NATIONWIDE & INTERNATIONAL 6-28-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS KATHY BARZAL RANEE BIBISI RENATA BRIGGMAN SUMMER CASEBOLT LEAH CHRISTIAN BETH CONOVER PAM DANIEL CHAD DANNECKER JEAN DIMARIA KEREN GONEN JENNA GUERRERO

MAKE SOCIAL MEDIA MARKETING Your Calling Card

SARAH & KYLE HUGHES LUKAS IRAOLA KATRINA JOHNSON TASSIE JUNDT PAMELA KOHRN BUDDY REDMER CHERYL RETTERATH

Top Agent Tips and Questions for CHOOSING YOUR LISTING AGENT

SONDRA RICHARD INA SAJOVICH SUSELLE SALERMO ALEX SHEVCHUK GREG SKIPPER JEANNETTE THOMPSON JATHAN TREVENA TONYA UPTON JENNY USAJ DEAN WELLMAN ANNIE WILLIAMS GINA ZIOBRO

COVER STORY

SVITLANA CREADON

NATIONWIDE & INTERNATIONAL EDITION

15

7

SVITLANA CREADON

BETH CONOVER

KATHY BARZAL

21

27

JATHAN TREVENA JATHAN TREVENA PAM

JEAN LEAH CHRISTIAN

KATRINA JOHNSON

33

39

TONYA UPTON DIMARIA DANIEL RANEE BIBISI

DEAN WELLMAN

year I will send an American Lifestyle I tell new buyers and anyone magazine which 55 my clients will receive home to give different an 56 agents REN DEAN four times a year.” at that interview, because I fee WELLM get in front of you, I can After convin Last year Jean completed over 35 with me.

United transactions for close to $7,000,000.

Renata Aside from her diligent work listings ethic, don’t stay to beon fi Ranee’s it’s also her marketing for skills that thanks help to Carbutti cessful long, her achieve high salespert numbers and team. With Kiyosaa marketing JEAN DIMARIA RANEE RENATA BRIGGMAN PAM DANIEL LEAH CHRISTIAN KATHY BARZAL have madeBIBISI it possible on for her to winacross various Dad, R digital ads s been a rising star in the Connecticut market.

Jean does not believe Currently, in a one-size-fitsthe New Jersey Circleplatforms, of Excellence realized it doesn’t take Ra more than half of her business all approach, and treats each client as Award multiple times. Carbutti “Social team medialong to sell how re a pro comes fromCONTENTS repeat and referral clients. She an inindividual, paying careful attention is a large component of my marketing. prepare their house for the market, she Kathy Barzal has always been interested real them fully became Connecticut market, where buyer deman credits her success and high turnover to her personal and broadcasts print and socialImedia estate. At seventeen, she would complete firstneeds. toher their “I’mitaover bit aofmixa of control freak. have to I have a social media coordinator thatdevelop promotes hereach understanding of th to reach YOU new heights.

Last year R attentive with her clients. well asHOW her dedication own popular newsletter. transaction, helping herTO parents sell their house, campaigns, as42) 4) 5 WAYS TRANSFORM TOand THROW A CLIENT 73) 5 THINGS CAN DO TO alone, stay on top of every single little thing, my clients listing through Facebook, Instagram and other similar and she would later spend four years working in While leaving no stone unturned, she also serves job of helping people, this nev nearly thirty transactions.

RENTERS INTO OWNERS APPRECIATION EVENT NOplatforms.”

ONEagentsAswho, ACHIEVE YOUR BIGGEST GOALS appreciate that I am responsive and keep them for what keeps Jean heading to work her clients with of compassion and up commercial real estate, where she learned Combining herthenatural people skills and pashave experienced working of work was really fulfilling,” R “Ia winning got a blend message from someone thewith other day,” she open communication.

“Instead of having a client industry from the ground up. Insion 2004, though, she to speed on what’s happening.

Also, my attention to with enthusiasm, the answer is simple: being able to WILL FORGET for real estate, Leah Robinson-Christian for whatever reason, just didn’t communidoing it now for eighteen Ranee bringsGET all she has learned as ayears mo “who met woman at thepeople. park who was 77) 6 WAYS TO YOUR loseissleep, I’dremembers, ratherthat theyItext me so we can a work realized time was right to get her license and 13)theTURNING YOUR which developed when I was help “Real estate is a challenge and it’s very exceedsdetail, expectations andsomething provides an elite cate with them.

Sometimes it’s doing these same skillset.

It’s about efficiently managing a a successful career in the healthcare throughAfter whatever’s on their mind,” she says.

“I enter the arena of real estate sales. teenagers to her work with clients.

She und looking for a Realtor®, and she gave her my name.”

CLIENT TO TRUST YOU level of to clients all the while raising seemingly obvious that can help teacher,” she says, adds, “I believe many of mythings competitive, butsetI love from helping people. There’s never making PROFESSION INTO Aaservice PASSION 50) COACHING 9-1-1 ® encourage myand clients to ask me questions over and beginning to end,Renata while industry, Pam Daniel found herself wanting to transaction Today, is a Realtor importance of listening, assessment, evaluati kids.

Devoted toback her clients listens you explainsa when asked about clients and me to others because dull moment.

Something exciting is always going on over again, andrefer Ishe want to be there forapart,” them to she takethey Today, Kathy is a Realtor forthree DiTommaso Realcome the process as stress-free as possible for your try something new.

“I’d been buying and sellranked in theshe tophas onefound percent 81) CONTACT: ance.

As anext, professional, balao “I love that you never know what and to every day,”UNCOMMON toTIPS their needs intently inasorder to accurately away much53) stress from theand process as had possible.”

Estate, she AGENT holds licenses in both states— her high rates repeat referral business, feel very comfortable with me, they a of good andexpect you never know what’s coming so you have 18)where TOP AND 5for SURE-FIRE WAYS TO clients.

Thereboth are aworlds, lotWITH ofArlington emotions involved on her kids ing and houses investment purposes, and gotinmy Expert, Renata kee New York and New Jersey. Her concentration staying involved with identifyprior their dream outcome assist them adding, “It’s also just being tune with the Ranee adds.”

“That’s why real estate is so exciting.

CONNECTING CLIENTELE transaction experience.” to be prepared for everything.”

GET MORE REFERRALS in QUESTIONS New York is mainly inFOR the Staten Islandexactly what they’re both sides of a deal, so empathy is very important.”

Realtor’s® license just so I could understand the to the community she loves, an in CHOOSING finding looking for. client andpeople their family. sending well as with her church where she has served Another reason is the I meet Sometimes that I am able to help THROUGH SOCIAL MEDIA and Brooklyn boroughs, while in New process better and feel more comfortable with the YOUR LISTING AGENT Affiliated with the Engel & Völkers Atlanta Arlington market, has developed thank you card goes a long way.” committees.

In 2017, participated in a goo with new chapter in aspect their lives.”

Jersey her business is mostly weighted Education continues57) to beaTHINKING an important of In the future, Jean is considering teaching realshe estate LISTING? decisions was making. SoOF when I started looking Leah serves buyers andI sellers in the Monmouth, Ocean andbrokerage Middlesex STEP-BY-STEP GUIDE to Nicaragua with other Jean’s approach to work, and a huge reason behind her courses. “I still85) haveAthe teacher mentality in me,members so TO of her cong primarily County WAYS and marketing approach for a NINE different careerLeah’s path, real estate seemed like is another counties. the past few years, Kathy hasthroughout Fulton 24) For EMBRACING SMART TOcreative GET READY A new natural caretaker, Renata Ranee sees herself as a connector.

Being a real estate CONVERTING INTERNET LEADS continued success.

“I obtained my Brokers license in I’m excited to share my knowledge with agents.” been ranked as a top producingFayette agent in County. her the logical choice.” factor in her success. She relies on a mix beperspective to theRanee relationship HOMES: NEW When she’s not working, stays agent allows her to bring people together.

Whether 2017. I’m always keeping up with mytween education.

I have region by the StatenDOES Island Board of Realtors. traditional and modern marketing.TO “I REAL LIFE SALES 61) EASY BLOG FOR client.

“I live to be helpful,” Throughout her career, she hasREALLY developed supporting her children’s activities, like she tra selling or buying, sheTOPICS sees every casethat as Iause personal thea sound Accredited Buyer’s designation, TECHNOLOGY “This may simple, Her but adecision hugeRepresentative reason don’t have a blanket strategy for has beenESTATE well rewarded.

Over her unique workflow around client advocacy and decades of experience behind hw YOUR REAL BLOG the Seniors Real Estate Specialist designation, as and community theatre.

She enjoys time journey.

Treating each client with diligence is key to for my popularity with clients is the fact all listings.

I take a look at each individual 89) MODERN EMAIL ETIQUETTE INCREASE HOME VALUE? personalized service.

19 years of representing people in the Dallas-Fort ingspending force, boldly leading clients well as the clearly Pricing Strategy Advisor certification. that I communicate andcreating frequently, listing and find unique ways toRanee marketkeeps it. It in traveling, and warmer days unwi strong relationships and trust.

TODAY’S AGENTS Worth area,HOW she’s consistently closed 25 to 30house, FOR a transaction. “I’m a strong lead 65) TO MAKE YOUR I YOUR trulyiscare about to mylearn clients and business, may aand video book, a fun open or astep When listing a home, Kathy is because there forThere her so much incontact this every family’s beach-house. close withbe her clients, assuring them every 30) 7 REASONS WHY transactions a year, with 100 percent of that busiclients throughout the process. After lean on someone who cares for they helping aren’t just a transaction.

A lot of them local magazine ad—it all depends on what day there’s somethingCOMMUTE you come across that PRODUCTIVE ofnew the that way prompt, 93)toUNTANGLING THE BIDDING PROSPECTS AREN'T TURNING ness coming fromwith repeat clientsday-or-night and referrals.responsiveness She you didn’t know.” texts, phone calls, and emails. Past clients stay close to the future, Ranee sees great attributes thatCopyright success theMagazine quality of service she WAR: ALooking BUYER’S & SELLER’S INTO CLIENTS Topto Agent Renata’s passion real esta 69) MAKE SOCIAL MEDIA expand her business and grow for her knowled in Ranee’s thoughts as well, receiving regular check-in provides for her clients. “Coming from a healthPERSPECTIVES people, and with for the bonds Putting client relationships on top of her priority list, attends training seminars lenders andtha at texts on holidays and their moving-day anniversaries.

MARKETING YOUR care background, I’m wired to beCALLING compassionate ® 36) 1 BILLION-PLUS REASONS Realtor and her clients.

“H Jean continues to stay in touch with buyers and sellers her office and learning seminars in Connec CARD and toward my clients, and to place a high meaningful work andwhich meaning WHY YOU SHOULD long BE ACTIVE after the end of caring the transaction.

“It’s always been always learning in this business, is a She credits much of her confidence the trust she is value on being an expert in my profession.

Itowas ® says.

“I’m not just a Realtor . Ito important for me to stay in contact with my clients, ON FACEBOOK that I love about it,” she says.

“My goal is able to build between herself and her clients, based on administrator during my last fewIyears in my sor and friend because I deeply but it was even an more crucial during the pandemic.

To learn more about Jean DiMaria experience the love and passion for this bu honest human connection.

Ranee “When former career, a Realtor® drawsemphasizes, on that and helping them move forward like to pick up the phone and and just being as that’s 580–9851, acquiring knowledge from my peers, and lis I’m trying tocall get them a listing appointment, or I’mplease meetingcall (732) becoming rarer these days. I also send out mailers, email jeandimaria45@gmail.com, needs of every potential and existing client. with a new buyer, I always tell them: interview people.

Phone 310-734-1440 | Fax small gifts 310-734-1440 like lottery tickets and calendars. This When it comes to marketing, R or visit jeandimaria@remax.net how properties are presented. mag@topagentmagazine.com | www.topagentmagazine.com For more information about Ranee Bibisi, please call vesting in 203-435-2679, the preparation of a Copyright Agent Magazine No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Top Magazine is published by email raneebibisi@gmail.com, or visit carbuttirealestate.com the quality of the product befor Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held collaborating with sellers and responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Renata takes each listing throu Published in the U.S.

44

A former teacher, JeanReal DiMaria hashas been estate been a life-long interest for able to transfer Ranee. After skills sixteen years as a stay-at- home 46 her communication 52 48 and nurturing BETH nature mom, to hersherole as ato give it a shot. She recalls, decided ® REALTORCONOVER . Jean has“In built a reputation 2017, my new year’s resolution was to for her client-oriented stepapproach outside myand comfort zone, and one of the commitment to helping thingsbuyers I did wasand go to real estate school.” sellers achieve their real estate dreams.

Affiliated with RE/MAX Today,Central, Ranee isshe an agent with Carbutti & Co. helps clients throughout New Jersey.

Realtors, and for the last four years, has

SVITLANA CREADON

KATRINA JOHNSON

www.

2

Top Agent Magazine

SARAH & KYLE HUGHES, HUGHES R

CHAD DANNECKERKEREN GONEN

Top Agent Keren Gonen – of Green Team

proofLone of Keren’s dedication to her As top agents inAs the Starfierce State,

marketing

er graduating college with dual Realty – is a hardworking, a leader of his team. His clients, team generally Newa Jersey need no further than Zillow.

Kyle and Sarah Hughesoneare anlook energetic allow for 59 SUMMER CASEBOLT 60 closes around 64 63 ree in Spanish and International $100 million in on total volpassionate real estate professional who com, which site she holds a perfect, fivehusband-wife team who are committed to listings, net iness, Chad Dannecker developed aaboutAgent ume far each year and has truly caresTop the wellbeing her many starhimself overall of scores of SummerofCasebolt transcend the Chad closing table. “Irating wantcomprised them to know providing their clients with the very best sale. The dy ger for experiencing different cultures ranked the call Topme 50glowing agents in they the move grateful clients. testimonials.

Just one these reads: – of Keren’s Abek focus Inc. on in providing Slidell, thatamong they can even after intooftheir service available.

Both are hardworking, exceptional has translat“Keren isofamazing! traveled across the world, top-of-the-line meeting Louisiana a customer extremely competitive market San She is all you could ask – service is a highly pronew home.” dedicated, and deeply knowledgeable our strengt into athe remarkable as aknowltrusted fordedication in a real estate e variety of different peopleedalong Diego since 2015. Through to agent. She helped us navifessional, reputation incredibly ® Realtors .

As co-owners of Hughes Realty, about the m real estate advisor for both buyers and sellers. gate the entire process, and whenever we had . When he got home to San Diego, his craft and of to his he has fostered service Summer 67 edgeable real estate agent Proof theclients, excellent customer any issues or concerns she was right there to they have more than earned their solid while Kyle d quickly realized that he wanted to an environment whereby he on canZillow.com, provide on which site who consistently goes above provides can be found SARAH & KYLE HUGHES KEREN GONEN SUMMER CASEBOLT CHAD DANNECKER JENNA GUERRERO Keren, who serves seven counties in The assist us.

Even though we’ve already closed reputations trusted real estate advocates tiator. Toge TASSIEforJUNDT inue this habit of surrounding himexcellent service andasconsistent results to rating PAMELA KOHRN LUKAS IRAOLA BUDDY REDMER andofficially beyondbegan her many she holds a perfect, five-star Garden her journey in clients, Keren is overall still fighting forcomprised us and available for both buyers and sellers alike in the team that ca a diversity of different people inState, his his and he can teach other agents grateful clients.licensed Havingin 2016. built ofper multiple glowing testimonials.

OneIfofyou these reads: Tassie Jundt – of My Home Groupwhen in she became home week, and impressive featneeded. by real the estate whenever want athe realdetails estateto fer, Columbia, affiliated with: the Alzheimer’s “It’s Pamela Kohrn, despurchase, she took care of allAlong and decided to pursue real estatepeople,” inthey’resays to do theRedmer same. helped thriving Austin market.

Having built their with his communication, Bud In his early 20s, Buddy his her considerable business on “We hadMuch anagent excellent experience with Summer.

I would Arizona – hascribing any measure. of72 this will has to with “Iworked decided to get into industry because myalso boyfriend who getdostuff expediently and properly 75a timely 68her hard 71agent 76high favorite parttheof being a stepmom top make sure itdone closed in manner.” sWickenburg, Iraola is theout Association and Breadcoin.

He loves 2.

It turned to be a transformative business on a foundation of honesty and integrity, the When the pair isn’t w focuses on providing quality servi dad and invest in a rental property, was Keller flipping homesfoundation andpersonal nonehelping of the agents called were shouldn’tapproach go to anyone amixing solid of honesty refer her inyou a heartbeat!

She is extremely to her top agent status.

Honest, her intelligent, thoughtful to else.” professional Williams.

“I’m people msion, andearn aasdeterhis passion forhe biking with Chad has grown awith large team and estabWhen it comes to interacting with clients on a micro to his clients to make their lives eas and through the experience became couple truly care about the wellbeing of their clients. country with their tw With ov getting back to We were bothher getting very frustrated, andintegrity, possessing a servant’s marketing her listings translates and Summer hashelping more than earned stellar and answered all which of our questions firsther buyers connect with thehim. biggest investment they’ll Outside of goingselling the extraour mile for hedependable rise. After other people.

In 2013 he organized He advertises all of hisseason listingsof onlife so ed himself as an important member of theheindustry. and macro Chad a top huge emphasis on cominterested thelevel, finer details offor real estate. this and one night just suggested that Iinshould getfast into realputs When she’s not Keren nothing more “In heart, Tassie has built aasthriving business into sales not tosellers, menin the re in their life.

I country would never sell someandworking, Pamelaenjoys is pictures, deeply involved amake trusted real estate advocate. home.

From the dollar, open house, to the incredible kas started areputation a cross bike trip from DC to San media, and provides professional pq He managed the property for a while, and aon San Diego native, Chad is deeply familiar with munication and outreach.

He is honest in thorough estate.”

Keren right into her newofcareer, and found than spending time with her family.

She iscurrently also Together, Kyle and Sarah have over 20 years com-an a tional with spending a house thatdove I wouldn’t sell to one my in her community.

She is of foundation of integrityone and a sincere tion happy clients who continue to return she went above and beyond to help us sell our home!” h hea sold in Francisco with his friends and raised over Cheryl R tography, Matterport Tours, and stag then decided to try flipping houses.

After ket trends in the locale, and he aims to consistently in his explanations to clients, and makes himself great success as solofor agent almost immediately.

2020 ardent philanthropist who gives back toestate her community own children or abuy myself.

We go onhas an member of the Buffalo Association bined They started their realNiagara career have a camper and lik commitment to providing her many grateto herIn and referexperience. others for her services. state.

ClientsBorn $20,000 the Alzheimer’s and raised in Nashville, Tennessee, Summer rienced ag consultations his sellers. He is an exc realizing that heAssociation. had the ability to numerous take on the e his clients with the enthusiasm andcustomer poise. readily available for them throughout week.

His alone, she completed a stunning sixty-three transactions, in ways.

Sheand currently sitsofonbeen the Board of®, to adventure together.”

Women’s Council REALTORS very best in Wisconsin and Minnesota have now selling explore different state ntful on clients his pro-with He has also completed a two-and-a-halfbeen associatedanwith real estate in one way or another There are many other factors that have played a large guides he lent advisor role of an agent, Buddy gotTrustees licensed team takes pride in utilizing cutting edge technology impressive feat bicycle by anythe measure.

NAMI Sussex, and Meals she is on a Director for the who gives clear, useful insi volunteers Wheels, supports service available in her market.

Whenrole she’s which isBUDDY rare, ment to make month journey from Central China homes inworking, Texas for nearly 10 for years. really expose our REDMER LUKAS IRAOLA“I actually TASSIE JUNDT PAMELA KOHRN since childhood. come from aRealtor, family of in not Summer’s continuing success story, and chief CHERYL toKeren everyone hejust works with, regardless as afor and he never looked back. transactio local Chamber of Commerce.

Additionally, is aRETTERATH Pamela first got involved in real estate after suicide prevention, and takes part in the eople person whose top priority is to provide an their marketing, and they even advertise on HG Tassie enjoys riding mountain bikes, h and simple.Realtors® and Builders. My to mother Cambodia; a two-month bicycle trip ® It’s really for us t was ahis Realtor , and among them beSurvivorship herthe expert negotiation skills their situation.

“I find thisfun job so rewa eleven years inbusiness theteam business, Buddy spending twenty years as aInfull-time mom toand Clinic at Roswell Park.

The Currently, more than half of Keren’s considerable Vicewould President for charitable organization Team Up approache yable his clients, knows the TV network.

The throws client appreciation SUSELLE SALERMO GREG SKIPPER from Guatemala to Panama, a and twoTassie experience began her for journey in theChad world horses hiking.

She is also avid Almost theHope. entirety of an Kyle and Sarah’s business is as hard in ourhelping business.” ing because I just love peop has made a reputation for himself as a I spent a lot of time in her office when I was young, and comprehensive, intelligent marketing of her listher three children.

When it was time for her last is especially near to Pamela’s heart is based upon repeat and referred clients, a sure indicator for ortance of carrying himself in a way that instills twice aand year and always keep with great fo agent, week bicycle rideevents across Cuba. of realLukas estate in 2019.

“My friends and family havehardworking philanthropist, she and her husband arein thetouch founders says. As a long-time resident agent who provides immense based upon repeat and referred clients, an Buddy objective toof find aexceptional new career, she decided to pursue her license.

“Iand aFor cancer survivor.

Pamela isisthe also currently in pleaser. her fourth Greg Skipper, entering real for homes tha learning about the from her.

When.

My famings that relies heavily on social media exposure.

The the service sheclients is providing.

“Ithe assume it’s Community involvement deeply became interested real SONDRA RICHARD “Iin listen.

Iindustry listen to what my buyers want, that,” she says.

“I’m aestate people fidence and establishes trust with the people he over phone through social media.

“I 00,000 sales volume. always in told me they thought I should be a Realtor®,” of the non-profit organization Love Your Neighbor ensuring 84isbusiness 79ittheir 80 83 the Baltimore area,87Buddy iscriteria. intimat value for hissays, clients and gives them the thought would be a brokerage, good fit, and I was excited about it,” year on Keller Williams’ Agent Leadership Council, and Asked industry was one of the best decisions he’s ourtheir W they have long strived for and which also an accuabout plan because of how I treat my clients,” she when asked Keren’s plans for the future of her are fairly ily decided to open own I got my result is almost always a fast sale for top dollar, not to and I listen to what my sellers want,” I’ll always do what I can to help you!” important tohelp Ina.thesays.

She is a longtime board n.ks “My was a mortwith.

He is forthright in thewere wayoldLukas heenough delivers love people I workthings with,” Chad “I got into chieve thisfather feat?

“Iwhen thinkmy In the future is determined tothe continue providing says Tassie.

“So, kids andinsight Project.

“We do many to lesswas fortunate receive h ®care Pam recalls.

“I’ve always liked looking at houses.

That’s she isclients. a three-time Bold graduate, aand Keller class. familiar with local institutions and mar and they deserve. ever made.

He previously working inWilliams perfect home While she was working as has been widely acknowledged – Sondra received how she has managed to inspire such impressive levels of straightforward: to keep growing – above all else – says Suselle Salermo, a top REALTOR rate barometer of the exceptional customer service the pair point to contin license at the age of twenty-two, and haven’t looked mention happy son definitely helps pave clients high-quality service them navigate rmation andout, seeks to solve each his clients’ this career for the people, and the Before starting hisGref hadarmchair moved I decided to give a whirl.”

While and inhelping our community,” says Tassie.

“Those things rangebut of andthey current Co-Chair of the nd philosopher in how Iout gotit of into Pamela isare thebackbone recipient the Award, the restaurant business, with a 2018 young accepted, “People that they canclients trends, and makes sure that his trust and loyalty amongst those she works with.member “Ithey treat continuing to provide herworking clients with the unparalleled working of New Jersey.

“Each one Outside of hard forBronze her clients, ait!”property manager, Sondra the provide.

2020 Humanitarian of the Year Award from the “I also believe it’s because we provide aknow team members totrust supp back since.”

Currently licensed infound both Louisiana and prelatively atproblems 4:30 AM every sinthe complex real estate market.

He is we focused on fosque in a way that is most comfortable for of what do.” new to the industry, Tassie has already from bringing meals to shut-ins and others on the holicareer in real estate, 2019 Silver Award and 2020 Silver Award with Keller family to service take carethat of,serves Greg felt heorgacouldcommunity thegeneratio market th Board for Boulder Food Rescue, anseveral and I was intrigued at a with exactly what they’re looking for. them care, patience and understanding during theof customer has become synonymous with selling houses to second hasSummer’s different needs.

I never even look atofbuilding abuildSuselle on Because Buddy’s various experiences in different Richard’s friend told her that Greater Baton Rouge Realtor® Association, an award my workout in and start tering long-term relationships and a trusted Mississippi, past experience walking When she’s not working with buyers or sellers, ton value to our clients and they trust us,” says ever, remains their un m.a level “I take friendly butsolo I’mI with also proof asuccess thatapproach, many of her peers withthe more days fashion show whereher in-need could bid and have more Working assistance oftoa aunderstand transaction coorWilliams Realty. utilize hispeople elsewhere under contrac Alex attended a twotransaction. make certain that they every name. commission check until the day of closing, boards.

One ismore thewell.

NAHREP Union nization that works to create just e,” Ina recalls.

“When we positions within real estate, he knows theskills importance that level of deep trust speaks for dds that helping his team network of buyers and sellers.

“As I grow my busishe would be good in sales, she received previously in 2018 as ing sites provides significant extra value to her clients.

Summer enjoys nothing more than being a mom and Sarah, when asked how she and Kyle have managed providing the amazing ional and Ican take myaspire career seriously,” Chad his free Chad loves spending time longevity only to.

Tassie works asIsays. agenuinely solo on the clothing using monopoly money.” dinator, Pamela services all my ofIn Buffalo.

Borntime, and raised freedom.

“So Essex, I made theoutdecision to for enter part process. care about wellbeing, andstop then it’s just to verify that office an thea promotion yearwith trade school forHe Buddy isalso involved his community. of providing antheir enjoyable experience forfood the client.

Heassociation ng factor.

“I have three ness, I the want to always give my clients my and systems. vacations would atof and that should consider spending time her isShe also a very philanto generate such impressive loyalty amongst those witi in Buffalo she knows her she geographic area well and hasequitable aespecially The mother offamily. three grown children, Pamela loves been synonymous ecognize thewe magnitude of these transactions, doors with his personal family, byallowed the ocean, and agent, though she is deeply appreciative of the assisfield with that me to She grow my business When Greg whether they are buying or selling.” name is on there and so forth.

I know a lot of Hispanic home ownership.

Suselle been a member of the Knights of Columbus since places an emphasis on listening closely to his clients construction, engineerwtance and I am focused on attention and white glove service.

I also want to ensure Working under the umbrella of B large footprint in the region. spending her free time with her family.

She also enjoys selling homes.

Sondra took The part of her job that Sondra likes most is guiding JEANNETTE THOMPSON With a husband who is active-duty military, Summer’s thropist who gives back to her community, namely serves on the Board of Trustees of Naropa that real estate and manage my own schedule,” he says. time with fam isme provided by My Home Group.

“They’re Looking to the future, Tassie’s plans include becoming they work with.

“We do a really good job for them.

Ishowed givethat people honest answers with no fluff.” he never misses an opportunity to travel.

He is GINA ZIOBRO SHEVCHUK JENNY SONDRA INA SAJOVICH SUSELLE SALERMO ofRICHARD agents do things differently, but I justenvironment is theALEX Membership Co-Director.

She SKIPPER GREG teen years, and he fundraises for various local chari toand pinpointing theirUSAJ specific goals, then coming upand ving one of the top teams that I includes create a the team culture work that ing and architecture, playing golf, live music giving back to her community.

After earning his real estate license, he hit and daughter. advice and ran with it, people towards the achievement of a lifetime.

She cares HomeServices, Cheryl assists sphere of influence a large number of military through the Bring It Home Northshore organization, a wonderful group people and they’ve been right a broker someday, and growing her already-exceptional clear that his methods work wonders – Chad involved with several organizations around town, There’s an extremely high level of professionalism There many other that have a large role University, a higher local unistyle andliterally can have deeper listen to myare clients.” says, something new I added year-round.

He lives with his wife and two kids, and aher plan to goals in running, aBuddhist-inspired way “That’s that inspires my agents to factors staywith with me forplayed theaccomplish long run so thosethe ere Sellers fly off more generated, the the itashe comes to working with Pamela loves ground andprohis business now through carditm and various Gina Ziobro first started in estate three knowledge of the local beside me of every ofCurrently, the When way,” says. business, while sacrificing none ofreal the families. portion of Summer’s which provides support toamazing children and families of getting licensed as clients, aprospects Realtor® about her experience, and sincerely hopes thejust bulk his business through referrals from including Laurels for Laurels, aclients’ non-profit that throughout the TwininHe Cities Metr in Keren’s continuing and ever-growing success story, and As step the Ina co-owner ofsignificant Usaj Realty, ais Aside from her commitment tospending the real so Ian could belove more involved intogether myto worked they’re going to get with us.

They can call us anytime time outdoors. hopes to gr versity of which she is alum, as well as ot a career.” began convenient and stress-free for them.

Specifically, that we can build something strong and lasting.

My 95 a personal touch. Between herself and service her transaction Looking to future, Pamela isreferrals. excited to grow her standing negotiation 92 ysfied REALTORS® right price goes. mainly derives from repeats and he can, he’s 88real 91 years ago.

After relocating tothe Northwest skill customer that has become her calling card. roles in the construction chief among them would be her commitment to constantconsiderable business isbut based upon repeat clients, overseas and military personnel. clients, and henow gets nothing motes leadership among high schoolers in the area. boutique residential real estate firm, estate industry, Jenny is In a present member Suselle first got started in estate as community,” she says.

She iseven also astay part inallpositive Louisiana.

As itunique turns out, make it adeceased dream come true for them.

“Iwe enjoy watchsuburbs, as well as Western Wisc and we’ll be available to them. addition, try to his business larger in the future and to expand Buddy’s background as a CPA has shaped his goal is to help my agents succeed.” g Lukas likes to merge coordinator, there is always someone available for clients business organically while continuing to offer her goldonshe the Colorado Association of Realtors® career years ago after finBy providing superior service and listening intently guides which her ultimately looks like not6taking photos or Indiana, began dabbling in community. the industry clients to sol Currently, areferrals, significant portion ofthe Tassie’s overall ly remaining in touch with her clients, both during and an investor.

She and her husband would of the Union County Chambers and the Jenny Usaj dedicates herself to underof her local An active volunews from people who have had pleasure of For the future, Chad hopes to continue building his and positive word of mouth.

“Honestly, I’ll industry.

When the her friend couldn’t have been ing someone take ownership of a piece of America,” Whether you’re moving Annie doe reach toWe as wide an audience as hefor can.

Ifquality you’re look long after the “Connecting closing table. really work approach to real Pamela estate inconnected a way that is less transactional cord of excellence and res chool. He invests in pro- to contact with their questions or high needs. stays standard service.

Sellers and Buyers is business. to his clients’ needs, he is able to exceed expectations “I want to expa o put a sign in the yard,” Her attention to marketing pays off.

Diversity and Inclusion Committee.

When hool.

“I was intrigued by while raising her two daughters.

Sure decisions, staying in touc long after the transaction.

“I’m always staying in contact business ishim. based upon referrals and positive wordpurchase properties, renovate, and flip Cuban Lions Club inshe her of service standing the needs of through her clients and teer with Habitat forsuccess,” Humanity, helps king with business and nurturing team, while providing do anything for clients,” she enthuses.

“One time, plans for the include continuing to more correct –my Sondra has been inand the business for 23 Sondra says.

“It’s so amazing to involved in the bigfor high quality real estate inwhat’s Maryland, look more personal – Summer’s he thinks of himself as afuture trusted economy al video tours, and also in touch sending cards, text messages, coffee awhile large part of my she says.

“The inventory abe job orhometown retirement or done either hard tohis foster those relationships.

They mean atheir to us.” alot loyal network of clients th getting buyers and sellers towards goals. sightjust ofdownturned, enough, though, real estate proved a perfect deals are done important. toover ensure hompson, top agent in Jeannette and her team move between with them, whether it’s during holidays, anniversaries, them.

Suselle soon found herself doing Elizabeth. of-mouth, aamy remarkable feat in the highly competitive expertly guiding them towards their organize their Women Build annual event. she is not working, Ina enjoys exploring just make spaces or live in the best service he can muster to the citizens of San clients’ car broke down on the other side of the explore opportunities in the commercial real estate further than Buddy Redmer! advisor to his clients.

“There’s no salesman approach meetups, and social media. is low right now so when I can make that connection ghbors.

Another importyears now, and shows no sign of slowing down. compliment She is gest transaction of a person’s life.”

Sondra goes above and cultivate those relatio he returned to school chasing a new dream, the often coor rest assured knowing that Cheryl to her outgoing personality and fied in their new homest birthdays or other special Another be don’t do For every twenty-five and“Iwould twenty-seven closings per a they lot of legwork usually required by home agent. was world of real estate. not afraid think outside oftooccasions.” real estate goals.

Intodetermination business since Incurrently sheCCIM volunteers drategy got can to is“I’m today through Diego.

If you’re looking for aher top-notch happen itspare is a time, win-win for all ofeach The future is to what Iando,” Buddy says.

“My background is Realtor® more is where athat. strong social country and couldn’t make it to their new on arena.

“I’m getting my certification,” the outdoors and reading, philosoaces make us as well,” “I have anature, strong work ethic and aus!lotwith of tenacity,” a he reliable and personable agent who genuinely cares and beyond the call of duty to make client’s expeKyle and Sarah’s commitment to their chosen industry to explore other career logistics involved can bein aorder build a stro entrepreneurial spirit, so she chose to take servicing multiple states, ingwhat their needs to help th her negotiation skillsclients and hercome intelligent, leave-nosetting upexpert my own showing myand own houses, When she isn’t working, there’s nothing Suselle an auction environment year alone with an average closing price of For more information about Keren theon box,” says Tassie, asked how she hasbegin man2007, Jenny was inspired to the Denver Rescue Mission, Nearly 70% oflockboxes, Pamela’s from returning maintain, excel and being the best that atGonen, Imy do.” After all, it’s those conne hard work, and he regularly gets impressive, tanwho always excels atsays, what he does, get in touch with ing platforms such consultative professional.

I’m not pushy, and I keep do he explains.

“I tend to get really involved with time, so Iaswhen helped move their furniture in for them.

I’m she “and IDowntown work with one of the top commercial phy, and travel. w we live, feel, and engage about the comfort and well-being of her clients, and rience enjoyable and memorable, and her clients love is just one of the many reasons behind the stellar the leap and transition into being a full-time resource to clients who stone-unturned approach to marketing her listings, which daunting proposition.

And if on holiday options, but something andinvestment taking my business. own pictures,” Suselle says.

“Real estate loves more than spending time with her husband and home.

“When I’m working with please call 551-262-4062 aged to generate such impressive levels of trust.

“I also purchasing properties by helping out with clothing and food drives. verything.

It’s the whole about $1.56 million. or referral “I have a proven networking team onthrough the client’sagents timeframe – I help my clients e results both within his personal andguide as things Chad Dannecker today! clients and I too, focus on building relationships with “Whatout I love most t not just a normal agent,career want them in Louisiana.” she has the experience necessary to for get job done working with her indicated by the fact that she and Since then, Gina has found quick move ofthinking the about higher GINA ZIOBRO combined in to fast sales topthe not totomention is so hard dependent on our sursuccess that them outselling competition. was something IIin always wanted do, sodollar, IJENNY decided get three kids.

“Any Iboard have off, Ithe spend it my ANNIE WILLIAMS or email Gonen.Keren1@gmail.com JEANNETTE THOMPSON USAJ your relocation takes you to a father, who worked real estate.

She issees also ontime the of the Denver work toher build solid, long-lasting relationships drove him back to that I workresult with,” Pamela explains.

“Itagent. encompasses bigwith picture consider everythin how.” byto treating them like a friend.”

Buddy finds that this them.”

Serving Maryland and Pennsylvania, Greg a part of something bigge the entire process and make certain they have a smooth success asthe agets Realtor, and most recently, she in Illinois. ® happy clients. efficiently every time works on a When transaction. over 90% of her through referrals. licensed.

Once Ishe did that, itmy was the best thing I’ve done.” family,” she says.

“That’s what IREALTORS to do.”

“We’re in this business as long-term career.

We’re all the needs thatfor clients could possibly utilize.

After quickly becoming enchanted bypersonal Metro Association my Tassie, who isofalready known her future, Ina plans tobusiness continue growing stwith importantly our homes.” alove new region, you throw them asked ifIn she has any advice work thatclients.”

Lukas enjoys, takes hisfor time each person he serves, ensuring hecan walk through on working insomeone realthank estate. approach builds trust with clients early on, anda of daily life.

I truly listen to their n transaction.”

Summer also about works diligently to contractors, form Anyone looking a with top-notch, caring real estate decided tonot take her work to the next level For more information Chad Dannecker, call (619) 309-8011, Lenders, home inspectors, attorneys, landjust in it for a quick sale.

Even when we’re at home Market Trends Committee.

“We work on the process, she obtained her license boldness and friendliness, the freedom and variety understands exactly what want.

For what his buyers, sales of their life is so am a rapport that extends far into his sphere of they nty-eight years, Jeannettealso goes above and beyondestablishes for prospective clients looking for a in a dose of culture shock you when her team as well as engaging in policy work to “do more would work best for them.”

Alex Through remembers, “I felt and her ownreleasing team. the years, this bo trusted relationships with her clients; relationships agent need look no further than Summer Casebolt.

Suselle focuses most of business in launch Union Looking to the future, Suselle issaltwater excited to fishing She mail orher visit scapers, stagers, photographers, cleaning clean With over two decades in estate, Sondra iscompass.com/agents/chad-dannecker a that veteran In her free time, Sondra and monthly summaries that are agrow. their and now serves clients throughout the for allchad@danneckerandassociates.com ofthe herdiversity buyers and sellers.

“A lot ofreal my clients this means interviewing them determining not working, we’re still talking about real estate.”

“IGongloff like ofThough influence.

It’s nocrews, surprise that he’s gotten 97% of hisloves he REALTOR® toNew work with, Jeannette asand well.

Annie Williams hasTo to make housing more accessible to more people.”

She m serve theGroup/Home Colorado Range, with a spelike it an industry haswas earned Gina and her and Essex counties, she serves all of the state of is currently acting as a mentor to three up-and-coming contact Ky out crews—anything that a client would need, I have that wonderful resource of valuable real Metro area. budget.

Once they and have outlined theestate ideal property, Realtor® with enough hours under belt totothrough tackle any cooking on multiple her grill.

She has been involved with rightdifferent now areDenver from out of state,” she explains, “and many ways business referrals over the last 12 months, ovided service in you Colorado.

Their doesn’t hesitate answer.

“Always interview Today, Gina leads the Listing Leaders reputation throughout Indi been there.

“I moved from She’s an Jersey and isher happy to go wherever herwith clients want to agents.

“A lot of new agents get discouraged and don’t On the other hand, sellers can caa connection and can provide them referrals.

They I still needed to be in.” believes real estate professionals should be themselves der County.

Almost all of business please Greg’s search begins.

Inthat’s a seller’s market, heover ensures market statistical data made availproperty management to For more information about Summer Casebolt, they really want some boots onmight the ground.

I’m willing gets only reviews on his Zillow page. obstacle that arise while working onpositive a transacseveral disaster relief groups indo Louisiana the majority of its volume comc factor behind the pair’s success is their expert tches from Fort Collins toreally Colorado REALTORS® before you hire Another one,” shewhere says.

“Sellers Northwest Team, she assists clients throughout with the vast be.

Her clients appreciate her dedication and can-do last long,” she says.

“I wanted to it differently.”

She appreciate that.” ® Pittsburgh to South Carolina in 2004, and in so many served on marketing knowledge.

“I went his buyer’s offers are strong and competitive, giving visit Seart able tocourse REALTORS “We aclients, tried-and-true independent brokerage,” she asand well asstarted the public,” she says. and put their values first, people know who they are epeat and referral anthem, incredible variety of directions that to go Eagle out andCounty. check the property for things please call 615-519-6355 orby email SummerCasebolt@gmail.com tion.are She is thorough in her approach tofor negotiation, ofso her life, and the Ladies negotiation skills intelligent, thorough approach to referrals. “Ior past Their real estate get thelike money increasing number of buyer andthe the surrounding areas.

Licensed inCajun both clients and care more ab attitude.

She’s only been anmost agent the Highland past three recently earned her broker’s license and is excited toCrisis use them a better chance at securing the home.

If it’s a respects it’s a different lifestyle here.

A lot of our buyers with which tising and marketing, so I’m wel usiness in once you have says Usaj Realty, and “We to provide In 2015, Alex became aground licensed real estate agent.

Today, property markers and whether it have uses sewage or strive a correct and they’re about.

“I love helping people succeed son to Summit the trust andof confidence she adds, inspires. and gets herThis paperwork done and in aIllinois timeTeam, a group that puts boots on the to help With a first positive outlook and strong work ethic, Buddy and Indiana, she has established a culture clients a house than simply selling them County and they prospects.

The question should be ifknowledge the agent is a reflected in Pamela’s stellar Zillow reviews.

One years, butis already Suselle’s business iswhat almost entirely her to better serve her clients.

Suselle says, “I buyer’s market, he negotiates theitbest price and terms our clients with a white-glove servicegets anda lot a smooth When she’s not busy working or the volunteering, Jenny are from the Northeast, and can be hard to acclimate atprocess, of her com septicthe tank,customer things like service that.” important itOregon, is tothe properly advertis he covers metro ofsays.

Portland, at Modern done for his clients in apossible. timely fashion.

With around compassion and expertise, with her team “Throughout I believe satisfied client “Pam personalized my buying expely fashion.

“I’ve it writes, all,” Sondra says.

“I am very people in areas that have been hithaving byarea hurricanes along For more about Tassie Jundt, based in referrals.

Suselle says, “Every day, Ishe get at least always want to learn and grow any way I can.” inabove life,” says, “doing the things that will create freeciate Iseen provide,” Ina approved Referral Agents wherever part of an MLS that actually syndicates to the internet.

To learn more about Lukas Iraola, Meanwhile, his sellers enjoy exceptional experience every single time, and we go and loves to spend her time outdoors, preferably hiking. first. Isides specialize in helping people make that transition.”

Miracle special attention to professional ph experience with multiple different of the andemail was fully attentive andyou responsive throughout completed $52 million in volume and helping 276 and loyal above all else; I will alwaysLe g Realty where they believe in putting People over Profit. two rience different referrals from past learn more about Pamela Kohrn, please call 928-231-6262 or knowledgeable and experienced -his I clients.” know allhave the ins the Southern Coast.

Sondra often says, “If you work lukasiraola@gmail.com, to be work inbeyond Colorado.

If they say no, the REALTOR®.” marketing, including photography, videography, and dom for my clients and their To families.

Ireal take great pride wanwant up and to tobuild involved ensure a relationship, positive transaction forIbusiness, all our “Iiswrong love the beautiful nature our state has to offer.

In Tassie, who community currently holds a the perfect, five-star overthe process.

She listened to what was searching for and needs the estate he uniquely equipped to navigate families in 2020 alone.

And the key to all this success? when a client needs something.” ing as I realize that just one glanc call 716-803-7800, email pkohrn@gmail.com, email from TassieJean@gmail.com compass.com/agents/lukas-iraola, “Their values align with social media advertising.

“Listings are placed onown everyvalues. That, among and outs ofsellers.” real visit estate, and Icaring regularly demonstrate that your heart instead of outside greed, you willmy succeed,” for home buyers and It’s this approach, my downtime, Icomplex mostly enjoy being and going inestate helping people achieve another level of liberation, eaall$100 than just a transaction.

Isure love helping Contact Buddy at (443) 318-8800 rating onevery Zillow.com, ismade currently closing on one what we found suited all my needs.

After the real transactions and solve problems.

“I to genuinely care about my clients,” Gina says.

“After Suselle credits her authentic attitude andpaired individualized Annie leads afactors, small team with BRG Real recreationa zillow.com/profile/Pam%20Kohrn orher visit or call (301) 455–2475. can make break says. the deal for ma major property site, I put it out there in every possino ischarity Jeannette’s number one goal.

“We Jeannette is dedicated helping lift up local to my clients.”

Sondra uses her expertise and talents to and she hopes to continue applying that mantra toor Estate, other made for a good fit,” Alex “Real organizations with excellent market knowledge as well as a wealth up to the mountains.”

The mountains are also where email buddyredmer@gmail.com, making sure there’s enough for retirement and to send ere and getting them connected with the He high did 30 transactions innothing 2020, and hopes to push that there’s more fulfilling than finding them the approach Outside her career, Gina is tremendous transaction experience for her rate ofall,returning ble way I can,” he says.

This thorough helps serving clients up and down South Carolina’s beautiful adapted ang And I stay on top of everything he says. “We’re committed community.

“I like to do Jenny things that help the area getabsolutely results; she closes between 60 andclients 75 transactions herfocused work in theestate years come.

If you’re looking for people istofuture 100% people, without there would of free investment advice, that’s helped Jenny build in terms of the ofabout her business.

RedmerHome.com or allow visit customers.

“I always think of number my your first,” she says. right home.” her community.

Currently, she is on th even further in theisfuture. kids to school; helping to alleviate the anxiety that’s want my clients to feel that this is not just sellers get the highest price the market will in Grand Strand.

Prior toin that, she for by volunte Copyright Topworked Agent Magazine ery single day, and year, our internet and in,”sure she says.

Sheneeds. and her team have taken part media ofa television course, making sure th andof works hard toEveryone make every one real estate Louisiana, get in touch aevery loyal network repeat andwe’re referral customers and “Going forward we are looking to get more involved in be noservice real “They’re all unique. hasthat different A excellent Saddle Creek Property Owners Associa the shortest amount of estate.” time. caused by the structures of our social and economic sysit’s their actual sence is devoted tohome.” marketing for our in the Ten Mile Planning Commission, the Frisco station for eight years, but began looking for someCarolina A finish 2020 with $40,000,000 in sales volume. the mountain community.

Summit County and Eagle online footprint.

Even in a hotshe m of her clients are satisfied with her work. with Sondra Richard today! lot of times when I talk with a client, they tell me how When listing a house, Gina and her team offer clishe’s not with clients or giving back, Copyright Top Agent Magaz County are the two areas we have our eyes on, and tems,and and, in general, helping people ace the life game.” ound like bragging, butthey’ve it isn’t.

We’reAgent Advisory Board, and participated in many thing that would give her a little more flexibility when Top Magazine is seen by Real Estate Agents and really important things,” she says worked withBusiness a previous agent did not have ents with a variedAfter strategy.

After seventy helping her sellersglowing home with her family and from providin the Over transaction, clients leave reviews percent of atAlex’s business comes Another key Jenny’s success is hertransparent. modern marketing plan ongot continuing tomarket, grow our brokerage.” .” community events. their met.

I’m very That’scarries whywhere they wetheir fully prepare property for the sherecently broadmodel for herbring growing daughters. ed “marketing nerd,” Ina sets herself she pregnant with her first child.

“My husband had Annie Sondra is toaneeds seasoned professional who about their time together.

One said, “Greg was dedication in an average Brokers in every U.S. city and Internationally! repeat and referral clients. Alex explains that he has madewo$ strategy, which includes a coming large social media presence love me and keep back and sending me business!” casts it over a mix of targeted digital andwas social media nothing short of who fantastic to awork with.and My husband herself with poise and confidence, and builds trusta good friend broker, he suggested I’d the forward.

“R on the cutting edge of everything digital marketing volume per year.from referrals the foundation of his business start. that at highlights her listings have to offer.Jeannette “It’s campaigns, as well as postcards to the surrounding Looking ahead, which Gina To haslearn big plans foras and I met Greg during an open house that we attended. ticularly good using her MLS Outside of work, loves taking advantage of more at ing relationships with clients from the first meeting. be a good Realtor® because of my background, licensed Please contact mag@topagentmagazine.com . “I was ancrucial early adopter of using video to She keep up with theherself times, and marketing focus iscutting on service. industry is sales-driven, but establishes as natural aonline resource for her clients, His personality and knowledge immediately sold us, neighborhoods. she edge The business.

As her volume please maintains its4 call fullest capacity.

“We are the only all the beauty Colorado offer.

She“My lovesutilizes She takes aimportant personal rather than a transactional ap- has toMoreover, alsowalkthroughs includes ahisBachelor’s degree in Public Relations. andenjoys share m While Cheryl certainly tings, as well as digital media, social is now more than ever.

People can make up available even after the transaction has closed.

Suselle or call 310-734-1440 for ad rates and information. and upon getting card, we knew we wanted to work techniques like video to give her clients she intends on adding new member email Greg.Skippe I don’t consider it that way for myself,” Alex says.

“I es all four MLS available to us,” she skiing and skinning in the winter and taking rides in To learn more about Suselle Salermo, proach to working with people, focusing on creating I got my license, and it’s been a great fit!” my produc much more in of the hum their minds about a property from just they’re a few pictures, is their go-to person, whether looking for a new with him.

Greg began sending each week an added advantage.

But she, above all, my strives touskeep expanding her sphere influe sing, andwalkthrough, other technologies have ive video wemutually design athatthe summer.

She also enjoys spending time Lake simply do best tolistings helpwhile people, andinterested that’s really been SuSellsNJ.com callon 908-418-0577, visit a long-term, partnership with a restaurant, or a handy man. After all,her that’s that’s whydoctor, I always investbeneficial in professional photography in the top the region.

But through it all, she i2 each sale as stress-free and laid back as possible, ensura landing page for each Dillon which runs from Frisco to Dillon and all ecreate effectively market homes,” she says.job—helping oralmost email suselle.salermo@gmail.com paying off.” partner that canlisting, paysays. dividends both parties Suselle’s favorite part of the for people. love and videography,” she about the newby clients and opportunities ingwell a“Iseamless transaction.

Her clients wouldn’t argue, as evinced the e to highlight what we havewith coming theand way to Breckenridge. ogy to stay connected clients Top into Agent theMagazine future. “After so many years working in this “The agents who work with3me have f gratitude of one happy buyer: “We started working .buyers We holdare open houses for our Grand Copyright Agent Magazine carestandards Alex invests in helping clients makes a strong able tohard-work see properties before Jenny’s ethicinis touch propelled by my her desire to Elsewhere, Gina maintains The her elite ofTop cusfamilial connection,” business, I am very with community,” long distance with Annie, and she has been incred-she says. “As we Day so that help every agent and their theirreal estate Looking to“Whether the future, Jeannette excited to extend For more Richard, people achieve goals. it’s tomer serviceiswhen assisting herabout buyers, Sondra personalizing we can tackle any challenge that comes

CHER

INA SAJOVICH

ALEX SHE

ANNIE WILLIAMS

www.

REALTOR Vendors and Real Estate Companies— Get Nationwide & International Exposure! www.

www.

www.

Sondra says. “I love meeting and working with so

impression, keeping them referring him and returning to

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 4

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 ®

5

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

6

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

SVITLANA CREADON Top Agent Magazine

7

2344 W Adams St. is a 32-Unit new development. Delivery date is at the end of 2021.

Developed by Fortress Home. Visit fortresshome.com www.

“I have a good eye for new development. I also stay abreast of all the latest design trends and talk to buyers regularly, so I know what people are looking for.”

Svitlana Creadon doesn’t need to do much advertising of her real estate business. Her reputation speaks for her, and Chicago’s builders and developers increasingly know whom to turn to when they have a problem that needs solving. “I have a 8

good eye for new development. I also stay abreast of all the latest design trends and talk to buyers regularly, so I know what people are looking for. Developers will seek my advice for projects that aren’t selling, and then ask me to help them Top Agent Magazine

2149 W Belmont Ave is currently a 6-Unit new development in Roscoe Village.

Delivery date is at the end of July. Developed by Fortress Home. Visit fortresshome.com www.

with new development so that they don’t encounter the same problems again.”

Svitlana moved to Chicago from her home in Ukraine when she was 20, where she earned a B.A. in management from Loyola University, complementing the B.A. in International Business she earned from the Ivano-Frankivsk National Top Agent Magazine

University of Oil and Gas. Her career as a Realtor® began with a challenge.

“One of my dear friends was a builder, who asked me to take over on a project that they were having difficulty selling. I came up with a strategic marketing plan and sold it in no time.”

From there, Svitlana created a niche 9

for herself with Compass in new construction, something for which she’d always had a passion. “I have a fascination for architecture, and working on new development or rehabilitation projects.

Every project is unique and presents its own challenges, and it’s such a joy to see it through from planning to closing on the units. It’s a little like seeing your child grow up.” Svitlana is involved at every stage of the process, working with architects, offering her input on the core and design of the project. “I’m a very detail-oriented person and have a strong

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“I have a fascination for architecture, and working on new development or rehabilitation projects.

Every project is unique and presents its own challenges, and it’s such a joy to see it through from planning to closing on the units.” personality, so I’ve never been afraid to point out any problems I might see.

They’ll alter the project based on my advice about what clients want.”

She’s also very hands-on when it comes to marketing the units, utilizing Compass’s huge platform to reach out to potential buyers and her network of agents. “I’ll procure detailed floor plans to educate buyers on the new product, and will do a lot of open houses to meet first-time homebuyers. I also oversee the creation of professional photography, drone videos, and virtual tours that we will get out on social media and other websites. I’m very responsive and fast acting. I make sure the client has a great experience, because I’m not just selling my brand, but the builder’s as well.”

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When she’s not working, Svitlana gives part of her time to volunteering at St. Clement Church and serving her community in whatever capacity she’s needed. She spends her free time with family, hiking, biking, or trying out different restaurants around Humboldt Park. She also recently took up horseback riding.

Going forward, she hopes to double her

business each year as she continues to grow as a Realtor®. “You learn a lot about yourself and the people you’re working with after each transaction. I want to keep improving my negotiation skills, and just perfect the whole process, so that I become invaluable to my clients and colleagues. I look forward to maintaining lifelong friendships with my clients and continuing to serve them loyally.”

For more information about Svitlana Creadon, call 773-225-9027 or email Svitlana.Creadon@compass.com

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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

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

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BETH CONOVER

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BETH CONOVER

With a people-loving personality and a passion for real estate, Beth Conover has found her true calling as an agent in North Carolina. She got her start in a serendipitous way. “I took time off to help care for my grandmother, so when I wanted to go back to work after her passing, the agency sent my resume to a brokerage by mistake,” Beth says. “I went in for an interview, and it turned out to be a great fit.” Beth hit the ground running straight away, working as an advertising coordinator and later office manager, eventually earning her real estate broker’s license in 2004.

Today she serves the Triangle, Clayton and east to Wilson North Carolina, with the vast majority of her business consisting of repeat clients and referrals. By focusing on building relationships with her buyers and sellers, and going above and beyond expectations, she’s experienced continuous growth.

notes, and more. She also loves to give them gifts throughout the year, treat them to lunch and host client appreciation parties like her favorite three day Thanksgiving Pie Party in Raleigh, Clayton and Wilson. This results in returning customers, with many utilizing her services for multiple sales and purchases. “I had one family that made five transactions with me. They were one of my first customers and I’ve loved watching their family grow.” Though this family moved out of the area, Beth still stays in contact with them, which

“I’m always available to my customers, and I’m there to hold their hands and walk them through every part of the transaction,” she explains. Beth treats her clients as part of her family, staying in touch through phone calls, texts, personal 16

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stands as a testament to her true dedication to all she serves.

Whether she’s assisting someone in buying their first home, or selling their property, Beth listens intently to their needs and helps them accomplish their goals. One way she does this is by implementing thorough marketing strategies. “I have professional photographs taken of each listing, in addition to virtual tours.

I do this no matter the price point, because I want every property to look like it’s worth a million dollars.” Beth’s approach is clearly paying off, as she is a multi-million dollar producing agent year after year.

After the transaction, clients love to leave glowing reviews about their time together.

One recently said, “I moved from out of state and had no knowledge of the area, I also had very little free time. From the very start Beth was friendly and professional, she also adjusted her schedule to better work with mine. Beth had all the answers to my questions and I felt very comfortable and confident through the whole experience. Beth was a step ahead of the whole process, letting me know what needed to be done next. I honestly have no complaints, this was a huge move for my family and I am so happy that I was lucky enough to work with Beth.”

When Beth isn’t working, she’s staying active in her church or getting involved with Relay For Life. “My family and I have been greatly affected by cancer, and I’m a breast cancer survivor, so I would love to see it eradicated. I would like to see more research done so one day we won’t know anyone who has had cancer.” During any free time, Beth loves taking weekend trips to small towns nearby.

Looking ahead, Beth hopes to help more people achieve their real estate dreams. “I just enjoy my customers, even after the transaction, seeing them and watching them grow in their homes. I really love my job, and never plan on retiring.”

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For more about Beth Conover, please call 919-274-3766 or email beth@myhtr.com Copyright Top Agent Magazine 17

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 18

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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KATRINA JOHNSON Top Agent Magazine

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KATRINA JOHNSON

Born and raised in Charleston, Katrina Johnson has a passion for her neighborhood.

“Growing up, everyone always said we were so lucky to live in Charleston, and once I moved out of the area I really understood why,” she says. Her original plan was to attend law school, but after graduating from the College of Charleston with a dual bachelor’s degree in business administration and corporate communications, she felt like it was time to try something different. “My last few semesters were really full, so I wasn’t keen on going back to school immediately,” she explains. An interest in interior design led her on the path to getting her real estate license, and it is safe to say she hasn’t looked back since. “It is so rewarding to help people.

It quickly became my main focus,” she explains. After a little over two decades in the business, Katrina loves it just the same, and is now planning on growing a team.

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Serving the greater Charleston area, including downtown, Mount Pleasant, Isle of Palms, West Ashley, James Island and all surrounding regions, the vast majority of her clientele consists of repeat business and referrals.

“I think this is partially due to the hands on involvement and honesty throughout the process,” Katrina says. “My clients appreciate the constant updates and to me, it is critical

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that there be an open line of communication.

I am also very straightforward with them when we’re looking at properties.” For her sellers, she advises them about their list price and tells them what their property might need in order to sell faster. Meanwhile, her buyers receive guidance throughout and a strategic approach. “I will look at off market properties and inquire about them, I will send out cards to specific neighborhoods people are interested in. I utilize every avenue I can to get clients what they’re looking for.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Katrina Johnson is exceptional in the current marketplace. She is passionate about selling a home but balances her fervor with a genuine regard for the individuals involved.

She is extremely knowledgeable about the Tri-County area and its real estate market. We had listed our unique property unsuccessfully with several agents prior to Katrina. She increased the exposure it received, gave it her personal touch and negotiated shrewdly on our behalf. Katrina is well respected for many things including excellence and the integrity demonstrated in everything she does. We look forward to a successful partnership with her in our future endeavors and recommend her without reservation. She has earned our complete trust.”

As Katrina looks ahead, she is eager to build her team with the right people. “I want to make sure it is the best fit,” she says. No matter what, she will always stay engaged with her clients, as it has always been her favorite part about what she does.

“I really enjoy getting to know my clients and working with them. It is amazing to be a part of their journey.”

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For more information about Katrina Johnson, please call 843-452-2747 or email kjohnson@carolinaone.com Copyright Top Agent Magazine 23

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 24

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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JATHAN TREVENA Top Agent Magazine

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JATHAN TREVENA

In his fifth year in the business, Jathan Trevena is a Realtor® serving Northern Colorado who left a career managing businesses to tackle real estate head-on. He has found a great deal of joy and fulfillment in his work as an agent, and a lot of success as well. Jathan is a compassionate person who knows the importance of preparedness and organization as a means to use his time and energy efficiently, and he works with clients in a way that offers them a comfortable and enjoyable experience while getting consistent results as well.

With a background in management and a panache for using systems to streamline 28

his work, Jathan has a reputation for being respectful of his clients’ time. He finds it important to establish what goals his clients need met initially, and come up with a plan ahead of time to most efficiently and effectively meet those needs. “I always tell people, ‘When we’re working together, it’s important to have a strategy and find what works best for you,’” Jathan says. “Everyone’s situation is different, and we save a lot of time by establishing expectations beforehand, then focusing on what we can do specifically to exceed them.” Jathan uses a personalized approach that is unique for each of his clients. His method has proven to be both successful and popular, as he gets more Top Agent Magazine

than half of his business in repeat clients and referrals from his sphere.

In his work life and his personal life, Jathan genuinely cares about the well-being of the people around him. A big part of the reason he loves his life as a Realtor® is the vast number of opportunities he gets to interact with and offer help and value to a wide variety of different people, and he makes sure to provide value and comfort to the people he works with by being honest and attentive. “I make a sincere effort to build lasting relationships with my clients.

I end up making friends with quite a few of them,” Jathan laughs. “I am available to my clients by phone throughout the day, and I’m always direct and upfront when discussing their transaction.” Jathan makes his clients his top priority, and works hard to make their transaction as smooth and easy as possible.

Jathan uses a combination of direct mail and online marketing to push his listings to as wide an audience as possible. He throws client appreciation events throughout the year and stays in touch with clients past and present through social media. In 2020, Jathan closed nearly $10 million in volume over the course of 22 transactions, and he is on track to close 36 in 2021.

In his free time, Jathan enjoys spending time outdoors with his family. He hopes to maintain a standard of efficiency while building his business and expanding his reach in the years to come, and continue fostering a nurturing environment for his wife and children. If you’re looking for high quality real estate service in Northern Colorado, don’t hesitate to call Jathan Trevena today!

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For more about Jathan Trevena, please call (970) 413-3737, email jathan@homesinnorthernco.com or visit jathantrevena.com 29

7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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TONYA UPTON

TONYA UPTON

Top Agent Tonya Upton’s years of experience in negotiation from her career in international freight come into play as she negotiates the best deal for her clients.

Tonya has always loved real estate. Growing up, her father sold real estate in Florida, and at just 17, she took her first real estate class. After a career in international freight, Tonya returned to real estate school and began flipping homes.

Once her children were grown, she made the leap to becoming a full-fledged agent. “Now this is like my baby,” Tonya says.

Now, Tonya has been licensed for four years and is a Realtor® with eXp Realty. Currently 60 to 70 percent of her business comes from repeat and referral clients. Her years of experience in negotiation from her career in international freight, come into play as Tonya negotiates the 34

best deal for her clients, making sure they’re protected through the transaction.

“I love helping people,” Tonya says of what she loves most about real estate. Tonya grounds her relationships with clients in her Christian faith and the importance she places on honor and integrity. “I try to come from a perspective of knowing this is a difficult transaction.” She adds, “There are so many challenges, and people are going through so much. It helps me to be in the moment with them, go through the process with them and protect them.”

Social media factored strongly into how Tonya Top Agent Magazine

set herself apart and brought momentum to her business early on. “I didn’t buy leads. Everything I did was through social media, building my presence and my network,” Tonya explains.

Her social media savvy has made her something of an influencer in online real estate. Property Spark for South Carolina named Tonya #1 on social media for 2020.

When it comes to marketing, Tonya’s properties are each given their own complete website, featuring professional photography, virtual walkthroughs, drone videos, and more. Her passion for marketing makes her robust social media presence the perfect platform to showcase her listings. Going above and beyond, Tonya targets potential buyers’ markets across the country depending on each property’s unique appeal, reaching buyers from California to New York.

“Marketing’s my art, and what I love to do.”

Last year alone, Tonya closed over 35 transactions. In her second year with eXp, she became a mentor, to new agents joining the company and was named #1 in social media.

Often, you can find Tonya working for her clients twelve or more hours a day. But, when she’s not working, Tonya loves spending time with her daughter, riding her bike, and taking daily walks with her puppy, Lucy.

Looking to the future, Tonya looks forward to continuing to mentor and bring new agents on board at eXp. Already, Tonya has brought 20 agents into the company. “I’m really passionate about helping them realize their goals and who they are in business.”

In addition, Tonya has her sights set on expanding her own business by getting her real estate license in Florida and continuing to grow her client base in both states.

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To find out more about Tonya Upton, please call 864-417-1837, email upstateupton@gmail.com or visit tupton.exprealty.com, facebook.com/UpstateUpton, or instagram.com/upstateupton www.

www.

www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Top Agent Magazine

Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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Top Agent Magazine

Top Agent Magazine

DEAN WELLMAN

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DEAN WELLMAN

For Dean, real estate is a family affair. He got his start working with his father who had been in the industry for 28 years. As the business grew, Dean came on board to help his father serve their expanding client base. “I never regretted it since,’ Dean says. “It’s been a pleasure.”

Now, Dean has been in real estate for years, and currently is a realtor in British Columbia with Royal LePage West Real Estate Services, covering the areas of Surrey, South Surrey, and Langley.

From navigating insurance, to connecting with a mortgage broker, to making sure the moving trucks show up on time, Dean keeps his clients’ best interests in the forefront every step of the way.

“Whatever it is, we’re there to help.”

With a diverse and deep list of past clients, Dean stays in touch through regular friendly check-ins, via emails celebrating client’s observed holidays, birthdays, and other friendly reminders to keep Dean top of mind for their real estate needs.

“It’s hard work, but when the phone rings we jump, and we’re there to service,” Dean says of the comprehensive attention he provides to his clients. “I think that’s the key to our success.”

Dean adds, “We hold their hand through the buying or selling process, whichever side of the fence they’re on, we’re there for them through the whole transaction until the deal is complete. We don’t leave anyone hanging.”

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“The people are the best part of the job.” Dean explains that “the happiness of finding someone a home,” is what he loves most about his career.

“It’s an amazing feeling when you get clients who appreciate the work you’ve put in for them.”

When it comes to marketing, Dean employs both online and print advertising for every new listing.

Mailers for each listing proliferate a property’s given neighborhood, while digital ads post to Dean’s website, Real Estate Weekly, Realtor. ca, and beyond. But Dean’s true marketing edge is the depth of client history with his and his father’s business; word-of-mouth accounts for forty percent of sales. “Our properties don’t last long on the market, that’s for sure.”

Per year, Dean and his father close a staggering average of 100 to 130 transactions.

Through their work with Royal LePage, Dean and his father support the women’s shelter in Surrey, giving a percentage of all commissions in support of its mission to provide a safe space for women leaving abusive households.

Additionally, Dean donates a portion of commission back to his clients to support their children in sports and other interests.

When he’s not working, Dean stays busy at home, spending time with his four kids, attending their sporting events, and getting away for camping trips whenever they can.

Looking to the future, Dean’s business is poised to expand, with projects in the works to begin selling resort area real estate in Mexico.

Wherever he’s working, Dean’s clients can trust that he’ll see them through the homebuying process with diligence, and that they can always reach him directly, never having to go through an assistant. “Hard working is my number one trait,” Dean says. “I hang with it until the jobs complete.”

Top Agent Magazine

Find out more at deanwellman.com.

Connect with Dean via phone at: 604-537-1066, and via email at: deanwellman@royallepage.ca www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

Top Agent Magazine

Top Agent Magazine

An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state championTop Agent Magazine

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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KATHY BARZAL

Kathy Barzal has always been interested in real estate. At seventeen, she would complete her first transaction, helping her parents sell their house, and she would later spend four years working in commercial real estate, where she learned the industry from the ground up. In 2004, though, she realized the time was right to get her license and enter the arena of real estate sales.

Today, Kathy is a Realtor for DiTommaso Real Estate, where she holds licenses in both states— New York and New Jersey. Her concentration in New York is mainly in the Staten Island and Brooklyn boroughs, while in New Jersey her business is mostly weighted in the Monmouth, Ocean and Middlesex counties. For the past few years, Kathy has been ranked as a top producing agent in her region by the Staten Island Board of Realtors.

Throughout her career, she has developed a unique workflow around client advocacy and personalized service.

them fully prepare their house for the market, she broadcasts it over a mix of print and social media campaigns, as well as her own popular newsletter.

While leaving no stone unturned, she also serves her clients with a winning blend of compassion and open communication. “Instead of having a client lose sleep, I’d rather they text me so we can work through whatever’s on their mind,” she says. “I encourage my clients to ask me questions over and over again, and I want to be there for them to take away as much stress from the process as possible.”

When listing a home, Kathy is there for her clients throughout the process. After helping 44

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In complementing her seller’s success, Kathy is every bit as hands-on with her buyers. She welcomes them to lean on her extensive knowledge of the New York and New Jersey areas to find the right home for their needs.

Through the years, this boutique approach has earned her a fantastic reputation across the region, with the vast majority of her volume coming from repeat clients and referrals. “It’s such an exciting feeling to be a part of the biggest investment in someone’s life,” she says. “I love to hear a client’s story, see their kids light up when they walk into their new house, or comfort a family during a difficult time.”

In the aftermath of Hurricane Sandy, Kathy and her family were able to lean on their community to get back on their feet, and since then, she has taken great efforts to pay it forward to the city she loves. On top of serving on the Executive Board for the Staten Island Giving Circle, a grassroots organization that supports families in need, she acts as a bridge between individuals and non-profit organizations within her community. This year, in fact, she led an effort to contribute hundreds of sandwiches to the homeless and supported the needs of the local family shelter and community food pantries.

When she’s not with clients or giving back, Kathy can be found spending quality time outdoors with her husband and their son.

Going forward, she has strong plans for the future of her business. As her volume maintains its steady growth, she intends on growing her team and mentoring the up-andcoming agents within her sphere. “I’m aiming to help as many people as I can,” she says.

“It’s a tremendous blessing to assist someone with their housing needs, and I’d love to bring more people into our industry and open their eyes to our wonderful profession.”

Top Agent Magazine

To learn more about Kathy Barzal email kathybarzal@aol.com, visit KathyBarzal.com or call 917-648-5279 www.

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LEAH CHRISTIAN

Combining her natural people skills and passion for real estate, Leah Robinson-Christian exceeds expectations and provides an elite level of service to clients all the while raising three kids. Devoted to her clients she listens to their needs intently in order to accurately identify their dream outcome and assist them in finding exactly what they’re looking for.

Affiliated with the Engel & Völkers Atlanta brokerage Leah serves buyers and sellers primarily throughout Fulton County and Fayette County.

“This may sound simple, but a huge reason for my popularity with clients is the fact that I communicate clearly and frequently, because I truly care about my clients and they aren’t just a transaction. A lot of them 46

have experienced working with agents who, for whatever reason, just didn’t communicate with them. Sometimes it’s doing these seemingly obvious things that can help set you apart,” she explains when asked about her high rates of repeat and referral business, adding, “It’s also just being in tune with the client and their family. Sometimes sending thank you card goes a long way.”

Leah’s creative marketing approach is another factor in her success. She relies on a mix between traditional and modern marketing. “I don’t have a blanket strategy that I use for all listings. I take a look at each individual listing and find unique ways to market it. It may be a video book, a fun open house, or a local magazine ad—it all depends on what Top Agent Magazine

works best with the listing.”

Leah looks to form lasting bonds with her clients and encourages them to stay in touch long after the transaction is over.

“I enjoy meeting people, assisting people, and being a facilitator of bringing people together. I love being the person that my clients can call when they need a really good electrician, plumber, or babysitter.”

Passionate about her community, Leah likes to support various local organizations. “I believe in giving,” she says. Recently she’s been involved with the Special Olympics, Habitat for Humanity, as well as a local organization that helps find homes for foster kids.

Going forward, Leah is focused on continuing to serve her clients with passion and committing herself to providing them with an exceptional real estate experience.

She understands how daunting the transaction process can be for many, and sincerely believes that every client deserves a stressfree experience with an agent who is there every step of the way. “I have my broker’s license, so I do have the ability to open up my own brokerage one day. But right now, I’m happy with where I am and what I’m doing. I want to continue to build my personal business in terms of real estate and investing in properties. But beyond that, I take life one day at a time and continue to enjoy it. That’s how I know I’ve found the right career for me, because I never question whether I’m doing the right thing anymore, I’m simply happy and content.”

Top Agent Magazine

For more about Leah Robinson-Christian, email leah@leahchristian.com, visit leahchristian.evatlanta.com or call (313) 99 –6990. www.

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PAM DANIEL

After a successful career in the healthcare industry, Pam Daniel found herself wanting to try something new. “I’d been buying and selling houses for investment purposes, and got my Realtor’s® license just so I could understand the process better and feel more comfortable with the decisions I was making. So when I started looking for a different career path, real estate seemed like the logical choice.”

same skillset. It’s about efficiently managing a transaction from beginning to end, while making the process as stress-free as possible for your clients. There are a lot of emotions involved on both sides of a deal, so empathy is very important.”

Her decision has been well rewarded. Over her 19 years of representing people in the Dallas-Fort Worth area, she’s consistently closed 25 to 30 transactions a year, with 100 percent of that business coming from repeat clients and referrals. She attributes that success to the quality of service she provides for her clients. “Coming from a healthcare background, I’m wired to be compassionate and caring toward my clients, and to place a high value on being an expert in my profession. I was an administrator during my last few years in my former career, and being a Realtor® draws on that 48

Top Agent Magazine

Pam has also been able to combine her passion for conservation with her work at Ebby Halliday Realtors, becoming an Eco-Broker in a state where sustainability is a growing concern.

“Here in Texas, our population is increasing dramatically. Probably 30 to 40 percent of my business these days is from people relocating to our DFW area. About half the water we consume is being used outside the home instead of inside, so it’s critical that we focus on conserving that resource.” Pam shares her knowledge about energy-efficient homes and responsible landscaping with all of her clients.

For her sellers, Pam offers advice on staging their home to best catch the eye of buyers. She hires a professional photographer to capture the home’s unique features, and then uses those to market her listings across all of the social media sites as well as the traditional real estate websites. She also sends out brochures to residents in the local community to inform them about the listing.

When she’s not working, Pam spends much of her time educating her community about conservation, both serving on the board of her local homeowners association and with the Master Gardner organization. For the last fifteen years she’s published a calendar with the Master Gardeners featuring articles about how to landscape and garden while being mindful of the environment. “I love to teach, especially on water conservation. I also enjoy traveling to locations where I can scuba dive. I practice yoga daily, and like to go for walks with my dog.”

Pam has been the number one producer in her office over the last few years, and has earned Ebby Halliday’s highest award for Excellence in Service. She wants to sustain that success going forward, continuing to help her clients strategize for the current market, as well as mentoring other agents in her brokerage to help them increase their knowledge of the industry.

Top Agent Magazine

For more information about Pam Daniel, please call 972-467-6769 or email Pamdaniel@ebby.com.

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are 50

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com.

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JEAN DIMARIA A former teacher, Jean DiMaria has been able to transfer her communication skills and nurturing nature to her role as a REALTOR®. Jean has built a reputation for her client-oriented approach and commitment to helping buyers and sellers achieve their real estate dreams.

Affiliated with RE/MAX Central, she helps clients throughout New Jersey.

Jean does not believe in a one-size-fitsall approach, and treats each client as an individual, paying careful attention to their needs. “I’m a bit of a control freak. I have to stay on top of every single little thing, and my clients appreciate that I am responsive and keep them up to speed on what’s happening. Also, my attention to detail, which is something that I developed when I was a teacher,” she says, and adds, “I believe many of my clients come back and refer me to others because they feel very comfortable with me, and they had a good prior transaction experience.”

Education continues to be an important aspect of Jean’s approach to work, and a huge reason behind her continued success. “I obtained my Brokers license in 2017. I’m always keeping up with my education. I have the Accredited Buyer’s Representative designation, the Seniors Real Estate Specialist designation, as well as the Pricing Strategy Advisor certification.

There is so much to learn in this business, and every day there’s something new that you come across that you didn’t know.”

Putting client relationships on top of her priority list, Jean continues to stay in touch with buyers and sellers long after the end of the transaction. “It’s always been important for me to stay in contact with my clients, but it was even more crucial during the pandemic. I like to pick up the phone and just call them as that’s becoming rarer these days. I also send out mailers, small gifts like lottery tickets and calendars. This 52

year I will send an American Lifestyle magazine which my clients will receive four times a year.”

Last year Jean completed over 35 transactions for close to $7,000,000.

Aside from her diligent work ethic, it’s also her marketing skills that help her achieve high sales numbers and have made it possible for her to win the New Jersey Circle of Excellence Award multiple times. “Social media is a large component of my marketing.

I have a social media coordinator that promotes each listing through Facebook, Instagram and other similar platforms.” As for what keeps Jean heading to work with enthusiasm, the answer is simple: being able to help people. “Real estate is a challenge and it’s very competitive, but I love helping people. There’s never a dull moment. Something exciting is always going on and you never know what’s coming next, so you have to be prepared for everything.”

In the future, Jean is considering teaching real estate courses. “I still have the teacher mentality in me, so I’m excited to share my knowledge with new agents.”

To learn more about Jean DiMaria please call (732) 580–9851, email jeandimaria45@gmail.com, or visit jeandimaria@remax.net www.

Top Agent Agent Magazine Magazine Copyright Top

5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 54

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

Top Agent Magazine

RANEE BIBISI Real estate has been a life-long interest for Ranee. After sixteen years as a stay-at- home mom, she decided to give it a shot. She recalls, “In 2017, my new year’s resolution was to step outside my comfort zone, and one of the things I did was go to real estate school.”

Today, Ranee is an agent with Carbutti & Co. Realtors, and for the last four years, has been a rising star in the Connecticut market.

Currently, more than half of her business comes from repeat and referral clients. She credits her success and high turnover to her personal and attentive dedication with her clients.

“I got a message from someone the other day,” she remembers, “who met a woman at the park who was looking for a Realtor®, and she gave her my name.”

“I love that you never know what to expect every day,” Ranee adds.” “That’s why real estate is so exciting.

Another reason is the people I meet that I am able to help with a new chapter in their lives.”

Ranee sees herself as a connector. Being a real estate agent allows her to bring people together. Whether selling or buying, she sees every case as a personal journey. Treating each client with diligence is key to creating strong relationships and trust. Ranee keeps in close contact with her clients, assuring them every step of the way with prompt, day-or-night responsiveness to texts, phone calls, and emails. Past clients stay close in Ranee’s thoughts as well, receiving regular check-in texts on holidays and their moving-day anniversaries.

She credits much of her confidence to the trust she is able to build between herself and her clients, based on honest human connection. Ranee emphasizes, “When I’m trying to get a listing appointment, or I’m meeting with a new buyer, I always tell them: interview people.

I tell new buyers and anyone selling their home to give different agents an opportunity at that interview, because I feel like once I get in front of you, I can convince you to go with me.

Ranee’s listings don’t stay on the market for long, thanks to Carbutti & Co’s expert marketing team. With an emphasis on digital ads across various social media platforms, it doesn’t take Ranee and the Carbutti team long to sell a property in the Connecticut market, where buyer demand continues to reach new heights. Last year alone, Ranee closed nearly thirty transactions.

Ranee brings all she has learned as a mother of three teenagers to her work with clients. She understands the importance of listening, assessment, evaluation, and balance. As a professional, she has found balance between both worlds, staying involved with her kids’ schools, as well as with her church where she has served on multiple committees. In 2017, she participated in a good-works trip to Nicaragua with other members of her congregation.

When she’s not working, Ranee stays devoted to supporting her children’s activities, like travel baseball and community theatre. She enjoys time with friends, traveling, and spending warmer days unwinding at her family’s beach-house.

Looking to the future, Ranee sees great potential to expand her business and grow her knowledge base. She attends training seminars with lenders and attorneys from her office and learning seminars in Connecticut. “We’re always learning in this business, which is another thing that I love about it,” she says. “My goal is to continue to experience the love and passion for this business while acquiring knowledge from my peers, and listening to the needs of every potential and existing client.”

For more information about Ranee Bibisi, please call 203-435-2679, email raneebibisi@gmail.com, or visit carbuttirealestate.com Top Agent Magazine

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RENATA BRIGGMAN After immigrating to the United States from Lithuania, Renata was looking for a way to be financially free and successful. Inspired by Robert Kiyosaki’s Rich Dad, Poor Dad, Renata remembers, “I realized I needed to figure out how real estate worked.” She became an agent and began to develop her understanding of the business. “The actual job of helping people, this never-a-dull-moment kind of work was really fulfilling,” Renata says. “I’ve been doing it now for eighteen years.”

Today, Renata is a Realtor® in Arlington, Virginia, ranked in the top one percent of VA Realtors®. A true Arlington Expert, Renata keeps her business close to the community she loves, and over her years in the Arlington market, has developed a great referral network.

A natural caretaker, Renata brings an empathetic perspective to the relationship she makes with each client. “I live to be helpful,” she says. With nearly two decades of experience behind her, Renata is an initiating force, boldly leading clients through every step of a transaction. “I’m a strong leader, and people want to lean on someone who cares for them.”

deciding on investments to make each home look its best. “Buyers fall in love with houses through their heart,” she explains. “That’s when they decide to buy, when a house looks move-in ready.” In a given year, Renata closes an average of thirty transactions.

When she’s not working, Renata helps out as a Den Leader for her son’s Cub Scouts troop, helping raise donations for local charities, and being a leadership role model to the children, herself a graduate of the Arlington Leadership Program.

Being part of a close-knit community, Renata loves spending time with friends, enjoying dinners, hikes, and any fun way to spend time together. Renata is also a voracious reader, lover of travel, and life-long learner, always looking for new experiences and adventures every day. “I’m always up for something new!”

Renata continues to invest in her business, building upon that original dream of financial freedom that brought her to America. After eighteen years in the industry, she has found a good work-life balance as a mother of young children, and as a conscientious Realtor® who gives so much to each client. “I enjoy my work, and I’m going to keep doing what I’m doing.”

Renata’s passion for real estate is her passion for people, and for the bonds that are made between a Realtor® and her clients. “Happiness comes from meaningful work and meaningful relationships,” she says. “I’m not just a Realtor®. I become a trusted advisor and friend because I deeply care about my clients and helping them move forward in their lives.”

When it comes to marketing, Renata raises the bar for how properties are presented. By overseeing and investing in the preparation of a home, Renata controls the quality of the product before it goes to market. By collaborating with sellers and professional stagers, Renata takes each listing through a detailed process, 56

To find out more about Renata Briggman, please call 703-217-2077, email renata@thearlingtonexpert.com or visit thearlingtonexpert.com Top Agent Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

SUMMER CASEBOLT Top Agent Summer Casebolt – of Abek Inc. in Slidell, Louisiana – is a highly professional, incredibly knowledgeable real estate agent who consistently goes above and beyond for her many grateful clients. Having built her considerable business on a solid foundation of honesty and integrity, Summer has more than earned her stellar reputation as a trusted real estate advocate.

Born and raised in Nashville, Tennessee, Summer has been associated with real estate in one way or another since childhood. “I actually come from a family of Realtors® and Builders. My mother was a Realtor®, and I spent a lot of time in her office when I was young, learning about the industry from her. When. My family decided to open their own brokerage, I got my license at the age of twenty-two, and haven’t looked back since.” Currently licensed in both Louisiana and Mississippi, Summer’s past experience walking building sites provides significant extra value to her clients.

With a husband who is active-duty military, Summer’s sphere of influence includes a large number of military families. Currently, a significant portion of Summer’s considerable business is based upon repeat clients, referrals, and positive word of mouth. “Honestly, I’ll do anything for my clients,” she enthuses. “One time, my clients’ car broke down on the other side of the country and they couldn’t make it to their new home on time, so I helped move their furniture in for them. I’m not just a normal agent, I want to guide them through the entire process and make certain they have a smooth transaction.” Summer also works diligently to form trusted relationships with her clients; relationships that

far transcend the closing table. “I want them to know that they can call me even after they move into their new home.”

Proof of the excellent customer service Summer provides can be found on Zillow.com, on which site she holds a perfect, five-star overall rating comprised of multiple glowing testimonials. One of these reads: “We had an excellent experience with Summer. I would refer her in a heartbeat! She is extremely professional and answered all of our questions selling our first home. From the open house, to the incredible pictures, she went above and beyond to help us sell our home!”

There are many other factors that have played a large role in Summer’s continuing success story, and chief among them would be her expert negotiation skills and comprehensive, intelligent marketing of her listings that relies heavily on social media exposure. The result is almost always a fast sale for top dollar, not to mention happy clients.

When she’s not working with buyers or sellers, Summer enjoys nothing more than being a mom and spending time with her family. She is also a philanthropist who gives back to her community, namely through the Bring It Home Northshore organization, which provides support to children and families of overseas and deceased military personnel.

Summer’s plans for the future include continuing to explore opportunities in the commercial real estate arena. “I’m currently getting my CCIM certification,” she says, “and I work with one of the top commercial agents in Louisiana.”

Anyone looking for a top-notch, caring real estate agent need look no further than Summer Casebolt.

For more information about Summer Casebolt, please call 615-519-6355 or email SummerCasebolt@gmail.com Top Agent Magazine

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CHAD DANNECKER After graduating college with a dual degree in Spanish and International Business, Chad Dannecker developed a hunger for experiencing different cultures and traveled across the world, meeting a wide variety of different people along the way. When he got home to San Diego, Chad quickly realized that he wanted to continue this habit of surrounding himself a diversity of different people in his career, and decided to pursue real estate in 2002. It turned out to be a transformative decision, as Chad has grown a large team and established himself as an important member of the industry.

As a San Diego native, Chad is deeply familiar with market trends in the locale, and he aims to consistently serve his clients with enthusiasm and poise.

A people person whose top priority is to provide an enjoyable experience for his clients, Chad knows the importance of carrying himself in a way that instills confidence and establishes trust with the people he works with. He is forthright in the way he delivers information and seeks to solve each of his clients’ unique problems in a way that is most comfortable for them. “I take a friendly approach, but I’m also professional and I take my career seriously,” Chad says.

“I recognize the magnitude of these transactions, and I give people honest answers with no fluff.”

It’s clear that his methods work wonders – Chad gets the bulk of his business through referrals from satisfied clients, and he gets nothing but positive reviews from people who have had the pleasure of working with him.

Chad got to where he is today through determination and hard work, and he regularly gets impressive, tangible results both within his personal career and as

a leader of his team. His team generally closes around $100 million in total volume each year and Chad himself has ranked among the Top 50 agents in the extremely competitive market of San Diego since 2015. Through dedication to his craft and to his clients, he has fostered an environment whereby he can provide excellent service and consistent results to his clients, and he can teach other agents to do the same.

When it comes to interacting with clients on a micro and macro level, Chad puts a huge emphasis on communication and outreach. He is honest in thorough in his explanations to clients, and makes himself readily available for them throughout the week. His team takes pride in utilizing cutting edge technology for their marketing, and they even advertise on HG TV network. The team throws client appreciation events twice a year and always keep in touch with clients over the phone and through social media. “I love the people I work with,” Chad says. “I got into this career for the people, and they are the backbone of what we do.”

In his free time, Chad loves spending time outdoors with his family, especially by the ocean, and he never misses an opportunity to travel. He is involved with several organizations around town, including Laurels for Laurels, a non-profit that promotes leadership among high schoolers in the area.

For the future, Chad hopes to continue building his business and nurturing his team, while providing the best service he can muster to the citizens of San Diego. If you’re looking for a top-notch Realtor® who always excels at what he does, get in touch with Chad Dannecker today!

For more information about Chad Dannecker, call (619) 309-8011, email chad@danneckerandassociates.com or visit compass.com/agents/chad-dannecker 60

Top Agent Magazine

Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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KEREN GONEN Top Agent Keren Gonen – of Green Team New Jersey Realty – is a hardworking, passionate real estate professional who truly cares about the wellbeing of her many grateful clients. Keren’s focus on providing top-of-the-line customer service has translated into a remarkable reputation as a trusted real estate advisor for both buyers and sellers.

Keren, who serves seven counties in The Garden State, officially began her journey in real estate when she became licensed in 2016.

“I decided to get into the industry because my boyfriend was flipping homes and none of the agents he called were getting back to him. We were both getting very frustrated, and one night he just suggested that I should get into real estate.” Keren dove right into her new career, and found great success as a solo agent almost immediately. In 2020 alone, she completed a stunning sixty-three transactions, an impressive feat by any measure.

Currently, more than half of Keren’s considerable business is based upon repeat and referred clients, a sure indicator of the exceptional service she is providing. “I assume it’s because of how I treat my clients,” she says, when asked how she has managed to inspire such impressive levels of trust and loyalty amongst those she works with. “I treat them with care, patience and understanding during the transaction. I make certain that they understand every part of the process. I genuinely care about their wellbeing, whether they are buying or selling.”

There are many other factors that have played a large role in Keren’s continuing and ever-growing success story, and chief among them would be her commitment to constantly remaining in touch with her clients, both during and long after the transaction. “I’m always staying in contact with them, whether it’s during holidays, anniversaries, birthdays or other special occasions.” Another would be her expert negotiation skills and her intelligent, leave-nostone-unturned approach to marketing her listings, which combined result in fast sales for top dollar, not to mention happy clients.

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As proof of Keren’s fierce dedication to her clients, one need look no further than Zillow. com, on which site she holds a perfect, fivestar overall rating comprised of scores of glowing testimonials. Just one of these reads: “Keren is amazing! She is all you could ask for in a real estate agent. She helped us navigate the entire process, and whenever we had any issues or concerns she was right there to assist us. Even though we’ve already closed Keren is still fighting for us and available whenever needed. If you want a real estate agent who will get stuff done expediently and properly you shouldn’t go to anyone else.”

When she’s not working, Keren enjoys nothing more than spending time with her family. She is also an ardent philanthropist who gives back to her community in numerous ways. She currently sits on the Board of Trustees NAMI Sussex, and she is a Director for the local Chamber of Commerce. Additionally, Keren is a Vice President for the charitable organization Team Up for Hope.

Keren’s plans for the future of her business are fairly straightforward: to keep growing and – above all else – continuing to provide her clients with the unparalleled customer service that has become synonymous with her name.

For more information about Keren Gonen, please call 551-262-4062 or email Gonen.Keren1@gmail.com 63

JENNA GUERRERO Eight years ago, Jenna Guerrero started working as an assistant to a real estate agent, but she quickly learned the ropes and was able to start a career of her own as a Realtor®. Located in Houma, Louisiana, Jenna has earned a reputation as one of the top Realtors® in the state through a combination of hard work and compassion for the people in her community. She has found a great deal of success in the industry by focusing on building lasting, trusting relationships with her clients while making sure that her transactions get done efficiently and on time.

Throughout her career, Jenna has worked hard to hone her craft and learn the inner workings of the real estate market. She tackles obstacles head-on and is always willing to help a client with any problem they might have. “I’m a problem solver. I enjoy a challenge, and I work hard to overcome all of my clients’ obstacles,” Jenna says. She loves her job and loves helping people, and doesn’t shy away from even the most difficult of transactions. This has enabled her to close 91 transactions in 2020, a staggering number, but she isn’t in it for the money. “I’m in this to help people make their real estate dreams come true.”

Rather than focusing on the transactional element of real estate, the deadlines and bottom lines, Jenna puts a major emphasis on building relationships with the clients she works with. “When I work with a client, I build a relationship that lasts even after the transaction is closed,” Jenna says. “Clients know they can call me anytime, regardless of what they need.” Jenna’s personal approach of getting to know her clients and pinpointing their specific needs builds trust with them, which in turn expands her sphere. “I have genuine compassion for my clients. They trust me because they know I would never advise them to make a decision that I wouldn’t make for my own family.” Jenna’s 64

caring demeanor has earned her a lot of good will from her community – she gets almost all of her business through referrals from satisfied clients.

Jenna puts a great deal of effort into the presentation of her homes. She uses professional photography and staging as well as virtual tours to bring out the full potential of each home she sells. She then uses social media, YouTube, custom websites and flyers, and print mailers to ensure each listing reaches a wide audience.

A proud mother of five, Jenna spends the bulk of her free time with her family, but she is also a boxing coach and loves hitting the gym. She serves as a Board Director on the Bayou Board of Realtors® and is the co-chair of her local Membership Committee, and she is generally passionate about community involvement. She hopes to start an educational podcast about real estate to build her brand and push her tagline, #SellingHousesIsMyJam, and she is looking forward to continuing to grow her business and help more clients in the years to come. If you’re looking for the best real estate service Louisian has to offer, look no further than Jenna Guerrero!

To learn more about Jenna Guerrero, please call (985) 855-9000 or email sellingismyjam@gmail.com.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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SARAH & KYLE HUGHES, HUGHES REALTY As top agents in the Lone Star State, Kyle and Sarah Hughes are an energetic husband-wife team who are committed to providing their clients with the very best service available. Both are hardworking, dedicated, and deeply knowledgeable Realtors®. As co-owners of Hughes Realty, they have more than earned their solid reputations as trusted real estate advocates for both buyers and sellers alike in the thriving Austin market. Having built their business on a foundation of honesty and integrity, the couple truly care about the wellbeing of their clients.

Together, Kyle and Sarah have over 20 years of combined experience. They started their real estate career in Wisconsin and Minnesota and have now been selling homes in Texas for nearly 10 years.

Almost the entirety of Kyle and Sarah’s business is based upon repeat and referred clients, an objective they have long strived for and which is also an accurate barometer of the exceptional customer service they provide. “I believe it’s because we provide a ton of value to our clients and they trust us,” says Sarah, when asked how she and Kyle have managed to generate such impressive loyalty amongst those they work with. “We do a really good job for them.

There’s an extremely high level of professionalism they’re going to get with us. They can call us anytime and we’ll be available to them. In addition, we try to stay connected long after the closing table. We really work hard to foster those relationships. They mean a lot to us.”

Kyle and Sarah’s commitment to their chosen industry is just one of the many reasons behind the stellar success that sees them outselling the competition.

“We’re in this business as a long-term career. We’re not just in it for a quick sale. Even when we’re at home not working, we’re still talking about real estate.”

Another factor behind the pair’s success is their expert negotiation skills and intelligent, thorough approach to Top Agent Magazine

marketing their properties. Their strategies allow for maximum exposure for their listings, netting their clients top dollar on the sale. The dynamic duo shares that they work exceptionally well as a team. “We each have our strengths,” says Sarah. “I’m passionate about the marketing and backend processes, while Kyle is a master salesman and negotiator. Together, we form a really powerful team that can best serve our clients.”

When the pair isn’t working, they enjoy travelling the country with their two small children and two dogs.

“In this season of life, we’re trying to be very intentional with spending quality time with our family. We have a camper and like to go out for chunks of time to explore different states; different national parks, and just really expose our children to as much as possible.

It’s really fun for us to do and the reason we work so hard in our business.”

Asked about their plans for the future of their business, the pair point to continuing its growth and adding new team members to support that growth. Above all, however, remains their unwavering objective: to continue providing the amazing customer service that has long been synonymous with their names.

To contact Kyle and Sarah Hughes, please call 512-571-1762 or visit SearchAustinRealty.com www.

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LUKAS IRAOLA Licensed in the District of Columbia, Maryland, and Virginia, Lukas Iraola is the lead of The Home Keys Team and a determined real estate agent on the rise. After graduating from college Lukas started a landscaping company which he sold in 2016, pivoting towards real estate. Clients who work with him can count on his professionalism and his commitment to make the transaction process smooth and simple.

An up and coming real estate agent, Lukas ended 2020 with over $20,000,000 in sales volume.

So how does a young agent achieve this feat? “I think being a highly organized person definitely helps pave the road to success. I wake up at 4:30 AM every single morning so that I can get my workout in and start the day right,” he says, and adds that helping his team succeed is a huge motivating factor. “I have three agents working with me now and I am focused on helping them all grow and having one of the top teams in the DC area.”

When it comes to marketing Lukas likes to merge innovation with a bit of old-school. He invests in professional photography, virtual video tours, and also sends out post cards to neighbors. Another important factor in his marketing strategy is a strong social media presence, and advertising on platforms such as Instagram and Facebook.

There are many aspects of his work that Lukas enjoys, one of the biggest one being the freedom and variety of options that come with it. “I like the diversity of this business. There are so many different ways you can go, from investments to property management to flipping homes. You have a variety of directions that you can take your real estate business in once you have a solid foundation.”

Outside of work Lukas is an involved community member. His team donates a $100 for every home they sell to one of the two charity organizations 68

they’re affiliated with: the Alzheimer’s Association and Breadcoin. He also loves mixing his personal passion for biking with helping other people. In 2013 he organized a cross country bike trip from DC to San Francisco with his friends and raised over $20,000 for the Alzheimer’s Association.

He has also completed a two-and-a-halfmonth bicycle journey from Central China to Cambodia; a two-month bicycle trip from Guatemala to Panama, and a twoweek bicycle ride across Cuba.

In the future Lukas is determined to continue providing clients high-quality service and helping them navigate the complex real estate market. He is focused on fostering long-term relationships and building a trusted network of buyers and sellers. “As I grow my business, I want to always give my clients my personal attention and white glove service. I also want to ensure that I create a team culture and work environment that inspires my agents to stay with me for the long run so that we can build something strong and lasting. My goal is to help all my agents succeed.”

To learn more about Lukas Iraola, email lukasiraola@gmail.com, visit compass.com/agents/lukas-iraola, or call (301) 455–2475.

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 70

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

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

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

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

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

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

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TASSIE JUNDT Tassie Jundt – of My Home Group in Wickenburg, Arizona – has worked hard to earn her top agent status. Honest, dependable and possessing a servant’s heart, Tassie has built a thriving business on a foundation of integrity and a sincere commitment to providing her many grateful clients with the very best customer service available in her market.

Tassie began her journey in the world of real estate in 2019. “My friends and family have always told me they thought I should be a Realtor®,” says Tassie. “So, when my kids were old enough and had moved out, I decided to give it a whirl.” While relatively new to the industry, Tassie has already found a level of success that many of her peers with more longevity can only aspire to. Tassie works as a solo agent, though she is deeply appreciative of the assistance that is provided by My Home Group. “They’re a wonderful group of people and they’ve been right beside me every step of the way,” she says.

Currently, a significant portion of Tassie’s overall business is based upon referrals and positive wordof-mouth, a remarkable feat in the highly competitive world of real estate. “I’m not afraid to think outside of the box,” says Tassie, when asked how she has managed to generate such impressive levels of trust. “I also work hard to build solid, long-lasting relationships with my clients.” Tassie, who is already known for her boldness and friendliness, also goes above and beyond for all of her buyers and sellers. “A lot of my clients right now are from out of state,” she explains, “and they really want some boots on the ground. I’m willing to go out and check the property for them, things like property markers and whether it uses sewage or a septic tank, things like that.”

Tassie, who currently holds a perfect, five-star overall rating on Zillow.com, is currently closing on one Top Agent Magazine

home per week, and impressive feat by any measure. Much of this has to do with her intelligent, thoughtful approach to marketing her listings which translates into fast sales for top dollar, not to mention happy clients who continue to return to her and refer others for her services.

When she’s not working, which is rare, Tassie enjoys riding mountain bikes, horses and hiking. She is also an avid philanthropist, and she and her husband are the founders of the non-profit organization Love Your Neighbor Project. “We do many things to help the less fortunate in our community,” says Tassie. “Those things range from bringing meals to shut-ins and others on the holidays to a fashion show where in-need people could bid on the clothing using monopoly money.”

Looking to the future, Tassie’s plans include becoming a broker someday, and growing her already-exceptional business, while sacrificing none of the amazing customer service that has become her calling card.

For more about Tassie Jundt, please call 928-231-6262 or email TassieJean@gmail.com 71

PAMELA KOHRN “It’s the people,” says Pamela Kohrn, describing her favorite part of being a top agent with Keller Williams. “I’m helping people connect with the biggest investment they’ll make in their life. I would never sell someone a house that I wouldn’t sell to one of my own children or buy myself. We go on an adventure together.”

Pamela first got involved in real estate after spending twenty years as a full-time mom to her three children. When it was time for her to find a new career, she decided to pursue her license. “I thought it would be a good fit, and I was excited about it,” Pam recalls. “I’ve always liked looking at houses. That’s how I got into it!”

Working solo with the assistance of a transaction coordinator, Pamela services all of Buffalo. Born and raised in Buffalo she knows her geographic area well and has a large footprint in the region.

When it comes to working with her clients, Pamela loves a personal touch. Between herself and her transaction coordinator, there is always someone available for clients to contact with their questions or needs. Pamela stays in touch through sending cards, text messages, coffee meetups, and social media.

Nearly 70% of Pamela’s clients come from returning or referral business. “I have a proven networking team that I work with,” Pamela explains. “It encompasses all of the needs that my clients could possibly utilize.

Lenders, home inspectors, attorneys, contractors, landscapers, stagers, photographers, cleaning crews, clean out crews—anything that a client would need, I have that connection and can provide them with referrals. They really appreciate that.”

This is reflected in Pamela’s stellar Zillow reviews. One satisfied client writes, “Pam personalized my buying experience and was fully attentive and responsive throughout the process. She listened to what I was searching for and made sure what we found suited all my needs. After the

purchase, she took care of all the details to make sure it closed in a timely manner.”

Outside of going the extra mile for her buyers and sellers, Pamela is deeply involved in her community. She is currently a member of the Buffalo Niagara Association Women’s Council of REALTORS®, volunteers for Meals on Wheels, supports suicide prevention, and takes part in the Survivorship Clinic at Roswell Park. The last is especially near to Pamela’s heart as a cancer survivor. Pamela is also currently in her fourth year on Keller Williams’ Agent Leadership Council, and she is a three-time Bold graduate, a Keller Williams class.

Pamela is also the recipient of the 2018 Bronze Award, 2019 Silver Award and 2020 Silver Award with Keller Williams Realty.

The mother of three grown children, Pamela loves spending her free time with her family. She also enjoys playing golf, live music and giving back to her community.

Looking to the future, Pamela is excited to grow her business organically while continuing to offer her goldstandard service. “Connecting Sellers and Buyers is a large part of my success,” she says. “The inventory is low right now so when I can make that connection happen it is a win-win for all of us! The future is to maintain, excel and keep being the best at what I do.”

To learn more about Pamela Kohrn, call 716-803-7800, email pkohrn@gmail.com, or visit zillow.com/profile/Pam%20Kohrn www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 74

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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BUDDY REDMER In his early 20s, Buddy Redmer helped his dad and stepmom invest in a rental property, and through the experience became interested in the finer details of real estate.

He managed the property for a while, and then decided to try flipping houses. After realizing that he had the ability to take on the role of an agent, Buddy got licensed as a Realtor, and he never looked back.

In his eleven years in the business, Buddy has made a reputation for himself as a hardworking agent who provides immense value for his clients and gives them the insight and care they deserve.

Because of Buddy’s various experiences in different positions within real estate, he knows the importance of providing an enjoyable experience for the client. He places an emphasis on listening closely to his clients to pinpointing their specific goals, then coming up with a plan to accomplish those goals in a way that is convenient and stress-free for them. Specifically, Buddy’s unique background as a CPA has shaped his approach to real estate in a way that is less transactional and more personal – he thinks of himself as a trusted advisor to his clients. “There’s no salesman approach to what I do,” Buddy says. “My background is more consultative and professional. I’m not pushy, and I do things on the client’s timeframe – I help my clients by treating them like a friend.” Buddy finds that this personal approach builds trust with clients early on, and establishes a rapport that extends far into his sphere of influence. It’s no surprise that he’s gotten 97% of his business through referrals over the last 12 months, and gets only positive reviews on his Zillow page.

With a positive outlook and strong work ethic, Buddy gets a lot done for his clients in a timely fashion. With his experience with multiple different sides of the real estate business, he is uniquely equipped to navigate real estate transactions and solve complex problems.

He did 30 transactions in 2020, and hopes to push that number even further in the future.

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Along with his communication, Buddy focuses on providing high quality services to his clients to make their lives easier.

He advertises all of his listings on social media, and provides professional photography, Matterport Tours, and staging consultations to his sellers. He is an excellent advisor who gives clear, useful insight to everyone he works with, regardless of their situation. “I find this job so rewarding because I just love helping people,” Buddy says. As a long-time resident of the Baltimore area, Buddy is intimately familiar with local institutions and market trends, and makes sure that his clients find exactly what they’re looking for.

Buddy is very involved with his community. He has been a member of the Knights of Columbus since his teen years, and he fundraises for various local charities year-round. He lives with his wife and two kids, and they love spending time together outdoors. He hopes to grow his business even larger in the future and to expand his reach to as wide an audience as he can. If you’re looking for high quality real estate service in Maryland, look no further than Buddy Redmer!

Contact Buddy at (443) 318-8800, email buddyredmer@gmail.com, or visit RedmerHome.com www.

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CHERYL RETTERATH With over three decades in the real estate industry, Cheryl Retterath is an experienced agent who seamlessly guides her clients through the transaction process. Cheryl approaches real estate with great focus and passion, ensuring her clients always receive high-quality service.

“People know that they can trust me. That’s why I’m selling houses to second generation clients now. I think that level of deep trust speaks for itself.”

Working under the umbrella of Berkshire Hathaway HomeServices, Cheryl assists buyers and sellers throughout the Twin Cities Metro area and outlying suburbs, as well as Western Wisconsin. Her track record of excellence and quality results helped her grow a loyal network of clients over the years. Buyers can rest assured knowing that Cheryl takes her time assessing their needs in order to help them find their dream home. “When I’m working with people, I look at the big picture and consider everything that goes into their daily life. I truly listen to their needs and figure out what would work best for them.”

On the other hand, sellers can capitalize on Cheryl’s marketing knowledge. “I went to school for advertising and marketing, so I’m well aware of just how important it is to properly advertise your listings. I pay special attention to professional photography and staging as I realize that just one glance at the first picture can make or break the deal for many potential buyers.

And I stay on top of everything going on with social media of course, making sure that I have a strong online footprint. Even in a hot market, those are still really important things,” she says. Her hard work and dedication bring in an average $12,000,000 in sales volume per year.

While Cheryl certainly enjoys her success, she’s much more interested in the human connections she 76

develops while working—an aspect of real estate that she truly cherishes. “My favorite part of my job is building close relationships with my clients and becoming friends. I realize how monumental this process is for many people, and I enjoy working with them and helping them move on to the next chapter of their life,” she says, and adds, “I also love the variety of my work—no day is ever the same!”

Outside of work Cheryl stays connected to her clients through client appreciation events, which she hopes to resume in the near future. She is also deeply involved in her community, volunteering at the local school’s sports program and as a member of the local Chamber of Commerce. To unwind, she loves to hike and spend quality time with her family.

In the future she plans to remain focused on providing clients with white glove service. “I want to continue learning and embracing all the various market changes. In order to best serve your clients, you have to keep up with the technology and evolve with the fast-paced real estate market.”

To learn more about Cheryl Retterath, please call (612) 760 – 4623, email cretterath@bhhsnorthproperties.com or visit cherylretterath.com Top Agent Magazine

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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SONDRA RICHARD While she was working as a property manager, Sondra Richard’s friend told her that she would be good in sales, and that she should consider selling homes. Sondra took the advice and ran with it, getting licensed as a Realtor® in Louisiana. As it turns out, her friend couldn’t have been more correct – Sondra has been in the business for 23 years now, and shows no sign of slowing down. She is a reliable and personable agent who genuinely cares about the comfort and well-being of her clients, and she has the experience necessary to get the job done efficiently every time she works on a transaction.

has been widely acknowledged – Sondra received the 2020 Humanitarian of the Year Award from the Greater Baton Rouge Realtor® Association, an award she received previously in 2018 as well.

With over two decades in real estate, Sondra is a veteran Realtor® with enough hours under belt to tackle any obstacle that might arise while working on a transaction. She is thorough in her approach to negotiation, and gets her paperwork done and correct in a timely fashion. “I’ve seen it all,” Sondra says. “I am very knowledgeable and experienced - I know all the ins and outs of real estate, and I regularly demonstrate that to my clients.” Sondra uses her expertise and talents to get results; she closes between 60 and 75 transactions every year, and works hard to make sure that every one of her clients are satisfied with her work.

In her free time, Sondra loves saltwater fishing and cooking on her grill. She has been involved with several disaster relief groups in Louisiana over the course of her life, and started the Cajun Ladies Crisis Team, a group that puts boots on the ground to help people in areas that have been hit by hurricanes along the Southern Coast. Sondra often says, “If you work from your heart instead of greed, you will succeed,” and she hopes to continue applying that mantra to her work in the years to come. If you’re looking for excellent real estate service in Louisiana, get in touch with Sondra Richard today!

Sondra is a seasoned professional who carries herself with poise and confidence, and builds trusting relationships with clients from the first meeting.

She takes a personal rather than a transactional approach to working with people, focusing on creating a long-term, mutually beneficial partnership with her partner that can pay dividends for both parties well into the future. “After so many years working in this business, I am very in touch with my community,” Sondra says. “I love meeting and working with so many different people throughout the week, I stay in touch with them long after the transaction is closed, and I always keep my phone on.” Her caring nature Top Agent Magazine

The part of her job that Sondra likes most is guiding people towards the achievement of a lifetime. She cares about her clients’ experience, and sincerely hopes to make it a dream come true for them. “I enjoy watching someone take ownership of a piece of America,” Sondra says. “It’s so amazing to be involved in the biggest transaction of a person’s life.” Sondra goes above and beyond the call of duty to make each client’s experience enjoyable and memorable, and her clients love working with her too, indicated by the fact that she gets over 90% of her business through referrals.

For more about Sondra Richard, please call (225) 955-5484, email sondrarichard3@gmail.com or visit sondrasellshouses.com 79

INA SAJOVICH Ina Sajovich became interested in real estate early on. “My father was a mortgage lender and armchair philosopher in Austin, Texas, and I was intrigued at a very young age,” Ina recalls. “When we went on family vacations we would stop at open houses! It showed me that real estate is really a lifestyle and can have deeper purpose. It’s not just a career.” Ina began her real estate career 6 years ago after finishing grad school. “I was intrigued by how we don’t just make spaces or live in spaces, but spaces can make us as well,” she says. “How we live, feel, and engage with our reality is so dependent on our surroundings, most importantly our homes.”

Ina and her team serve the Colorado Range, with a specialty in Boulder County. Almost all of her business comes from repeat and referral clients, an incredible feat that speaks to the trust and confidence she inspires.

“Clients appreciate the customer service I provide,” Ina says. “I follow up and work to build the relationship, making it more than just a transaction. I love helping people move here and getting them connected with the community. I want my clients to feel that this is not just a place to live, it’s their actual home.”

A self-described “marketing nerd,” Ina sets herself apart by being on the cutting edge of digital marketing in the industry. “I was an early adopter of using video to promote listings, as well as digital media, social media advertising, and other technologies that have helped to more effectively market homes,” she says.

“I use technology to stay connected with clients and make sure my buyers are able to see properties before others do.”

When it comes to her listings, Ina uses a combination of digital and old-school techniques to ensure maximum exposure. Her expert management of social media, along with ad retargeting campaigns and good old-fashioned farming, allow her to cover all the bases for her sellers.

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Community involvement is deeply important to Ina. She is a longtime board member and current Co-Chair of the Board for Boulder Food Rescue, an organization that works to create more just and equitable food systems. She also serves on the Board of Trustees of Naropa University, a local Buddhist-inspired university of which she is an alum, as well as on the Colorado Association of Realtors® Diversity and Inclusion Committee. When she is not working, Ina enjoys exploring the outdoors and nature, reading, philosophy, and travel.

In the future, Ina plans to continue growing her team as well as engaging in policy work to “do more to make housing more accessible to more people.” She believes real estate professionals should be themselves and put their values first, so people know who they are and what they’re about. “I love helping people succeed in life,” she says, “doing the things that will create freedom for my clients and their families. I take great pride in helping people achieve another level of liberation, making sure there’s enough for retirement and to send your kids to school; helping to alleviate the anxiety that’s caused by the structures of our social and economic systems, and, in general, helping people ace the life game.”

For more about Ina Sajovich, please call 970.306.9126, visit sajovich.com or email cristina@sajovich.com http://

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Uncommon Contact:

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

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Not everything has to be about business.

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

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

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 82

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

Don’t just react.

Create your own content.

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

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

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

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

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SUSELLE SALERMO “I listen. I listen to what my buyers want, and I listen to what my sellers want,” says Suselle Salermo, a top REALTOR® working out of New Jersey. “Each one has different needs. I never even look at a commission check until the day of closing, and then it’s just to verify that my office name is on there and so forth. I know a lot of agents do things differently, but I just listen to my clients.”

Suselle first got started in real estate as an investor. She and her husband would purchase properties, renovate, and flip them. Suselle soon found herself doing a lot of legwork usually required by an agent. “I was setting up my own lockboxes, showing my own houses, and taking my own pictures,” Suselle says. “Real estate was something I always wanted to do, so I decided to get licensed. Once I did that, it was the best thing I’ve done.”

Though Suselle focuses most of her business in Union and Essex counties, she serves all of the state of New Jersey and is happy to go wherever her clients want to be. Her clients appreciate her dedication and can-do attitude. She’s only been an agent for the past three years, but already Suselle’s business is almost entirely based in referrals. Suselle says, “Every day, I get at least two different referrals from past clients.”

that,” she says. “I’m a people pleaser.

I’ll always do what I can to help you!”

Outside of working hard for her clients, Suselle serves on several community boards. One is the NAHREP Union Essex, an association for the promotion of Hispanic home ownership. Suselle is the Membership Co-Director. She says, “That’s something new I added so I could be more involved in my community,” she says. She is also a part of the Union County Chambers and the Cuban Lions Club in her hometown of Elizabeth.

When she isn’t working, there’s nothing that Suselle loves more than spending time with her husband and three kids. “Any time I have off, I spend it with my family,” she says. “That’s what I love to do.”

Looking to the future, Suselle is excited to grow. She is currently acting as a mentor to three up-and-coming agents. “A lot of new agents get discouraged and don’t last long,” she says. “I wanted to do it differently.” She recently earned her broker’s license and is excited to use her knowledge to better serve her clients. Suselle says, “I always want to learn and grow any way I can.”

Suselle credits her authentic attitude and individualized transaction experience for her high rate of returning customers. “I always think of my clients first,” she says.

“They’re all unique. Everyone has different needs. A lot of times when I talk with a client, they tell me how they’ve worked with a previous agent and did not have their needs met. I’m very transparent. That’s why they love me and keep coming back and sending me business!”

She establishes herself as a resource for her clients, available even after the transaction has closed. Suselle is their go-to person, whether they’re looking for a new doctor, a restaurant, or a handy man. After all, that’s Suselle’s favorite part of the job—helping people. “I love Top Agent Magazine

To learn more about Suselle Salermo, call 908-418-0577, visit SuSellsNJ.com or email suselle.salermo@gmail.com www.

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ALEX SHEVCHUK Before starting his career in real estate, Alex attended a twoyear trade school for construction, engineering and architecture, and worked in various roles in the construction industry. When the economy downturned, he returned to school to explore other career options, but something drove him back to working in real estate.

Alex remembers, “I felt like it was an industry I still needed to be in.”

In 2015, Alex became a licensed real estate agent. Today, he covers the metro area of Portland, Oregon, at Modern Realty where they believe in putting People over Profit.

“Their values align with my own values. That, among other factors, made for a good fit,” Alex says. “Real estate is 100% about people, without people there would be no real estate.”

Over seventy percent of Alex’s business comes from repeat and referral clients. Alex explains that he has made referrals the foundation of his business from the start.

“My focus is on service. The industry is sales-driven, but I don’t consider it that way for myself,” Alex says. “I simply do my best to help people, and that’s really been paying off.”

The care Alex invests in helping clients makes a strong impression, keeping them referring him and returning to work with him again. A genuine straight-shooter, Alex keeps his clients informed along every step of the way to buying their dream home or selling their current home.

“I really go above and beyond for people from the start,

so they know they’re in good hands, getting the best service, and only asking for their trust and confidence of my success in return,” Alex explains. “I always ask myself, ‘if I needed an agent, would I hire me?’”

When it comes to marketing, Alex always conducts a pre-listing consultation in advance to prepare the property for market. “I do everything possible to increase our chances of success,” Alex explains. “From my expertise of the construction industry and having looked at thousands of homes. I know exactly what a buyer is looking for and how to make a property competitive.”

Alex tailors each listing to catch a potential buyer’s eye.

Between MLS posts and social media ads, all featuring professional photography, video, and extensive pricing research, Alex creates a customized marketing package aimed at drawing the most foot traffic to a home. “Selling a home is an art,” Alex says. “Every property is different and needs a specific approach.”

When he’s not working, Alex enjoys time with family and friends. He seeks refreshment and peace in the beautiful Pacific Northwest, hiking, snowboarding, and surfing.

He enjoys traveling, experiencing other countries, and learning about other cultures, appreciating art, and meeting new people. A fan of collectible cars and good food, Alex loves trying new restaurants in Portland’s rich culinary scene. His other passions include architecture and design.

Looking to the future, Alex is working on doubling his current volume by finding talent and partnering with agents to build a team. Alex sees this as the key to sustainable growth and maintaining great customer service as he takes on more clients. “They have to know that you’re there whenever they need you.”

With his sights set on growing his business, Alex looks forward to making his mark on Portland real estate for years to come. “I’m here to win, and I’m here to stay.”

To learn more about Alex Shevchuk, call (503) 928-0543, email shevchukproperties@gmail.com or alex@modernrealty.house or visit zillow.com/profile/shevchukproperties 84

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 86

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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GREG SKIPPER For Greg Skipper, entering the real estate industry was one of the best decisions he’s ever made. He was previously working in the restaurant business, but with a young family to take care of, Greg felt he could utilize his skills elsewhere and have more freedom. “So I made the decision to enter a field that allowed me to grow my business and manage my own schedule,” he says.

After earning his real estate license, he hit the ground running, and his business now mainly derives from repeats and referrals.

By providing superior service and listening intently to his clients’ needs, he is able to exceed expectations while getting buyers and sellers towards their goals.

“I have a strong work ethic and a lot of tenacity,” he explains. “I tend to get really involved with my clients and I focus on building relationships with them.” Serving Maryland and Pennsylvania, Greg takes his time with each person he serves, ensuring he understands exactly what they want. For his buyers, this means interviewing them and determining their budget. Once they have outlined the ideal property, Greg’s search begins. In a seller’s market, he ensures his buyer’s offers are strong and competitive, giving them a better chance at securing the home. If it’s a buyer’s market, he negotiates the best price and terms possible. Meanwhile, his sellers enjoy exceptional marketing, including photography, videography, and social media advertising. “Listings are placed on every major property site, I put it out there in every possible way I can,” he says. This thorough approach helps sellers get the highest price the market will allow in the shortest amount of time.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Greg was nothing short of fantastic to work with. My husband and I met Greg during an open house that we attended.

His personality and knowledge immediately sold us, and upon getting his card, we knew we wanted to work with him. Greg began sending us listings each week Top Agent Magazine

for homes that matched or closely matched our criteria. When we finally found our perfect home and our contingent offer was accepted, Greg helped us put our home on the market the following week. We were under contract that same week.”

When Greg isn’t working, he’s spending time with family, including his wife, son and daughter. He also enjoys staying active through cardio and lifting weights. When he can, he’s thinking about the future, which ultimately looks like a gradual growth of his business. “I want to expand but I never want to lose sight of what’s important. I want to be with my people and cultivate those relationships.”

After all, it’s those connections that keep Greg going.

“What I love most about this business is that I feel I am a part of something bigger than myself. Being able to walk someone through one of the biggest purchases or sales of their life is so amazing.”

To learn more about Greg Skipper, please call 443-536-9451 or email Greg.Skipper@longandfoster.com 87

JEANNETTE THOMPSON “In a market where Sellers literally fly off of the shelf, many REALTORS® right now are doing things like not taking photos or even neglecting to put a sign in the yard,” says Jeannette Thompson, a top agent in Colorado. “We don’t do that. For every sale, we create an auction environment where we do everything. It’s the whole horse and pony show.”

more prospects generated, the higher the price goes.

Her high attention to marketing pays off.

Jeannette and her team move between twenty-five and twenty-seven closings per year alone with an average closing price of about $1.56 million.

For the past twenty-eight years, Jeannette and her team, The Gongloff Group/Home Loans, have provided service in Colorado. Their lending area stretches from Fort Collins to Colorado Springs and west past Eagle County. Their real estate focuses mostly on Summit County and they have Gongloff Group approved Referral Agents wherever else their Clients want to be in Colorado.

When asked if she has any advice for prospective clients looking for a REALTOR® to work with, Jeannette doesn’t hesitate to answer. “Always interview multiple REALTORS® before you hire one,” she says. “Sellers get the most money by increasing the number of buyer prospects. The first question should be if the agent is a part of an MLS that actually syndicates to the internet.

If they say no, you have the wrong REALTOR®.”

Client satisfaction is Jeannette’s number one goal. “We do a great job,” she says. “We’re absolutely committed to improving every single day, and our internet and social media presence is devoted to marketing for our sellers. It might sound like bragging, but it isn’t. We’re honestly the best.”

Jeannette is dedicated to helping lift up her local community. “I like to do things that help the area we’re in,” she says. She and her team have taken part in the Ten Mile Planning Commission, the Frisco Business Advisory Board, and participated in many community events.

Jeannette is particularly good at using her MLS systems to their fullest capacity. “We are the only company who uses all four MLS available to us,” she says. “We do a live video walkthrough, we design a 2D floorplan, we create a landing page for each listing, and we make sure to highlight what we have coming soon everywhere. We hold open houses for our Grand Open Showing Day so that every agent and their client, usually via video, can see all the people lined up and waiting to see the property every fifteen minutes.

We almost always get over asking price, and we have a bidding war every single time.” Our motto is...the

Outside of work, Jeannette loves taking advantage of all the natural beauty Colorado has to offer. She loves skiing and skinning in the winter and taking rides in the summer. She also enjoys spending time on Lake Dillon which runs from Frisco to Dillon and almost all the way to Breckenridge.

Looking to the future, Jeannette is excited to extend her reach to better serve her clients. She is in the beginning stages of launching a Mortgage Planning service with her lending company, and she would like to go entirely electronic with a title company.

To learn more about Jeannette Thompson, call 970-668-0880, email Jeannette@gongloff.com or visit thegongloffgroup.com 88

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 90

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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JENNY USAJ As the co-owner of Usaj Realty, a boutique residential real estate firm, Jenny Usaj dedicates herself to understanding the needs of her clients and expertly guiding them towards their real estate goals. In business since 2007, Jenny was inspired to begin purchasing investment properties by her father, who worked in real estate.

After quickly becoming enchanted by the process, she obtained her license and now serves clients throughout the Denver Metro area.

“We are a tried-and-true independent brokerage,” she says of Usaj Realty, and adds, “We strive to provide our clients with a white-glove service and a smooth experience every single time, and we go above and beyond to ensure a positive transaction for all our buyers and sellers.” It’s this caring approach, paired with excellent market knowledge as well as a wealth of free investment advice, that’s helped Jenny build a loyal network of repeat and referral customers and finish 2020 with $40,000,000 in sales volume.

Another key to Jenny’s success is her modern marketing strategy, which includes a large social media presence that highlights everything her listings have to offer. “It’s crucial to keep up with the times, and online marketing is now more important than ever. People can make up their minds about a property from just a few pictures, that’s why I always invest in professional photography and videography,” she says.

Jenny’s hard-work ethic is propelled by her desire to help people achieve their real estate goals. “Whether it’s a financial goal or a lifestyle goal, or a dream to move to a different state and start a new chapter—walking them through the process and seeing that result on the other end come to fruition is a really beautiful journey that I’m privileged to guide clients on.”

Aside from her commitment to the real estate industry, Jenny is a present member of her local community. An active volunteer with Habitat for Humanity, she helps organize their Women Build annual event.

In her spare time, she volunteers with the Downtown Denver Rescue Mission, helping out with clothing and food drives.

She is also on the board of the Denver Metro Association of REALTORS® Market Trends Committee. “We work on releasing monthly summaries that are a wonderful resource of valuable real estate market statistical data that’s made available to REALTORS® as well as the public,” she says.

When she’s not busy working or volunteering, Jenny loves to spend her time outdoors, preferably hiking.

“I love the beautiful nature our state has to offer. In my downtime, I mostly enjoy being outside and going up to the mountains.” The mountains are also where Jenny is focused in terms of the future of her business.

“Going forward we are looking to get more involved in the mountain community. Summit County and Eagle County are the two areas we have our eyes on, and where we plan on continuing to grow our brokerage.”

To learn more about Jenny L Usaj email jenny@usajrealty.com, visit usajrealty.com, or call (970) 514–8960 www.

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ANNIE WILLIAMS Whether you’re moving for a job or retirement or just chasing a new dream, the logistics involved can be a daunting proposition. And if your relocation takes you to a new region, you can throw in a dose of culture shock as well. Annie Williams has been there. “I moved from Pittsburgh to South Carolina in 2004, and in so many respects it’s a different lifestyle here. A lot of our buyers are from the Northeast, and it can be hard to acclimate at first. I specialize in helping people make that transition.”

Annie leads a small team with BRG Real Estate, serving clients up and down South Carolina’s beautiful Grand Strand. Prior to that, she worked for a television station for eight years, but began looking for something that would give her a little more flexibility when she got pregnant with her first child. “My husband had a good friend who was a broker, and he suggested I’d be a good Realtor® because of my background, which also includes a Bachelor’s degree in Public Relations.

I got my license, and it’s been a great fit!”

Her clients wouldn’t argue, as evinced by the gratitude of one happy buyer: “We started working long distance with Annie, and she has been incredible. She has gone above and beyond the call of duty! It’s stressful enough looking for a home, but to look and be over 500 miles away it’s even harder…

She was with us from beginning to end and we look forward to staying in touch and referring our friends, family and colleagues to her.” Repeat clients and referrals now constitute the bulk of Annie’s business, accounting for nearly 70 percent of her $10.6 million sales volume last year.

“It comes down to the real connections we make with people and our responsiveness to their needs. Our clients know we genuinely care about them. I believe that’s the foundation of superior customer service.”

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Annie doesn’t forget about clients once the deal is done either. She sends them special gifts every quarter, often coordinated with a local business in order to build a stronger community. “I’m always reaching out on holidays or other occasions to let them know I’m thinking about them. And of course I get in touch to thank them and send them some kind of special thank you when I find out they’ve recommended me.”

She’s an avid supporter of her community, having served on the board for Habitat for Humanity, and with which she still volunteers. She donates a portion of her commission from each sale to The Grand Strand Miracle League, which offers individuals with special needs the opportunity to participate in sports and recreational activities in a community-supported, safe, adapted and encouraging environment. She also helps by volunteering at her son’s school and at the Coastal Carolina Association of Realtors.

Annie would like to expand her business going forward. “Right now I work with one other agent and a licensed assistant, both of whom have been wonderful and share my passion for helping people. I’d like to get my production up to 20 million, which would put me in the top 2 percent of agents.”

Contact Annie Williams at 843-298-2246 or email Annie@MoveSouthwithAnnie.com Top Agent Magazine

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 94

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

Seller’s Perspective: How powerful is cash?

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

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

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GINA ZIOBRO Gina Ziobro first started in real estate three years ago. After relocating to Northwest Indiana, she began dabbling in the industry while raising her two daughters. Sure enough, though, real estate proved a perfect compliment to her outgoing personality and entrepreneurial spirit, so she chose to take the leap and transition into being a full-time agent. Since then, Gina has found quick success as a Realtor, and most recently, she decided to take her work to the next level and launch her own team.

Today, Gina leads the Listing Leaders Northwest Team, where she assists clients throughout Highland and the surrounding areas. Licensed in both Illinois and Indiana, she has established a culture around compassion and expertise, with her team having completed $52 million in volume and helping 276 families in 2020 alone. And the key to all this success?

“I genuinely care about my clients,” Gina says. “After all, there’s nothing more fulfilling than finding them the right home.”

When listing a house, Gina and her team offer clients with a varied strategy. After helping her sellers fully prepare their property for the market, she broadcasts it over a mix of targeted digital and social media campaigns, as well as postcards to the surrounding neighborhoods. Moreover, she utilizes cutting edge techniques like video walkthroughs to give her clients an added advantage. But she, above all, strives to keep each sale as stress-free and laid back as possible, ensuring a seamless transaction.

Elsewhere, Gina maintains her elite standards of customer service when assisting her buyers, personalizing her workflow to meet their needs and protecting their best interests from start to finish. Leaning on her acute

knowledge of the local market and outstanding negotiation skills, she carefully guides her clients to sound investment decisions, staying in touch well after the deals are done to ensure they are satisfied in their new homes. Moreover, by servicing multiple states, she is an expert resource to clients who are looking to move out of the higher taxed regions in Illinois.

Through the years, this boutique approach has earned Gina and her team a fantastic reputation throughout Indiana and Illinois, with the vast majority of its volume coming from repeat clients and referrals. “I care more about finding my clients a house than simply selling them a home,” she says. “Throughout the process, I believe in being direct and loyal above all else; I will always go the extra mile when a client needs something.”

Outside her career, Gina is tremendously active within her community. Currently, she is on the Board of the Saddle Creek Property Owners Association, and when she’s not with clients or giving back, she enjoys relaxing at home with her family and providing a strong role model for her growing daughters.

Looking ahead, Gina has big plans for the future of her business. As her volume maintains its steady growth, she intends on adding new members to her team while expanding her sphere of influence throughout the region. But through it all, she is most excited about the new clients and opportunities that lie ahead.

“The agents who work with me have fostered a great, familial connection,” she says. “As we grow stronger, we can tackle any challenge that comes our way while continuing to provide great service to our clients.

Together, we can accomplish anything.”

To learn more about Gina Ziobro, email Gina.Ziobro@listingleadersnw.com, visit listingleadersnw.com or call (708) 935-4746 www.

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