NATIONWIDE & INTERNATIONAL 5-9-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS MELISSA BLOHM MELANI BEAUREGARD STEPHANIE BEESON KAREN CASEY JOSH DAVENPORT JANICE DELONG KRIS DURBIN ALYSSA ENDYKIEWICZ KAS FILIPPOVA TONY FULCO ANA GABREA SAM GALBRAITH KATE GOERINGER JOHN HUYCK NICK KALTE ELIZABETH LEANZA RACHEL OTT RAVI RAMACHANDRAN SHERRI RESNICK SAMANTHA STEELE HANG DAVID WHEATON

KEEPING IN TOUCH – HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

5 Reasons Why

YOU NEED A MENTOR

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

COVER STORY

ELLIE SHORB, CRS

g n i p Kee h c u in To

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work.

To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: 4

Top Agent Magazine

Top Agent Magazine

INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s inter-

Top Agent Magazine

Top Agent Magazine

5

ests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

6

Top Agent Magazine

Top Agent Magazine

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

Top Agent Magazine

Top Agent Magazine

7

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED

No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

8

Top Agent Magazine

Top Agent Magazine

ELLIE SHORB, CRS

Top Agent Magazine

9

Top Agent Ellie Shorb, CRS, recently teamed up with her son, Jack Shorb, and Eric Fafoglia to establish the The Shorb Fafoglia Group of Compass, serving buyers and sellers in DC, MD and VA. A resident of the DC metro area since 1990, Ellie Shorb, CRS, began her real estate career 17 years ago with a boutique brokerage selling properties around the DC Capitol and on Gibson Island. Licensed in DC, MD and VA, she established a network of satisfied clients and trusted colleagues that spans the region.

Most recently, though, Ellie teamed up with her son, Jack Shorb, and Eric Fafoglia to establish the The Shorb Fafoglia Group of Compass—and the rest is history.

An Executive Vice President at Compass, Ellie combines business acumen with her penchant for client service to meet the needs of even the toughest transaction.

ELLIE SHORB 10Copyright Top Agent Magazine

When listing a property, Ellie prefers a hands-on approach. Starting out, she helps her clients fully prepare their home for the market, providing them with a suite of standout photography services designed to Top Agent Magazine

highlight its unique attributes. From there, she shares her listings both through the regional MLS and her own extensive sphere of influence.

Top Agent Magazine

Ellie is just as thoughtful when assisting her buyers, drawing from her years of experience to uncover the right investment for their best interests. More than anything, she looks Copyright Top Agent Magazine11

“I’m so happy to be a part of our community here at Compass,” Ellie says. “At the end of the day, though, real estate is a serious business. Above all, our team appreciates the trust that our fellow agents and clients give to us.” forward to showing her clients all that her beloved DC community has to offer—from restaurants like the Rooster and Owl and Tail Up Goat, to its wealth of small businesses, including her husband John’s local landscaping company, Shorb Landscaping.

12Copyright Top Agent Magazine

For Ellie, the transaction lasts well beyond the closing, as she keeps in touch with her clients through frequent check-ins and annual events, all to ensure they are thriving in their new homes. Over the years, she has earned a fantastic reputation throughout the DC area, Top Agent Magazine

with the majority of her volume coming from repeat clients and referrals. “Real estate has given me the opportunity to connect with so many wonderful people,” she says. “Whether I’m going on tour with my colleagues at Compass, or helping a seller navigate the Top Agent Magazine

emotions of their transaction, I love spending the time to build those lasting relationships.”

Outside her career, Ellie is deeply committed to her community. Having previously served on the board of the Kenwood Citizen’s Copyright Top Agent Magazine13

Association and Greater Capital Area Association of REALTORS®, she can also be found contributing to various nonprofit organizations throughout the year. On top of serving as a Board Member for Open Door Sports, she volunteers, donates, and raises funds for A Wider Circle, Hope for Henry and DC Diaper Bank.

In her free time, she enjoys reading, taking her Jack Russell terrier for a walk, or biking

the scenic C&O Canal with her husband. Ellie also has exciting plans for the future. As her volume maintains steady growth, she intends on helping to grow the team, scaling the standard of service that has set her apart in the city she loves. “I’m so happy to be a part of our community here at Compass,” she says.

“At the end of the day, though, real estate is a serious business. Above all, our team appreciates the trust that our fellow agents and clients give to us.”

To learn more about Ellie Shorb, CRS please call (240) 338-8919 or email ellie@compass.com 14Copyright Top Agent Magazine

Top Agent Magazine

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.

Top Agent Magazine

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

Top Agent Magazine

15

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.

16

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.

Top Agent Magazine

Top Agent Magazine

Top Agent Magazine

ANA GABREA

17

ANA GABREA

Ana Gabrea has 17 years of experience in real estate, and she absolutely loves what she does. As an immigrant from Romania, Ana not only believes in the American dream, but to her it’s a reality. “Homeownership is not something we were allowed to experience in Romania.

Ironically, we rented from the government the family home my grandfather had built with his own hands, and which was confiscated from him”. A few years after arriving in the States, Ana’s mom was given the option to buy the condo she rented in Arlington, Virginia. The thought of home ownership and having a large debt was such a scary prospect for a single mother, that she decided not to go through with it. When Ana got her license, she realized what an incredible opportunity it would have been for her mom to invest in real estate. “It breaks my heart that my mom never had a home of her own, or understood what an asset it could be for her and her family!” Today, Ana works with buyers and sellers in Central Maryland, but she has a sweet spot for first time home buyers. She pours her heart, time, and resources into educating them about the purchase process, helping them select a home that will allow them to see a return on their investment, and connecting them with her team of highly trained professionals who work together to make the process as seamless and pleasant as possible. “For the transaction period we work so closely and intensely together, that we forge very strong bonds and many of my clients become very dear friends. In turn, they spread the word about their experience working with me, so my business is over 90% referral.” Based on clients sharing 18

their outstanding experience working with Ana, Rate My Agent awarded Ana the 2022 HOWARD COUNTY AGENT OF THE YEAR. When working with sellers, Ana focuses on her clients’ personal story. She asks questions to find out what made them fall in love with their home, the community, what are some of their fondest memories over the years. She then highlights those special details with beautiful photos and narratives that draw in the new buyers, who will call this their home. “Sometimes, selling a home can be very emotional, especially for those who have made a lifetime of memories there, raised their children, celebrated major life events in that home. I help my clients focus on the next beautiful stage of their lives and hold their hand through the process.” Ana’s background in medical research, has sharpened her critical thinking skills needed more than ever in today’s fast paced seller market. With strategic pricing and on point marketing, Ana positions the homes in front of the most qualified buyers.

With many buyers competing in very stressful situations, negotiations can be tough, but Ana maintains a professional attitude to create the best experience throughout the process. Her clients range from first time home sellers to sellers who were real estate agents themselves, all of whom are equally impressed with the level of attention and service they receive.

With a passion for teaching, Ana finds herself giving back through teaching. She recently earned her Certified Copyright Top Agent Magazine

Mentor designation with eXp Realty, her current brokerage.

She has eight mentees that she enjoys teaching the nuances of the business. “At eXp Realty we are one company with agents across the globe, collaborating, supporting, and lifting one another. It benefits our clients to have highly trained and knowledgeable agents represent them in what is perhaps the most significant transaction of their lives”.

For many years Ana mentored other agents, including her son, Alex Todor, who got his real estate license right after high school and now holds two licenses, one in Maryland and one in Florida. “I enjoyed informally mentoring my son so much, that I decided to take on a more active role in our company and continue training agents!”

Ana is active in her community and hopes to be a great role model for her daughter Mara who is 9 years old and homeschooling. As a member of St Matthew Orthodox Church, Ana has been a Sunday School teacher for almost 12 years. When her daughter enrolled in a homeschool coop, Ana joined as a coop teacher and has taught Biology, Planetary Science, lead students in the 2021 NASA’s Mission to Mars Student Challenge, coached a group of students who participated in the Maryland Engineering Challenge. When she is not teaching, you will find Ana and her daughter volunteer at her church or helping with food drives at the Columbia Community Care, raising funds for various organizations such as the ASPCA and Frisky’s Wildlife & Primate Sanctuary.

As a resident of Ellicott City, Ana is proud of the history of her town. Historic Ellicott City turns 250 years in 2022.

“We love supporting the businesses in Old Ellicott City as they have gone through two 100-year floods in recent years, and while working to recover, were hit again by the pandemic.” Ana and her family frequently enjoy eating out at Georgia Grace, The Trolley Stop, Park Ridge Creamery, shop at the charming and unique local stores such as Forget-me-Not, and attend events such as the “Wizarding Weekend on Magical Main.”

As for the future, Ana will continue doing what she loves and looks forward to collaborating with her son, perhaps growing a team together at eXp Realty. Ana just earned her membership in the Institute for Luxury Home Marketing and she is very excited to use her training and resources to work with high-end homes. She is also working on getting her Virginia license so she can help her clients who are looking to move to her home town. “Real estate can provide endless opportunities and has certainly given me access to customizing my own business, yet another aspect of the American dream I love sharing with my children.”

Top Agent Magazine

To learn more about Ana Gabrea, please call 443-226-5046, email AnaGabrea@gmail.com or visit marylandhomeswithana.com www.

Copyright Top Agent Magazine 19

5 STEPS TO ACHIEVE LONGTERM SUCCESS

AS A REAL ESTATE AGENT Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

20

Top Agent Magazine

3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

Top Agent Magazine

21

MELISSA BLOHM

Melissa Blohm is a 2022 Real Estate Top Producer in Anne Arundel County, Maryland, for Long & Foster Annapolis Fine Homes.

One of Melissa’s best traits, among many, is her ability to be adaptable. She earned a Bachelor of Science in Economics at University of Maryland but, as she said, learned she could take her degree in any direction.

She immediately set her sights on working in Sales & Marketing with Philip Morris and then accepted a leadership role with Estee Lauder. Those were two Fortune 500 companies that offered her excellent training experience in fostering and managing relationships and negotiating contracts for her future role as a REALTOR®. Ironically, it was when Melissa had a different job altogether – stay-at-home mom – that she fell in love with real estate looking to parlay her previous experiences with her new-found passion.

involved in all their sport activities,” Melissa explained.

She also became an active participant in her local community, including the Chamber of Commerce and the Greater Severna Park Moms Group. In July in 2012, she was invited to an impressive launch party for a new lifestyle magazine based in Annapolis. The party was hosted at a luxury waterfront estate on Maryland’s Eastern Shore overlooking the scenic Chesapeake Bay with an amazing firework display to end the evening.

The rest, as they say, is history.

The party was filled with real estate agents, designers and more, and Melissa fell in love with the idea

“My husband was pursuing his dream to play professional baseball with the Toronto Blue Jays organization and when we got married, I wanted to support him and travel together.

We had a family with three energetic boys, so I focused on raising our children and got 22

Copyright Top Agent Magazine

of adapting her leadership and life skills into this new world that she called “a perfect fit.” More than nine years later after getting her license, Melissa is a top producing agent with Long & Foster Fine Homes. She is licensed in the state of Maryland and focuses on Annapolis and Anne Arundel County. She is currently working with an almost 80 percent base of repeat and referral clients.

“I’m very familiar with the area and as a mom of three boys I know a lot of families and, I can anticipate what they want and what they need. I fully understand what it is like to stand in my client’s shoes,” said Melissa. When asked what sets her apart from other agents. A local expert, industry knowledge and very trustworthy, she said “I have had the pleasure of turning clients into lifelong friends and I love getting to know so many amazing people in my community. Clients trust me with their most valuable asset and know I will go the extra mile to make their experience seamless and enjoyable from start to finish.”

Melissa keeps in constant contact with her clients with frequent phone calls, newsletters, an in-house Lifestyle magazine that includes interesting articles and home tips. She especially loves her ‘drop-ins’ where she calls clients and says, “I’d love to see what you’ve done with the place.”

“When I was a guest at the magazine launch party, I just kept thinking how exciting the Real Estate industry would be. I love when people welcome me into their home, and I get to see their personality. No home is ever going to be the same,” Melissa said. “It’s refreshing to think every day you never know what to expect, and I like that surprise element. I love helping clients find their dream home or sell their most prized possession.”

For now, her immediate plan is to continue to nurture and grow her business, spend quality time with her family and continue with her volunteer work with the Alzheimer’s Association to honor her mom who recently passed away as a result of this disease in 2019. “This,” Melissa says, “is what’s most important to me.”

Top Agent Magazine

You can contact Melissa Blohm at her office at 410-263-3400 or on her cell phone at 410-991-5987. Melissa’s email is Melissa.Blohm@longandfoster.com Property photos by Nima Mohammadi Copyright Top Agent Magazine 23

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 24

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

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

Top Agent Magazine ®

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

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

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

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

3

Collaborate with mortgage professionals to find the right financing opportunities

2

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

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

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

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

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

Top Agent Magazine ®

25

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

5 4

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

26

Paint the big picture

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

Rents rise, families grow, and retirement looms.

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

MELANI BEAUREGARD There is no REALTOR® more knowledgeable about Arizona than Melani Beauregard, who grew up there and has lived in sixteen different cities across the state. Today, she’s based in Litchfield Park, where she represents the many diverse areas of Maricopa County. While she’s worked with a real estate team in the past six years of being in the industry, she is a now a solo agent with her own business. Whether you need a house close to the airport in Phoenix, one with great schools nearby or one next to your workplace, Melani is the REALTOR® to call as she has an in-depth knowledge of every neighborhood in Phoenix and beyond.

Since becoming a solo agent, Melani has focused on being a buyer specialist. She works with many out-ofstate clients to accomplish their goals of finding exactly what they are looking for without needing to attend showings in person. “I like to be a part of the process to get the most value out of a home. I get so invested in my clients’ lives that their homes feel like my home and their wins are my wins,” she says. In terms of numbers, around 60% of her business comes from repeat and referral clients, including friends and family as well as agent referrals. She attributes her level of success in this area to her efficiency and responsiveness, saying, “I’m always available to chat with clients — I used to work seven days a week!”

In addition to personal phone calls, Melani employs multiple marketing strategies. She spends time each week prospecting for potential clients, but also reaches out to former clients through email, postcards and holiday gifts. She also hired a professional photographer to take high-end photos of all of her listings and help her manage her social media, website presence, and printed materials.

While Melani’s schedule is very busy, she loves spending time with her children, one of whom is considering Top Agent Magazine

following in his mom’s footsteps by going into real estate. She carves out time each week to go to her local church and hopes to find more ways to be active in the community once her work schedule slows down a bit. When she can, Melani enjoys traveling with her kids on fun vacations, making memories together as a family.

Since becoming a solo agent, Melani is in the process of balancing her lifestyle so that she’s not working as many hours.

Despite wanting to scale back, it’s clear that Melani naturally gives her all to any project she commits to. Last year, she sold 77 houses, which topped her target of selling 70 houses in one year. No matter where her business leads her down the line, she says that her goal will remain the same — “To be able to help my clients by providing a personalized experience so that they feel that they are really well taken care of.”

For more about Melani Beauregard, please call 623-853-7671, email TalkwithMelani@gmail.com or visit melanibeauregard.exprealty.com www.

27 Copyright Top Agent Magazine

STEPHANIE BEESON Stephanie Beeson knows it takes a village to raise a business. From the beginning, the Akron native’s connections to friends, family and community have helped her grow her young business. “My background was in retail where I sold furniture and did interior design,” she says. “Some years ago, I met a realtor who was really big in the community, and she always told me I should be a realtor.”

just great overall. The cost of living is low compared to most anywhere else, and it’s close to the city of Cleveland and all it has to offer”.

Stephanie took her advice, if not right away. As a single mom of two daughters, Kennedy and Lauren, she originally did not have the time or money to devote to getting her license, she says, until a health concern forced her to take some time off. “Back in 2018, I had a double mastectomy, because I have the gene for breast cancer and my mom had breast cancer at a young age.”

In recovery for six weeks, Stephanie took that time to study online and get her real estate license.

That was late 2018 and she hasn’t looked back since. In her first year, while still working retail and selling real estate part time, Stephanie sold just under $1 million.

“In 2020, I was still doing real estate part time, and I did $3.5 million. At that point, I decided that I wanted to just jump in and take the plunge and go full time into real estate.” She moved over to Keller Williams Chervenic Realty and closed out last year with a sales volume of more than $7 million.

The center of her rapid growth is “LeBron Town,” itself. Known as the hometown of NBA legend LeBron James, Akron has so much to offer, Stephanie says, “What I love about Akron is the community itself,” she says. “I just feel like everybody’s very close, kind, and

Stephanie has lived in Summit County most of her life. Her mom had a business in the community for 30 years, and this same community now serves as the lifeline for Stephanie’s business.

“Pretty much every single person that I’ve sold to is now family,” she says.

They have dinner. She sends home anniversary cards.

And, she’ll check in throughout the year with phone calls. The result? “My referral business is great. About 70 percent of my sales are from my sphere of influence and people who refer me.”

That sphere reaches farther than just sales. Stephanie taps into her network to expand her business, as well.

“We call ourselves a team because I have my partner Jeff, who retired two years ago. He does a lot of showings and serves as the Team Business Manager.” She has also taken a friendship to another level. “I also have an investor I’ve done a lot of business with, and we became friends. She’s now getting her license, and she’s going to join my team, because we really enjoy working together.”

Like her beginning, Stephanie’s future is rooted in the community. “This year, we’re going to get involved with two different charities,” she says – Carson Strong, which helps children diagnosed with cancer, and a local animal shelter. “As far as growing,” she says, “I want to make sure we go slow and steady and that we never compromise our values and the focus on our clients which have got us here.”

For more information about Stephanie Beeson, please visit TheStephanieBeesonTeam.com, email s.beeson.realtor@gmail.com or call 330-285-3306 www.

28

Top Agent Agent Magazine Magazine Copyright Top

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

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

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

Top Agent Magazine ®

29

What is employee appreciation and how do you enact it?

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

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

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

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 30

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

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

Area Specialist KAREN CASEY The picturesque towns of southern New Jersey are lucky to call Karen Casey their go-to real estate agent. At Your Home Sold Guaranteed – Nancy Kowalik Group, she has access to state-of-the-art marketing, a large team of highly experienced and supportive agents, and a company culture that thrives off setting their staff and clients up for success. Karen entered the industry in 2008 after working in business and marketing. “I decided to become a consultant and stay home to raise my children,” she explains. “Once they entered high school, I felt it was time to pursue a new path.” Always interested in real estate, she earned her license and hit the ground running. Today she has a largely referral-based business, which she credits to Your Home Sold Guaranteed – Nancy Kowalik Group’s unmatched service and guidance.

“Our motto is Five Star Service, not just for our clients, but for each other, our vendors and our competitors,” Karen says. “So anyone who comes through our system or our team, they are treated with respect and fairness.” Karen’s goal is to provide an exceptional experience to all parties involved. This means being available to them at all times and ensuring the process goes smoothly. Creating a stress-free transaction is easy at Nancy Kowalik Group, as there are over 20 agents and 11 staff. Members are given specialized training to instill in them the company values of integrity, knowledge, and service. “We share everything, we do open houses and if someone goes on vacation, we handle all of it. So it’s a very seamless process for both our clients and each other.”

They’re highly experienced in their region, knowing all of the various rules and regulations. “This is becoming increasingly important as many people are moving here from bigger cities,” Karen says. “Having that local expertise and being able to guide our clients into the areas Top Agent Magazine

they want to be in is so valuable.” For their buyers, Karen and the team take time to get to know them and their needs. “It’s more than just finding out how many bedrooms they need. We find out what’s important to them in their day-to-day lives, like being close to work or schools.” Meanwhile, their sellers enjoy unparalleled marketing strategies that get them the most money possible for their properties. “Our marketing budget is upwards of $60,000 a month, so we don’t just put a listing on the MLS and hope someone shows up and buys it.”

On average, Nancy Kowalik Group sells their listings for 10% higher and 8% faster. This results in thousands of dollars in their seller’s pockets.

Giving back is one of Your Home Sold Guaranteed – Nancy Kowalik Group’s main priorities, so they always make sure to donate and volunteer throughout the year.

They donate a percentage of every single transaction to a local charity, host food drives, and sponsor local children’s sport teams.

Karen’s future looks bright, as she plans to help bring on more team members and continue growing. “We are planning on closing 650 transactions this year. We also brought in a professional trainer who will not only train our newbies, but also train our more experienced agents so they can become brokers and potentially open up their own satellite offices.”

For more information about Karen Casey, please call 609-617-2670 or email karen@nancykowalik.com 31

JOSH DAVENPORT As he goes about his day, Phoenix real estate agent Joshua Davenport often has to remind himself to take a little time to look up. With mountains in every direction, the Valley of the Sun offers some of the most spectacular views of any city in the US, views Joshua sometimes misses as he rushes to take care of his clients.

“The Valley is beautiful,” says Joshua.

“And we’ve had a huge influx of buyers wanting to move here these last years. As a native Phoenician, I know the area very well, and I enjoy helping them find the home they’ve been dreaming about.”

Joshua earned his license in 2014, leaving a job in retail sales. He chose real estate for the flexibility it offered that would allow him to be there for his kids as they grew up, and because of the example set by a great Realtor who helped him and his wife navigate the housing market during the recession. “That agent served us well and just provided a great experience,” Joshua recalls. “I wanted to positively impact people’s lives like that too.”

And he has. Today Joshua represents buyers and sellers all over Maricopa County as the leader of The Premier Team with My Home Group Real Estate. “In Your Service” is the team’s mantra and salutation, an expression of humility and commitment that has earned Joshua the respect of his clients, his community, and the other agents with whom he works. It has also landed him a repeat client and referral business of over 70 percent. As one buyer put it, “Josh is a wonderful realtor to work with! He is patient, understanding and very knowledgeable. He has helped me through the purchase of two homes now and I wouldn’t use anyone else! He is always flexible with my work schedule as well. He will go to bat for you if needed and he always delivers!!!!”

Joshua markets his listings on social media and across thousands of other websites, capturing every home’s 32

most beautiful and unique features with professional photographs. He reaches out to potential buyers and buyer’s agents within his sphere, and is usually able to sell homes quickly while gaining sellers maximum value on their investment. He also loves working with buyers. “Closing for a buyer is always a joyous occasion, and often represents the fulfillment of someone’s dream. That’s very rewarding.” To help them realize that dream, Joshua often partners with Angelo Pilato, a lender with Envoy Mortgage, and someone he trusts to help his clients get the best terms on their loan. “Clients have referred to us as the “dynamic duo,” he laughs.

When he’s not working, Joshua further serves his community through the Desert Springs Bible Church. The Premier Team also hosts movie events and dog adoptions, and recently he and his team joined other residents in contributing to a city-wide Lemonade Stand event aimed at raising money for a family with children suffering with disabilities.

Going forward, Joshua eventually wants to double his team of 6 agents in order to serve more families throughout the Phoenix area. As his mantra makes clear, that service will always be generous and extraordinary.

Contact Joshua at 480-254-4467 or email josh@thepremierteam.re Top Agent Agent Magazine Magazine Copyright Top

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

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

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

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

Here are some of the reasons why.

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

Top Agent Magazine

33

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 34

4. Networking

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

Top Agent Magazine

Top Agent Magazine

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

Top Agent Magazine

35

JANICE DELONG Over her 24 years in the real estate industry, Janice Delong has helped buyers and sellers successfully navigate every kind of market. It’s safe to say she’s passionate about her work. “I love everything about this business,” Janice explains. “I enjoy helping people find what they need, negotiating a great deal for them. Even the challenges are fun. I get very excited when things come together!”

Before becoming a Realtor, Janice was the president of Natural World, a company known for its production of non-toxic cleaning supplies, nutritional supplements, and natural skin care products. She moved to Scottsdale, Arizona with the company in 1995, and began doing real estate investment on the side. She came to love the process, and when the company was sold she took the opportunity to become a Realtor full time.

Today she leads a team of 8 agents representing clients across all of Maricopa County and parts of Pinal County with her Delong Group at Home Smart Elite, most of that business coming in Scottsdale and Paradise Valley. Last year her volume was $49 million, with an enviable 100 percent of that business coming from either repeat clients or referrals. One only has to look at her 5-star reviews to understand why. Without exception they are gushing, with one repeat client characterizing Janice’s service like this:

touch with trusted contractors if needed. She captures every property’s best features with professional photos, which she uses to market the listing on social media and through direct mailings to homes in the listing neighborhood. She also conducts open houses to generate excitement about the property, which helps her net sellers multiple offers and top dollar on their investment. Her market knowledge and negotiating skills are second to none.

Janice maintains contact with her clients after the transaction is complete, and many have become friends. She emails them with monthly updates on the market, and sends gifts on holidays. She also often encounters clients through her community efforts, such as the work she does with Paw Town Angels, an animal rescue organization.

When she’s not working, she enjoys spending time with her grandchildren, or traveling.

Going forward, Janice wants to continue delivering the gold standard of service for which she’s built a reputation.

She plans to keep her team small in order to maintain the personal touch that has earned her the trust of her clients, and to train her team well so that they can succeed and grow their own business.

“We have used Janice for 3 separate homes now and she is without a doubt one of the most professional and capable realtors in the greater Phoenix area. Her experience is obvious as she works through any and all problems, provides solutions and works diligently to accomplish all targets and goals. What’s more, is that she is ALWAYS available via text and call, which is very important to me, especially being that home buying is so fluid and adapting to changes quickly is a must. I would HIGHLY recommend Janice DeLong! If there were a 6th star she’d have it!”

When it comes to her listings, Janice advises sellers on how to prepare their homes for the market, putting them in 36

Contact Janice at 602-315-0159 or email Janice@delongregroup.com Copyright Top Agent Magazine

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

37

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans38

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

Top Agent Magazine

KRIS DURBIN To say Kris Durbin is engaged with his neighbors may be understating the agent’s community involvement. Kris’s entire business is built on reaching out and connecting community members together.

Neighborhood togetherness and Kris’s business mission are so intertwined they are one in the same. “It was kind of a mindset that we’re not going to have these differences in our neighborhood that are so petty at the surface,” he says. “We’re going to bring people together and that’s what we did. So we get told all the time we’re the people that bring people together.”

Back in 2003, Kris got into real estate with partners in a mortgage firm. He earned his real estate license and began helping farmers acquire farmland and equipment in Kentucky. Once his family made the move to Chandler Arizona, the idea struck him to focus with his wife Jackie on building a community instead of directly on home sales. “We’re going to build a community where we’re going to rely on each other to serve each other, refer each other’s businesses for each other’s services. We want to be like a safe place. There’s really not a lot of safe places on social media, right?”

Most agents use some form of social media, but Kris takes community engagement to another level. His Facebook group invites local business owners to become a loose collective, making deals with each other, for sure, but going further to connect the underlying social fabric of the community. They support each other outside of commerce. In one example, the group raised more than $10,000 for a cancer survivor and her family after her husband lost his job. In another, political enemies became fast friends while heading a group activity together. The members are so tightly knit that two thirds of Kris’s sales come from within the membership.

In serving his market through community efforts, Kris helps satisfy reasons new residents moved to suburban Phoenix–a peaceful refuge outside of the bustle of Top Agent Magazine

the city. His home market attracts families seeking good schools within a 20-minute commute of major corporations like Intel and Paypal. His social media efforts help them find the sense of community they hoped to find. “I realized that that started with us because it’s very cliche, but when we talk to the neighbors, it’s all about peace and love; it’s all about loving on each other.” His Facebook group not only has fed his real estate business, but it also has led to a boom for food truck vendors, screen printers, landscapers and other businesses in the group.

Kris has been so successful with social media that he could teach a class on it. As a matter of fact, that’s exactly what’s on his mind for the next phase of his business. Kris is building a training system to bring new agents into the agency and develop them until they are ready to branch out on their own. Taking the same community approach, he wants to use his influence to raise standards for agents. Once he has reached his real estate goals, he intends to become a motivational speaker intent on helping people become a better version of themselves.

To learn more about Kris Durbin, please call 480.799.5885 visit kristopherdurbin.exprealty.com, or email krisdurbinaz@gmail.com www.

39 Copyright Top Agent Magazine

Area Specialist ALYSSA ENDYKIEWICZ Alyssa Endykiewicz has always been a part of the community of Green Valley/ Sahuarita in Southern Arizona. She grew up there. She bought her first home and is raising her five kids in a neighboring community. And through her agency, Realty One Group Integrity, the area specialist gives back to the area she is so familiar with. Whether raising funds for homeless causes or holding canned food drives, she and her team of agents answer the call. Her general empathy and concern for people extend into her dealings with buyers and sellers.

Before knowing what a client is looking for, Alyssa needs to know why they are buying or selling. “I always stay professional in that realm but when someone tells me their why, on why they’re purchasing a home or why they’re selling, I think it’s important to make that my why,” she says, “and to feel that emotion with them because they deserve and share with me.”

Bonding with buyers and sellers through shared experiences, she builds relationships that feel “more like a friendship and a family thing versus just the client.”

On the strength of those relationships and that community connection, Alyssa has led her team into being a real estate resource serving the Green Valley/ Sahuarita region. She offers insightful market expertise to share with seniors and first time buyers attracted to desert living near abundant golf courses.

Adding to that, Alyssa relates with buyers through her own experience purchasing a home in the area, sharing that special moment with new families.. In fact, her home buying journey drew her into real estate as a career. “The experience of doing that was exciting and fun and I kind of wanted to explore being on the other end of it,” she says of her beginnings

while raising young children and recovering from a health scare. “I just, I hit the ground running and I loved it so much.”

The love affair with clients has gone both ways from the start and continues. In her fourth year, Alyssa can say most of her business comes through referrals from past clients. To stay in touch, she prefers the personalization and effort of handwritten notes over automated emails. In a time when a clicked heart will do, Alyssa instead takes time to mail Christmas and anniversary cards. The notes and cards, like her quarterly lifestyle magazine, offer clients “something they can hold in their hand versus just deleting on the screen.” On the lighter side, she and her kids play a Halloween game of ding dong ditch where they ring a client’s doorbell and take off, leaving a basket of goodies.

The keepsakes compliment Alyssa’s marketing blend, which also includes open houses and web and Facebook campaigns.

While continuing to grow her agency, Alyssa has been preparing to sit for the brokers exam. Becoming an associate broker with Realty One Group Integrity is within her reach and a goal to begin the next phase of her real estate career. Brokers, she says, have an opportunity and responsibility to set high standards for the industry. “I think it’s important to not lose the moral code and to really set a good example in this industry of doing the right thing every single time you have an opportunity to.” In the meantime, Alyssa reaps the rewards of building new client relationships and maintaining old ones. “I love that I get to be a part of that huge life event and make it special and feel that this is a wonderful career that I enjoy getting up every day and doing.”

To learn more about Alyssa Endykiewicz, visit dreamteamsellsaz.com, email alysellsaz@gmail.com or call 520-279-1470 www.

40

Top Agent Magazine

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 41

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

1

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

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

2

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

42

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

3

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

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

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

Top Agent Magazine

KAS FILIPPOVA Ingrained in the community of Fairview Park, Kas Filippova has always been passionate about helping others. For 12 years, she built an accomplished career in the restaurant industry, serving as the Human Resources Director for a successful chain of bars in Cleveland. In 2020, she began seeking a new opportunity that still spoke to her outgoing personality and penchant for client service, which inspired her to explore the local real estate market. Leaning on her proven business acumen and tireless work ethic, she would find quick success as a REALTOR®, building a network of satisfied clients and colleagues that spans the region.

Today, Kas is an agent with eXp Realty, where she assists clients throughout Fairview Park and all of Northeast Ohio. There, she has built a comprehensive workflow to meet the demands of even the toughest transaction.

When assisting her buyers, Kas thoughtfully guides each client to the right home for their best interests.

Leveraging her background in the fast-paced restaurant business, she is there for her clients each step of the way, providing them with the key insights needed to make informed decisions on their future. Above all, though, she enjoys nothing more than welcoming new families into her community, with Cleveland Metroparks having recently earned the 2021 National Gold Medal “Best in Nation” Award for Excellence in Parks and Recreation Management.

“I also love working with first time home buyers,” she says. “As an agent, I genuinely enjoy educating them and observing their progression throughout the transaction. Above all, seeing the excitement on their faces on the day they collect their keys is absolutely priceless.”

In fact, Kas prefers to keep in touch with her clients long after the deals are done to make sure they are thriving in their new homes. Since launching her career as an agent, she has earned a fantastic reputation throughout Ohio, with the majority of her volume coming from repeat clients and referrals.

As her volume continues its steady growth, though, she remains focused on the core values that brought her to real estate in the first place. “Coming from the restaurant industry, I understand how important it is to be available to my clients—no matter what. You have to be patient with people and take the time to really understand their needs.”

Outside her career, Kas is deeply committed to her community, teaming up with her long-standing colleagues in the restaurant business and fellow REALTORS® to prepare meals for over 300 families in-need during the holiday season. Meanwhile, she is equally devoted to service within her industry, with plans to open Icon Cowork, a flexible office-space at the St. James School campus in Lakewood where emerging real estate professionals will be able to further their education, forge new connections, and grow together.

When she’s not with clients or giving back, Kas, an avid traveler and athlete, can be found participating in marathons not only throughout Cleveland, but also the world. She also maintains a consistent involvement in the local restaurant business, managing multiple establishments in the area. Now having established strong roots in Fairview Park, Kas intends on scaling her vision of service throughout the region; but in the meantime, she is more than happy with the fulfilling life and career she has cultivated in her beloved hometown.

To learn more about Kas Filippova, email kas.filippova@exprealty.com, call/text (216) 374-3689 or visit kseniafilippova.exprealty.com www.

Copyright Top Agent Magazine

TONY FULCO When Tony Fulco began investing in properties, his passion for real estate soon followed. After working in the corporate world for 21 years, he wanted to try something new. “My brother was investing, and I decided to join him. We flipped a few homes and I liked it so much that I got my real estate license.” While he still held his full-time corporate position, he began helping people in his network buy and sell real estate. It grew organically from there, and eventually came to a point where Tony had to choose between his two career paths. “Real estate brought me so much more joy, so I decided to go with that,” he says. Today he is a full-time agent serving the greater Baltimore and south central Pennsylvania areas. He’s made great strides over the past few years, and now leads a team with fellow agent Robby Douglas called the Fulco Douglas Home Group.

Tony finds that their unique skill sets balance the business and help it run efficiently. “Robby is very focused on marketing and analytics, whereas I’m more of a traditional salesperson and high level negotiator.” They now have three additional members on their team with two more joining soon, and are experiencing rapid growth. With Tony’s extensive experience in investing, he is able to provide valuable advice to those seeking to explore this segment of the market. “I own six properties, so I try to teach new folks coming into it how to handle the financing and all the intricacies involved,” Tony explains. He’s also able to assist traditional buyers and sellers, and always looks out for their best interests. A long time resident of Maryland, he loves guiding them and helping them establish roots here. “Harford County is just a beautiful area, great for families, and has some of the highest rated schools in the state.”

Whether he’s getting a buyer into the home of their dreams, or securing the highest offer possible for his 44

sellers, Tony goes above and beyond to achieve their goals. One client said, “Tony is a true professional. We had a sales price in mind that we wanted to hit and Tony went to work fast. Within a week, we hit it! We never felt lost during the process and Tony was there every step of the way.

He made himself available and was very responsive to our inquiries. We definitely recommend him for any and all things in Real Estate.”

Tony loves his region and is always staying active in the community. He is part of the Harford County Association of REALTORS®, gets involved in various charity fundraisers and events, and attends the annual Maryland Association of REALTORS® convention in Ocean City every fall.

During his free time, he’s playing guitar, tending to his small farm, or relaxing with his wife.

In the next 18 months, Tony plans to double the size of his team and quadruple their sales production. “Anyone who does business with our team enjoys the support of our entire team. We’re always available to them. It’s a guarantee they will receive full service support from the Fulco Douglas Home Group, no matter what.”

To learn more about Tony Fulco, please call 443-477-9227 or email fulcorealtor@yahoo.com TopAgent AgentMagazine Magazine Copyright Top

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.

Top Agent Magazine

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

Top Agent Magazine

45

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 46

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.

Top Agent Magazine

Top Agent Magazine

Area Specialist SAM GALBRAITH Throughout her life, Sam Galbraith has always possessed an entrepreneurial spirit. She began her career in food manufacturing, where she quickly ascended the corporate ladder while establishing strong foundations in economics and transaction management. Along the way, she found herself seeking a new opportunity that better combined her business acumen with her penchant for client service. Inspired, she decided to pursue her real estate license and launch her career as an agent—and the rest is history.

Today, Sam leads Carpe Diem Realty, powered by Keller Williams Realty Tri-Cities, where she assists clients throughout Southeastern Washington and the Columbia Basin. With her annual volume jumping from three completed transactions in 2020 to 35 in 2021 alone, she has set herself apart via a boutique workflow founded around the core values of openness, integrity, and expertise.

When listing a property, Sam is there for her sellers each step of the way. After helping them prepare their home for the market, she shares it through both the regional MLS and a highly targeted blend of digital and social media campaigns. Along the way, she leverages proven outlets like promotional flyers and her extensive sphere of influence to better connect each property with its ideal buyer—all in the lead-up to the standout open house showing. “In real estate, you have the opportunity to help clients move on to the next chapter of their lives,” she says. “At the end of the day, these are emotional transactions, and I love being part of that journey.”

Elsewhere, Sam is just as present when assisting her buyers, utilizing her in-depth knowledge of her region

to uncover the right investment for their best interests. In fact, she keeps in touch long after the closing to provide ongoing service as her clients settle into their new homes. “There are few things more rewarding than giving a first time buyer the keys to their house. It’s so gratifying to see all their efforts and hard work pay off in the end.”

As her region is a thriving agricultural hub, epicenter of nuclear energy development, and home to the fourth largest national laboratory in the United States, Sam is equally passionate about connecting clients not only with their dream home, but also with a wealth of opportunity in Washington. Moreover, the Tri-Cities possess a rich and diverse culture, from their picaresque state parks to the delightful macaroons at Artfetti Cakes.

Outside her career, Sam has previously volunteered to coach her local girls’ basketball team. She also serves as Chair of the Productivity Committee at Keller Williams, where she provides mentorship to up-andcoming agents in the field. When she’s not with clients or giving back, she enjoys baking cupcakes, practicing arts and crafts, or spending a relaxing afternoon with her three dogs, Zada, Zola, and Zena.

Looking ahead, Sam has exciting plans for the future.

On pace to exceed 50 transactions in 2022, she intends on growing her team Carpe Diem Realty while extending her elite standards throughout the region. “It’s so important to get to know your clients, make them feel valued, and build trust over time,” she says. “Whether they need insights into the nuances of their transaction or comfort in making a tough decision, I am always here to help and welcome them into our community.”

To learn more about Sam Galbraith, email sgalbraith@kw.com, visit SamGRealty.kw.com or call (509)947-8768 Top Agent Magazine

47

Area Specialist KATE GOERINGER With its beautiful rolling hills, rich history, and excellent school system, Tennessee’s Williamson County is the kind of place people dream of living. Downtown Franklin still retains the small-town charm that is getting harder and harder to find in these modern times, while Nashville with all of its big-city attractions is only a thirty-minute drive to the north. It’s no wonder that the area has become one of the most sought-after destinations in the country for people looking to relocate.

And if it sounds like that somewhere you’ve been looking for, you’re going to want to call “Real Estate Kate.”

with contractors to repair or remodel as needed, and to stage the home for the photographs she’ll use to market the property. That photography includes drone shots to give online home seekers a view of the property from every angle, and video tours as Kate walks potential buyers through the home. She utilizes a coming-soon campaign to generate excitement about a listing before it goes live, then markets it on social media and hundreds of websites to gain maximum exposure and draw multiple offers that ensures her sellers earn the highest dollar value on their investment.

“I’ve been able to help a lot of people find their perfect home by being a great listener and really taking time for each client,” Kate explains. “Every person, every situation, every house is unique, which is why I offer a very personalized service, taking time with my clients that larger brokerages either can’t or won’t. I’ve also seen just about everything and experienced every kind of market over the years, so I’m good at solving whatever problems might arise.”

Always conscientious about finding ways to give back to her community, Kate volunteers with and donates to a number of local organizations, including the Williamson County Animal Shelter. She is also active in her children’s schools. When she’s not working, she loves spending time with her husband Keith and two boys, Jake and Luke.

Kate’s drive to succeed is what led her into real estate, and after acquiring her real estate license in 2003 she has been leading clients through transactions ever since. Her experience resides largely within Williamson County but covers much of Nashville too! Last year alone saw 26 closings at just under $10 million dollars worth of sales volume—an impressive number considering the size constraints that brokers face these days. A healthy third of that business comes from either repeat clients or referrals. Her reviews brim with praise, with one excited couple writing, “Kate is AMAZING!!! As first-time homebuyers, my husband and I didn’t know what to expect but Kate walked us through every step of the way and everything she suggested or negotiated for came to fruition! She knew the ins and outs of the industry and she was a pleasure to work with.”

When it comes to her listings, Kate gives attention to every detail. She knows that in order to sell homes, you need more than just beautiful pictures. She helps sellers 48

Going forward, Kate plans to keep building her business and her team, though she doesn’t want to grow it too big. “I want to help as many families as I can, but I also want to maintain the high standard of service that I think they deserve, and that has been the key to our success thus far.”

Contact Kate at 615-955-0450 or email kate@katemove.com.

Top Agent Magazine

How to Throw a Networking Event

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

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

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

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

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

Top Agent Magazine®

49

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

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

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 50

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

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

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

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

Top Agent Magazine®

Top Agent Magazine

JOHN HUYCK A lot has changed in the real estate industry since John Huyck got his license 34 years ago. One thing that hasn’t changed is his priorities. “I don’t spend time thinking about commissions,” John explains. “I want to build relationships. I’ve always loved helping people—seeing them happy. There’s no better reward. And people never forget even the small kindnesses you do for them.”

It’s the same ethos John cultivated as the owner of two hair salons in the 80s. He sold those businesses to become a Realtor in 1988 after being recruited by his former science teacher from high school, who had become a broker for Century 21. John moved to a new firm a year and a half later, where he sharpened his skills and saw his business grow exponentially. But no matter how much mastery he gained in his new career, he never forgot the first principle of business: earning the trust of his clients.

“I’ve always embraced the Golden Rule, and the wisdom in the mantra ‘People do not care what you know until they know that you care,’ says John. “If your client isn’t happy when they walk away from the closing table, it doesn’t matter whether or not you got them a good deal. They need to be happy with the home, the experience, everything.”

John serves clients in Southeastern Michigan’s Oakland and Macomb counties with Max Broock Realtors out of Troy. It’s an area he knows well, having grown up there and lived as an Oakland County resident for over 30 years. Out of 19,000 Realtors in the county, he is ranked in the Top 500, and in the Top 5 percent of Realtors nationwide. These days much of his business comes from repeat clients and

referrals. John is a 5-star rated agent with a perfect score on his Zillow reviews, which are gushing with praise. One seller’s description of his experience is typical: “I have never worked with a realtor who has worked harder than John did helping get our property ready to sell. He will go through a brick wall for you...a total professional!!”

Early on John began developing relationships with a group of contractors he trusted, who would prioritize his sellers as they prepared their homes for listing. Combined with Max Broock’s outstanding marketing resources, that concierge type service has allowed John to earn his clients top dollar on their investment.

When the transaction is complete, all of his clients receive a three-year subscription to Detroit Design Magazine. He also invites them to dinner a couple of months after the closing, to catch up with their lives and make sure nothing they need has been overlooked. It’s no wonder so many clients become personal friends.

John stays active in his community as well, helping with soup kitchens during the holidays, or donating to causes like Smile Train, a nonprofit organization providing corrective surgery for children with cleft lips and palates. In his leisure time, John winds down by playing guitar with his friends and for his church.

Going forward, John wants to continue finding more ways to bring value to his clients, which includes expanding on the contractor services that have been so popular with sellers.

Contact John at 248-709-5553 or email john@johnhuyck.com Top Agent Magazine

51 Copyright Top Agent Magazine

NICK KALTE It was meant to be an evening shared with his girlfriend at the Detroit Redwings game, but became a preordained fate for Nick Kalte. Eager to cheer on his favorite team, he ended up meeting a friend who introduced Nick to the workings of the real estate industry. Eventually, Nick followed up, took the plunge, and four years later, he is an agent, partner, and broker of Brookstone Realtors based in Detroit, Michigan. Nick is determined, passionate, and happy-go-lucky. Notably, he is devoted to assisting his clients and community accomplish their home buying goals.

The young and upcoming Nick Kalte is an extraordinary feat in that his referral business is already 100% after less than half a decade. Whether it’s families, friends, or lenders, his business today is running word of mouth, and he has built numerous client relationships that have turned into friendships. The driving factor of his success boils down to one intrinsic quality, trust. Nick serves mainly the entire metro of Detroit. However, he describes his career as one that brings him traveling throughout Detroit, where Nick shares, “I am usually always on the road taking care of anyone, anywhere.”

While Detroit is currently a hot market, it’s also full of rustle and bustle where Nick enjoys its food culture, the booming potential for new businesses, and its busy happenings. “A lot is going on, and it’s a lot to be proud of,” Nick shares. Highlighting his favorite restaurant run by his family friends is Brunch Cafe, located in Livonia, Michigan, where they make a spectacular breakfast.

While Nick is tenacious and sincere in his business affairs, he loves paying it forward by helping others and spreading his wealth of knowledge, whether it pertains to real estate or the city’s best-kept secrets where he can promote other small businesses. In addition, Nick sees all client relationships as mutually beneficial.

Nick reckons real estate has enabled him to work hard and find incredible success. Though his business 52

essentially runs on a referral basis, Nick markets listings by maintaining a heavy social media presence. He also uses professional photography and paid advertisements, reaching thousands of potential buyers. Furthermore, it simmers down to communication and going the extra mile where Nick is unafraid to walk on uncharted territory. “There is not an area I won’t help someone in,” making a point to always be a reliable communicator.

While he enjoys being a professional guy, Nick most loves relating to his clients and meeting new people. In addition, he stays on good terms with all clients, whether touching base through a text message or delivering holiday gifts. “I love what I do, and I plan on doing this for decades and decades to come,” he shares.

Nick has exciting ideas to partner with a couple of lenders and title companies to host community events to provide locals with the chance to connect and learn more about real estate. When he isn’t working, he loves spending time with his wife, where they enjoy traveling and enjoying new and exotic foods. For Nick Kalte, the future is a slapshot away from roaring success, where he plans to assist as many clients as possible and grow a team under his guidance. Lastly, Nick shares, “I’m in the moment right now, and I love being the one who can help people.”

To learn more about Nick Kalte please call (248) 417-1179 or email nckalte@yahoo.com Top Agent Agent Magazine Magazine Copyright Top

Take My Word for It:

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

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

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

Top Agent Magazine ®

53

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show54

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

ELIZABETH LEANZA One of the nation’s fastest growing cities, Franklin, Tennessee, frequently ranks in the top ten for best places to live. With movie-worthy streets, historic buildings and endless amenities, it’s clear why. Serving the Greater Nashville Tennessee area specializing in Williamson County, real estate agent Elizabeth Leanza has seen the mass influx of buyers in this area firsthand. “I help a lot of people relocate here,” she explains. “Most of them are coming from California, my home state. And some from the northeast or Chicago area.” When Elizabeth moved to Tennessee five years ago, she knew she wanted to enter the real estate field as a full-time career. A third generation agent, she was born and raised in the business. “My mom, grandfather, great grandfather and my mother-in-law were all in real estate.”

Elizabeth’s business continues to grow year after year.

She won second place two years in a row for Best Real Estate Agent in Williamson County for 2021 and 2022

by FranklinIS Sizzle Awards, is a Certified Luxury Home Marketing Specialist, and was featured on City Lifestyle’s Top Picks for Best Realtors® in Nashville for 2021.

As the region grows, so do it’s businesses. Some of Elizabeth’s favorite places in Franklin and in Williamson County include the recently rebuilt restaurant Red Pony, shopping/dining plaza The Factory, and the beautiful Arrington Vineyards Winery just east of Franklin.

“Downtown just has so much to offer,” she says. “We have almost 100,000 residents at this point, so we have a lot of life here.” Williamson County is also home to the highest rated schools in the nation. Those seeking to put down roots in this area would be hard pressed to find a better agent to advocate for them than Elizabeth. Having relocated here herself, she knows all of the intricacies involved, and loves guiding them in the right direction.

She even has experience investing in and renovating properties, and loves sharing her knowledge with buyers.

For her sellers, she offers a luxury media package with every listing, no matter the price point. “We do a video Top Agent Magazine

tour with titles, music and walkthroughs,” she explains.

“We provide professional photography and 3D tours.”

Additionally, she pays for cutting edge advertising to help spread the word about listings. “I also pay for advertising and drive traffic to my website for maximum exposure.

With 90% of our buyers starting their search online, that first online impression is so important.”

When Elizabeth isn’t working, she is staying involved with the Chamber of Commerce for Spring Hill and Williamson County, or hosting dog meet ups. “I started a meetup group for flat-faced or ‘smooshy’ faced dogs, like French Bulldogs, Boston Terriers and Pugs. It started out with just a few of us, and the last few meet ups have had a record-breaking turnout.” During her free time, she’s relaxing with her husband and their Frenchie, Brisket.

In the future, Elizabeth aims to continue providing exceptional service to her clients. Her goal is to keep going at her current pace so she can ensure the quality of her work remains high. “I like to be selective with my business, and slowly do more volume each year. My focus is on remaining present and personal.” Wherever her path leads, she is grateful for every moment of it. “I love what I do. I love the people, and helping them create memories. It’s just such a cool business.”

For more information about REALTOR® Elizabeth Leanza at Realty One Group Music City, 600A Frazier Dr Ste 123, Franklin, TN 37067, please call her cell 615-490-4953, or the office 615-636-8244, email elizabethleanza@gmail.com or visit her website at iselltnhomes.com https://

55 Copyright Top Agent Magazine

RACHEL OTT Rachel Ott, a REALTOR® with Bellator Real Estate & Development in Spanish Fort, Alabama, wants people to remember her accomplishments in helping clients sell or buy a home, especially first-time home buyers. No different than any other REALTOR®, right? Not exactly. This solo agent wants to first be remembered for her integrity, and sometimes that means not selling her clients a home at all, at least not right away.

“I was born and raised in the area that I sell in so many people are familiar with my background here. They know I was in the legal field for many years, and that experience has made me an expert in contracts and negotiations. People know I’m a fighter, an overcomer! As the first in my family to graduate high school, graduate college, and the first to own a home, I understand that not everyone has the family support and guidance needed to make an informed decision on their investment, potentially the first and largest investment of their life. I personally purchased my first home at 19 years of age and there were many things that I wish I had been advised on prior to making such a commitment,” Rachel said. “It is important to me that first time home buyers understand ALL of the expenses that come with purchasing a home, not just the mortgage. Failure to properly educate a client leads to hardships for them later, and I never want that to be their experience with me.”

The one thing Rachel believes that keeps her clients coming back to her is that “I’m going to be 100 percent honest with you, whether that leads to you making a purchase, selling your home, or not. I genuinely want my clients to make a decision that is going to be best for them. I would rather have the hard conversations up front, so we do not have any surprises later. In that initial conversation, if we conclude that it would be more beneficial for them to take some time and save up or work to build their credit score to get a better interest rate before moving forward with a purchase, they are going to remember that I’m the agent that didn’t try to sell them a house when they weren’t ready for it, and that’s

important to me. Of course, I would love to sell everyone a home, but not at the expense of a potential client’s wellbeing.”

Prior to earning her real estate license, Rachel worked as a paralegal for a real estate closing attorney. She initially earned her license simply to better understand the task of her job at the firm. While attending law school, well on her way to becoming an attorney, Rachel began selling real estate part time and fell in love with the trade. In 2021, she made the decision to leave the legal field and pursue a full-time career as a REALTOR®. Rachel became a multi-million dollar selling agent in her first year as a full-time agent and formed lifelong friendships with many of her clients. She was married in May 2021, and it was one of Rachel’s first clients that walked her down the aisle to her, now husband, Stan. Another client served as a bridesmaid in the wedding, prompting Rachel to say, “I think that speaks for itself.”

Doing all of this in her hometown area doesn’t hurt, either.

Rachel is like ‘Cheers’ – everybody knows her name, both for her work in real estate and in the community.

“My heart is near and dear to helping other women overcome past traumas and/or failures. Specifically, women with a history of abuse or those who struggle with addiction. In 2014, I founded Safe Haven Ministries, which allowed me the opportunity to go inside the prisons, jails, and rehab facilities to meet with many of the women and minister to their needs. So many of the women are simply lacking someone to listen to them and someone that genuinely cares, so if I can be that person to them, I’m forever honored and grateful.

I am not a healer, but I know the one who is,” Rachel says.

As for future goals, Rachel has no plans of slowing down and she is more motivated than ever to seeing many more achieve the dream of home ownership. “Seeing someone that didn’t think they were going to be able to make a purchase buy their first house is the ultimate reward for me,” she says.

Rachel Ott can be reached on her mobile phone at 256-616-2843, or email at rott@gobellator.com 56

TopAgent AgentMagazine Magazine Copyright Top

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?

Top Agent Magazine

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.

Top Agent Magazine ®

57

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 58

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.

Top Agent Magazine ®

Top Agent Magazine

RAVI RAMACHANDRAN After graduating college, Ravi Ramachandran landed a position with Microsoft, a dream job by many standards. It was certainly financially rewarding, and Ravi was content—until the day he began reflecting on an idea that would change his life: “There’s a different mindset between those who work for a business and those who own the business. If you’re the employee, you’re constantly striving to be a go-getter, competing with others to get something from your boss besides helping build someone else’s dream.

When you run your own business, your mentality is to be a go-giver, by looking for ways to be of service. That seemed to be my calling.”

The mental transition from go-getter to go-giver wasn’t easy at first. Ravi chose real estate because of how people-focused it was, and because it gave him the flexibility to build the kind of business he could be proud of. “I knew I had lots to learn and unlearn,” he recalls. “For one thing, I had come from a job where I spent most of my time in front of a computer, so I had to learn to be a people person—to ask ‘How are you doing?’ instead of ‘How am I doing.’ It’s a more expansive mindset.” Ravi got his license in 2016 and jumped into the industry. He built his business one client at a time, earning their trust by constantly being there for them and educating them about the process so they knew what to expect along the way and could feel good about their decisions at the end. At every juncture he looked for ways to add value.

Ravi and his wife, Sijy, with The Rams Group at eXp Realty, set the bar for superior service in Seattle and

Eastside, Washington. They have a solution for their clients’ every need, having built strong relationships with a network of lenders, builders, appraisers, attorneys, vendors and city planners.

Being absolutely client focused, an impressive 80-85 percent of the couple’s business comes from referrals or repeat clients. One buyer’s praise is typical. “We had an awful experience with realtors in the past. So when the subject of purchasing a house came up my husband and I were hesitant. But Ravi and Sijy reassured us they could help us find our dream home, and they did. They are patient and caring. We really enjoyed the purchasing experience because of them.”

Another way Ravi makes the client’s experience so pleasurable is by tapping into the tech knowledge he acquired in his previous job. It allows him to gather all the comps and information needed from communities that are not even part of his local area, so he can literally help buyers purchase anywhere. He leverages social media, YouTube and other online platforms to disseminate timely Real Estate related information with the goal of educating both buyers and sellers.

He also reaches out to all of the active agents, sharing and caring, helping raise the bar for Real Estate, looking to build a strong Agent ecosystem.

Going forward, Ravi will continue looking for ways to give more to his clients while maintaining the exceptional service he already offers. He also wants to keep sharing the positive mindset he’s cultivated— his way of changing the world.

For more information about Ravi Ramachandran please call 425-753-4670 or email ravi@theramsgroup.com

Top Agent Magazine

59 Copyright Top Agent Magazine

Area Specialist SHERRI RESNICK When you first hear the phrase ‘Columbus, Ohio,’ you automatically think two things – it’s the home of the state capital and the seat of the Ohio government, and it’s also the location of Ohio State University, one of the finest research institutions in the Midwest. But Columbus is also the underrated home of several top corporations, including Bath and Body Works, Victoria’s Secret, Nationwide Mutual Insurance, Big Lots, Safelite, and Intel is in the process of investing $20 Billion to build facilities in Columbus to manufacture chips currently made overseas. And Realtor® Sherri Resnick is right in the middle of it to lend her expertise, thanks to a prescient decision she and her husband made years ago.

“I started out as a lawyer in New York, and I (specialized) in real estate and divorce. When my husband and I moved here and started having kids, I had no interest to go back to the law and (instead) maybe go into real estate,” Sherri said. “So, I just got my feet wet and got a job with a custom builder in town, working the different models in several Columbus suburbs on the salesperson’s day off. It’s how I learned about the different areas and markets in Columbus.”

And she killed it. The fish out of water, whose three boys are now in their 20s, moved from Long Island to the Rust Belt in 1995 and wasn’t out of place for long. She ingested everything to know about Columbus and the different areas in town. She was later offered a position with Keller Williams, spent 10 years with RE/MAX, and is now with a boutique agency in the city, The Realty Firm. Sherri splits her business between buyers and sellers which has proven to be a huge asset for her clients. She sees what other buyers’ agents are doing to be competitive with offers in this market and is able to provide an edge for the buyers that she represents.

“I’ve been here for 27 years now. (All the companies) here in Columbus and the suburbs was our first initial attraction and that brought a lot of people here over the 60

years,” said Sherri, who prides herself on superior communication and customer service. “It’s really grown over the years. It has a strong economy and it’s a bit of a melting pot now. And I think I’ve been able to have so many repeat clients and referrals because people really need the guidance these days.

One thing I never did early on in my career, and that I do now, is a buyer consultation.

Before we ever look at a house, we get to know each other. This market is still challenging. It’s very helpful to meet with buyers first to discuss the process and current market conditions. I think the consultation helps to solidify my clients’ trust.”

Going forward, Sherri said she enjoys the pace that a small brokerage offers her.

“I just see myself growing but I don’t have any big plans to make my own (agency) anymore or to split apart from The Brokerage. I’m really happy with my current situation and that my business has been growing year after year, and even more than ever in last two years, so I just feel like I want to continue to do a great job for my clients continue to grow my business until I’m too old to do it,” she said with a laugh. “I’m pretty happy with where I am today.”

Sherri Resnick can be reached at 614-286-4481 or via email at sherri@therealtyfirm.com Top Agent Magazine

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

Top Agent Magazine

GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

61

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 62

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

Top Agent Magazine

SAMANTHA STEELE HANG When Sam was expecting her 5th child, she was looking for an opportunity where she could work from home, as well as be conducive to raising young children. That’s when she ran into an agent that was looking to hire a Transaction Coordinator. It seemed to be a great fit, so she earned her real estate license and started managing the agent’s transactions.

That position quickly blossomed and she soon found herself conducting her own real estate sales alongside transaction coordinating. Sam worked with that team until August of 2021 and now works as a solo Realtor in Northeast Ohio.

Sam serves Medina County, Summit County, and the surrounding regions. There’s a ton of activity around Akron, Wadsworth, and Medina that she loves from festivals to farmer’s markets to local small business events and flea markets. There’s unique restaurants and coffee spots to be found like Valley Café, The Sub Station, and Ann’s pastry shop in Downtown Wadsworth or The Farmers Table, Cool Beans Café, and Circles on the Square in Medina. She also notes that these areas sport many excellent local breweries. The communities highlight small local businesses and Makers, selling handmade goods, all created in Northeast Ohio. With all of the talented Makers form the area, Sam makes sure some of their specially made items make their way into closing gift baskets or client appreciation days.

The Akron Pregnancy Center, Safe Families for Children, and 100 Women Strong are great organization and she’s setting up plans to donate portion of her commission to non-profits like those. Her and her business partner are opening up an office this Spring and they look forward to actively participating in Main Street Wadsworth’s First Fridays. The first Friday of each month, a theme is chosen to be highlighted by participating businesses in downtown Wadsworth, which supports Main Street’s mission of promoting economic development and encourages the community to walk Top Agent Magazine

around and make new discoveries of what the area has to offer.

It’s those personal and local connections to the people in the area that Sam cherishes, interacting and networking to make connections where she can. Sometimes those connections are helping people link up with out of state agents for a long-distance relocation. As a Certified Home Selling and Buying Advisor, Sam works with buyers or sellers and also with the more intricate transactions of doing both at the same time.

Sam utilizes social media to promote new listings and educate her followers on real estate. Not only does she use Facebook and Instagram for marketing, but she also uses those outlets as a means to keep in close contact with future, current, and past clients.

Sam will keep channels of communications open with a quick text long after the sale is completed. It’s not the transaction that matters. Everything she does is based on relationships. She will always focus on building a relationship first and foremost, with the business activity coming later.

For further info, call 818-489-9901, email samantha.steelehang@exprealty.com and visit samanthasteelehang.exprealty.com www.

Copyright Top Agent Magazine 63

Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 64

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

Top Agent Magazine ®

Top Agent Magazine

Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

Top Agent Magazine ®

65

Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

66

Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

Top Agent Magazine ®

Top Agent Magazine

DAVID WHEATON After the recession in 2013, David was looking for positions where he could use his skills as an attorney. Competition was fierce, with many new attorneys frantic for work and jumping at each job. He had always been interested in real estate and decided to get more involved, obtaining his license and helping people buy and sell on the side while keeping an eye out for attorney positions. David found attorney work to be high stress and difficult to shake the feeling of pressure at the end of the day. Whereas helping people achieve their goals through real estate is a position where he can see people happy, not under the pressure of legal proceedings. It was clear he could make himself happier if he shifted into real estate full time and it’s now been nearly a decade since he landed his license.

David moved back to the East Coast from Colorado to bring his wife and kids closer to the rest of the family and began building a new clientele in Maryland. He took a position with Revol Real Estate, working on the team directly under Ryan Sebeck, the owning broker. The brokerage is truly a family and although other agencies try to recruit him, David can’t picture himself ever finding the support he gets right where he is.

He travels as much as needed for his clients, from the suburbs surrounding DC to Kent Island. If someone needs his support and he can help them with whatever issues come up, he will be there. As for Baltimore itself, David can’t help but rave about the charming vibe of the city. That’s especially true for favorite area haunts like Johnny’s and Bertha’s Mussels. The city is a friendly place where people are quick to smile, unlike a lot of other urban areas. People around town will tell you their opinions, but always be there when you need them.

Back in Colorado, David’s referral rate was upwards of 90%. Rebuilding his clientele out east, he’s at about 50% referral business and growing rapidly. He’ll keep building those local relationships by sending holiday cards, Top Agent Magazine

calendars, and football schedules, and always taking time to give a call. Those calls aren’t asking for business, just calling to say hello. When working a new listing, it’s old-fashioned footwork and door to door knocking, talking about open houses, handing out business cards and canvasing the neighborhood. That dedication had him at a volume of about $10 million in his first full year in Maryland.

While he has high praise for the industry superstars who do higher volumes and anticipates growing his business going forward, he wants to keep an abundance of time available for his wife and kids.

Negotiating deals for his clients is a game of chess, and he loves coming through for them and seeing the happiness on their faces when they comment on what an incredibly low stress interaction the deal has been. He stays one step ahead of the game, cutting off stress before it happens by calling clients and answering questions before they even know they had questions. Now he’ll spend time teaching his kids the value of a job well done, taking them for wooded hikes with the dogs, and shooting a few hoops before returning to the office. He’s excited to see his relationships and connections grow organically without the pressure of watching the numbers, just the satisfaction of helping people achieve their goals.

For more info, call 410-870-9961 and email David@revolhomes.com Copyright Top Agent Magazine 67

mailto:mag@topagentmagazine.com

68

Top Agent Magazine