NATIONWIDE & INTERNATIONAL 6-20-22

NATIONWIDE & INTERNATIONAL EDITION

7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION

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SIMPLE MINDSET SHIFTS THAT WILL HELP YOU

ACHIEVE YOUR GOALS CREATIVE WAYS TO SAY THANK YOU HOW TO SPEED UP

FIRST-TIME HOMEBUYER TRANSACTIONS COVER STORY

DEBORAH JAMES

FEATURED AGENTS

VERONICA DACUNHA ALINA SPEKTOR CODY SMITH MELANIE DUBOIS MICHELLE HAYWARD SHARANNE ROTHENBUCHER

CREATIVE MEDITATION

FOR THE REAL ESTATE PROFESSIONAL

NATIONWIDE & INTERNATIONAL EDITION Joseph Morales of Eminence Home Inspections LLC and Marco Arguello from Almighty Pest Control LLC are proud to congratulate

ALINA SPEKTOR Veronica DaCunha

become more vibrant and financially sta-

CODY SMITH

identity is kept under wraps necWhen Alina Spektor moved to Canada bywhen staying open throughout the year.

6 11 15 ble In addition to the local business boom, 25 essary and only shares information with from Moldova at age 15, she would have jobs were created and cities generated more tax revenue to upgrade schools and trusted parties. The challenges keep this never predicted the exciting path that civil projects. It’s a tremendous amount If you’re looking for an of work, butfinding Deborah finds it incredibly field exciting, and she enjoys lay ahead of her. Consistently ranked rewarding to help facilitate growth withRealtor® to guide you creative ways to make a deal as one of the top 10 agents at her broin the happen. local economy.“I erty purchases in the N like thinking outside the Radio box.spots, Because kerage, and making the top 100 agents TV ads, and onsite videos all region of Ontario, C hosted by Deborah significantly helped all these deals are so tricky, it really for Canada in 2019, Alina has become her developments sell even through the ® then look no further tha socially distanced time of COVID. She takes a lot of effort, and a lot of conneca prominent REALTOR in the greater continued to rise through the ranks to beSmith. Fairly new to come the premier project director on the Toronto area. Real estate was always her tions to make them happen.”

Jersey shore winning over 9 NJ Builder dream career. After obtaining a degree dustry (he received his awards and 21 awards for excellence in VERONICA MELANIE DACUNHA ALINA SPEKTOR DEBORAH JAMES sales and marketing.

CODY SMITH She has three differDUBOIS in psychology and computer programCommunity plays an important rolecurrently in in the works. in April of 2021), Co ent major projects ming, then working in software sales, Alina’s business, so she strives to stay experience in cons Within the she quaint, bustling idyllic need a manager plumber, need refinance their and events. She is As a former property ofactive atomultiand more his recently transitioned decided it wasyetfinally time to purin local for groups 26 29 30 to get great results for flip and BRR investors streets of Montreal, Melanie Dubois’ know how unit apartment renovations complex orinif they Redmond, on the Chamber’s Events Co sue her passion. Earning her commercial partwant of thetoAlbany Club, where she hosts working at his family’s construction comp name hason become synonymous with much their neighbor sold for. It is much being featured inreal Top Agent Magazine real estate license, she joined RE/MAX client had appreciation parties, networks, Oregon, Sharanne Rothenbucher She’s also involved with th estate. As the leaderfor of her realstate estate team, more than just one transaction.” the of you New Jersey! real estate part-time on the ad and never looked back. “If believe inbackground yourself, youin real and takes meetings.

Alina is currently organizingstarted a char- selling a estate early in her Gorge Association of Realtors a Founding Partner of Keller Williams a friend.

He is now a full-time agent and is cu can dofirst anything,” Alina says. working as a Melanie ity toinvolved help Ukraine, career.

Her family wasevent also with Urbain (Quebec’s KW franchise), and Today, she’s instills within her where agents she the was born. During Association of Realtors, Pike a member of the Mackay Realty Network t solo agent and building a team of top agents in various her free time, she can be found brushing up on her Italian Operating Principal of KW ConneXion, importance of putting clients’ needs first. investment properties and started their Association of Realtors and RE C Josephallowing Morales |her Licto #24GI00155100 fields of expertise, be a one-stop shop for in preparation for her wedding in Italy, ballroom dancing KW Complete Niagara. her reputation in this region is unmatched.

She coaches the top 20 agents and hosts own property management company.

The team also works with the Phone: 732-803-9758 withinany estateand need. with her fiance, yoga, skiing or relaxing with She’s in herclients 20th year the real industry training sessions forpracticing new agents to showEmail: EminenceHomeInspections@Gmail.com After getting married and moving to Center for the Arts and the local E her family. her career is skyrocketing towards new case the tools and systems that helped her Cody specializes in working with investor clie P.O. Box 1135, Woodbridge, NJ 07095 Specializing in commercial estate,Colorado Alina goes in above 1999, Sharanne continued to as well as attending Chamber-s heights. Melanie entered this businessreal MELANIE reach success.

“Real estate is my passion, has a civil engineering degree and constructio DUBOIS MICHELLE HAYWARD SHARANNE and to make and every client a repeat customer.

She andinvestments.

AsI love the future unfolds, Alina to grow her business after working in beyond the film industry findto share that passion with my pursue real estate When the plans events like After Hours ground, which means he Business understands material ROTHENBUCHER tailors herbetween approach to their“Ispecific situation and keeps and team. will soak up every moment ing herself with time projects. agents, support themthe andway, helpshe grow.” managing broker she was Along working withthem costs, and building quality. He also has stro wanted to determine what I at could do during them updated every step. “I always try to not just satof the journey. “I truly enjoy what I do, and I lovejob seeing suggested she get her real estate license tionships withSharanne vendors, jokes whichthat givesthere’s him annoadt those down isfy periods,” she explains.

“So, I decided to get Real estate is a challenging industry, and Melanie knows my clients, but create raving fans by going beyond my clients happy at the end of the transaction.” side of work, though theyondo (so hethis wouldn’t to keep showing her her excepmy real estate license.”

Her passion for ‘unexpected it was ignited, She hopes to continue guiding when it comes to finding the best deals m what’s expected with some extras.’

Ifirsthand. would have and in 2005much she started her own boutique agency called tional group of agents for many years to come.

“We want team involvement in the occasional golftotou properties!), she followed through. Since getting her rather spend my time, energy and money on my and labor. Cody provides added value in Horizon Montreal. momentum, she to in help2007, them and keep growing as a company.” clients Gaining versus tremendous advertising,” Alina says.

Showing her succeed She enjoys open of southern Colo license Sharanne’s been working as an agent looking forthe flips thatspaces they can buy, renovate was approached by several brokerages throughout the appreciation through elaborate eventswith and taking them having to around exploreHamilton, and escape to outsid financeland in and Ontario.

Past Tony Greer at Keller Williams in Canon years who wanted her to join them.

However, Melanie What’s next? Melanie wants to continue giving back andCity, out to lunch, Alina stays at the top of her clients’ minds, can expect to hear fromher Cody frequently office.

The area around home base of each Cano Colorado for 15 was never inspired by these companies, until she met will soon startyears. teaching a course called Quantum Leap and they are happy to refer her to others. Following He stays touch with regularfor phone calls, with Keller Williams. “When they approached me, they that helps give young adults ages 18-28 a head start in known foringreat trail systems hiking andinm Buffini & Company’s training program, Alina works talked about their culture and all the teams that were their and careerTony and inhave life. “I am inspired by my teenage events, and a drip marketing campaign.

Cody Sharanne built a team of six, a recent biking, rock climbing, fossil sites, the Roya entirely with referrals and doesn’t advertise her services succeeding and operating at a high level,” she explains. daughters. I want to empower them and help them excel, popular&events are cooking classes andRailroad outing development that came together at the start of 2021.

Bridge Park, and the Royal Gorge anywhere.

“My clients become my walking and talking Melanie quickly moved her team there and became a no matter what industry they pursue.”

Jayswater stadium. she says. service to and selling prowess of the new team The momentum asBlue white rafting, zip lines, a winery a shareholderbillboards,” of their downtown office.Providing top-notch each and every person she serves, Alina stands outshowing as athe future is already serious they’re projecting local restaurants.

Wherever takespotential; her, Melanie plans to enjoy remarkable and unforgettable agent.

For sellers, Cody is a great resource for ma Their growth has reached levels Melanie never thought every 150 minute of it. “Originally, wanted to retire sales over transactions thisI year and haveearly. already

MICHELLE HAYWARD

SHARANNE ROTHENBUCHER year is to double that volume to million. She’d like to reach a consis sales volume in the $15-20 million/y range going forward.

lle Hayward grew up in the real world with a mother who worked agent for 20 years. When Michelle t try and completed her license ears ago, she immediately fell e. Now, Michelle is part of the What Michelle loves most about be Group, a robust team at Keller a real estate agent is the different act ms Empower in her hometown ties and challenges that each day brin boygan, Wisconsin. With a focus From administrative days in the of CONTENTS lding quality, lasting client relaand market analysis, to client showin ips, Michelle mainly serves the meetings with lenders and attend 22) HOW TO SPEED 4) 7 SIMPLE TIPS THAT ARE ygan area, sometimes stretching community events, each day has so UP FIRST-TIME YOU STAY north asPROVEN Green BayTO or HELP south to thing newHOMEBUYER in store. That variety, coup TRANSACTIONS AHEAD OF THE COMPETITION ukee. Sheboygan is a medium-sized city located with the satisfaction of helping people to make t one hour from both Green Bay and Milwaukee. home ownership dreams come true makes real esta 27)that 5 SIMPLE MINDSET CREATIVE WAYS Sheboygan career ed on the10) shore of Lake Michigan, Michelle truly loves. SHIFTS as she now runs two Keller Williams’ offices, Now I am having way too much fun toTHAT considerWILL your listing.

He uses social media campaigns t hpossible, an industrial center andgroup. recreation destinaTO SAY THANK YOU YOU closedspecialized 45 transactions just past first even quarter.

Theit!”team HELP comes marketing, utilizes leading 200When agentsit and her to own real estateAlina “I listings on Facebook and Instagram, and he also covers alistings, large area ofmore Southeastern Colorado from siteshas thatshespread the “Iword about absolutely love it,” would never have about Alina Spektor, The town aexplains. reputation ascommercial the Malibu ofForthe When she’s notYOUR working, Michelle is brokerage devoted to ACHIEVE GOALS them with his investor and databas thecalls southern part of Denver, the I-25 corridor for sale. She also people in been able toincluding do it if I businesses had not implemented the Keller please calldown 647-864-2700 or has found that posting est for systems, freshwater and is also known FOR as five-year-old Englishcently, lab,Cody Molly and also loveslistings to sp Williams’ models andsurfing tools.” is owners now her13) network.

Because manyMelanie business do not want through communities likeinfo@alinaspektor.com Canon City and Colorado CREATIVE MEDITATION email coming soon in investor groups give him a able to focus herselling, relationships thelargely publicontonegotiations, know they’re Alina ensures their Springs, the way totime the state border where including her sister and two nie atwurst ofother the World has stretching some ofallthe with family with clients Capital and mentoring agents, with herand teamPROFESSIONAL to match a property with an investor who is THE REAL ESTATE their southernmost Keller Williams office is located handling the smaller details. Team Melanie Dubois has for aher flip orcommunity a multi-family conversion.

This n Copyright Top Agent Magazine ocal fare!

She plans to increase involvemen in Trinidad. Plans for future growth include creating recently changed its name to the Horizon Real Estate leads to a sale but also positions Cody as an e group. “The team no longer just belongs to me; it belongs expansion offices in New Mexico Florida. theandnear future through participation inproduced the Early Phone 310-734-1440 | Fax 310-734-1440 the field.

To date, Cody has approxB to all the wonderful agents I work with. We are a group $256K in transactional volume.

He’s closed of real years estate advisors.

We want to buildMichelle and cultivate has started to five in business, Rotary, resuming membership activities with2 With anTo80% and referral rate,orclient satisfac- her mag@topagentmagazine.com www.topagentmagazine.com signrepeat up| for Quantum Leap to reach so far this year, and it’s only May! strong relationships with our clients and assist them in Melanie, please call 514-990-0020 tion is clearly evident. team also attracts increase inNo repeat and referral business that hasThe Chamber of new Commerce and exploring network all their real estate projects.

Weof want support them portion thistoissue may beinreproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine or email melanie@HORIZONmtl.com buyer leads through paid advertising on Facebook and all their transactions and everywhere in between, if they is published Publications GA, Inc. Although precautions are takenfor to ensure the accuracy of publishedin materials, Top future. to around 80%.

It’sbyaFeature rewarding outcome showevents young professionals the near makes use of Keller Williams’ Command system, a Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. at hard work in the early years and a devotion cloud-based that leverages Copyrightstate-of-the-art Top Agent Magazinetools To subscribe or change address, send inquiryCRM to mag@topagentmagazine.com. for managing listings and staying in touch with clients.

Published in the U.S. lity client service does pay off. Michelle values To learn more about Sharann g in touch with past clients andEvery triedmember to endof every the team also serves and stays active please call (719) 406-1141, 2 Top Agent Magazine the local and to realsend estate communities through memction having made a new friend.inShe aims email sharanne@kw.com, or bership on a variety of boards. Sharanne has personally visit sharanne.yourkwagent.co me kind of monthly touchpoint, including birthhttps://

mailto:mag@topagentmagazine.com

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

IF you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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VERONICA DaCUNHA 6

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VERONICA DaCUNHA

Veronica DaCunha is a strategic, personable, and multilingual agent based out of Maplewood, New Jersey. Her tailored, client-first approach sets her apart as an invaluable part of the industry.

She shares how she always had an affinity for interior design. Veronica enjoyed everything about homes and decor and, consequently, was very curious about the real estate industry. At the time she worked as a bar manager and began considering a career change. Real estate appealed to Veronica for the flexible schedule and client-facing opportunities.

She ultimately got her license and launched her new vocation.

Now, Veronica has worked as a real estate agent for six years. She is currently a solo agent, with plans to earn her broker’s license.

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She intends to build her own team or start her own brokerage in the near future. Veronica primarily serves Somerset, Middlesex, and Union counties within New Jersey. She specializes within those vicinities, and is willing to travel for friends and family.

Veronica shares how 90% of her clientele is repeat and referral business. These unprecedented rates are likely due to her personability and attentive client approach.

Veronica shares, “I’m not just a salesperson, I just prioritize the connection.” She continues, “I want my referral clients to feel like they just made a friend.” Her focus is on creating a comfortable environment for clients, in which they feel supported and informed enough to make one of the biggest decisions in life. Veronica says, “When I see their [clients’] faces at the end of the 7

day, I know I did something right.”

Veronica keeps in touch with past clients via frequent texts and phone calls, “It’s so important to keep that relationship.”

A personal client connection is important to Veronica, she shares, “They’re so much more than just a number.”

Veronica utilizes Coldwell Banker’s Listing Concierge to market current listings with mailers, flyers, and brochures. She heavily promotes properties within her office and on social media. Her pre-market approach often results in a home getting sold even before hitting the open market, due to her extensive personal connection. When asked what she enjoys most about the industry, Veronica shares, “It’s so rewarding.” She enjoys walking her clients through such major life decisions as well as learning something new every day. On a personal note, Veronica says, “I’m able to build a future for my children.” With an upcoming wedding and plans to have children the following year, Veronica looks forward to the flexible schedule and financial stability that the real estate industry offers. She laughs, “Maybe my kids will follow in my footsteps.”

A licensed contractor, Veronica intends to launch a business for home renovations. She began volunteering with Habitat for Humanity with the Women Build Organization where she can utilize her knowledge and skills to give back and help others.

To get in touch with Veronica, please call 908-416-6618 or email veronicaadacunha@gmail.com

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Joseph Morales of Eminence Home Inspections LLC and Marco Arguello from Almighty Pest Control LLC are proud to congratulate

Veronica DaCunha

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

Joseph Morales | Lic #24GI00155100 Phone: 732-803-9758 Email: EminenceHomeInspections@Gmail.com P.O. Box 1135, Woodbridge, NJ 07095

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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ALINA SPEKTOR When Alina Spektor moved to Canada from Moldova at age 15, she would have never predicted the exciting path that lay ahead of her. Consistently ranked as one of the top 10 agents at her brokerage, and making the top 100 agents for Canada in 2019, Alina has become a prominent REALTOR® in the greater Toronto area. Real estate was always her dream career. After obtaining a degree in psychology and computer programming, then working in software sales, she decided it was finally time to pursue her passion. Earning her commercial real estate license, she joined RE/MAX and never looked back. “If you believe in yourself, you can do anything,” Alina says. Today, she’s working as a solo agent and building a team of top agents in various fields of expertise, allowing her to be a one-stop shop for clients with any real estate need.

Specializing in commercial real estate, Alina goes above and beyond to make every client a repeat customer. She tailors her approach to their specific situation and keeps them updated at every step. “I always try to not just satisfy my clients, but create raving fans by going beyond what’s expected with some ‘unexpected extras.’ I would much rather spend my time, energy and money on my clients versus advertising,” Alina says. Showing her appreciation through elaborate events and taking them out to lunch, Alina stays at the top of her clients’ minds, and they are happy to refer her to others. Following Buffini & Company’s training program, Alina works entirely with referrals and doesn’t advertise her services anywhere. “My clients become my walking and talking billboards,” she says. Providing top-notch service to each and every person she serves, Alina stands out as a remarkable and unforgettable agent.

When it comes to marketing, Alina utilizes specialized sites that spread the word about commercial listings, including businesses for sale. She also calls people in her network. Because many business owners do not want the public to know they’re selling, Alina ensures their Top Agent Magazine

identity is kept under wraps when necessary and only shares information with trusted parties. The challenges keep this field exciting, and she enjoys finding creative ways to make a deal happen. “I like thinking outside the box. Because all these deals are so tricky, it really takes a lot of effort, and a lot of connections to make them happen.”

Community plays an important role in Alina’s business, so she strives to stay active in local groups and events. She is part of the Albany Club, where she hosts client appreciation parties, networks, and takes meetings. Alina is currently organizing a charity event to help Ukraine, where she was born. During her free time, she can be found brushing up on her Italian in preparation for her wedding in Italy, ballroom dancing with her fiance, practicing yoga, skiing or relaxing with her family.

As the future unfolds, Alina plans to grow her business and team. Along the way, she will soak up every moment of the journey. “I truly enjoy what I do, and I love seeing my clients happy at the end of the transaction.”

For more about Alina Spektor, please call 647-864-2700 or email info@alinaspektor.com Copyright Top Agent Magazine 11

Mortgage Architects Experts is proud to congratulate

Alina Spektor

on being featured for Ontario in Top Agent Magazine!

TERESA DI FRANCO amp, pfp Principal Broker P 416.747.9356 ex.104 C 647.885.5488 teresa@mtgarcs.com www.mtgarc.ca/tdifranco 15-7681 HWY 27, Vaughan, ON, L4L 4M5 12

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 13

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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DEBORAH JAMES

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DEBORAH JAMES Top Agent Deborah James changed the landscape in Monmouth County, NJ by introducing a new level of luxury living at the Jersey Shore. A lifestyle that ended up generating significant revenue for the city of Long Branch and the surrounding towns.

For over two decades, Deborah James has been involved in real estate development and investing. While in grad school at Columbia, Deborah started creating opportunities to collaborate 16

with builders from Westhampton Beach, NY to Greenwich, CT, and throughout Monmouth County, NJ. Her strengths include spearheading projects from inception to completion. Deborah has an Top Agent Magazine

efficient and experienced team that she handpicked and personally trained. Her expertise involves leading and overseeing the entire process, from securing the land to working with developers, construction teams, and award-winning interior designers. Her involvement extends far beyond just the physical development of a property, as she launches a lifestyle brand for each new project, writing and creating the marketing and collateral sales material as well as setting up and managing onsite sales offices. With her Top Agent Magazine

strong background in marketing and development, in 2017 she had already secured $20 million in pre-construction sales before that project broke ground.

She changed the landscape in Monmouth County by introducing a new level of luxury living at the Jersey Shore. A lifestyle that ended up generating significant revenue for the city of Long Branch and the surrounding towns. What were once seasonal vacation spots became yearround residents, allowing businesses to 17

become more vibrant and financially stable by staying open throughout the year.

In addition to the local business boom, jobs were created and cities generated more tax revenue to upgrade schools and civil projects. It’s a tremendous amount of work, but Deborah finds it incredibly rewarding to help facilitate growth within the local economy.

Radio spots, TV ads, and onsite videos all hosted by Deborah significantly helped her developments sell even through the socially distanced time of COVID. She continued to rise through the ranks to become the premier project director on the Jersey shore winning over 9 NJ Builder awards and 21 awards for excellence in sales and marketing. She has three different major projects currently in the works.

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One overlooking the Navesink River in the urban town of Red Bank, the next an enclave of modern Nantucket designed single-family homes with Manhattan views in the distance and for beach lovers, seaside living from the exquisite Haven to be built in Sea Bright.

Deborah loves what she does with her amazing team, shaking up the construction market throughout the Jersey Shore. Buyers are coming in for a central location with access to New York City, Northern New Jersey, and Philadelphia. Deborah is ready to provide them with a white-glove service that precisely fits their needs and lifestyle.

She and her team are very attentive to the needs of the clientele and understand the level of service that is expected. The fact that buyers send thank you letters and gifts shows that it’s working. By providing their knowledge and expertise, Deborah and her team give people the confidence they need to make decisions while in the pre-construction phase of development enabling them to get premium locations, price points, and market appreciation.

Since she’s usually at the construction sites, she’s no stranger to a hard hat and knows construction drawings like the back of her hand. She seamlessly guides prospective buyers on tours taking the time to get to know clients and their families personally. Listening to their feedback also benefits the developers while enabling her Top Agent Magazine

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team to figure out what they need and how to help them. In addition to sales, Deborah utilizes social media and the powerful Sotheby’s brand to attract the right clientele. Her creative vision underlies the entire scope of the project, from a vacant

lot to a vibrant home. Deborah continues along that path, growing her team and developing new properties, all while giving presentations at local schools, encouraging young minds to take the same amazing and creative career path in development.

For more information about Deborah James please call 203-258-3398 or email deborah.james@sothebysrealty.com or DebJamesTopAgent@gmail.com 20

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 22

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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CODY SMITH If you’re looking for an expert Realtor® to guide your property purchases in the Niagara region of Ontario, Canada, then look no further than Cody Smith. Fairly new to the industry (he received his license in April of 2021), Cody uses his experience in construction to get great results for flip and BRR investors. While working at his family’s construction company, he started selling real estate part-time on the advice of a friend. He is now a full-time agent and is currently a member of the Mackay Realty Network team of KW Complete Niagara.

Cody specializes in working with investor clients. He has a civil engineering degree and construction background, which means he understands material pricing, job costs, and building quality. He also has strong relationships with vendors, which gives him an advantage when it comes to finding the best deals on materials and labor. Cody provides added value to investors looking for flips that they can buy, renovate and refinance in and around Hamilton, Ontario. Past clients can expect to hear from Cody frequently each quarter.

He stays in touch with regular phone calls, in-person events, and a drip marketing campaign. Cody’s most popular events are cooking classes and outings to the Blue Jays stadium.

For sellers, Cody is a great resource for marketing your listing. He uses social media campaigns to share listings on Facebook and Instagram, and he also shares them with his investor and brokerage databases. Recently, Cody has found that posting listings that are coming soon in investor groups give him a chance to match a property with an investor who is looking for a flip or a multi-family conversion. This not only leads to a sale but also positions Cody as an expert in the field. To date, Cody has produced approximately $256K in transactional volume. He’s closed 23 deals so far this year, and it’s only May! Top Agent Magazine

When it comes to real estate, Cody loves nothing more than the personal relationships he’s built. “There’s just so many people out there I probably would have never met if it wasn’t for real estate.” Cody goes above and beyond because, money aside, it makes him feel good inside to be able to help and guide someone in their time of need. “It is a great sense of satisfaction.”

Over the past few months, he’s helped organize food drives and is organizing 2 large block parties for the communities he serves. The events will be free for any and everyone that wants to pass by and enjoy the food trucks and gift giveaways.

In his free time, Cody enjoys traveling with his spouse, playing volleyball, and spending time with friends and family. “I play a lot of volleyball. I used to play 3 times per week!.” Looking ahead, he is slowly building out a team with long-term plans for a merger. The goal is to onboard a construction partner and to create a onestop shop for investors while keeping the project management in-house. Building a team can be tricky but it’s important if you want to branch out into bigger investment and commercial properties. For real estate experts seeking investment advice, Cody is a great resource. His passion for helping others combined with his first-hand knowledge of the industry makes him someone you can trust.

To learn more about Cody Smith please call (289) 213-5738, email c.smith@mackayrealtynetwork.com or visit mackayrealtynetwork.com www.

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MELANIE DUBOIS Within the quaint, bustling yet idyllic streets of Montreal, Melanie Dubois’ name has become synonymous with real estate. As the leader of her real estate team, a Founding Partner of Keller Williams Urbain (Quebec’s first KW franchise), and Operating Principal of KW ConneXion, her reputation in this region is unmatched.

She’s in her 20th year in the industry and her career is skyrocketing towards new heights. Melanie entered this business after working in the film industry and finding herself with time between projects. “I wanted to determine what I could do during those down periods,” she explains. “So, I decided to get my real estate license.” Her passion for it was ignited, and in 2005 she started her own boutique agency called Horizon Montreal. Gaining tremendous momentum, she was approached by several brokerages throughout the years who wanted her to join them. However, Melanie was never inspired by these companies, until she met with Keller Williams. “When they approached me, they talked about their culture and all the teams that were succeeding and operating at a high level,” she explains.

Melanie quickly moved her team there and became a shareholder of their downtown office.

Their growth has reached levels Melanie never thought possible, as she now runs two Keller Williams’ offices, leading 200 agents and her own real estate group. “I absolutely love it,” she explains. “I would never have been able to do it if I had not implemented the Keller Williams’ systems, models and tools.” Melanie is now able to focus largely on negotiations, her relationships with clients and mentoring other agents, with her team handling the smaller details. Team Melanie Dubois has recently changed its name to the Horizon Real Estate group. “The team no longer just belongs to me; it belongs to all the wonderful agents I work with. We are a group of real estate advisors. We want to build and cultivate strong relationships with our clients and assist them in all their real estate projects. We want to support them in all their transactions and everywhere in between, if they 26

need a plumber, need to refinance for their renovations or if they want to know how much their neighbor sold for. It is much more than just one transaction.”

Melanie instills within her agents the importance of putting clients’ needs first.

She coaches the top 20 agents and hosts training sessions for new agents to showcase the tools and systems that helped her reach success. “Real estate is my passion, and I love to share that passion with my agents, support them and help them grow.”

Real estate is a challenging industry, and Melanie knows this firsthand. She hopes to continue guiding her exceptional group of agents for many years to come. “We want to help them succeed and keep growing as a company.”

What’s next? Melanie wants to continue giving back and will soon start teaching a course called Quantum Leap that helps give young adults ages 18-28 a head start in their career and in life. “I am inspired by my teenage daughters. I want to empower them and help them excel, no matter what industry they pursue.”

Wherever the future takes her, Melanie plans to enjoy every minute of it. “Originally, I wanted to retire early.

Now I am having way too much fun to even consider it!”

To sign up for Quantum Leap or to reach Melanie, please call 514-990-0020 or email melanie@HORIZONmtl.com Copyright Top Top Agent Agent Magazine Magazine

5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

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Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

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Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 28

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

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Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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MICHELLE HAYWARD Michelle Hayward grew up in the real estate world with a mother who worked as an agent for 20 years. When Michelle gave it try and completed her license five years ago, she immediately fell in love. Now, Michelle is part of the Brost Group, a robust team at Keller Williams Empower in her hometown of Sheboygan, Wisconsin. With a focus on building quality, lasting client relationships, Michelle mainly serves the Sheboygan area, sometimes stretching as far north as Green Bay or south to Milwaukee. Sheboygan is a medium-sized city located about one hour from both Green Bay and Milwaukee.

Situated on the shore of Lake Michigan, Sheboygan is both an industrial center and recreation destination. The town has a reputation as the Malibu of the Midwest for freshwater surfing and is also known as the Bratwurst Capital of the World and has some of the bests local fare!

After five years in business, Michelle has started to see an increase in repeat and referral business that has grown to around 80%. It’s a rewarding outcome showing that hard work in the early years and a devotion to quality client service does pay off. Michelle values staying in touch with past clients and tried to end every transaction having made a new friend. She aims to send out some kind of monthly touchpoint, including birthday and anniversary greetings, acknowledging house anniversaries and sharing game schedules for local sports teams like the Milwaukee Brewers and Green Bay Packers.

Michelle feels familiarity with the area and being knowledgeable about activity in the local real estate market are essential to successful listings. She employs the full range of marketing tools including professional photography, videography and virtual tours, publishing on hundreds of websites and utilizing social media.

With 2021 sales of $8 million, her goal for the current Top Agent Magazine

year is to double that volume to $16 million. She’d like to reach a consistent sales volume in the $15-20 million/year range going forward.

What Michelle loves most about being a real estate agent is the different activities and challenges that each day brings.

From administrative days in the office and market analysis, to client showings, meetings with lenders and attending community events, each day has something new in store. That variety, coupled with the satisfaction of helping people to make their home ownership dreams come true makes real estate a career that Michelle truly loves.

When she’s not working, Michelle is devoted to her five-year-old English lab, Molly and also loves to spend time with family including her sister and two nieces.

She plans to increase her community involvement in the near future through participation in the Early Bird Rotary, resuming her membership activities with the Chamber of Commerce and exploring networking events for young professionals in the near future.

To learn more about Michelle, please call 920.946.5767, email michelle@brostgroup.com or visit brostgroup.kw.com https://

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SHARANNE ROTHENBUCHER As a former property manager of a multiunit apartment complex in Redmond, Oregon, Sharanne Rothenbucher had a background in real estate early in her career. Her family was also involved with investment properties and started their own property management company.

After getting married and moving to Colorado in 1999, Sharanne continued to pursue real estate investments. When the managing broker she was working with suggested she get her real estate license (so he wouldn’t have to keep showing her properties!), she followed through. Since getting her license in 2007, Sharanne’s been working as an agent with Tony Greer at Keller Williams in Canon City, Colorado for 15 years.

Sharanne and Tony have built a team of six, a recent development that came together at the start of 2021.

The momentum and selling prowess of the new team is already showing serious potential; they’re projecting sales over 150 transactions this year and have already closed 45 transactions just past first quarter. The team covers a large area of Southeastern Colorado from the southern part of Denver, down the I-25 corridor through communities like Canon City and Colorado Springs, stretching all the way to the state border where their southernmost Keller Williams office is located in Trinidad. Plans for future growth include creating expansion offices in New Mexico and Florida.

and more recently transitioned to a role on the Chamber’s Events Committee.

She’s also involved with the Royal Gorge Association of Realtors, Pueblo Association of Realtors, Pike’s Peak Association of Realtors and RE Colorado.

The team also works with the Fremont Center for the Arts and the local Elks Club as well as attending Chamber-sponsored events like Business After Hours.

Sharanne jokes that there’s no time outside of work, though they do sponsor team involvement in the occasional golf tournament.

She enjoys the open spaces of southern Colorado and having land to explore and escape to outside of the office. The area around her home base of Canon City is known for great trail systems for hiking and mountain biking, rock climbing, fossil sites, the Royal Gorge Bridge & Park, and the Royal Gorge Railroad as well as white water rafting, zip lines, a winery and great local restaurants.

With an 80% repeat and referral rate, client satisfaction is clearly evident. The team also attracts new buyer leads through paid advertising on Facebook and makes use of Keller Williams’ Command system, a cloud-based CRM that leverages state-of-the-art tools for managing listings and staying in touch with clients.

Every member of the team also serves and stays active in the local and real estate communities through membership on a variety of boards. Sharanne has personally served on the Board of the Chamber of Commerce 30

To learn more about Sharanne, please call (719) 406-1141, email sharanne@kw.com, or visit sharanne.yourkwagent.com https://

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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

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