NATIONWIDE & INTERNATIONAL 5-17-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS LAURIE HUGHES FEATURED AGENTS

TERRI KING

CHERYL HUNT

AMRA DEDIC-SLJIVAR

ALLISON FORTINI

DAVID LAMBE

CRAWFORD

JULIA RUNYAN

ANDREW VOSE

KIMBERLY MAGETTE NICOLA TAYLOR

BILL MOONEY

NOEL A DEDRICK

CAROL LIZELL

RON STRAUSS & JACQUELINE HEIL

CHRISTINE AGOPIAN CHRISTINE MARTIN DANE WORK DAWN FRIEND DEBBIE PLATTS HILLARY LANDAU KATRINA THOMAS MARK PARRISH MARY SCHROTH MARYANNE ELSAESSER MIA PEREZ-OWENS RYAN GUTY

COVER STORY

ERIKA AXANI Top Agent Magazine

1

NATIONWIDE & INTERNATIONAL EDITION

TERRI KING 9

LAURIE HUGHES

16

TERRI KING

21

ERIKA AXANI

29

AMRA

DAVID LAMBE

DEDIC-SLJIVAR AMRA DEDIC - SLJIVAR

35

DAVID LAMBE

LAURIE HUGHES As Seen On HGTV’s House Hunters

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45

51

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“I became a real estate professional to have that oneadding a pool or hot tub, HOA issues, insurance, just on-one relationship with my clients,” says Terri King, completely helpful and looking out for all issues. She a top agent working out of Arizona with Weichert, even provided a list of contacts for utility services, caNOEL A. DEDRICK JULIA RUNYAN Realtors.

KIMBERLY MAGETTE TAYLOR RON “For the past twenty-fiveNICOLA years, my career ble, internet, etc. If you ever wondered if aSTRAUSS real estate NOEL A. DEDRICK RON STRAUSS JACQUELINE HEIL &with JACQUELINE HEIL CHERYL HUNT has been in the financial and real estate business. My agent earns their fee...then work Terri because RON STRAUSS JACQUELINE HEIL CAROL LIZELL extensive experience builds trust and reassurance with she put a ton of hours into my purchase from the day ALLISON FORTINI CRAWFORD ANDREW VOSE Carol Lizell began herclosing real estate especially proud my clients. They know they are in good hands.” we first met until andcareer move-in. IMAX would recomBALTIMORE HOMES 20mend yearswith ago,and but her interest the busimy10 husband an Top Agent Allison Fortini Crawford both With onlyOF years For Andrew Vose, entering the real long-lasting relationships find a in home, gave their me home.”

Terri topurchase anyone buying orbut selling BALTIMORE MAX HOMES OF 66a REALTOR 69 70 74 ness started earlier than that. 73 “I be grew Lands” which pre CUMMINGS & CO. REALTORS – of Sotheby’s International Realty and real estate estate industry was®,an easyischoice.

“I clients the knowledge needed to a successful As Terri privileged to have theother op- elite the business, & CO. REALTORS up inkey ahome family business. Being CUMMINGS a “self parcels ofBill land fo got started in after owner.” in San Francisco – is a hardto the her portunity to November work with2018, clients onmy whatprofessionals matters mostasto being Servicing East Valley of ofthemyPhoenix metropolitan starter and entrepreneur” is part friend and mentor Jay Nelson encourcombined his edu working, dedicated real estate aTerri’s strong area,That, business is prospering.

A considerable perthem. She proudly joined Weichert. success Weichertstory.

Realty“Having DNA. and the fact that my father Carol finished th aged me to get my license,” he explains. relationship with both When Andrew isn’t working, he’s giving professional who is truly commityour centage of business from repeat and referral puts the client’s first, and we have the tools and reinvested inclients realher estate helped comes me develop two agent out o He was working for the government at and your colleagues is incredibly back to the community through various tion, corporate sales ted to providing her many grateful skills early“That’s on. I always liked real estate my business,” Terri agents in her Ho sources that work for our clients.

In a recent client tesclients. how I’m building the time and was ready for a change. important,” she says. “I also eventslove and charities. During any free time, marketing experience clients in both San Francisco and while was working in the family accomplished thi says.

SheI hanging is also proactive indaughter cultivating and developing timonial,soon a client “From the beginning, I felt and Andrew foundshared that his people he’s out with his or playbusiness there was a real estate school Marin County with the very best getting to know new people.” relationships with new clients through referrals, open like I could trust Terri and her keen eye on the propbecome a “My topgoal local skills, military background, and entreing onthe hisstreet. kickball team. right across Years of seeing is to c in customer service.

Consistently BILL MOONEY CHERYL HUNT VOSE CAROL LIZELL ® learn new strate ALLISON preneurial helped him assessment flourish erties and spirit her very honest ofANDREW any properhouses and various marketing activities. their sign planted the seed for me to Realtor in 2020. Be ranked among the top one percent There are many other factors that as agent.FORTINI Today heCRAWFORD leads Looking Andrew’s sights ty an concerns or issues.

TerriProsperity helped formulate an offer leave the family ahead, business and pursue my are set on changing real es of all Sotheby’s real estate agents come into play when assessing Properties Group, which consists of 12 growing his team and expanding across the interest in Real Estate.

This single step was one the important me toreal not only getting into esto Terri for that was favorable to our situation that was realistic When asked what sets her apart from her peers, worldwide, Allison has built agents a ascension todecisions top agent working help clientsto Allison’s country.

“Right now we’re inI wouldn’t five states, so with I have ever made and change butmy myself as an agent and a per doesn’t hesitate to answer.

“The relationship and would be diligently tough fortothe sellers say no. Between best combined hisan thriving business based on honesty, status, them being reach their goals. Serving the greater Denver area chief and among we see ourselves going into more states and eventually Bill a thing!” will always be my clients “My motto is ‘Houses Are Product, Are Terri Cheryl didn’t start out in real estate. “I was in the clients is more than athey transaction,” sheaim says.

“To me them, theMy offer andPeople closing was on top ofteam everything...I based in Colorado Springs, Andrew and his have other countries,” he says.

As expand, they to integrity, deep industry knowledge her I warm, My Business,’” says Cheryl Hunt, a top agent with medical industry where worked as apersonable sales represen- approach, from this issame a life-changing That’s critical in un- Georgetown mean everything!!

Being a remote buyer, Terri carried With HomeStarr Realty, servesasthe Philadelphia developed a She reputation the region for maintain the high level Carol of experience. service, their clients Synergy building Sotheby’s International Realty. adds, “I intative and a marketing manager,” Cheryl explains. and solid relationship with herexceeding exceptional negotiation skills the ballI on the key elements a buyer encounderstanding their Where are theyMBA coming from Rensse love houses, and I loveexpectations. people! am all approachable When she and her family immigrated to the United suburbs.

About 75% ofexcitement. her business comes from repeat are their topand priority.

“Getting them towards their real both clients and other respected andcould thorough, intelligent social and down-to-earth.” Paired with her sharp business States, sheinspection decided it wasof time forhouse, a change. She says, and referral clients, an impressive feat What’s that speaks to priority? ter.

She helped coordinate the the from?

What’s their motivation? their estate goals is so rewarding.

I love helping them build Realtors. media-heavy expertise, Cheryl has excelled in her chosen profession. “I wanted to leave the corporate life andapproach do somethingto marketthecontrust and confidence she inspires. “Clients keep Polytechnic Institute With muchthe of Andrew’s business consisting of referequity have a nest the AC, roof, termite inspection, issues about don’t necessarily for Combined, myself.

Real estate plays into my passion forIand ing. these translate into fast sales for top egg.”look at the house first. I always start

BILL

design. Itcoming was a back to work with me and refer me because

a successful corpo Allison began her successful journey in real estate dollar, not toeasy mention many happy clients. they know I am honest, hardworking, ethical and natural fit and transition.” many buyers and sellers. “I think what sets me apart more than two decades ago. Twenty hermilitary background and that I’m friendly. I love my job and I’m very passionate about career in the highfrom years othersinto is my Cheryl’s clientsnot are working, glad that she Allison made the change. what I do. I never want to retire. I love meeting new career, Allison has firmly established herself as When she’s – a self-admitvery authentic,” he aexplains.

“I just try to go above and Approximately half of her business comes from repeat data them industry.

Bill people, helping and making them not happy.”only Carol managed the data in top producing, trusted real estate advocate who conted thrill seeker – enjoys boating with her husband, business, and an additional 10-20% comes from referbeyond.” About 90 percent of his clientele are veterhas built an outstanding reputation for not only being rals.

Cheryl credits her clients’ loyalty with her work sistently goes above and beyond for clients.

This son and todaughter, and planes. ans,her with Andrew well-equipped guide them in flying their single-enginestructure for Fortune accounts, he created top s trustworthy, but for also going above and50 beyond to ethic and passion for achieving their real estate dreams. is reflected in the fact that more than ninetyjourneys. percent “I served She isinalso an Army avid philanthropist who currently real estate the US for 10 She laughs and adds, “My accent sets me apart, too!her client’s needs. meet teams which won numerous industry awards.

Phone 310-734-1440 Fax 310-734-1440 years,upon so I referrals really enjoy |sits helping andof of her considerable business is based the board theyoufundraising I’mon fromveterans South Africa, inmilitary case didn’t notice!” arm for the members get a home and have security.”

But no matter and repeat clients, a significant achievement in her local school district.

Carol’s emphasis on communication sets her apart from When it comeswith, to herthey Cheryl who Andrew and his working make strategies, the mag@topagentmagazine.com | marketing www.topagentmagazine.com highly competitive market. “I believe it’s because of team are rest. “I’m always available to my clients,” she says. takes advantage of everything that Sotheby’s has Since to real estate, Bill has been a c sure to guide everyone throughout the process, leaving “Good is another important quality how I treat people,” says Allison, when asked how When asked her plans for the future,Communication Allison transitioning to offer.

“I useabout our extensive marketing platform,” no questions unanswered. that I value, which means returning phone calls, texts she says.

For each of her listings, Cheryl takes hunshe manages to engender such impressive levels grows thoughtful for a moment before replying.

“I tributing member on top Shoreline real estate te dreds of professional photos. She also utilizesand drone emails promptly.” of trust and loyalty amongst those she works with. just want to continue growing my luxury real estate After the transaction, buyers and sellers love to spread before out on his own, three years ago. Over “It’s about being able to understand whilesaid, maintaining work/life bal- going Community service and networking are also very thewhat wordeach aboutclient his work.business One recently “Andrew a healthy needs; it’s not one size fits all in real ance,”the sheentire says.home Above all, however, remains her of course hisrolling career, has important to Carol.

“From up myBill sleeves andbuilt an extensive netw was estate.” super helpful throughout buying overarching, constant objective: to provide her buyvolunteering to connecting people in all sorts of ways. process.

His consistent drive and superior work ethic 2 Top Agent Magazine ofinclude clients andpeople business partners who have helped in finding contracAllison, who holds a perfect overall five-star rat- ers and sellers in both San FranciscoThis and might Marin with assisting streamlined purchasing a home in a competitive marTo find out more abo tors, cleaners, a job, or any service you might need in ing on Zillow.com comprised of ket. scores glowing thebuyer, unparalleled service that has long As of a first time home Andrewcustomer always set to been achieve recent Platinum levels of sales within struction, and interior rals, it’s clear he’s developed lastingarchitecture, relationships with

aside time to sit down with me and diligently work

the purchase and sale of a property. One of my pas-

call 267-207-1269, visit h www.

DEBBIE PLATTS

CHRISTINE AGOPIAN CHRISTINE MARTINDANE WORK

Born and raised clients in the and North Hills of phone calls a market, With over 21 years of experience in getting twenty derdedicated first place.

“I DAWN FRIEND working as a prosecutor for over ten her so much success in the importance of beautiful imagery, professional Pittsburgh, Debbie Platts has watched the ple high the real estate business, Dane Work day.

I honestly dread the slower months 81 82 85 77 78 gopian has Martin turned to her long- love helping my close friends and clients rs, Christine photography, virtual tours, and walk-through region change radically forI the better brings an unparalleled level of service because do not likeover havingPrior idle time.

If estate, Dawn to real This uniq career in“I had always had an affinity for find their dream homes and transition to homes in their best light. ed passion. videos to showcase the last few decades. in the Meanwh and knowledge to his clients. Dane first the Living sun is up, I’mregion working!”Friend served in upper level tation thr day, she is the next chapter of their lives. There’s estate,” Christine says. “Myobtained father was her entire life and graduating from Penn transportation management for ume erty, risin De his license in order to facilihe more rewarding than assisting ealAgency, estate in Parker, then Winter and nothing as passionate business State Universityabout with aher degree in ismarkettate Park his personal real estate investments, Christine is Helping others importantdecades, to Danebut notshe always sought aknowled nation throughout people through such an important move.” pen.

I worked in real estate offices while as when she started.

“It goes back tohard-working when but quickly discovered an underlying only inthe his professional life, but also in spoke to her love a career that agents, w ing, she has combined nologies ollege my for sec-the transaction process. His I was a prosecutor,” Christine says. “One ncino, prior and to law school. When communiwe work passion hisqualities personal life.

He servedofascommunication, a voluncharacteristics and of Western pinpoint son turned license, and the things I liked the most counselshe caters two, I earned myoptimism a lifelong Angelino, Christine is treand helping others. After can’t sup and Asbroad industry insight of teer was coach his daughter’sty, high school.

Pennsylvania residents withat sophisticaexperien DAWN FRIEND DANE WORK DEBBIE PLATTS CHRISTINE AGOPIAN CHRISTINEactive MARTIN ped in.” ing people.

The process can be stressful, eeds of her mendously within her community. have made him a sought-after agent at his I’mwould driving classic 1952her first home in tion, humility and“Tonight, energy. She firstmy purchasing ket, she daunting, and intimidating. truck I lovetobeing the hing every Through The Agency, she makes regular 2004, she took an interest in Outside RE/MAX Allegiance brokerage, located theSCHROTH homecoming game arrive at real estate, however, through her football a home MARY HILLARY LANDAU w with nine years in the industry, Christine resource for people, having information and ompassion, contributions to Giveback Homes, a nonMARK PARRISH the housing andinbegan researching it extenthrough in Arlington, Virginia, where he serves with theshe school’s stuck the back. family business. There, was industry a flag major hidden f built a thriving, client-centered business vendor referrals mybuilt fingertips.

I brave love using profit throughout organization that houses for As clients a person who truly cares about thean success produc With the unwavering support ofpersonal her 100 husband, she andzations, buyers and through sellers Arlington County, ItatReal was by sively. the men who cameencourages back from l estate family, repeat andbuilds referrals from contributor to award-winning and buyer, u ways had an interest Best Estate Agent and America’s Top One Mark Parrish’s clients tell you left text me at 11 o’clock atfootball night, I’ll Denver, Colorado. A solo Realtor at thing Keller Williams, mywould expertise toWilliam make it also a WWII, positive experience, whether families around the Prince world.

She isinnovative her career to attain her real estate license, finding in well-being of the people around her, it tivity.

She finds it incredibly fulfilling Alexandria City, Fairfax County, and now it’s a mascot for the team.” arly on the ins her wide sphere. interior design team.

Inspired ingneed. famit 86 89 90 95 96 ® you is that sometimes you definitely can usually get back to you in a couple of istine offers every client personalized, compassionate they’re orfor selling.”

Award. hen I towas working a judgeand REALTOR’S fast success as agent and building robust network Westmin made perfect sense Mary Schroth getminutes. create work aopportunities for others, an County Loudoun County.

Hework, was to also the President thean Boosters Association ne likes deeply involved withbuying her Armenian estate business. bycomher she decided to of pursue her or reloca a book Douglas by its cover. The designer People have a right to expect the vice.

While Denver Metro South, specifically of satisfied buyers and sellers throughout theropes state. when Last it outreach and helps raise money for the school.

Helping small licensed and pursue a career as a full-time to show them the comes t er industry. munity, with her children’s suits, ties and shoes takes he volunteering wears when on the best,in and that’s what I deliver at Sotheby’s.” and psychology Hillary a layered approach to marreal estate license 1995 and hasn’t the hunt was employed with a unty, is Christine’s home and focal point, she serves cliWhen Christine is not busy helping clients, she is active ® ® to the next year, though, she decided to take her work througho Thanks to his years as a small business owner of businesses thrive is something that’s been at the foreRealtor .

With six years under her belt as .

“Our roles as agents ar being a Realtor job suggests the consummate professional, He’s also been sought after for his market y their property and proschool and other local organizations.

When she’s not tarted working keting her listings, using staging, profeslooked back since. place to sl across the city. Real “A lot ofEstate my clients referral-based,” inmastered the spending community her sons’ school, helping with ® his When itshe comes to marketing her listings, ommercial level and hersince ownfeatured brokerage her goodMary friendsays.giving b an are impression born outbe ofahas respect Mark isopen consistently on with multiple restaurants, Dane ofthrough cusfront of Dane’s mind, especially the beginning Realtor incredibly important,” inthe theart DC Metro area, isadvice. photography, giving back, she can found quality time part-time whileshe shares sional photography, a torobust social media as“This a Mui istine says. “I go where they need me to.” sports and In her free time, she loves to Television be clients, whowhich expect has the helped best.

Hehishas anfundraisers. local Twin Cities as athe leading and business partner,isAmy Linton. husband tomer service business become of the COVID-19 pandemic, which why he donates most significant financial holding tha an experienced and knowledgeable agent ls.

MLS and a blend of tarwith her two kids, traveling, or practicing her favorite in social work. presence, and postcard campaigns to push Katrina aaspace mix of traditional andas electronic “I always knew 100% I extensive Today, Debbie isLuxury Realtor for Real has remained focused o market knowledge, tireless Home Market Advisor, asBanker well with herwork family.

Together, they skiuses inher the winters and goColdwell in need their tn referral based.

“I don’t at all. toaslook his advertorial provided to him by the school, most people in their lives.

We who makes itmyself her mission after aidscampaigns. hobby: cooking. and, afterThrough it her listings out toadvertise as wide an audience Estate Services, where sheofassists clients throughout thehavetrue to her slogan, “It is ethic, smooth problem-solving skills and is being one the most followed realtors h her enthusiasm, infectious energy, skill, and comboating in the summers.

Christine is also an avid equesmarketing methods.

“Social media is a huge eneur, and I’ve always Today, Dawn is the Broker & Co-Owner of Iron Valley I take the time to really get to know my clients, and to a small local merchant. be at the top of our game, and it’s one o clients’ best interests at every turn.

Along ellers an acute l full-time, sheinsight into possible.

The needs. depth They’d of her marketing is hyper-responsive to clients’ inof hisPittsburgh market on and social media, where heareas.

Northern Suburbs the surrounding MARY SCHROTH ment, it is no surprise that 80% of Christine’s business trian, andability she competes inPARRISH shows when she Real has the time.

HILLARY LANDAU KATRINA THOMAS MARK ® MARYANNE Estate of of Central Maryland, wheretoshe services Looking I become friends with them.

If somebody calls me my main goals help other Realtors ge with her to overcome obstacles also tell you that’s not the whole story when showcases his sense humor, style and ensuring the process runs Christine hasimpressive, big plans for future her of her business. ound time andthe it allows to get a lot ofAsover 25 years marketing andclients tool,” she says. s.

I free love assisting With as networking an award winning, full timeAELSAESSER real Butagent Debbie alsoAs remains ms from repeat clients and clireferrals.

“I work hard to throughout the region. preferred for her after 10 years and we talk for just two minutes, it’s Going forward, Dane is determined to continue helpit comes to Mark. most importantly his commitment to his to that level in their career.”

Mary did 2vt and navigate the nitty gritty details of real s now been ten eyes on her product while simultaneously ht now, the power of socialexperience,” her volume continues its steady growth, sheshe intends onagent, estate she isplans aFort truetoprofessional with a proven track teering as a member of er every client a positive Christine says.yesterday.

Happy with what has built, Christine continue Meade, she specializes in military relocations look forw However, she also likes to send postcards and e found my passion in almost like I saw them Those are the type ing clients achieve their real estate goals for as long clients’ best interests. transactions in 2020, and on pace to pus estate transactions, Mary has made arepresenting name offcan her career nourishing her network.

You an off-market starting a team while scaling her workflow to maintain MIA PEREZ-OWENS record ofclients. her clients to profitably buyalland that, sheisalso serves in make theget process enjoyable, less stressful, and more working hard on behalf “I love I’m and residential kinds.60 “I incontinue and help “I’ve got a funny sense offor humor,” ® I of her of strong bonds I build with clients, and how as possible. thattransactions number to aofstaggering 2021the - she hopes t herselfMark as athat’s Realtor with heart who gives all ofwhere hera positive, diversify her marketing methods.

She says, siness has steadily grown ou know how to use the her lofty standards of client satisfaction.

“I’m looking to sell homes, while ensuring stress free experitions like REALTOR laughs.

“It’s just something that comes natMeticulous about preparing his listings fitable. Whether my clients were friends to begin with, at with my career,” Christine says.

“Buying or selling a to be amazed and honored to be a part of Iron Valley country f like toRyan run started myGuty business.”

When decided he wanted to agents, helping them grow, and build th When Mia Perez-Owens in real chance of getting my clients’ homes sold train the agents on her future team to achieve that sam time and energy to her clients.

Inural 2020, Hillary expanded her with ahandy buyer’s nst aend foundation of personal plant my feet, therespond righthome people, really build out to me, andhire people to it.team It and comes in101 for“Success the market, Mark helps his clients stage their homes, ence. for me is utilizing my skills and expertise Pittsburgh or the Penns 102 up as friends.” can be a very positive and fun experience.

It’s very Real Estate,” she says.

“We are truly a breath of fresh “I believ “Social media reaches such a wide range of estate, she hitmake the ground running, becoming fast,”utilizes Mia says. degree of productivity. living selling real estate, family own business.” inhis a business where a big part of the job goal is taking stress then high-end photography (and drone shots, agent, Yarden Ronen-van Heerden, who supports ork ethic. my support system,” she says.

“My is to cover as others to help achieve their dreams,” she says.

“Everybody herfoundfree time,that shewill liv air!

From outstanding support, even fromInthe important to have the right person help you, someone who In order to maintain the one-on-one client service he a is top-selling agent in her first year. “When Mary has garnered immense good will from her customout of the process.

I balance fun, family and work with when necessary) to capture the most beautiful and unique prospects looking for a home in the area” She ,edgeable Katrina licensed her high level of customer service and enables her with Iher buyers, much ground as possible; at the end of the day, I want to should have that joy of loving their home and being happy found enjoying her passi and friends tried to talk him out of it.

“They ers who are never too busy to take my call, to their thrive—f at sets Christine apart is her fierce dedication to her is willing to commit their time, who has the expertise to is known for, Dane chooses to astheanbest indepenmade the switch to a general brokerage, When Mia is busyabove helping clients, she a serious approach of getting of my clients value, elements of interests thenot property.

He markets heavily social In her freeison time, Mary loves hiking and reading, an butwork consistently putting her clients’ Team’s overall volume business to right flourish. aspects ofsoworking in real and“I’m keeping fully help as many people as Iers can.” living there.” kayaking, workin amazing that places atlistings the ing, forefront of ortime, ty,” Daw nts. thankful they chose me to help them, advise you in to the way,media, someone who can tellagents you thehis Ithem applied allD.C. the dent skills I had learned workdedicated giving back totechnology her community. uses professional photos on all of her and Washington, agent.

With an average of 40, and up over 50, were naturally concerned about my getting Work takes upus with most Ryan’s whether buying or when selling.” and to queries other in sphere before the going on adventures herofhusband.

She is verb her own and working hard to ensure their needs are They’re thrilled to have joined Compass this year, h it allows her to continue saction. lived in this industry, on your t in new homes,” Mia says.have “I knew how She a portion offast every commission to every e are so Having manying other agents they could worked truth.

That is whoinIsales try to be fordonates each of my clients.” listing even goes live.

He alsopaced uses social media to stay single person I have closed transactions per year, and $32,000,000 in he hera community, fostering opportunities an met.But Her Imindset about her job advertises leads her to conduct her active paidwhere only indegree commission. hadtechnology always when is able to take a in vacation he lov and properties under ostpossesses on repeat, athis to relationships, and nity byentirely takingsays. aan local tohyper build relationships, and how toinyear. cultivate Children’s Rescue Initiative, an organization a commitment marketing and business management, in touch with clients, as well as texts, email, or coming just is truly soon listing a his home, Debbie leans onorganization her professional Debbie has strong plan he in-depth encountered in this vested each h,” Christine “I am going toWith work topast give every volume His work hours are not for theWhen encouraging the entrepreneurial spirit of Baltimore’ business in a relationship-focused and service-oriented collaboration mirrors their own.

Hillary’s network of lf as a community builder.

Mark also had drive for sales.

Prior tonot selling realof estate stopping intowhen he’s in the neighborhood. been aConsequently, worker and wasn’t worried. to travel. also enjoys tackling projects those “I’m relationships. my first that rescues children from sex trafficking and Heblending other’s background empower hersuccess.” clients.

Diligently ahead, she intends on sc its neighborhoods, which nt the best experience I possibly can.” banner before they hit the market. cial media. so faint ofhard heart.

“Iawork a lot, and I’mand afraid it.

Iinfluence squeegee kids. For the next five years, Mary hopes t manner, her of has grown he climbed the ladder, selling fiber-optics inher clients and agents isand a put huge boon toevery hersphere business, aslabor ty and I’ve created year wasgreat very successful.

I was thecorporate number slavery.

“Thissteadily organization ishome very close marketing education, interior design expertise, and maintaining the same co dvantage when searching thrive under pressure enjoy doing aspect of You get out what you in.” improvement.

“I don’t sit still muc MIA of PEREZ-OWENS RYAN GUTY private and fortune 500 companies until the industry Mark is always educating himself toher improve as sell an over $100 million in volume an see business because it. ®“I’m wired to advocate for people,” Mary ys.

“I make the expefour individual agent in a company ofhigh-level sevto my heart,” Mia says.

Additionally, in 2011, she refers to is other Realtors s,” Hillary says.

“This way who specialize When listing a home, Dawn provides her clients with a career in t expert understanding of the market, she engages a topaccomplished Christine, in touch with past clients all about heir needs.staying “Los Angeles this work myself.

My clients appreciate that they get suddenly imploded 2000.

He “I was for a concerned lifeagent, so providing that he can continue hisKeller clients the best isseventh My philosophy to keep learning g reach Williams’ level.

If you’reand lookin says. amlooking genuinely the bestoffering eralhas hundred.

Being so new, I didn’t in even Miawith founded a comprehensive grass-roots organization, spersonal my buyers and made other markets. strategy, marketing their properties notch teamshe of “If professionals to ensure a property outshines believe invia personalized When isn’t working hard to estate create ain the of my clients.

They touch.

“I profeslike to reach out on directly.” clitoinwork with me Dane’s hands-on “My social and long based career vs. amy job, and identified real estateapproach asfor work experience. you stop learning, you stop growing.” realize what that meant at the time but I Feed-a-Friend, which helps the homeless and for high quality real service DC-Marylan possible experience each client I work with, and I go For Ryan, it was about doing work he ting better every day.

I’m usually enrolled Hillary’s a blend of atargeted digital and social campaigns, proven strategy startingmediafocus on the numbers, I s’ interests,” Christine says.

Totohemarket her listings, helps to ensure that no “Idetail is ever missed any could enjoy doing. thought it looked like in fun.

Ithe competition. Employing —from myfamiliarity family to with my committed myself helping more families working poor.

“Every Friday, volunteers one-of-a-kind experience for her customthey know they aren’t area, look no further than Mary Schroth! above and beyond thetocall of the duty to make them comnourish it have made her a In her free time, Hillary enjoys playing tennis, eating along with trusted methods like postcard mailers to the clientele told myself that if I was going to do it, I wanted be could enjoy, and feeling in control of his some sort of course.

Right now, I’m takia transaction.

While some people can’t wait to get off istine uses a comprehensive approach that combines from appropriate staging, to professional photos and with all my s colleagues. Leaning to make a on greater impact.” feed folks and provide clothes and other fortable throughout the transaction process.”

Mary’s the or best.

I got my license and went workfast at Coldwell a variety of different foods, and to travelling around the or surrounding neighborhoods.

But above all, she values To learn more about Dane Work ers connecting with new people, Katrina llymedia feelcampaigns like they are. work go on vacation, he enjoys the pace of ial with individualized strategies. video, to social media and digital marketing, Debbie’s would appreciate if I we ong network to better aidown necessary items,” Mia says.

“Volunteers look them in the ® destiny.

“Iwith a job, notgiven areal career. aattention, builder’s course to get certified there.” efforts have her a reputation as a Realtor people Banker, where Ihad became one of but the fastest luxuryworld.

Along providing top-notch estate serindividualized catering her process tolife.” each email danework@erols.com, his work and up motivated to dorising more every verse-prospecting has been and great for mywakes clients,” listings sell in a matter of days.

Moreover, in her current of my Now a Realtor Team Leader at Realty One Group eye and have a real conversation while providing a hot meal home agents.” isrely involved in heragain community of orreal estate agents. home is such aMia big moment—once can on, on and sheExecutive displays and againseller. that she There was nolove upward mobility.

I the had a friend who Elsewhere, she is equally hands-on Last with her buyg relationships with her vices to her community, she is also danework.com, call (703) 869–4567 morning.

“Ihusband being around people, talking istine says. “On the MLS, I see every who has “My Coastal, works with heragent Allen. husband and othertoliving visit essentials.”

In recognition of what Mia is both helpful and trustworthy. ers, utilizing her acute market expertise to guide nsaction quota or her own Board of her local Chamber of Commerce, serves on was a lender, and offered to help me get started in the His plan for the future of his business is to grow h year, she served on the Northern Virginia Association of them people.

I make it as individualized and I make a great team,” Mia says.

“We have struck this and the volunteers have given to the community, she was tned a listing to their clients, and I stay in touch with all Mark worked for Coldwell Banker until 2015. That’s a fantastic reputation To to the right home based on their interests.

In fact, she(412) 400 ouch with clients past and the Education Foundation Board, and fundraises, along To find out more about Christine Martin, perfect balance where I To focus onofbringing in newInternational business awarded the C. Dan Joyner Community Service Award.

To learn more about Debbie Platts, call when he moved to Sotheby’s Realty where hose agents, making sure they are aware the list® learn more about Christine Agopian business.

I did the coursework, got my license, and team and continue strengthening customer service Copyright Top Agent Magazine evidenced by her rapidly Young Professionals Network.

Along with parREALTORS A professional with the ability to maneuver successfully keeps in touch well after the deals are done through or visit d dia and features phone She relationships. with her husband, the Ronald Housechristinemartinco@kw.com, andcalls. building Allen focuses getting theMcDonald calllevel 303-947-1100, his business took offfor to on a higher of success. email He special of the and inviting them to email debi.platts@pittsburghmoves.com, email cagopian@theagencyre.com, nd referrals; however, shelisting, haven’t looked back.” as to offer clients the best experience He ale through the complex of Mia’s real estate challenges, routine check-ins andonly handwritten cards, all to possible. ensure represents clients throughout the Twin Cities, clients through theatprocess and tohospital. the closing table.”

Mia Over the years, enthusiasm forinitiatives, real estate has her clients and hold client.” events their local For the future ofspecializing her business, christinemartincorealestate.com or most visit ticipating in community service Katrina mentored w the home to their Christine understands the theagencyre.com orto call (310) 499-8820 visit ® utique service that brought or vi in selling upper-bracket properties in Edina, Southwest Mary is an efficient and thorough Realtor who and her husband recently added their son, Chaise, the grown.

“I love helping people,” she says.

“I love working they are happy in their new homes. wants to help his agents grow their end of the busine ogether. By giving each of Hillary hopes to keep learning, discovering more ® exMinneapolis and around the Lake are getting the business.

REALTORS cation to maintaining a high of team.working “I’m excitedciting to seeways his level success,” Mia says.

“I Minnetonka love witharea. homebuyers inmanner. all just stagesImpeccably of life. It’s astarted privilege toin help repeatedly gets results inInwho a timely nal treatment and to serve her clients and to keep growing That’s not toonsay that waswith easy.Copyright “Early thatAgent Farther out, he is thinking about expanding into t 2020 he closed $25 million inthe sales going as aand soloextremely agent, Magazine this trust business and Iher love passing what I’ve to learned.” people make their financial Copyright Agent Magazine organized detail-oriented, sheisischanging avails, she business. establishes network inthose the years come. from If Top you’re looking fora purchaseTop her “I and love building 98 percent of his business coming repeat clients on, fear of failure was myand motivation.

That kept construction side ofofthe future.

Toher be aclients, part of me that journey with them is consent a blessing.”

Contact Mark at 612-385-5920, able informative to making sure they portion this issue may be reproduced in any manner whatsoever without prior theindustry. publisher. her ties with herNo local com- ofhigh real service in Westchester andquality referrals.

“I estate don’t pay forPleasant advertising becauseCounty, of Servingclient downtown Charleston, Daniel Island, Mt. Outside of work, Katrina enjoys spending time with friends lains.

“Each is special and email Mark.Parrish@lakesmn.com, coming in seven days a week, because I knew that if I are never left in the dark.

She uses flyers and social the no reputation I’ve built.

People know me be honest, her network. and This why Magazine look further than Hillary Landau andto The Hillary’s Toptheis Agent Feature precautions are taken to ensure the accuracy surrounding areas, is Miapublished has built a by thriving busi- Publications GA, Inc. Although markparrishhomes.com or visit media market her She listings, and loves of straightforward, hard working andtoalways available.

If there dousthan amount of business Homes Team! and family. also is a the bigpractice supporter and advocate for self-by its re just transaction to us.

My wasn’t talking toAgent people, else out was. ness through her commitment to her clients.

Shesomeone has lived of apublished materials, Top Magazine cannot be held responsible for opinions expressed or facts supplied solving problems in real estate.

Charleston her entire her clients My leader actually had toappreciate make meinquiry take days off.”

Magazine care.

“When you work hard, youCopyright haveToptoAgent make sure have each out toinauthors. me at To any timelife, with any To learn more about Mary Schroth, subscribe orand change address, send to mag@topagentmagazine.com.

Published in theto U.S. her local knowledge and expertise. “I’ve been blessed to please call (240) 309-6000, esale information about Hillary Landau, call (914) 907-2444, On the business side, Mary loves tackling the challenge some has closed.

Weinkeep in touch. build a business a city where I know so many people relaxation, too!” she says. Katrina is a huge advocate email mary@schrothpropertyadvisors.com dau@compass.com or visit compass.com/agents/hillary-landau ofdays, expanding her work andstill building her team, as well There’s less fear Mia these though Ryan keeps and have made many connections,” says.

Committed for treating yourself and also recharging. is looking t sets me apart.” orKatrina visit schrothpropertyadvisors.com asmy fostering an environment for her co-workers that to her clientsa and her schedule. own professional growth, Mia has year busy “After first I was promoted

MARYANNE ELSAESSER

KATRINA THOMAS

RYAN GUTY

Maryanne Elsaesser got her initial start in re early on. “I’ve been around it my whole life,” M recalls. “My father was a developer, and I firs license when I was just 18.” Maryanne says estate career began almost by accident. “We h investment properties that we needed to sell, so I my license. From there, because of my base kn friends started asking me to list their properties for them. That blew up into a career,” and th history. For the past 15 years, Maryanne has bee her clients achieve their real estate goals. www.

www.

http://

www.

Maryanne and her team, The Home Navig Compass, serve the Bergen County, New area. Team members include Mat Chapman, Battifarano, Michele Kowal, and Olivia Elsaes 90% of her team’s business comes from re referral clients, an impressive feat that speaks to earned several designations and honors. She is a Real forward to returningand to trying new restaurants, traveling, and real estate confidence they inspire.

“I take to running one Homes of ourSales new locations, which includes Negotiation Expert, New Certified, TopEstate Agent Magazine 3 seeing movies theperspective theater whenofpandemic restrictions lift. Maryanne dits her openness to learning newagents.

Ninja Sales Certified, a Realtor Distinction, and a Gold recruitment ofofnew So I spend timeatthere, and service and not sales,” Circle of Excellence recipient.

w opportunities as awith reason peopleHis areproduction is still strong, however, training.”

www.

CONTENTS 6) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 13) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS 19) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 28) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL 32) 5 TIPS TO GET NEW CLIENTS 38) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 44) CREATIVE WAYS TO SAY THANK YOU

4

48) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 54) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 58) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS! 64) 3 MIND-BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 71) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING

79) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES 83) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 87) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION 91) 3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM 97) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS 103) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE

75) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

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

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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Top Agent Magazine

LAURIE HUGHES As Seen On HGTV’s House Hunters Top Agent Magazine

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LAURIE HUGHES

For as long as she can remember, Laurie Hughes has been interested in sales. Growing up, she received a robust business education from her father, an esteemed affiliate for Dale Carnegie Training.

Later on, Laurie would excel in her own set of Dale Carnegie leadership and sales courses, and from there, she built an eleven-year career in network marketing, serving as Presidential Bronze Ambassador at Reliv International. Her organization was selling in excess of a million dollars of nutritional supplements per year.

But through it all, she also harbored an interest in real estate. Inspired, she decided to switch careers in 2014 and has found fast success as a REALTOR®, even appearing in a 2019 episode of House Hunters.

of any client. “My background proved so useful when I was getting started in real estate,” she says.

“Because of my training, I know what to do at each stage of the game.”

When listing a home, Laurie prefers a comprehensive approach. Utilizing the expert marketing team at Bluefield Realty and her own years of sales experience, she ensures her transactions run efficiently from start to finish. But through it all, she is careful

Currently, Laurie is a Broker-Associate for the Bluefield Realty Group, where she assists clients throughout Greenville and the surrounding areas. By combining her acute understanding of sales with her passion for helping others, she has developed a workflow to fit the needs 10

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to personalize her process to the distinct needs of every client. “At the end of the day, the whole point of marketing is to get prospective buyers into the house,” she says. “We provide our clients with a catered strategy and put genuine thought into what we want to show and what we want to say in our promotional materials.”

Elsewhere, Laurie is equally as attentive when assisting her buyers. Through dedication and hard work, she carefully guides them through all the nuances of their transaction, valuing open communication and accessibility above all else.

Since getting started in 2014, Laurie has earned an outstanding reputation for her integrity and compassion, as evidenced by her rapidly growing rate of repeat clients and referrals. And the secret to her success? “Sales is about finding a need and filling it. As my mom used to say, ‘A man persuaded against his will is of the same opinion still.’ This business isn’t about pushing someone into something they don’t need; rather, it’s about helping them and solving their problems.”

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Outside her career, Laurie is tremendously active within her community. A former missionary to Brazil, she is currently on the Board of Christian Learning Centers of Greenville County, which provides Biblical education to local middle school and high school students.

When she’s not with clients or giving back, she can be found reading, shopping, or taking the occasional vacation. Always putting family first, though, she also enjoys spending quality time with her husband, six children, and thirteen grandchildren.

Going forward, Laurie has strong plans for the future of her business. As her volume continues its steady growth, she is most focused on scaling the friendly, kindhearted service that has anchored her career. “I’m not looking to build an empire; I just want to be me,” she says. “I really just love serving people, and I can’t wait to be there for them—for years to come.”

Top Agent Magazine

For more about Laurie Hughes email laurie@bluefieldgroup.com, visit bluefieldgroup.com or call (864) 350-8187

https://drive.google.com/drive/folders/1SYjpg8aDDyZtsVpdJ9yc0OYEsOAz833a

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Advantage Inspection Upstate is proud to congratulate

LAURIE HUGHES

on being featured for the State of South Carolina in Top Agent Magazine!

Advantage Inspection Upstate Office: (864) 298-0405 | advantagegreenville.com www.

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Top Agent Magazine

5 Tips to Make New Hires

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

The hiring and training process is time-intensive and doesn’t come cheap. This means that making Top Agent Magazine

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

Top Agent Magazine ®

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1. Be honest about the scope of the role

2. Build in some perks

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

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

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

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

Top Agent Magazine

Top Agent Magazine ®

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TERRI KING

“I became a real estate professional to have that oneon-one relationship with my clients,” says Terri King, a top agent working out of Arizona with Weichert, Realtors. “For the past twenty-five years, my career has been in the financial and real estate business. My extensive experience builds trust and reassurance with my clients. They know they are in good hands.”

As a REALTOR®, Terri is privileged to have the opportunity to work with clients on what matters most to them. She proudly joined Weichert. Weichert Realty puts the client’s first, and we have the tools and resources that work for our clients. In a recent client testimonial, a client shared “From the beginning, I felt like I could trust Terri and her keen eye on the properties and her very honest assessment of any property concerns or issues. Terri helped formulate an offer that was favorable to our situation that was realistic and would be tough for the sellers to say no. Between the offer and closing Terri was on top of everything...I mean everything!! Being a remote buyer, Terri carried the ball on all the key elements a buyer could encounter. She helped coordinate the inspection of the house, the AC, the roof, termite inspection, issues about 16

adding a pool or hot tub, HOA issues, insurance, just completely helpful and looking out for all issues. She even provided a list of contacts for utility services, cable, internet, etc. If you ever wondered if a real estate agent earns their fee...then work with Terri because she put a ton of hours into my purchase from the day we first met until closing and move-in. I would recommend Terri to anyone buying or selling their home.”

Servicing the East Valley of the Phoenix metropolitan area, Terri’s business is prospering. A considerable percentage of her business comes from repeat and referral clients. “That’s how I’m building my business,” Terri says. She is also proactive in cultivating and developing relationships with new clients through referrals, open houses and various marketing activities.

When asked what sets her apart from her peers, Terri doesn’t hesitate to answer. “The relationship with my clients is more than a transaction,” she says. “To them, this is a life-changing experience. That’s critical in understanding their excitement. Where are they coming from? What’s their motivation? What’s their priority?

I don’t necessarily look at the house first. I always start Top Agent Magazine

with who the client is.” Each day is an opportunity for Terri to work for her clients focused on what matters most in their home buying or selling experience. She is proud to provide value to them, all with the highest professional standards. Client testimonials like these represent the professional and personal service she loves to deliver: “My wife and I found Terri to be a real professional. She listened to what we were looking for and helped us throughout the entire process of both buying and selling. Terri was always available and went out of her way to make sure everything went off on time and as stress free as possible. We highly recommend Terri. It was a pleasure working with her.”

Terri carries this personal touch into maintaining contact with her clients. This personal touch includes taking a photo of her client with their new house, having it framed, and then bringing it by approximately a month after they have moved in. “They’ve moved their furniture in, completed some updates, or have done some painting,” Terri says. “They’re always so excited.” Terri’s relationship with her clients continues even after they close on their homes. Her favorite way of staying top of mind is to follow up with them.

As such, she remains their trusted professional.

Working with people to achieve their dreams is Terri’s favorite part of her profession. “You have such an impact by helping them through their homeownership journey,” she says. She also thrives on client feedback.

“That’s how I reaffirm that I’m doing this right. My clients talk about how they met me at an open house and how I built their trust in such a short period of time. This is the greatest asset someone can purchase.

I am very privileged to take part, and I never take it for granted.” A recent client shared their appreciation for Terri; “We met Terri King when she was representing a buyer who was interested in our home. We were so impressed with her efforts we made a no brainer decision and hired her to represent us finding a new home which was challenging to say the least with today’s market and especially where we wanted to live and the requirements the house needed to have which was plenty. Her communication with us was simply amazing. Any and all concerns we had were answered promptly and when I say all I mean all. We honestly doubt we would have been better represented by anyone else. This is our 4th home purchase in the area so it’s not like we don’t know the difference between a Top Agent Magazine

weak agent and an agent that gets the job done and getting the job done was exactly what Terri did for us.

I could go on and on with that if you’re looking for someone to represent you as a buyer and or a seller take our advice and give Terri a call. It was without a doubt the right call for my wife and I. As you can tell Terri found us the home we wanted and we couldn’t be happier. FYI because of Terri’s thorough and hard work we were able to buy our home from 1500 miles away which was not an easy task especially how picky we were. Job well done Terri!!!”

When she isn’t working hard for her clients, Terri is working just as hard for her community. She volunteers with local foodbanks and other charities through her local church, as well as taking part in an Adopt -a- Road program. Terri looks forward to returning to her volunteer work at the Child Crisis Center in Mesa. During her off time, Terri loves spending time outdoors with her family, especially hiking.

Looking to the future, Terri has plans to grow her business. “I doubled my business in the last year, and it will continue to grow this next year,” she says. To accomplish this goal, Terri is currently training a transaction coordinator who also happens to be her skilled daughter. Terri says, “This business needs to be done carefully, but with her help I can continue to grow!”

To learn more about Terri King, call 480-770-9507, email terrikingazhome@gmail.com, or visit terrikingazhome.com

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Tony Vehon and his entire Weichert Office are proud to congratulate

Terri King

on being featured for the state of Arizona in Top Agent Magazine!

Tony Vehon, Owner/Broker Office: 480-982-7370 Cell: 602-989-1682 Fax: 480-982-7584 tony@lakerealty-az.com

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Top Agent Magazine

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 20

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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ERIKA AXANI Top Agent Magazine

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Working as a solo agent, Erika Axani has one-on-one contact with clients, ensuring they are guided throughout the transaction and knowledgeable about every step of the process.

“I started working as an agent because I wanted to love what I was doing every single day,” Erika Axani says. There’s no doubt she enjoys every second of her work today, serving buyers and sellers in the greater Fort Lauderdale area. Prior to 22

earning her real estate license, she was a medical sales representative. “My husband wanted to start investing in properties, and he suggested I get my license,” she explains. That’s when she fell in love with the industry, and she hasn’t looked back Top Agent Magazine

since. It’s now been 11 years, and Erika is showing no signs of slowing down. As the Top Selling Agent at Florida Luxurious Properties, she specializes in the luxury market of $1,000,000 and above. Working as a solo agent, she has one-on-one contact with clients, ensuring they are guided throughout the transaction and knowledgeable about every step of the process.

Around half of her clients derive from repeats and referrals, which stands as a Top Agent Magazine

testament to her dedication and strong work ethic. “I make it enjoyable for them, and I’m very kind,” she says. “They know I’m always going to do the right thing for them.” Rather than thinking about what she will get out of a transaction, Erika’s mind is always focused on what her clients want and what she can do to get them towards their goals. As a mother, she can relate to many of her clients who have families. “We often bond because we’re all in the same boat, trying to raise our 23

kids and enjoy the paradise we live in.”

For her buyers, she offers support and strategizes how to get them the most for their budget. Erika is patient throughout and will not stop looking until their ideal property is found.

When it comes to marketing her listings, she also goes above and beyond. “We do a four page brochure for every residence we list and advertise in Homes & Land Magazine,” she explains. “We’re affiliated with Luxury Real Estate, which is the biggest international luxury real estate affiliation in the world, so it has higher traffic on its website.” Each of Erika’s listings also has 3D walkthrough videos

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and professional photographs.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Erika is the most helpful and professional Realtor® I have ever worked with! She truly cares about helping you make the right decision and goes above and beyond in all facets of the property hunting process. Erika’s communication is also top notch. She was constantly in contact with me, updating me along the way during the process and was conveniently able to be reached at any time.”

When Erika isn’t working, she’s staying active in the community

Erika’s mind is always focused on what her clients want and what she can do to get them towards their goals.

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through the United Way Broward Children’s Center and Women United at United Way. Erika is also a ReadingPal for United Way. As Erika looks ahead, she is eager to

continue growing her business and eventually have her own team. Meanwhile, she’s loving every minute of her current path. “I love my life. I love where I live and I love what I do, and it is so fun to be able to help others feel that way, too.”

For more information about Erika Axani, please call 954-560-4616 or email Erika@floridaluxurious.com

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

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil28

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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AMRA DEDIC - SLJIVAR Top Agent Magazine

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AMRA DEDIC - SLJIVAR

TESTIMONIAL

“From the moment I reached out to you about selling my property it was nothing but absolute professionalism.

You not only guided me but also guided my tenants through the entire process. You made this experience so seamless for all involved! The drive and determination you have for your clients is unmatched! Thank you for your time, guidance and expertise Amra, you truly are incredible at what you do!

—Sonia Faiz Top Agent Amra Dedic-Sljivar – of Realty Executives Saskatoon in Canada – is a hardworking, dedicated real estate professional who truly enjoys helping her many grateful clients achieve their goal of buying or selling a home. Deeply knowledgeable and passionate about what she does for a living, Amra has forged a stellar reputation as an honest and trusted real estate advocate who consistently goes above and beyond for her clients.

Amra began her journey in real estate nearly a decade ago, and she is known as a true go-getter when it comes to working with clients and in every other aspect of her life. “I started in real estate at the same time I started my family,” she recalls. “That took a lot of energy.” Amra, who lived in Canada as a kid ended up moving back home after high school and then moving back to Canada in 2004, has since built 30

a thriving business based on a sturdy foundation of integrity and industry know-how.

Currently, almost the entirety of Amra’s considerable business is based upon repeat clients and referrals, a significant achievement by any measure, but more so in the highly competitive world of real estate.

“I’ve helped certain families with between twelve and fifteen transactions each,” says Amra. There are many reasons for this impressive loyalty and trust that she has inspired amongst those she works with, and chief among them would be the sheer enjoyment she gets from helping guide clients through the oftenarduous process of buying or selling.

“I absolutely love being able to spend time with clients educating them about the transaction process,” enthuses Amra, when asked what she enjoys most Copyright Top Agent Magazine

TESTIMONIAL

“Amra Dedic-Sljivar, of Realty Executives Saskatoon, was my realtor and made my whole experience one that I felt well informed and in control of throughout. Amra worked tirelessly to find the condo that was perfect for me. She is fast in action and response. She quickly arranged times to visit condos I was interested in, which was one of the reasons I could seize a good deal and purchase a nice condo in a good location. I was a first-time home buyer, and I tend to ask a lot of questions. Amra patiently shared her opinions and offered a lot of useful information. It was a wonderful experience working with Amra. I would be more than happy to recommend her to my friends! The search was not easy, but I purchased a condo that I am absolutely thrilled with and has exceeded my expectations on all criteria’s! Thank you for your tireless work. Your knowledge of the market, immediate follow up, honesty, feedback, sensitivity and professionalism are top notch. I hope you know how amazing you are. Thank you so much.”

—Simon Chan about what she does for a living. “That’s very valuable information for them to have. I believe in giving forthright, honest advice that benefits my clients instead of my pocketbook.” Amra is also dedicated to helping other agents achieve the same level of success that she has. “I’m very big on education, coaching, mentoring and seminars,” she says.

There are, of course, many other factors that come into play when assessing Amra’s ever-growing success story, and chief among them would be her enthusiastic, warm personality that puts even the most skittish clients at ease. Additionally, her expert negotiation skills and thorough, leave-nostone unturned approach to marketing her many listings tend to translate into fast sales for top dollar, not to mention happy – and returning and referring – clients.

When she’s not working, Amra enjoys nothing more than spending time with her two beautiful children ( a daughter and a son) “I’m a very busy mom,” she says, “so I always try to find a healthy balance between work and my home life.” Amra also gives back to her community in many ways and that makes her very happy.

Amra has many plans for the future of her business, primarily continued growth and adding team members to support that growth while sacrificing none of the top-of-the-line, unparalleled customer service that has become her calling card.

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For more about Amra Dedic-Sljivar please call 306-716-2971, email AmraDedic@RealtyExecutives.com or visit amradedicrealestate.com www.

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5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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1

Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 34

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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DAVID LAMBE

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DAVID LAMBE

A lifelong resident of the Kalamazoo area, David Lambe spent over a decade in general management, building strong foundations in sales and contract negotiations. Along the way, though, he took an interest in investment properties, and across several deals, he had a chance to learn the realty business from top to bottom. At the recommendation of his agent, he decided to pursue his own license, quickly realizing that his outgoing personality and hardworking spirit were perfect complements to his newfound career.

their home for the market, he shares it over a blend of targeted digital and social media campaigns, as well as proven methods like flyers or door hangers.

Elsewhere, he maintains the same lofty standards of service when assisting his buyers, personalizing

Today, David is a Realtor for RE/MAX Elite Group, where he assists clients throughout Kalamazoo and Southwest Michigan. Having cultivated a unique process to meet the needs of any buyer or seller, he cares most about building a sense of rapport and trust with each and every client. “I genuinely care about my clients,” he says. “I’m never just in it for the quick sale; rather, I want to get to know my customers and really fight for them throughout the deal.”

When listing a property, David offers his clients a dynamic strategy. After helping them fully prepare 36

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his approach to their needs and ensuring they act in their best interests. This tireless work ethic has truly set David apart in the region; last year alone, his volume was ranked topfive among all the individual producers in his market. Moreover, he has already earned a fantastic reputation throughout Kalamazoo, as evidenced by his rapidly growing rate of repeat clients and referrals.

And the key to his success? “From the start of the day to the end of the night, I’m trying to help my clients. Whether I’m searching for the right deal or finding the best way to promote their house, I’m always keeping them at the heart of the transaction.”

Outside his career, David is deeply involved in his community, having coached for Girls on the Run, a non-profit organization that encourages strength and leadership qualities in young women. When he’s not with clients or giving back, David can be found spending quality time with his wife and children. An avid runner, he also enjoys competing in long distance running events. As a matter of fact, in 2019, he and his friends shattered a world record by running a 5k in each of the fifty states in less than a week.

Going forward, David has strong plans for the future of his business. As his volume continues its rapid growth, he intends on upholding the same commitment to all his clients, generating new business, and maintaining the relationships that have anchored his accomplished career in his hometown community.

“Throughout my life, I’ve been drawn to real estate,” he says. “From shopping the market to investing in properties to touring homes, I love using my background and experience to empower my clients. From the start, I’ve trusted that as long as I put customer service in front of everything, the sales will take care of themselves.”

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To learn more about David Lambe email david@lambehomegroup.com, visit davidlambe.remax-michigan.com or call (269) 290-0298 www.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 38

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do

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4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova-

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tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out

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of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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JULIA RUNYAN

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JULIA RUNYAN

With a love for helping others and a passion for real estate, Julia Runyan has made great strides as an agent in Gig Harbor, Washington. Real estate is in her genes, with her dad getting his license in 1969.

“I didn’t think about entering the field until the late 80’s, when he asked me if I would consider it,” she explains. “So I got licensed in 1989 and went to work for my family’s small company.” After her father became ill and retired from the business, she moved to a different brokerage. Today she and her husband own two brokerages and a mortgage company. “We divide and conquer our roles, but I’m more of a boots on the ground person while he’s more of a manager,” Julia explains. Serving a wide region of the state that includes parts of King, Pierce and Kitsap counties, Julia has become a prominent agent, known for her thorough guidance and support.

want to be in the future. I love getting a full view of who they are.” Julia becomes a trusted advisor to her buyers and sellers, customizing a plan for their specific goals. “My business is 95% referrals and repeats, which I think comes down to how much I care. I provide a high level of service.” Included in that service is an exceptional marketing approach, with professional photography and advertising on

“I genuinely care about my clients, regardless of the transaction amount,” she says. “It’s a holistic approach. I’m not just selling their house or helping them buy, I’m finding out what their family needs are and where they 42

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RE/MAX as well as all the major real estate sites and magazines.

Afterwards, clients love to spread the word about her work. One recently said, “Julia is an excellent agent, and my husband and I highly recommend her. It was really important to Julia that we find the right home for our family. She helped us every step of the way from viewing homes, the purchasing process, and closing details. Julia was very responsive and answered all of our questions clearly and honestly. It is not just about the sale for Julia; her number one priority was us. Thank you for such a positive experience Julia!”

Another way Julia stands out is through her community involvement. Currently she’s serving on the Key Peninsula Advisory Commission, a land use community advisory board. In the past, she served on the Tacoma Pierce County Association of REALTORS® Board, and was a treasurer and board member for the Ethics Commission.

During any free time, she’s hanging out with family, gardening, baking, fishing, digging clams or just enjoying the outdoors. Julia is also trained in several healing modalities, including Reiki and Shamanism.

Looking ahead, Julia hopes to develop a solid plan for the next ten years in terms of growth and retirement. Wherever this path leads, she will no doubt continue enjoying every moment of her work, and is always grateful to help each and every client.

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For more about Julia Runyan, please call 253-549-5110 or email jewels@juliarunyan.com Copyright Top Agent Magazine 43

Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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KIMBERLY MAGETTE Top Agent Magazine

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KIMBERLY MAGETTE

After getting her real estate license in 2016, Kimberly Magette set out to make a name for herself as an elite Realtor in the Carolinas.

She’s set herself apart from the pack by offering a bevy of valuable service while providing persistent communication and negotiation skills, along with the drive to get transactions done in a timely manner.

One of Kimberly’s major assets as a Realtor is her ability to maneuver the fine details of real estate contracts.

She prides herself on her negotiation ability and, along with her team, she carefully and efficiently handles every piece of her clients’ transactions with deftness and poise. “We stay in our lane,” Kimberly says. “We are great at negotiating contracts and find education extremely important.” She knows what she’s doing, and applies that knowledge to everything she does in her work life, and finds it incredibly 46

important that her clients know as much as they can as well.

Kimberly’s team is big on educating their clients, so that they can make the decision that most benefits them given the wealth of accurate information available to them. She finds that this is a great way to get on the same page with clients right out of the gate, and to build trust

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with them over the long term. “I love making sure that clients are educated. When clients are picking an agent, they need to make sure they find someone who is knowledgeable and can guide them through the process, and help them feel empowered to make the decisions on their own,” Kimberly says.

Another tool in Kimberly’s repertoire is the number of services she offers to her clients due to the vast network of agents and contractors she has at her disposal. Her team offers free staging, and with a reputation for having immaculate listings, this is a service that can really pay off. “Presentation is super important, even in today’s strong seller’s market,” Kimberly says. “Homes sell faster, and for top dollar, with our pristine staging.”

Her team also offers professional photography, drone footage, and targeted online marketing for all of their listings.

Kimberly closed an impressive $25 million in 2020, and she is currently on pace to double that figure in 2021. She offers great client satisfaction by treating each of her clients like family, and catering to their specific needs. “Every client gets the same quality service when they work with our team,” Kimberly says. “Our reputation means more to us than anything.” The consistency with which Kimberly brings excellent service to her clients has made her one of the top agents in her area.

When she isn’t at work, Kimberly loves spending time in the outdoors, particularly running and whitewater rafting with her family. If you’re looking for excellent real estate service in the Carolinas, look no further than Kimberly Magette!

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Contact Kimberly by phone at (803) 322-1426, email kimberly@kimberlymagettegroup.com, or visit kimberlymagettegroup.com www.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 48

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

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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

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

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

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NICOLA TAYLOR Top Agent Magazine

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NICOLA TAYLOR

“Everything I do is focused on creating optimal outcomes and an extraordinary client experience from the first communication to closing and beyond.”

Top Agent Nicola Taylor – of Realty Advantage in Rockville, Maryland – is a hardworking, dedicated real estate professional who is committed to providing her many clients in the Tri-State Washington D.C. market with top-of-the-line, concierge service. One would be hard pressed to find another Realtor® who is so consummately dedicated to the wellbeing of her buyers and sellers, and she has more than earned her stellar success and sterling reputation.

love helping people achieve their real estate goals.”

Additionally, Nicola is a Certified Luxury Home Marketing Specialist.

Nicola, who is a personal investor who buys and flips her own homes in addition to selling real estate, began her career in the industry in 2007. “I actually began working in the business because I have a true passion to serve others,” she explains. “I love customer service and sales, and on another note, I love designing homes, both inside and out. I love architecture and creating different spaces. Above all, however, I simply

Nicola, who currently holds a perfect, five-star overall rating on Zillow.com – on which site she is listed among the Best of Zillow – runs a thriving business that is based almost entirely on referrals and positive word-of-mouth, a significant achievement in her highly competitive market. “I believe it’s because I provide the highest level of personalized service to each and every client,” says Nicola, when asked how

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“I consider each client to be distinguished, discerning, and extraordinary,” says Nicola. “That’s why I promise to provide representation that is just as extraordinary, ensuring complete discretion and delivering world class service,” says Nicola.

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she has managed to inspire so much trust and loyalty.

“I like to create a unique and satisfactory experience for them. I go above and beyond for them, and I remain in touch long after the transaction in case they need anything at all.” This includes frequent gifts, and providing anything from licensed, dependable contractors and even doing such mundane tasks as transferring utilities for them. “So many agents tell you that they are number one. To me, the client is number one,” Nicola explains. “That means that everything I do is focused on creating optimal outcomes and an extraordinary client experience from the first communication to closing and beyond.”

There are innumerable other factors that come into play when assessing Nicola’s success story. Just a few of these would be her incredibly personable, passionate nature, her indefatigable work ethic, and her desire to make each and every client feel as if they are her only client. Other reasons include her fantastic negotiation skills and comprehensive, high-level marketing strategies that include professional photography and video, Matterport tours, professional staging (for which she pays half the cost from her own pocket) and a deft utilization of social media to gain maximum exposure for her many listings. All of this combined translates into fast sales for top dollar, not to mention happy customers.

When she’s not working, Nicola is extremely involved in her local community, giving back in a multitude of ways, though her primary passion is for helping the homeless and others in need. “It makes me feel happy, and it gives me a sense of joy within,” she enthuses.

Nicola’s plans for the future include continuing to grow her already impressive business, and to build a team to help support that growth. Her overarching objective, however, remains the same as it’s been since 2007: to continue providing the very best customer service in her market, the kind of service that has resulted in her winning the GCAAR Award for sales volume in both 2020 and 2021.

“I put God first and then my family, and of course my clients,” says Nicola, her gratitude obvious. “My determination and drive are what push me to achieve my goal, which is to make a difference in people’s lives.”

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For more information about Nicola Taylor, please call 301-792-9276, email NicolaTaylorHomes@gmail.com, or visit NicolaTaylorFineProperties.com

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 54

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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NOEL A. DEDRICK Top Agent Magazine

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NOEL A. DEDRICK

As a seasoned real estate veteran, Noel has developed efficiency and care in the way she conducts her business. Licensed in 2005, she has built a storied career on the foundations of hard work and forthright communication, and given everything she has to the job she has come to love so much. Noel has been a top 1% Producer among sales agents in her home county of Washington County, WI, since 2015, and continues to offer the best quality service in the state year-round.

With a generous spirit and a big heart, Noel makes her clients’ needs her top priority and does everything in her power to make their experience an enjoyable one. High quality service is her M.O., and she exhibits it in all facets of her career. “It’s a passion of mine, and I think that’s so apparent

In 2020, Noel closed 39 transactions for $11 million in total volume, and continued her trend of performing at the very top of her county’s field. She goes the extra mile for her clients, providing incomparable value at the highest ethical standard and standing by them every step of the way.

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when I meet with people. My drive and ability to strategize shine through, and lead to people remembering me even years down the line,” Noel says. Her abilities have been recognized by both local and national organizations as well as her clients, as she gets over 80% of her business through repeat clients and referrals.

Noel works hard to ensure that her clients get the best possible information at every point in the transaction process. She is experienced and knowledgeable, and has great rapport with other agents in the community, offering her a wealth of resources to call on to solve any problem a transaction might throw at her. She is always available by phone and maintains a persistent line of contact with everyone she works with, so as not to leave anyone feeling uncared for. “My level of service does not waver regardless of the circumstances,” Noel says. “I stay consistent with how I conduct my business.”

As a sales agent with a deep understanding of the technology available to her, Noel markets her listings everywhere online, and uses professional photography and makes walkthrough videos to make her homes look pristine. She offers a comprehensive package to every single one of her clients, and delivers her signature brand of personalized service without fail.

Noel is a genuinely kind person who is huge on outreach and giving back to her community. She is a huge proponent of helping people in need, and when she isn’t working, she spends a great deal of time donating and doing random acts kindness for those less fortunate within her county. Noel is a pillar of her community due to her generosity and personability, and she hopes to continue expanding her career and building her constituency in the years to come!

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Contact Noel A. Dedrick by phone at (414) 467-7652, email noel.dedrick@starproperties.com, or visit noeldedrick.starproperties.com for more information http://

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 60

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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RON STRAUSS

JACQUELINE HEIL

BALTIMORE MAX HOMES OF CUMMINGS & CO. REALTORS Top Agent Magazine

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RON STRAUSS

With Ron’s experience in the mortgage industry, he is well-equipped to help first-time home buyers maneuver the loan process.

After ten years in the mortgage industry, Ron Strauss was ready to take his sales skills into real estate. So, he took a two week real estate licensing class, sat for the exam in 3 and hit the ground running joining his mother Colleen Haller; a top agent in Coldwell Banker’s Fell’s Point office. He’s grown every year since, even serving as the regional manager for one of the largest RE/MAX offices in the mid-Atlantic.

Today he leads Baltimore MAX Homes at Cummings & Co. Realtor®, a growing team co-founded by Ron and his partner Jacqueline Heil. “We made the move to Cummings after being a main recruiting competitor because they offered freedom, an excellent platform that gives us access to the latest technology and a true sense of community; we couldn’t 62

be more pleased with our choice”. Ron went on to say “Serving a large region in Maryland is tremendously important to us. Coming up over the years I don’t know another agent who’s had a broader footprint than me.” Having settled deals as far west as Cumberland, MD to across the bridge on Kent Island and North Elkton to Brandywine, it is hard to imagine there is. Our guess is that is why the MAX in their name stands for ‘Metro and Beyond.’

Jacqueline went on to say “while we mostly service the Baltimore metro and surrounding counties, our collective vision is to grow regionally; potentially expanding into the surrounding states and areas that we both have resources in. If you’re a stone’s throw away from a Ravens fan, we probably do that” Top Agent Magazine

The vast majority of their business consists of repeat clients and referrals with an even distribution of listings and buyers. By communicating constantly throughout the transaction and guiding sellers and buyers every step of the way, Baltimore MAX Homes has developed a reputation for exceeding expectations.

With Ron’s experience in the mortgage industry, he is well-equipped to help home buyers maneuver the loan process. He stays updated on current loans and is able to educate clients about assistance programs if they need it. But he and the team are also able to handle other types of buyers, including light commercial, waterfront, luxury, retirees, relocations and those looking to rehab a home or build portfolios. BMH takes tremendous pride in assisting many Veterans and says it has become a cornerstone of their business model. Ron states “I’ve been fortunate enough to work with veterans for over 20 years now between mortgages and real estate. Going that route has profoundly changed the course of my career. They served our country. They understand what service is and their expectations will make you a better agent guaranteed”.

and architectural aesthetics. She has definitely made me a better listing agent and she knows almost everyone.” Regardless of who they are assisting, Baltimore MAX Homes treats each client like family, developing a long lasting relationship with everyone they serve. Looking ahead, Ron and Jacqueline are eager to expand for the next 20 years. “We want Baltimore MAX Homes to become a self-sustaining brand, so that when we retire, our team members can continue working, thriving and succeeding. Every new member is a new ‘owner’ in the group so to speak. We wanted less ego and more service”.

After the transaction, clients leave glowing reviews about their time together. One recently said, “As a first time home buyer, you can imagine the rush of anxiousness, nervousness, as well as excitement. I can confidently say that Mr. Ron Strauss and his team are well seasoned team players in his field. Not only did he help me at each step during the home buying process, he reassured me that I was in good hands. Mr. Ron was able to find a perfect property for my family and I to call home at a rapid pace. There’s no doubt in my mind that I would decide to work with Mr. Ron again in the future.”

Meanwhile, sellers rest easy knowing that the team is doing everything possible to get them the highest price in the shortest amount of time. “We take great pride in promoting our listings on Facebook and social media” Ron explains. “It is our hyper-local focus on marketing that helps us find the most people interested in a property. I sold my highest listing ever in less than a day by pre-marketing to targeted areas.” He went on to say “teaming up with Jacqueline made a ton of sense for me. We’ve known each other for years so we had a built in trust, she’s an absolute bulldog, and she has such a great critical eye for detail on home Top Agent Magazine

For more about Baltimore MAX Homes, call 410-299-3508, 410-916-2116, or email info@baltimoremaxhomes.com, ron@baltimoremaxhomes.com or jacqueline@baltimoremaxhomes.com

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine 64

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

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profesTop Agent Magazine

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

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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CHERYL HUNT

“My motto is ‘Houses Are My Product, People Are My Business,’” says Cheryl Hunt, a top agent with Synergy Sotheby’s International Realty. She adds, “I love houses, and I love people! I am approachable and down-to-earth.” Paired with her sharp business expertise, Cheryl has excelled in her chosen profession.

Cheryl didn’t start out in real estate. “I was in the medical industry where I worked as a sales representative and a marketing manager,” Cheryl explains.

When she and her family immigrated to the United States, she decided it was time for a change. She says, “I wanted to leave the corporate life and do something for myself. Real estate plays into my passion for construction, architecture, and interior design. It was a natural fit and easy transition.”

Cheryl’s clients are glad that she made the change.

Approximately half of her business comes from repeat business, and an additional 10-20% comes from referrals. Cheryl credits her clients’ loyalty with her work ethic and passion for achieving their real estate dreams.

She laughs and adds, “My accent sets me apart, too!

I’m from South Africa, in case you didn’t notice!”

When it comes to her marketing strategies, Cheryl takes advantage of everything that Sotheby’s has to offer. “I use our extensive marketing platform,” she says. For each of her listings, Cheryl takes hundreds of professional photos. She also utilizes drone

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videos and 3D online tours to show the full scope of her properties. She says, “That has been extremely successful with my business.”

Servicing the Las Vegas metropolitan area, Cheryl has taken the time to really settle into her home city.

“It took me a few years to understand this place and get to know the geographic layout of the area,” she says. “Las Vegas is a big city, but it has a small-city business network. I now have an expert knowledge of the amenities, key players, and growth strategy for this city.”

paddle boarding, as well as reading a good book with an even better bottle of wine on her patio.

Looking to the future, Cheryl is excited to grow. “We have a low inventory at the moment, and so I know that, with my expertise in listing homes, I can help sellers achieve and exceed their net worth,” Cheryl explains. More than anything, she’s looking forward to being more hands-on in her selling process when restrictions related to COVID-19 lift. She says, “I can’t wait to be more interactive.”

Cheryl’s community involvement does not end at real estate. She takes part in the Greater Las Vegas Association, and she has been on the Global Business Committee for the past two years. She also gives her time and money generously. One fund she gives to often is Sotheby’s Cares, an in-house organization which chooses an altruistic non-profit to support each year.

Outside of work, Cheryl loves to spend time with her husband of twenty-five years and their two children. Her oldest daughter recently graduated from the University of Nevada—Las Vegas. Cheryl is a passionate golfer and can often be found out on the green. She also enjoys

For more information about Cheryl Hunt, please call 702-334-4512, email Cheryl@synergysir.com or visit propertyhuntlv.com Top Agent Magazine

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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

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ALLISON FORTINI CRAWFORD Top Agent Allison Fortini Crawford – of Sotheby’s International Realty in San Francisco – is a hardworking, dedicated real estate professional who is truly committed to providing her many grateful clients in both San Francisco and Marin County with the very best in customer service. Consistently ranked among the top one percent of all Sotheby’s real estate agents worldwide, Allison has built a thriving business based on honesty, integrity, deep industry knowledge and solid relationship building with both clients and other respected Realtors.

Allison began her successful journey in real estate more than two decades ago. Twenty years into her career, Allison has firmly established herself as a top producing, trusted real estate advocate who consistently goes above and beyond for her clients. This is reflected in the fact that more than ninety percent of her considerable business is based upon referrals and repeat clients, a significant achievement in her highly competitive market. “I believe it’s because of how I treat people,” says Allison, when asked how she manages to engender such impressive levels of trust and loyalty amongst those she works with.

“It’s about being able to understand what each client needs; it’s not one size fits all in real estate.”

Allison, who holds a perfect overall five-star rating on Zillow.com comprised of scores of glowing testimonials, points to her emphasis on forming

long-lasting relationships with both clients and other elite real estate professionals as being key to her success story. “Having a strong relationship with both your clients and your colleagues is incredibly important,” she says. “I also love getting to know new people.”

There are many other factors that come into play when assessing Allison’s ascension to top agent status, chief among them being her warm, personable approach, her exceptional negotiation skills and thorough, intelligent and social media-heavy approach to marketing. Combined, these translate into fast sales for top dollar, not to mention many happy clients.

When she’s not working, Allison – a self-admitted thrill seeker – enjoys boating with her husband, son and daughter, and flying single-engine planes.

She is also an avid philanthropist who currently sits on the board of the fundraising arm for the local school district.

When asked about her plans for the future, Allison grows thoughtful for a moment before replying. “I just want to continue growing my luxury real estate business while maintaining a healthy work/life balance,” she says. Above all, however, remains her overarching, constant objective: to provide her buyers and sellers in both San Francisco and Marin with the unparalleled customer service that has long been synonymous with her name.

For more information about Allison Fortini Crawford, please call 415-297-9596 or email Allison@Fortini-Crawford.com Top Agent Magazine

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ANDREW VOSE For Andrew Vose, entering the real estate industry was an easy choice. “I got started in November 2018, after my friend and mentor Jay Nelson encouraged me to get my license,” he explains.

He was working for the government at the time and was ready for a change.

Andrew soon found that his people skills, military background, and entrepreneurial spirit helped him flourish as an agent. Today he leads Prosperity Properties Group, which consists of 12 agents working diligently to help clients reach their goals. Serving the greater Denver area and based in Colorado Springs, Andrew and his team have developed a reputation in the region for exceeding expectations.

With much of Andrew’s business consisting of referrals, it’s clear he’s developed lasting relationships with many buyers and sellers. “I think what sets me apart from others is my military background and that I’m very authentic,” he explains. “I just try to go above and beyond.” About 90 percent of his clientele are veterans, with Andrew well-equipped to guide them in their real estate journeys. “I served in the US Army for 10 years, so I really enjoy helping veterans and military members get a home and have security.” But no matter who Andrew and his team are working with, they make sure to guide everyone throughout the process, leaving no questions unanswered.

After the transaction, buyers and sellers love to spread the word about his work. One recently said, “Andrew was super helpful throughout the entire home buying process. His consistent drive and superior work ethic streamlined purchasing a home in a competitive market. As a first time home buyer, Andrew always set aside time to sit down with me and diligently work through all documents to ensure I had the understanding and knowledge needed to buy a home now and in the future. I believe Andrew not only helped me 70

find and purchase a home, but gave me the knowledge needed to be a successful home owner.”

When Andrew isn’t working, he’s giving back to the community through various events and charities. During any free time, he’s hanging out with his daughter or playing on his kickball team.

Looking ahead, Andrew’s sights are set on growing his team and expanding across the country. “Right now we’re in five states, so we see ourselves going into more states and eventually other countries,” he says. As they expand, they aim to maintain the same high level of service, as their clients are their top priority. “Getting them towards their real estate goals is so rewarding. I love helping them build equity and have a nest egg.”

For more information about Andrew Vose, please call 315-651-1597 or email andrew.vose@exprealty.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 72

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

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

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

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

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BILL MOONEY With only 10 years in the business, Bill has combined his education, corporate sales and marketing experience to become a top local area Realtor® in 2020. Before getting into real estate, Bill combined his BA from Georgetown and MBA from Rensselaer Polytechnic Institute into a successful corporate career in the high-tech data industry. Bill not only managed the data infrastructure for Fortune 50 accounts, he created top sales teams which won numerous industry awards.

Since transitioning to real estate, Bill has been a contributing member on top Shoreline real estate teams before going out on his own, three years ago. Over the course of his career, Bill has built an extensive network of clients and business partners who have helped him to achieve recent Platinum levels of sales within the Coldwell Banker network. To do this Bill puts a huge emphasis on communication, he knows both the speed and clarity of how he communicates helps his client to achieve their real estate goals.

As the current market picked up pace, so has Bill.

“Relying on old methods just isn’t good enough.

There is more of a need to act quickly and I use all of the tools available, including social media, video and other new cutting edge means of communicating with clients. I recognize the value of my clients and the trust they place in me. That’s why I treat everyone like family. I’m in the deal for the long haul and still maintain business relationships and friendships with my initial clients. My clients have been the means to my ultimate success in 2020 and I have to thank them for the referrals and the business they sent my way.”

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This year Bill represented the buyers on the locally famous “Potato Island” transaction. One of the largest Thimble Islands off the coast of Connecticut. “After participating in an island sale, you can manage any transaction. It has more complexities than other real estate transactions I have participated in to date.”

“In the corporate world, I would have retired last year, but real estate gives me the flexibility to pursue my goals at any age and I love what I’m doing.” So, what does 2021 bring? “Well, first of all, I started a team this year to surpass anything I have done before, in real estate. I’m taking my corporate team building skills and putting them to the test. I’m not looking to create the biggest team, but establish more of a high-end boutique experience for my clients, no matter what their spending level. Individually, I have already exceeded projections based on last year’s sales and it’s only March.”

Besides real estate, Bill is an avid tennis player and amateur photographer. You can also catch him fly fishing, playing pickleball or golfing in his free time.

As a Realtor®, born on the Connecticut shoreline, Bill is dedicated to providing his clients with a maximum value proposition and through this has made a name for himself in the area as an elite agent. If you are in need of a top agent in Connecticut, don’t hesitate to call Bill Mooney today!

For more about Bill Mooney, call 203-444-1171or email bill.mooney@cbmoves.com 73

CAROL LIZELL Carol Lizell began her real estate career 20 years ago, but her interest in the business started earlier than that. “I grew up in a family business. Being a “self starter and entrepreneur” is part of my DNA. That, and the fact that my father invested in real estate helped me develop skills early on. I always liked real estate and while I was working in the family business there was a real estate school right across the street. Years of seeing their sign planted the seed for me to leave the family business and pursue my interest in Real Estate. This single step was one the best decisions I have ever made and I wouldn’t change a thing!”

especially proud of the volunteer work my husband and I do with “Natural Lands” which preserves farms and other parcels of land for public use.”

Carol finished the year as the number two agent out of over three hundred agents in her HomeStarr office. Carol accomplished this all on her own.

“My goal is to continue to develop and learn new strategies within the ever changing real estate industry. It is also important for me to not only to improve my business but myself as an agent and a person. Most important to me will always be my clients and their needs.”

With HomeStarr Realty, Carol serves the Philadelphia suburbs. About 75% of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “Clients keep coming back to work with me and refer me because they know I am honest, hardworking, ethical and friendly. I love my job and I’m very passionate about what I do. I never want to retire. I love meeting new people, helping them and making them happy.” Carol has built an outstanding reputation for not only being trustworthy, but for also going above and beyond to meet her client’s needs.

Carol’s emphasis on communication sets her apart from the rest. “I’m always available to my clients,” she says.

“Good Communication is another important quality that I value, which means returning phone calls, texts and emails promptly.”

Community service and networking are also very important to Carol. “From rolling up my sleeves and volunteering to connecting people in all sorts of ways.

This might include assisting people in finding contractors, cleaners, a job, or any service you might need in the purchase and sale of a property. One of my passions is also being involved in volunteer work. I’m 74

To find out more about Carol Lizell, call 267-207-1269, visit homestarrinc.com or email carollizell@gmail.com www.

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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CHRISTINE AGOPIAN Experienced, professional, and dedicated to her clients, Christine Agopian has been building an accomplished career in real estate for many years. Today, she is a Luxury Sales Agent for The Agency, where she services clients throughout Studio City, Sherman Oaks, Encino, and the surrounding areas. There, she caters her workflow to the direct needs of her buyers and sellers, approaching every transaction with integrity, compassion, and open communication.

When listing a home, Christine likes to stay on the cutting edge of her industry.

After helping her clients ready their property and providing them with professional photography, she shares their home over both the local MLS and a blend of targeted digital and social media campaigns. Through it all, though, she offers all her sellers an acute insight into the latest market trends while ensuring the process runs smoothly and efficiently. “Right now, the power of social media is insane,” she says. “You can get an off-market listing sold within a day if you know how to use the right tools.”

But Christine is just as knowledgeable with her buyers, protecting their best interests and keeping them fully informed throughout the transaction. Having lived in Los Angeles her entire life, she possesses an in-depth understanding of the city and its neighborhoods, which gives her clients a distinct advantage when searching for the right investment for their needs. “Los Angeles is truly my home,” she says. “My social and professional sphere is so large here—from my family to my college friends to my business colleagues. Leaning on it has helped me establish a strong network to better aid my clients.”

In her career, Christine has earned a fantastic reputation throughout Los Angeles, as evidenced by her rapidly growing rate of repeat clients and referrals; however, she still remains focused on the boutique service that brought Top Agent Magazine

her so much success in the first place. “I love helping my close friends and clients find their dream homes and transition to the next chapter of their lives. There’s nothing more rewarding than assisting people through such an important move.”

As a lifelong Angelino, Christine is tremendously active within her community.

Through The Agency, she makes regular contributions to Giveback Homes, a nonprofit organization that builds houses for families around the world. She is also deeply involved with her Armenian community, volunteering with her children’s school and other local organizations. When she’s not giving back, she can be found spending quality time with her two kids, traveling, or practicing her favorite hobby: cooking.

Christine has big plans for the future of her business. As her volume continues its steady growth, she intends on starting a team while scaling her workflow to maintain her lofty standards of client satisfaction. “I’m looking to plant my feet, hire the right people, and really build out my support system,” she says. “My goal is to cover as much ground as possible; at the end of the day, I want to help as many people as I can.”

To learn more about Christine Agopian email cagopian@theagencyre.com, visit theagencyre.com or call (310) 499-8820 www.

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CHRISTINE MARTIN After working as a prosecutor for over ten years, Christine Martin turned to her longtime passion. “I had always had an affinity for real estate,” Christine says. “My father was in real estate in Parker, then Winter Park and Aspen. I worked in real estate offices while in college prior to law school. When my second son turned two, I earned my license, and jumped in.”

Now with nine years in the industry, Christine has built a thriving, client-centered business in Denver, Colorado. A solo Realtor at Keller Williams, Christine offers every client personalized, compassionate service. While Denver Metro South, specifically Douglas County, is Christine’s home and focal point, she serves clients across the city. “A lot of my clients are referral-based,” Christine says. “I go where they need me to.”

With her enthusiasm, infectious energy, skill, and commitment, it is no surprise that 80% of Christine’s business stems from repeat clients and referrals. “I work hard to offer every client a positive experience,” Christine says.

“I make the process enjoyable, less stressful, and more profitable. Whether my clients were friends to begin with, most end up as friends.”

What sets Christine apart is her fierce dedication to her clients. “I’m so thankful they chose me to help them, when there are so many other agents they could have worked with,” Christine says. “I am going to work to give every client the best experience I possibly can.”

For Christine, staying in touch with past clients is all about the personal touch. “I like to reach out based on my clients’ interests,” Christine says. To market her listings, Christine uses a comprehensive approach that combines social media campaigns with individualized strategies.

“Reverse-prospecting has been great for my clients,” Christine says. “On the MLS, I see every agent who has sent a listing to their clients, and I stay in touch with all of those agents, making sure they are aware of the listing, special features of the listing, and inviting them to show the home to their client.” Christine understands the 78

importance of beautiful imagery, professional photography, virtual tours, and walk-through videos to showcase homes in their best light.

Christine is as passionate about her business as when she started. “It goes back to when I was a prosecutor,” Christine says. “One of the things I liked the most was counseling people. The process can be stressful, daunting, and intimidating. I love being the resource for people, having information and vendor referrals at my fingertips. I love using my expertise to make it a positive experience, whether they’re buying or selling.”

When Christine is not busy helping clients, she is active in the community through her sons’ school, helping with sports and fundraisers. In her free time, she loves to be with her family. Together, they ski in the winters and go boating in the summers. Christine is also an avid equestrian, and she competes in shows when she has the time.

Happy with what she has built, Christine plans to continue working hard on behalf of her clients. “I love where I’m at with my career,” Christine says. “Buying or selling a home can be a very positive and fun experience. It’s very important to have the right person help you, someone who is willing to commit their time, who has the expertise to advise you in the right way, someone who can tell you the truth. That is who I try to be for each of my clients.”

To find out more about Christine Martin, call 303-947-1100, email christinemartinco@kw.com, or visit christinemartincorealestate.com http://

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 80

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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DANE WORK With over 21 years of experience in the real estate business, Dane Work brings an unparalleled level of service and knowledge to his clients. Dane first obtained his license in order to facilitate his personal real estate investments, but quickly discovered an underlying passion for the transaction process. His optimism and broad industry insight have made him a sought-after agent at his RE/MAX Allegiance brokerage, located in Arlington, Virginia, where he serves buyers and sellers throughout Arlington County, Alexandria City, Fairfax County, Prince William County and Loudoun County.

Thanks to his years as a small business owner of multiple restaurants, Dane has mastered the art of customer service which has helped his business become 100% referral based. “I don’t advertise myself at all.

I take the time to really get to know my clients, and I become friends with them. If somebody calls me after 10 years and we talk for just two minutes, it’s almost like I saw them yesterday. Those are the type of strong bonds I build with clients, and that’s how I like to run my business.”

In order to maintain the one-on-one client service he is known for, Dane chooses to work as an independent agent. With an average of 40, and up to over 50, closed transactions per year, and $32,000,000 in sales volume this past year. His work hours are not for the faint of heart. “I work a lot, and I’m not afraid of it. I thrive under pressure and enjoy doing every aspect of this work myself. My clients appreciate that they get to work with me directly.” Dane’s hands-on approach helps to ensure that no detail is ever missed in any transaction. While some people can’t wait to get off work or go on vacation, he enjoys the fast pace of his work and wakes up motivated to do more every morning. “I love being around people, talking to Top Agent Magazine

clients and getting twenty phone calls a day. I honestly dread the slower months because I do not like having idle time. If the sun is up, I’m working!”

Helping others is important to Dane not only in his professional life, but also in his personal life. He served as a volunteer coach at his daughter’s high school.

“Tonight, I’m driving my classic 1952 truck to the homecoming football game with the school’s flag stuck in the back.

It was built by the brave men who came back from WWII, and now it’s a mascot for the football team.”

He was also the President of the Boosters Association and helps raise money for the school. Helping small businesses thrive is something that’s been at the forefront of Dane’s mind, especially since the beginning of the COVID-19 pandemic, which is why he donates his advertorial space provided to him by the school, to a small local merchant.

Going forward, Dane is determined to continue helping clients achieve their real estate goals for as long as possible.

To learn more about Dane Work email danework@erols.com, visit danework.com, or call (703) 869–4567 www.

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DAWN FRIEND Prior to real estate, Dawn Friend served in upper level transportation management for decades, but she always sought a career that spoke to her love of communication, community, and helping others. After purchasing her first home in 2004, she took an interest in the housing industry and began researching it extensively. With the unwavering support of her husband, she left her career to attain her real estate license, finding fast success as an agent and building a robust network of satisfied buyers and sellers throughout the state. Last year, though, she decided to take her work to the next level and open her own brokerage with her good friend and business partner, Amy Linton.

Today, Dawn is the Broker & Co-Owner of Iron Valley Real Estate of Central Maryland, where she services clients throughout the region. A preferred agent for Fort Meade, she specializes in military relocations and residential transactions of all kinds. “I continue to be amazed and honored to be a part of Iron Valley Real Estate,” she says. “We are truly a breath of fresh air! From outstanding support, even from the founders who are never too busy to take my call, to their amazing technology that places us at the forefront of this fast paced industry, every single person I have encountered in this organization is truly vested in each other’s success.”

When listing a home, Dawn provides her clients with a comprehensive strategy, marketing their properties via a blend of targeted digital and social media campaigns, along with trusted methods like postcard mailers to the surrounding neighborhoods. But above all, she values individualized attention, catering her process to each seller. Elsewhere, she is equally hands-on with her buyers, utilizing her acute market expertise to guide them to the right home based on their interests. In fact, she keeps in touch well after the deals are done through routine check-ins and handwritten cards, all to ensure they are happy in their new homes.

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This unique approach has earned her a tremendous reputation throughout Maryland, with the majority of her volume rising organically from her professional sphere and a nationwide network of agent-to-agent referrals. “As agents, we’re all in this together,” she says. “Just because we work for different companies, that doesn’t mean we can’t support each other and make our industry stronger.”

Outside her career, Dawn keeps active in her community through volunteering for local animal rescue organizations, fostering pets, and virtually adopting animals in need. Since her brokerage is located in downtown Westminster, she looks forward to participating in outreach events and supporting local small businesses throughout the year. When she’s not with clients or giving back, she can be found spending time with her husband and three boys, making memories on the water in their newly acquired boat.

Looking ahead, Dawn has strong plans for her business.

As her volume continues its rapid growth, she and Amy look forward to opening a new title company this year and helping other like minded agents throughout the country fulfill their own dreams of opening a brokerage.

“I believe that if you put in positivity and lift people up, that will ultimately create an environment where you can thrive—for your clients, your agents, and your community,” Dawn says. “Our vision is simple: Run your business on your terms, be ethical, and support each other.”

To learn more about Dawn Friend, please call (410) 989-9896. email dawnsellsmd@gmail.com or visit dfriend.ironvalleyrealestate.com Top Agent Magazine

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 84

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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DEBBIE PLATTS Born and raised in the North Hills of Pittsburgh, Debbie Platts has watched the region change radically for the better over the last few decades. Living in the region her entire life and graduating from Penn State University with a degree in marketing, she has combined the hard-working characteristics and qualities of Western Pennsylvania residents with sophistication, humility and energy. She would first arrive at real estate, however, through her family business. There, she was a major contributor to an award-winning and innovative interior design team. Inspired by her work, she decided to pursue her real estate license in 1995 and hasn’t looked back since.

Today, Debbie is a Realtor for Coldwell Banker Real Estate Services, where she assists clients throughout the Northern Suburbs of Pittsburgh and the surrounding areas.

With over 25 years as an award winning, full time real estate agent, she is a true professional with a proven track record of representing her clients to profitably buy and sell homes, while ensuring a positive, stress free experience. “Success for me is utilizing my skills and expertise to help others achieve their dreams,” she says. “Everybody should have that joy of loving their home and being happy living there.”

When listing a home, Debbie leans on her professional background to empower her clients. Diligently blending her marketing education, interior design expertise, and expert understanding of the market, she engages a topnotch team of professionals to ensure a property outshines the competition. Employing a proven strategy starting from appropriate staging, to professional photos and video, to social media and digital marketing, Debbie’s listings sell in a matter of days. Moreover, in her current

market, she is used to experiencing multiple high offers, often at list price or over.

Meanwhile, to find buyers the ideal property, Debbie draws on her community knowledge, and uses cutting-edge technologies to analyze housing trends and pinpoint lucrative options. With extensive experience in the new construction market, she is uniquely able to walk through a home and quickly spot its assets and hidden flaws. Whether a first-time home buyer, upsizing to accommodate a growing family, downsizing for an empty nest, or relocating to Pittsburgh, Debbie loves the hunt of finding her clients their perfect place to call home. Throughout her career as a Multi-Million Dollar Producer, she has remained focused on the client experience, holding true to her slogan, “It is My Privilege to Serve You.” But Debbie also remains active in her community, volunteering as a member of the Orchard Hill Church. Beyond that, she also serves in numerous professional organizations like the REALTORS® Association of Metropolitan Pittsburgh or the Pennsylvania Association of Realtors.

In her free time, she lives a healthy lifestyle and can be found enjoying her passion for the outdoors—biking, hiking, kayaking, or working in her garden.

Debbie has strong plans for the future. In the months ahead, she intends on scaling her model of service while maintaining the same compassion that has anchored her accomplished career in the community she loves. “I truly believe in personalized service,” she says. “Rather than focus on the numbers, I care most about communicating with all my clientele and giving them the assistance I would appreciate if I were making the biggest investment of my life.”

To learn more about Debbie Platts, call (412) 400-9699, email debi.platts@pittsburghmoves.com, or visit debbieplatts.com www.

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HILLARY LANDAU Growing up in a NYC real estate family, Hillary Landau learned early on the ins and outs of conducting real estate business.

She studied criminal law and psychology in undergrad, and then started working in commercial real estate part-time while pursuing a graduate degree in social work.

Hillary eventually had kids and, after sending them off to school full-time, she decided to use her newfound free time to dive into real estate. It’s now been ten years since Hillary kicked off her career as a Realtor® and her business has steadily grown since its inception, built on a foundation of personal connections and a strong work ethic.

One of Hillary’s favorite aspects of working in real estate is the degree to which it allows her to continue to engage with her community by taking a hyper local approach. “I think of myself as a community builder.

I love my local community and I’ve created great relationships over the years,” Hillary says. “This way of doing things best serves my buyers and has made me an expert in the area.” Hillary’s familiarity with her community and drive to nourish it have made her a popular agent in the area.

Hillary prioritizes building relationships with her clients over meeting a transaction quota or her own bottom line. She keeps in touch with clients past and present through social media and phone calls. She loves to drop off gifts for her clients and hold events where they can socialize together. By giving each of her clients their own personal treatment and working to meet their specific needs, she establishes trust and builds rapport, deepening her ties with her local community and strengthening her network. This is why Hillary receives a tremendous amount of business

through repeat clients and referrals from her wide sphere.

Hillary takes a layered approach to marketing her listings, using staging, professional photography, a robust social media presence, and postcard campaigns to push her listings out to as wide an audience as possible. The depth of her marketing is impressive, and it allows her to get a lot of eyes on her product while simultaneously nourishing her network.

In 2020, Hillary expanded her team with a buyer’s agent, Yarden Ronen-van Heerden, who supports her high level of customer service and enables her Team’s overall volume of business to flourish.

They’re thrilled to have joined Compass this year, where a commitment to relationships, technology and collaboration mirrors their own. Hillary’s network of clients and agents is a huge boon to her business, as she refers to other high-level Realtors® who specialize in other markets.

In her free time, Hillary enjoys playing tennis, eating a variety of different foods, and travelling around the world. Along with providing top-notch real estate services to her community, she is also on the Executive Board of her local Chamber of Commerce, serves on the Education Foundation Board, and fundraises, along with her husband, for the Ronald McDonald House at their local hospital. For the future of her business, Hillary hopes to keep learning, discovering more exciting ways to serve her clients and to keep growing her network in the years to come. If you’re looking for high quality real estate service in Westchester County, look no further than Hillary Landau and The Hillary’s Homes Team!

For more information about Hillary Landau, call (914) 907-2444, email hillary.landau@compass.com or visit compass.com/agents/hillary-landau

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 88

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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KATRINA THOMAS Katrina Thomas has always had an interest in real estate. “Even when I was working a fulltime nine-to-five, I was employed with a property management/commercial Real Estate company,” Katrina says. “I always knew I wanted to be an entrepreneur, and I’ve always enjoyed working in sales. I love assisting clients. I really feel like I’ve found my passion in real estate. I love it.”

Based out of Maryland, Katrina is licensed in Maryland, Virginia, and Washington, D.C. Her business is built almost entirely on repeat, referral clients and social media. “I’m so grateful for that,” she says. “I make the experience special for each of my clients. They have told me that, while they know they aren’t my only client, they really feel like they are.

Purchasing or selling a home is such a big moment—once in a lifetime for some people. I make it as individualized as possible.”

Katrina carries her dedication to maintaining a high level of service in all aspects of her business. “I love building those relationships,” she explains. “Each client is special and should be treated as more than just a transaction to us. My clients know they can reach out to me at any time with any questions, even after the sale has closed. We keep in touch.

That level of care is what sets me apart.”

Katrina additionally credits her openness to learning new skills and embracing new opportunities as a reason people are eager to work with her over multiple transactions. “Each deal has been different and I have a lot of experience with problem solving during transactions” she says. No matter what problem, issue, or obstacle her clients bring to her, Katrina is ready and able to find them a solution.

Katrina is also uniquely qualified in her field. She holds an Accredited Buyer’s Representative designation and has been awarded with the RE/MAX Platinum Award, the Northern Virginia Top Producer’s award, and has ranked in the Top 10

Best Real Estate Agent and America’s Top 100 REALTOR’S® Award.

When it comes to marketing her listings, Katrina uses a mix of traditional and electronic marketing methods. “Social media is a huge marketing and networking tool,” she says.

However, she also likes to send postcards and diversify her marketing methods. She says, “Social media reaches such a wide range of prospects looking for a home in the area” She uses professional photos on all of her listings and advertises properties under a coming soon banner before they hit the market.

When she isn’t working hard to create a one-of-a-kind experience for her customers or connecting with new people, Katrina is involved in her community of real estate agents. Last year, she served on the Northern Virginia Association of REALTORS® Young Professionals Network. Along with participating in community service initiatives, Katrina mentored REALTORS® who are just getting started in the business.

Outside of work, Katrina enjoys spending time with friends and family. She also is a big supporter and advocate for selfcare. “When you work hard, you have to make sure to have some relaxation, too!” she says. Katrina is a huge advocate for treating yourself and also recharging. Katrina is looking forward to returning to trying new restaurants, traveling, and seeing movies at the theater when pandemic restrictions lift.

Looking to the future, Katrina has big plans. She hopes to become a broker and to continue increasing her yearly sales volume. She is also excited to continue her work mentoring up-and-coming agents in her area. “I give as much advice as I can to new agents and have even set some new agents up with specific marketing plans for their goals,” says Katrina.

“A lot of younger or newer agents need assistance on getting started and learning how to be successful in the business.

I want to help them as much as I can because when I was newly licensed, I needed that guidance and support as well.”

To learn more about Katrina, please call 301-300-8946, email KatrinaThomas@Remax.net, visit @KatrinaThomas_ on Instagram or visit KatrinaThomas.BrightMLSHOMES.com http://

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MARK PARRISH One thing Mark Parrish’s clients would tell you is that sometimes you definitely can judge a book by its cover. The designer suits, ties and shoes he wears when on the job suggests the consummate professional, an impression born out of respect to his clients, who expect the best. He has an extensive market knowledge, tireless work ethic, smooth problem-solving skills and is hyper-responsive to clients’ needs. They’d also tell you that’s not the whole story when it comes to Mark.

“I’ve got a funny sense of humor,” Mark laughs. “It’s just something that comes natural to me, and people respond to it. It comes in handy in a business where a big part of the job is taking stress out of the process. I balance fun, family and work with a serious approach of getting my clients the best value, whether buying or selling.”

With a degree in marketing and business management, Mark also had a drive for sales. Prior to selling real estate he climbed the corporate ladder, selling fiber-optics in private and fortune 500 companies until the industry suddenly imploded in 2000. He was looking for a lifelong career vs. a job, and identified real estate as work he could enjoy doing. “I thought it looked like fun. I told myself that if I was going to do it, I wanted to be the best. I got my license and went to work at Coldwell Banker, where I became one of the fastest rising luxuryhome agents.”

Mark worked for Coldwell Banker until 2015. That’s when he moved to Sotheby’s International Realty where his business took off to a higher level of success. He represents clients throughout the Twin Cities, specializing in selling upper-bracket properties in Edina, Southwest Minneapolis and around the Lake Minnetonka area. In 2020 he closed $25 million in sales as a solo agent, with 98 percent of his business coming from repeat clients and referrals. “I don’t pay for advertising because of the reputation I’ve built. People know me to be honest, straightforward, hard working and always available. If 90

you text me at 11 o’clock at night, I’ll usually get back to you in a couple of minutes. People have a right to expect the best, and that’s what I deliver at Sotheby’s.”

He’s also been sought after for his market advice. Mark is consistently featured on local Twin Cities Television as a leading Luxury Home Market Advisor, as well as being one of the most followed realtors in his market on social media, where he showcases his sense of humor, style and most importantly his commitment to his clients’ best interests.

Meticulous about preparing his listings for the market, Mark helps his clients stage their homes, then utilizes high-end photography (and drone shots, when necessary) to capture the most beautiful and unique elements of the property. He markets heavily on social media, and queries other agents in his sphere before the listing even goes live. He also uses social media to stay in touch with his clients, as well as texts, email, or just stopping in when he’s in the neighborhood.

Mark is always educating himself to improve as an agent, so that he can continue offering his clients the best experience. “If you stop learning, you stop growing.”

Contact Mark at 612-385-5920, email Mark.Parrish@lakesmn.com, or visit markparrishhomes.com www.

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of Top Agent Magazine

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, Top Agent Magazine

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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MARY SCHROTH As a person who truly cares about the well-being of the people around her, it made perfect sense for Mary Schroth to get licensed and pursue a career as a full-time Realtor®. With six years under her belt as a Realtor® in the DC Metro area, she is an experienced and knowledgeable agent who makes it her mission to look after her clients’ best interests at every turn. Along with her ability to overcome obstacles and navigate the nitty gritty details of real estate transactions, Mary has made a name for herself as a Realtor® with heart who gives all of her time and energy to her clients.

Mary has garnered immense good will from her customers but consistently putting her clients’ interests above her own and working hard to ensure their needs are met. Her mindset about her job leads her to conduct her business in a relationship-focused and service-oriented manner, and her sphere of influence has grown steadily because of it. “I’m wired to advocate for people,” Mary says. “I am genuinely concerned with providing the best possible experience for each client I work with, and I go above and beyond the call of duty to make them comfortable throughout the transaction process.” Mary’s efforts have given her a reputation as a Realtor® people can rely on, and she displays again and again that she is both helpful and trustworthy.

A professional with the ability to maneuver successfully through the most complex of real estate challenges, Mary is an efficient and thorough Realtor® who repeatedly gets results in a timely manner. Impeccably organized and extremely detail-oriented, she is available and informative to her clients, making sure they are never left in the dark. She uses flyers and social media to market her listings, and loves the practice of solving problems in real estate.

On the business side, Mary loves tackling the challenge of expanding her work and building her team, as well as fostering an environment for her co-workers that Top Agent Magazine

encourages personal success and productivity. She finds it incredibly fulfilling to create work opportunities for others, and to show them the ropes when it comes to being a Realtor®. “Our roles as agents are incredibly important,” Mary says. “This is the most significant financial holding that most people have in their lives. We need to be at the top of our game, and it’s one of my main goals to help other Realtors® get to that level in their career.” Mary did 24 transactions in 2020, and is on pace to push that number to a staggering 60 in 2021 - she hopes to train the agents on her future team to achieve that same degree of productivity.

In her free time, Mary loves hiking and reading, and going on adventures with her husband. She is very active in her community, fostering opportunities and encouraging the entrepreneurial spirit of Baltimore’s squeegee kids. For the next five years, Mary hopes to see her business sell over $100 million in volume and reach Keller Williams’ seventh level. If you’re looking for high quality real estate service in the DC-Maryland area, look no further than Mary Schroth!

To learn more about Mary Schroth, please call (240) 309-6000, email mary@schrothpropertyadvisors.com or visit schrothpropertyadvisors.com 95

MARYANNE ELSAESSER with us first. It’s really more about counseling and guiding in the long term than just a transaction.”

Those relationships and positive client experiences have a positive impact on the team’s reputation. “We don’t have to reach out to ask for business,” Maryanne says, “people come to us because of our reputation. There may be other teams that do more business, but we are very conscious of wanting to build slower, but solid. I don’t view this as a means to have an income, I view it as an opportunity to serve other people.”

Maryanne Elsaesser got her initial start in real estate early on. “I’ve been around it my whole life,” Maryanne recalls. “My father was a developer, and I first got my license when I was just 18.” Maryanne says her real estate career began almost by accident. “We had some investment properties that we needed to sell, so I activated my license. From there, because of my base knowledge, friends started asking me to list their properties and sell for them. That blew up into a career,” and the rest is history. For the past 15 years, Maryanne has been helping her clients achieve their real estate goals.

Maryanne and her team, The Home Navigators at Compass, serve the Bergen County, New Jersey area. Team members include Mat Chapman, Rhonda Battifarano, Michele Kowal, and Olivia Elsaesser. Over 90% of her team’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. “I take real estate from the perspective of service and not sales,” Maryanne explains.

“I base my service on what my expectations would have if I were working with a Realtor® myself.”

Through providing high-quality personalized service, Maryanne says, “We ultimately develop family relationships with our sphere. Years down the road, they will call us for resources, opinions, and advice. Many clients don’t make real estate decisions without having a conversation

When it comes to marketing listings, Maryanne and her team use a variety of methods and take full advantage of digital technology to ensure maximum exposure. “Social media is where we’re most productive in our marketing,” she says. “We are very big on artificial intelligence and targeting the right people with our listings. We also have over 10,000 social media connects we market to, who may pass a listing along and generate buyers for any property that we’re selling.”

Community involvement is very important to Maryanne and The Home Navigators team. Maryanne serves on the board of the local Chamber of Commerce, as well as the board of the Christian Health Care Center. When she is not working, she enjoys connecting with friends, eating outdoors, and anything to do with nature, including going to the beach, hiking, and kayaking.

In the future, Maryanne plans to continue growing her business and her team to serve more people. She and her team are also getting into fixing and flipping properties together. She says what matters most is satisfying her clients’ needs. “I love making people happy, whether that’s through securing the best possible price for them, or talking them out of buying the wrong property that’s not right for them. The key components in real estate are transparency and trust, and from there, clients end up leaning back on you for guidance.”

To find out more about Maryanne Elsaesser, call 551.206.9264, email maryanne.elsaesser@gmail.com or visit njhomenavigators.com 96

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a 98

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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MIA PEREZ-OWENS When Mia Perez-Owens started in real estate, she hit the ground running, becoming a top-selling agent in her first year. “When I made the switch to a general brokerage, I applied all the skills I had learned working in new homes,” Mia says. “I knew how to build relationships, and how to cultivate those relationships. Consequently, my first year was very successful. I was the number four individual agent in a company of several hundred. Being so new, I didn’t even realize what that meant at the time but I committed myself to helping more families to make a greater impact.”

Now a Realtor and Team Leader at Realty One Group Coastal, Mia works with her husband Allen. “My husband and I make a great team,” Mia says. “We have struck this perfect balance where I focus on bringing in new business and building relationships. Allen focuses on getting the clients through the process and to the closing table.” Mia and her husband recently added their son, Chaise, to the team. “I’m excited to see his success,” Mia says. “I love this business and I love passing on what I’ve learned.”

Serving downtown Charleston, Daniel Island, Mt. Pleasant and the surrounding areas, Mia has built a thriving business through her commitment to her clients. She has lived in Charleston her entire life, and her clients appreciate her local knowledge and expertise. “I’ve been blessed to build a business in a city where I know so many people and have made many connections,” Mia says. Committed to her clients and her own professional growth, Mia has earned several designations and honors. She is a Real Estate Negotiation Expert, New Homes Sales Certified, Ninja Sales Certified, a Realtor of Distinction, and a Gold Circle of Excellence recipient.

Mia makes a point to write handwritten notes every day.

“In a world of social media there is something nostalgic about a personal note,” she says. To market her listings, Mia uses a comprehensive strategy that combines beautiful photography, drone videos, and 360 virtual tours.

“This combined with the latest technology at Realty One Group Coastal and my personal connections with the Charleston real estate community gives me the greatest Top Agent Magazine

chance of getting my clients’ homes sold fast,” Mia says.

When Mia is not busy helping clients, she is dedicated to giving back to her community.

She donates a portion of every commission to Children’s Rescue Initiative, an organization that rescues children from sex trafficking and labor slavery. “This organization is very close to my heart,” Mia says. Additionally, in 2011, Mia founded a grass-roots organization, Feed-a-Friend, which helps the homeless and the working poor. “Every Friday, volunteers feed folks and provide clothes and other necessary items,” Mia says. “Volunteers look them in the eye and have a real conversation while providing a hot meal and other living essentials.” In recognition of what Mia and the volunteers have given to the community, she was awarded the C. Dan Joyner Community Service Award.

Over the years, Mia’s enthusiasm for real estate has only grown. “I love helping people,” she says. “I love working with homebuyers in all stages of life. It’s a privilege to help people make a purchase that is changing their financial future. To be a part of that journey with them is a blessing.”

To find out more about Mia Perez-Owens, please call 843-864-3546, email miaperezowens@gmail.com, or visit CharlestonLuxuryHomeFinder.com www.

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RYAN GUTY When Ryan Guty decided he wanted to make his living selling real estate, family and friends tried to talk him out of it. “They were naturally concerned about my getting paid only in commission. But I had always been a hard worker and wasn’t worried.

You get out what you put in.”

For Ryan, it was about doing work he could enjoy, and feeling in control of his own destiny. “I had a job, but not a career.

There was no upward mobility. I had a friend who was a lender, and offered to help me get started in the business. I did the coursework, got my license, and haven’t looked back.”

That’s not to say that the going was easy. “Early on, fear of failure was my motivation. That kept me coming in seven days a week, because I knew that if I wasn’t talking to people, someone else out there was.

My leader actually had to make me take days off.”

agents, helping them grow, and build their own business.”

Work takes up most of Ryan’s time, but when he is able to take a vacation he loves to travel. He also enjoys tackling projects of home improvement. “I don’t sit still much.

My philosophy is to keep learning and getting better every day. I’m usually enrolled in some sort of course. Right now, I’m taking a builder’s course to get certified there.”

His plan for the future of his business is to grow his team and continue strengthening customer service so as to offer clients the best experience possible. He also wants to help his agents grow their end of the business.

Farther out, he is thinking about expanding into the construction side of the industry.

There’s less fear these days, though Ryan still keeps a busy schedule. “After my first year I was promoted to running one of our new locations, which includes recruitment of new agents. So I spend time there, and with training.” His production is still strong, however, since most of his business now comes through repeat clients and referrals. “My brokerage sends out leads, of course, but I usually leave those to my team and just continue to work my own sphere of influence.” Last year, Ryan closed around forty-two transactions.

Ryan’s work ethic and commitment to professionalism has been the key to that success. He doesn’t just sell homes, but educates his clients so that they feel knowledgeable and at ease with the process. He maintains frequent communication throughout the transaction, and is there for his clients to the closing table and beyond.

His favorite part of the job? “Everyone dreams of being a home owner, and I love being able to help people achieve that. I also love mentoring my new 102

For more about Ryan Guty, please call 586-630-2267, email RyanGuty@MIREALTEAM.com or visit mirealteam.com Top Agent Magazine

How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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