homes in Stone Mountain. She took up the profession in 2008 looking for a career flexible enough for her to work and take care of her son. After stints with two other agencies, she found a home in Keller Williams in Snellville, Georgia. “I had always thought Keller Williams agents were always well respected, highly regarded in our area and very well educated,” she says. “So I decided that I would make that change to Keller Williams and have grown the business over the last 11 years with them.”

An asset to her community, Vicky is an ally to LGBTQ+ causes. She also contributes time, money and effort to Kares 4 Kids. The organization provides school supplies and shopping trips for children in need and distributes teddy bears to those who have been ill or traumatized. She also participates in Red Day, an event that all Keller Williams give back to the community by doing service projects in honor of co-owner and Vice Chairman Mo Anderson’s birthday. For Vicky, it’s all a part of caring for her community. In her off time, she loves to garden and cook for gatherings.

To learn more about Vicky Taylor, please call 770.316.1605, visit taylorandcompany.kw.com, or email vickytaylorkw@gmail.com www.

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Take My Word for It:

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

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

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show62

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

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

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

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

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BARRY WELLER With a career spanning well over 30 years, Barry Weller knows a lot about the real estate business. He got his start in 1985 selling townhouses for a Maryland builder.

From there he went on to selling custom homes, then production homes, and eventually was vice president of the company in charge of all sales and marketing. For many, that might have been enough, but after retiring from this position in 2014, Barry transitioned his accumulated knowledge into general brokerage real estate in the Maryland area.

He provides service primarily in Frederick, Washington, Carroll, Howard, Montgomery, and Baltimore counties with Impact Maryland Real Estate. His previous experience with everything from townhomes to new custom homes and luxury homes makes him well suited to every option in the retail market. He likes the mix of mostly residential along with builder work and a few commercial properties to keep the variety.

His clientele is nearly 100% repeat or referral. Part of his appeal to customers is the perspective he learned from his involvement in the home-building business. He notes, “If you focus on the client, helping them achieve their needs, everything else will take care of itself. Put their interest at the forefront of what you do and understand what your client is trying to achieve. Add to that your experience and craft the strategy to maximize the value of their home and minimize the disruption to their lives.”

He keeps in touch with his customers the ‘old-fashioned’ way via the telephone, or by electronic means through newsletters. Barry makes time to let them know helpful information and that he is there to assist them. He stresses that most clients are friends and the relationship he is building is meant to last. He relates an example of having been the REALTOR® for a client that purchased a house 30 years ago. They contacted him 4 years ago to sell their home and then 4 months ago to sell the condo of their niece. The friendships he creates with clients are Top Agent Magazine

lasting. What was begun three decades ago is still an active part of his business today.

One of his biggest marketing strategies is understanding the way people buy houses today, which is much more virtual than before. “These days people come already knowing they want to purchase a home because of what they have seen, the images on their phones.” He stresses that one of the most important aspects of success is creating a quality first impression through strategic staging. He hires experienced staging consultants to make a marketing plan and then encourages owners to complete as much on that list as possible, emphasizing that in doing so they speed up the process and reduce the disruption to their lives. He also uses a special photographer with an artistic gift who can present the property in the highest quality light yet without sacrificing realism. This enhances the buyer’s overall satisfaction with the property from the start.

The personal touches of his boutique firm and his personalized way of doing business guides Barry’s plans for the future. He says he wants another decade of this before he feels ready to hand over the reins and dial things back. For now, he is happy to continue to do what he loves.

To contact Barry Weller: Phone: 301-471-8830, 240-815-0890 Email: barryeweller@gmail.com Website: impactmarylandrealestate.com www.www.

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