NATIONWIDE & INTERNATIONAL 7-1-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS COVER STORY

TYLER POLK CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

JESSICA ANTHONY MICHAEL ARCI & LAURA COMPAGNI ANDREA BOYLES CHARLOTTE BRIGHT TOM BUERGER JOHN J. BURKE JR. KELSEY DAVIS KYLE DEVEAU DWAYNE DURHAM JOHN EDWARDS AMY FRUSH ELLIE HITT MAGGI KELLY VON KIRCHHOFF JANA LOCKHART ADAM LOEFFEL LORI A. McNEEL JAYSON PARKER TOM & TERRI PARRISH ROVENA PISTOLI JEFF ROSE BETSY TAYLOR CODY THOMPSON FION YAU

Success– These 7 Habits Are the Real Secret to Success What makes somesome people so sucWhat isisit itthatthat makes people so cessful andand others not? successful others not?Is Isthere thereaa secret secret recipe recipe one one can can follow, follow, as as easy easy as as baking baking aa cake, cake, which which will will give give them them the the strength strength to to achieve achieve their their ultimate ultimate goals goals and and have have ititall? all?

The The answer answer is is that, that,in inaamanner, manner,there thereis. is.The The trick trick is is in in how how you you think think about about success success and and what what itit means means for for you. you. Many Many people people define define success success as as achieving achieving their their personal personal goals, goals, but but could could this this be be leading leading them them to to look look atat the the world a little too narrowly? The people people that that are are truly truly successful successful in in every every aspect aspect of of 4

don’t stop stop at at simply simply achieving achieving their lives don’t their personal goals. goals. They They succeed succeedin inmany many job,job, reavenues of of their theirlife, life,including includingtheir their lationships, health, andand family just to name relationships, health, family just to a few.a few. name ultra-successful people tend It turns turnsout outthatthat ultra-successful people to have quite quite a number of things in comtend to have a number of things in mon. One One main main skill many possess common. skill seem many toseem to is high emotional intelligence, or the abilpossess is high emotional intelligence, or ity to manage your emotions so that you the ability to manage your emotions so can you staycan calm focused even even in high that stayand calm and focused in

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high stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calmand composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing.It doesn’tmatter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such awide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increasetheir self-awareness. If a spare moment exists,then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from others, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to draw other people in. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY BE MEMORABLE BY LEAVING A STRONG LEAVING A STRONG FIRST IMPRESSION FIRST IMPRESSION You only have once to make a first impresYou only haveare oneincredibly time to make a firstas sion, and they important, impression, and they importthey are closely tiesare to incredibly positive body lanant, as You theyhave are around closely 7tied to positive guage. seconds to conbody language.

7 seconds vince a person toYou likehave youaround after you initially to convince a person to like after them you meet them. That is how longyou it takes initially a person to decidemeet whenthem. they After meet that, you. After that simplyisspending the rest ofthe therest converaisperson simply spending of the sation justifying that initial reaction they conversation justifying that initial reaction had. You yousure make a good they had.can Youmake can sure make you make impression by having strong strong posafirst good first impression by having ture, a firm handshake, a warm smile,smile, and posture, a firm handshake, a warm openopen shoulders. and shoulders.

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BE FEARLESS BE FEARLESS Successful people know that to give in Successful peopleThey know that let giving to fear is a choice. don’t the into fear fear a choice.

They don’t let takeisover, instead focusing onthe thefeart rushake of over, instead, they focus on the rush of euphoria that comes with conquering fears. euphoria that comes with conquering fears.

All of this adds up to having a high emotionAll of this addsWhat up tohelps having emoal intelligence. you atohigh succeed is tional intelligence.What helps you toemosucthe ability to control those whirlwind ceed theyou ability control whirlwind tionsisso can to stay calmthose and focused on emotions so you can stay calm andcan focused actually succeeding.

These habits help on Theseintelligence, habits can youactually gain a succeeding. higher emotional help a higher emotional intellibut asyou yougain probably already know, anything gence, but dealing as you probably know, involving with youralready emotions in anything dealing with your a healthyinvolving manner takes serious work.emoSo, tions healthy takestime. serious don’t in givea up if you manner fail the first You work.

So, don’t up again. if you fail the first must always try give and try time.You must always try and try again.

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TYLER POLK

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A top producer in southwest Louisiana, Top Agent Tyler Polk works as a solo agent with eXp Realty in the areas near Lake Charles.

Getting into real estate had been on Tyler’s mind for a few years, but he always put the idea on the back burner.

He was discussing job options and suggested it to his friend. When his friend went ahead and got licensed, he realized there should be nothing holding him back, so he followed his own advice. He signed up, took the classes, landed his license and signed on with eXp, a firm that always caught his attention. Three months later, he was a top producer in southwest Louisiana.

In February of 2022, he had that title again, striking out as a solo agent in the areas near Lake Charles.

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Always active on social media, sharing and seeing what everyone is up to, Tyler has a natural way of connecting Top Agent Magazine

with people. He relates on all levels, letting relationships form in an organic and down-to-earth manner. His gift is just Top Agent Magazine

coming across as a natural and likeable person and not ‘salesy’. People talking about that personality is the kind of thing Copyright Top Agent Magazine 9

Tyler relates on all levels, letting relationships form in an organic and down-to-earth manner. His gift is just coming across as a natural and likeable person and not ‘salesy’. that leads to random referral calls coming from out of state and turning into transactions. He sees people gravitate towards him and is amazed at the sudden rush of success he has had since getting his license.

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Even though he has a CRM system to schedule contacts and updates, he likes to just call and keep personal contact, treating his clients as family. The feeling is mutual, as some clients will call him their adopted son, having him over Top Agent Magazine

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for Christmas and Easter dinner. He uses Facebook and Instagram as his social media workhorses, trying to remain consistent in his contact.

Tyler is a working man. He still holds his position at a pipeline company while landing over a million in contracts for the first quarter of 2022. It’s the face-to-face interaction that keeps Tyler going. He’ll talk about anything, and while he knows he can’t fix all the problems in the world, he’ll sit and listen and offer what stories he can from his own experience to help people figure out their problems. He’ll try to help people any way he can, including going to his favorite coffee shop where he’s a regular and paying down the line for the next hundred patrons.

Now he’s looking at moving into real estate full time, where he feels he can really make a difference, helping people secure their investment in the biggest purchase of their lives. He has to make sure there’s still time for his wife, Haley, and their two young daughters, as that’s time you don’t get back. Going full time and forming a team is a big risk, but if he were a betting man, Tyler would always bet on himself. He came from a rough place where crime was high and his friends got into a lot of trouble, but was able to put his mind to it and chase a much bigger career. He’s got a gift in helping people and wants to inspire the kids coming up in tough places like where he’s from that if you put your mind to it, the skies the limit and there’s nothing you can’t achieve.

tyler.polk@exprealty.com www.tylerpolkexprealty.com

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5 Tips to Make New Hires

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

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

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

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

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

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

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

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 14

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

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

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

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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JESSICA ANTHONY From an early age, top producing agent Jessica Anthony was interested in real estate. She bought her first home when she was just 21 and has bought and sold several of her own homes since then.

While she began her career working as a paralegal at a law firm, Jessica made the move into real estate eight years ago. Today, she’s a Seller Representative Specialist (SRS®), Accredited Buyer’s Representative (ABR®), a Certified Negotiation Expert (CNE), Senior Real Estate Specialist (SRES®) and a LeadingRE Relocation Specialist (LRS). A lifelong resident of the Chicagoland area, she serves clients with her strong analytical skills, honesty, and a high level of service.

Working as an independent agent, Jessica has built a business that is made up of around 75% repeat and referral clients. She’s a people-person and clients love how easy it is to talk to her and get her expert advice on the selling and home buying process. “I love meeting new people, staying in touch and hearing their stories,” she says. When she’s not meeting face-toface, she keeps in touch with emails, calls, texts, social media and the occasional pop-by to say hello. “If clients have any questions, I always tell them to reach out. I can recommend vendors such as contractors, electricians, mortgage lenders, painters, landscapers etc., putting them in touch with my local connections, and help them with all their real estate needs. I try to be of service to all of my clients even after the sale,” she explains.

When it comes to marketing her listings, Jessica has all the bases covered. She does online marketing, targeted internet ads, professional photos, videos and postcard mailings as well as open houses to meet prospective buyers and show them all the details that an online listing can’t provide. Whether you’re a first time homebuyer, relocating for your job, or downsizing to a smaller property, Jessica will spend time teaching you Top Agent Magazine

about the market and help you get the best deal possible. Her paralegal background has equipped her with an eye for details as well as strong negotiation skills that are a valuable asset at the closing table.

In her free time, Jessica loves to be outdoors. She enjoys hiking, kayaking, and gardening, as well as traveling and spending time with her family. She’s also involved in her community and gives back where possible. “I participate in Keller Williams’ RED Day, which is a global day of service. I’ve also volunteered with Habitat for Humanity in the past,” she says.

Looking to the future, Jessica wants to continue to grow her business while maintaining the strong relationships she has built with clients. She’s currently looking to start a team with an admin and a buyer’s agent. By strengthening her support system, she can service more people. “I love this business and can’t see myself doing anything else. I want to keep growing and help as many people as possible meet their real estate goals.”

For more about Jessica Anthony please call 815-582-7034 or email jessica.anthony@kw.com

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MICHAEL ARCI & LAURA COMPAGNI key features and characteristics of the home, while having a top-notch media company to team with ensuring the photos, videos, walkthroughs, custom landing pages, global campaign reach and rolling out their tactics on multiple social media platforms to capitalize the extensive reach of their properties to the right target market of buyers. The marketing effort extends to traditional door knocking, direct mail and showcasing luxury homes on the TV Show ‘Top Million Dollar Agent’ currently streaming on Amazon Prime and the upcoming ‘Reno Master’ hosted by Laura.. Michael and Laura get to know each property and represent it as accurately as possible, stressing the unique positives and spinning any possible negatives in a positive light. The lines of communication remain open with their clients post-sale as they continue to foster a level of professional respect and attachment.

They keep in contact through text, social media, pop bys and phone calls, while keeping up to date with their client’s lives and welcoming referrals that come their way as a result of extremely satisfied clients.

Following a very successful career at IBM as a senior executive and ranked as one of the top three global sales closers, Laura was considering a second career comeback to leverage her masterful negotiating and marketing skills. Her son Michael joined her as a licensed realtor with a university degree in real estate management after having been surrounded by the real estate industry all of his life. Each of them works as a solo agent, collaborating on numerous efforts and projects where their skills complement each other for the benefit of the client providing white glove service.

While they maintain a focus within a ninety-minute radius of the general Toronto area, traveling to wherever the client’s need them to, they use different strategies in their business approach. With a proven track record of success in achieving optimal results and a longer history in sales and negotiation, Laura uses existing relationships and her vast experience to work the market effectively. Michael works as wide a canvas as he can, taking every opportunity to maximize his sales and marketing of multi-million-dollar luxury estates to incredible lifestyle condos.

In addition to Laura’s negotiating expertise and Michael’s strong interpersonal skills, they are looking to form an even more formidable alliance adding Laura’s daughters Alexandra and Tiffany to the team, all with the service-oriented mindset. The ‘help others first’ mentality by their support of the community and several causes like the ‘Million Dollar Smiles Org’ helping sick children and is further exemplified in Laura’s #1 bestselling book on Amazon ‘Ignite Your Fire’, which she leverages by donating all proceeds to Toronto Covenant House, helping homeless youth and victims of human trafficking. After a quick break for Michael to hit the gym and Laura to cook up another great meal for the family, their attention reverts back to Laura’s daughters, discovering just where their strengths in real estate lie and how to best utilize them in an amazing growing synergy as they continue to grow their real estate business.

Clients keep coming and returning to the mother-son collaboration due to their authentic and genuine nature. They are grateful for the opportunity to help others, and it shows in the ultimate care and level of customer service they offer.

They are always available to help a client no matter the time or day, offering their knowledge and access to an extensive related support network of financial, inspection, construction and legal professionals. The needs of the client are at the forefront, while exceeding expectations and building long lasting relationships is the result.

A significant part of their business is ensuring that they are tremendously prepared when launching new properties on the market. Making sure they truly understand the

For further info and valuable insight, contact: Michael Arci at 647-388-4306 or Laura Compagni at 647-330-2724 And visit michaelarci.com or lauracompagni.com www.

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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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ANDREA BOYLES Andrea Boyles of Bolingbrook, Illinois, relies on a steadfast dedication to transparency, and an unwavering commitment to interpersonal relationships, to fuel her real estate business.

“I think that I’m a little bit different from other agents. I’m an extreme realist … you get what you see with me.

There’s no hidden agendas: I’m really transparent, and I’m brutally honest.”

This candid approach has helped Andrea springboard her enterprise. Just three short years after becoming a fully licensed REALTOR®, Andrea now finds herself a team leader at the Steven Charles Group of Keller Williams Infinity. In 2021, she and her team were able to clear $12 million in sales over forty-four transactions, serving Bolingbrook, Naperville, Plainfield, and surrounding areas. Their business thrives on word of mouth referrals, which Andrea says comes naturally: “I try to attend community events and social gatherings; I always try to be there. I am a person who works really hard to develop relationships with friends, associates, and people I just run into in everyday life.”

In addition to her diligent networking, Andrea leans into traditional and digital marketing techniques. Her team keeps in touch with past clients through frequent mailers, text messages, and emails. She markets her opportunities on MLS and through open houses, but most importantly, by leveraging social media outlets.

Andrea goes to great lengths to cover every angle when it comes to professionalism with her clients, which she attributes to her past experience in the corporate field.

“I have a big corporate background, so I have an extreme professionalism about me that was drilled into my head, and my clients really appreciate that. It’s not about the money – it’s about doing the job to exceed the needs of my clients and provide a great experience, the money just follows.”

Andrea prides herself on ensuring that every job is Top Agent Magazine

thoroughly complete, and she is excited to impart her knowledge and passion to the team of agents that grows around her: “I work very hard to be educated: know my areas, and understand what other people who are buying are looking for. I want to give my clients the best opportunity to get their property sold.” While she currently enjoys operating a lean and successful team, she hopes to expand outside of Illinois and into southern states as she grows (particularly into the booming markets of Florida).

While she doggedly pursues these lofty ambitions, Andrea is quick to point out that while work is important, it isn’t everything: “My kids are the most important thing to me. Especially because they’re quickly becoming young adults, it’s so important – you don’t get a ‘re-do’. My kids, husband, and our passions, that’s what comes first. If I’m not working, I’m spending time with my kids, my husband and my family, making memories with them that are lasting, so that they know they are loved.”

To learn more about Andrea Boyles, visit stevencharlesgroup.kw.com/about-me, email ABoylesRealEstate@gmail.com, or call 630-669-1141.

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CHARLOTTE BRIGHT her database through phone and casual texts to touch base.

Tired of just sitting in an office as a mortgage broker since 1996, Charlotte wanted to get out, meet people and do different things. She had prior experience as a mortgage banker and insurance agent for the transactional side of the business, and owned a retail store where she honed her customer service skills. In 2004 she got her real estate license and started covering western North Carolina as a solo agent.

Her skillset and friendly nature gain the trust of clients. Charlotte keeps everything upfront, telling what she’s learned from her personal experiences, clearly communicating to clients what they need to do to get the properties they want.

That trust pulls an 80% referral rate from past clients and those that have become friends after the transaction, going to eat and have their families get together. She’ll maintain contact with others in

The relationship building lands her about $3 million a year in completed transactions. She’ll use MLS, Facebook and whatever social media is necessary to get the word out on new listings. She’s just as enthusiastic listing homes for sale or hunting for a place for a family to settle, but there’s nothing more satisfying than handing over the keys to the perfect home.

When not at work, Charlotte volunteers to be the voice in court for children in foster care. She’ll spend time with family and her grandkids, taking them to ballgames or running around outdoors, but as a movie fanatic, the drive in has a special pull for her. With any luck, her kids and those grandkids will continue on, picking up real estate as the family business.

Carolina Bright Realty | Phone: 828-655-0911 • Fax: 828-544-8283 Email: charlottebright1170@gmail.com • carolinabrightrealty.com www.

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

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

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

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What is employee appreciation and how do you enact it?

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

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

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

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 22

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

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

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

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

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

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TOM BUERGER After working in the technology consulting industry and owning his own software development company, Tom Buerger was looking for a new career.

He knew that he wanted to work more directly with people and less with technology. When he attended a real estate seminar, he felt it was the perfect fit - what’s more personal than helping someone to find a home? 20 years later, Tom is a Senior Vice President with Compass Real Estate and leads a team of nine agents and two administrative assistants in the Washington DC area with annual sales last year of $156 million.

The Tom Buerger Team serves a large area in and around Washington DC stretching north to Baltimore, east to the Chesapeake Bay, west to Winchester and south to Fredericksburg. This bustling market is characterized by high price points, quick settlements and few contingencies. With Tom’s guidance, the team effectively navigates successful contracts and helps clients to easily reach the settlement table. The team markets listings online through popular real estate sites and has recently hired a social media coordinator to develop listings and client engagement through social media platforms. They also get the word out about new properties through targeted email campaigns.

What Tom loves most about working in real estate is the human connection. Building trust and helping people through major financial and personal decisions is the heart of Tom’s business. Tom and his team take pride in ensuring a smooth transaction for buyers and sellers alike. They are involved with local charity organizations chosen by employees and are also passionate about bringing people together in their client sphere by hosting events where people can socialize and network. It’s a great way to stay in touch with clients while encouraging new connections among their community.

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The team has big plans for a fun future project that combines competition and philanthropy. Tom organized a similar project while completing his MBA. The idea is to create teams of clients that will compete to do the most charity fundraising and community service. At the end of the competition, they’ll host a celebration to get everyone together, toast the success and donate the collective proceeds to area nonprofits.

When Tom isn’t working, he and his husband love to travel. They’ve also started triathlon training to stay in shape and be involved in local events along with Tom’s brothers. His future plans are to grow the business to help as many people as possible. He hopes to continue hosting events that connect people and provide social, professional and community engagement. Tom also has plans to continue strengthening the business through investments in marketing and client experience as well as building on the team’s strong reputation for getting things done in a busy metropolitan real estate market.

For more about Tom, call 202.255.2844, email tom.buerger@compass.com or visit compass.com/agents/tom-buerger www.

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JOHN J. BURKE, JR. Maryland’s upper eastern shore is known for its unmatched beauty. With countless tidal streams, rivers and creeks flowing out to Chesapeake Bay, those who live here feel lucky to call it home. Real estate agent John J. Burke, Jr. loves helping his clients discover this region. Specializing in waterfront and water oriented properties, John entered the industry in 1988, when he began investing in real estate. By 2004, he earned his real estate license, and in the late 00’s he earned his broker’s license, deciding to make it his fulltime career. Today he works with Gunther McClary Real Estate in Cecilton, where the vast majority of his business derives from referrals. By putting his clients first, he is able to exceed their expectations and make their real estate journeys memorable.

With extensive experience as an investor, he is able to share his knowledge with his buyers and sellers.

“I also spend a lot of time on the water, so I’m very familiar with this lifestyle,” he explains. John is there for his clients at every step, answering questions and alleviating stress. Taking the time to understand their needs, he develops a plan to achieve their goals. For his buyers, this entails getting them the property that checks their boxes and staying patient throughout, never pressuring them to make decisions. At the same time, he assists his sellers in getting the most for their home by spreading the word far and wide. “We mail out a quarterly magazine to our client base as well as all the local marinas, restaurants, and places where you can find tourists,” he explains. “We’ve also done some regional advertising on Facebook.” As many of the homes he sells are second homes, it’s important to reach people living in different areas.

After working together, buyers and sellers rave about their time with John. One recently said, “John helped us search for our waterfront dream home for 5 years 24

before finding the right opportunity. I was beginning to think that we would never be able to afford to live on the water...we are now in the process of building our dream home all thanks to John! He worked EXTREMELY hard on our very complicated real estate purchase, which took 5 months to close and involved extensive work with Planning & Zoning, Dept of Environ.

Health, surveyor, bank, attorney, two sellers, challenging neighbors, a private road with no maintenance agreement and some funky deed restrictions from 1957. I cannot thank John enough for ALL of his time and broad range of knowledge and expertise when it comes to all things real estate. John made it all happen!”

Looking ahead, John hopes to continue growing. He is passionate about what he does and enjoys sharing his love of Maryland with those he serves. “I find it so rewarding to find and sell waterfront property that fits someone’s desires, needs and criteria.”

For more about John Burke, please call 443-206-3727 or email jburke57@gmail.com

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

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

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

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

Here are some of the reasons why.

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

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

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

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

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

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

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

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

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 26

4. Networking

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

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KELSEY DAVIS It took someone else stepping in and telling Kelsey that she would make an excellent Realtor®. She was working as a social media strategist overseeing territories form the Philippines to Chicago when someone sat her down and told her she was simply too personable to spend her time sitting and staring at a computer. They helped her get her license and got her foot in the door. That was eight years ago, and she’s loved every second of her new journey.

The Kelsey Touch landed over $15 million in transactions last year, and 67 closings in an eighteen month period.

She loves that she can find someone the dream home that they thought they could never have. Or find the storefront to open the business they have always wanted. Or the perfect property to fit their investment portfolio. Every client is as unique as every property. She loves walking into each home, finding what makes it special and completing the puzzle by matching it with its perfect owner, all while making a friend along with the deal.

She works Eastern Texas and the Dallas Fort Worth Metro area and has been for about eight years now. Business is getting brisk, so she’s enlisted her husband as her first team member, and he’s already racked up a few closings. It’s wonderful to have him there by her side as a support system and to take the weight of some of the work from her shoulders. She easily handles a wide range of properties, from residential to sprawling farm and ranch properties to commercial locations. She’s not a business suit type of agent, and handles all of her transactions and relationships in a very laid back manner that puts her clients at ease. She keeps relationships personable, always reachable by call or text 27/7. If a client has to bring their kids along to a showing, Kelsey will bring hers along as well so no one feels uncomfortable.

As chair elect of the Kaufman Chamber, Kelsey helps put on events like the golf tournament and auction, staying involved with local businesses. She works with the Little Kaufman Downtown Square, fundraising for community events when not volunteering at the church and stepping in when needed as a sub. On the weekends, somehow she finds the time to work on wedding videos when not coaching her kids at T-ball and running after them. Then it’s back on her farm, tending cattle, gathering eggs from the chickens and readying fruit and vegetables to distribute to the neighbors. Next up will be adding some members to her team to grow her business and find more ways to give back to the community.

Her personal touch, which extends to custom gift packets tailored to each client, and presenting herself as more of a friend than a REALTOR® has worked to bring her repeat and referral business up to 70%. She and her clients will follow each other on social media, either Facebook or Instagram, with messages, gift cards and weekly contact coming as second nature to her from when she was a social media manager. Social media also comes in in a big way for her marketing, where she’ll work in TikTok and email blasts as well. She’s particularly proud of a new five star platform she’s launched for social communications.

For more info, call 214-596-8466 and email kelsdavis@gmail.com

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KYLE DEVEAU Kyle Deveau is a former Canadian Armed Forces Officer that unconventionally began his real estate journey.

Before starting in the business, Kyle had been working for the Canadian Armed Forces for 10 years. After completing his service commitments, Kyle started looking for a new career with no prior knowledge of realty. Eventually, one of his mentors convinced him to take a leap of faith and he’s been in love with the business ever since. Currently a solo agent, Kyle has taken ownership of his business after previously being on a team, and things have never been better. “Now that it’s entirely my responsibility, I feel like I’m doing a better job with my clients instead of splitting my attention with the team and taking care of clients.” As a Realtor®, his mission is to provide unmatched service and support to every one of his clients while guiding them towards their goals.

Serving the Greater Victoria area, Kyle is getting his momentum rolling and is glad to start seeing past clients coming back. “It feels great to see that kind of momentum taking place. It’s the best feedback any Realtor® can hope to get.” Kyle has built his reputation and business model on putting his clients first. He prides himself on being able to collaborate in demanding situations. As an Officer, Kyle brings a “duty before self” attitude to every transaction that hasn’t gone unnoticed. It has served him well in a very short time.

“[Clients] don’t feel that there’s any lag in any part of my service and that comes from the previous ten years in the [military].” Approximately 60% of Kyle’s business comes from his connections through the military and that accompanying sphere. He’s very much in touch with the armed forces community nationwide. For nonmilitary clients, he stays in touch by reaching out multiple times per year during holidays and anniversaries.

When marketing a listing, Kyle uses all the traditional formats but also uses targeted ads to the military community through a paper called The Lookout, which gets distributed to all the units. “It’s always fun to get calls from past colleagues that say I saw your face in The Lookout.” Spearheading an initiative between RE/MAX and The Children’s Miracle Network of BC Children’s Hospital, Kyle donates a percentage of each check to the foundation. “I’m quite proud of how much I’ve been able to donate to that organization so far.”

Looking ahead, Kyle feels like he’s ready to put the pedal to the metal and put as much dedication and time as he can into making this career succeed. “I’m just focusing on taking good care of my clients. I think that’s all a good Realtor® should do.” Kyle’s sense of community and prior military service has equipped him with a particular skill-set and a profound desire to see those around him succeed.

To learn more about Kyle Deveau, email kyledeveau@pm.me, call (250) 888-9855, or visit remax-camosun-victoria-bc.com/agent/kyle-deveau www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 30

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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DWAYNE DURHAM With an unmatched dedication to his clients, Dwayne Durham provides personalized service from start to finish and beyond. Since embarking on his real estate journey 7 years ago, Dwayne has distinguished himself in his local market by going above and beyond for the people he serves. His depth of expertise and knowledge of the market also contribute value to his clients. “I’ve always been interested in real estate, mainly from an investment standpoint,” Dwayne recalls of his start in the industry. “Studying architecture is what led me into real estate, and I always followed all the trends and the process.” Since taking the leap into real estate full-time, Dwayne has made a name for himself by helping clients turn their real estate dreams into reality.

Serving Essex, Union, and Hudson counties in New Jersey, Dwayne forms strong relationships with his clients that stand the test of time. Over 80% of his business comes from repeat and referral clients, a sure sign that people trust him to take care of their needs.

“Clients appreciate my dedication to service,” Dwayne explains. “People see that I go above and beyond. I look at my clients as friends, and I make myself available for them.”

promoting on the MLS and across the web on sites such as Google, Realtor. com, and Zillow, he also maintains a robust social media presence to help get the word out. The results speak for themselves, and in 2022 Dwayne is set to reach a sales volume of about $10 million.

Outside of real estate, Dwayne gives back by volunteering at the local shelter and with Habitat for Humanity.

When he’s not working or giving back, Dwayne enjoys traveling, and invests in properties in his spare time.

As for what the future holds, Dwayne says, “I want to grow my business, possibly bringing on partners or building a team. I also would like to expand into other states, such as New York and Pennsylvania.” Above all, Dwayne looks forward to continuing to serve his clients. “There’s nothing else I would rather be doing than real estate,” he says. “In any capacity, whether it’s investing or selling, I love real estate. I love getting the job done, making sure we get to the finish line, and making sure all the services are provided to ensure success for my clients.”

Dwayne nurtures those close relationships by staying in touch with clients long after the closing, and clients love that they can draw on his network of trusted contractors, title services, and attorneys. “Clients know they can call me any time they need anything, whether it’s a referral to a contractor or anything else,” Dwayne says. “I get to follow the progression and see how they’re enjoying the property, because we stay in contact naturally.”

When it comes to marketing his listings, Dwayne casts a wide net to ensure optimum exposure. In addition to Top Agent Magazine

www.

Contact Dwayne at (718)866-8115, email durhamdwayne13@gmail.com or visit facebook.com/profile.php?id=100010510998720 31 Copyright Top Agent Magazine

JOHN EDWARDS John Edwards’ father was a wise, judicious, pragmatic man. Some 30 years ago, when John graduated from Manhattan College, he had his own plan of what he wanted to accomplish, including working in the fashion industry.

But when John realized he was ready to settle into a career, it was then, and only then, that his father jumped in to offer his opinion.

“My father said, ‘I didn’t want to interject before but how about I give you some advice now if you’ll consider taking it?’ And I said, ‘Sure dad, what’s your advice?’ He suggested becoming a stockbroker or going into the real estate business, and real estate really clicked with me,” said John, a Bronx, New York-based REALTOR® and the principal at John Edwards Real Estate, Inc. “I used to work with professional photographers and art directors as a professional male model, and I learned how to market myself. I was always fascinated with arts and creativity in fashion, photography, interior design, architecture, as well as the construction of properties. I also liked when I was a young teenager growing up, my family used to rent a house and go away for the summer to the New Jersey shore. I remember seeing different houses with a real estate agent that were available and I always liked the REALTORS® job of showing and explaining what each property featured. This experience enabled me to relate and appreciate seeing things from both the clients and real estate brokers’ perspectives.”

Clearly, John found his niche. With eight agents working for him, John is an expert in the Riverdale area of the Bronx – where he was born – but also

operates in other areas of the Bronx, the Washington Heights section of Manhattan, and in nearby Westchester and Rockland counties. Even after three decades, he still welcomes new business thanks to his expertise of the area. “This is where I’ve been selling real estate for 30 years. This is where I went to school. So, when a family comes to me I can tell them about the various modes of transportation into the city, the public and private schools, after school programs, restaurants, playgrounds, and houses of worship,” said John, who also has his own contracting business with a partner, and considers himself ‘one-stop shopping’ thanks to his contacts with real estate attorneys, mortgage bankers, mortgage brokers, and more. “When I show a property, I know what needs to be done for renovations, as well as the cost expenses and time factor. Not too many real estate salespersons have the experience I have working in contracting and renovation. And fortunately, I know the market very well.”

When it comes to marketing, John relies on an outside professional photographer, but often does the staging of the home himself. He puts the property on a whopping 75 different websites. When he isn’t traveling, reading autobiographies, spending time with his family, and playing sports with his children, he said “I truly enjoy helping people find a home in a career that I don’t even consider to be work”.

“My plans are to continue my life’s passion as a real estate broker, and grow my business. That doesn’t necessarily mean having more agents. I feel at this stage of my life it’s important to me that my agents are happy and successful, and this in turn will inevitably help John Edwards Real Estate to grow, as the seller or buyer will also be very satisfied.

To contact John Edwards please call 718-755-6515 (cell), 929-474-6900 (office), email JE@JohnEdwardsRealEstate.com or visit JohnEdwardsRealEstate.com www.

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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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AMY FRUSH Amy Frush is a passionate Realtor® that has been in the industry since 1996.

She immediately knew she wanted a career where she decided how much she made. “I wasn’t going to leave it up to the corporate world to give me a raise when they felt it was time.” After taking a small break from sales to work on mortgages, she returned with a renewed focus on REO and short sales. Currently a solo agent and associate broker with Keller Williams, she has a small cohort of trusted individuals she can lean on for transaction processing and more.

Amy is also a member of the Agent Leadership Council at Keller Williams for the past five years and a current member of the Women’s Council of Realtors®. She serves most of the lower Michigan area.

Presently 90%-95% of her business is a client referral or repeat business. “I knew I needed to be with a company that puts their Agents 1st!! Keller Williams was an easy choice!”

Clients return to Amy because she is there from beginning to end, holding their hands with every step. “I believe that most of my clients will say that I’m at their service. They call, and I answer. They have a question, I have an answer.” Amy likes to keep in touch with past clients socially, over the phone. She finds that social communications, rather than frequent solicitations, go a lot longer when the goal is friend and family referral business. Amy also sends out mailers, cards, and the occasional Facebook post. With a client list that spans over two decades, Amy has recently hired an assistant to focus on keeping her database up to date and fill in the blanks when Amy is working with multiple clients.

For sellers, Amy likes to start with a coming soon mailer or postcards in the general vicinity of the property. This is followed by Facebook posts and an Open House. Once there is a closing, Amy sends another postcard with key metrics like the number of offers and time on the market. She averages between $6M-$10M Top Agent Magazine

in sales volume each year. Aside from loving her clients and finding them the perfect home, Amy loves the satisfaction she gets from coming through for them and being completely hands-on with their deal.

Through Keller Williams, Amy fund raises and participates in community outreach events annually. When not working, she can be found alongside her best friend who happens to be her grandson. He accompanies her everywhere, even showings and closings.

Amy is an avid reader, often consuming multiple books at once. Michigan weather permitting, she also enjoys seasonal golfing.

Looking ahead, Amy has no plans of retiring soon. She wants to remain present for her clients, their kids, and their grandkids. However, expanding on her community involvement and getting her broker’s license in Florida is definitely on the ticket. Ideally, Amy would like to onboard more assistance to help with the day-today, while she establishes herself in Florida and begins to work there part-time. “Retirement is not an option.”

Amy is a seasoned Realtor® who knows what it takes to get results in the most challenging of markets. She has true grit and is reliable and recession-proof.

Contact Amy Frush at (734) 558-2303, email FrushSells@gmail.com, or visit online at frushsells.kw.com https://

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ELLIE HITT At age 18, Ellie Hitt already had a growing passion for real estate. She worked on real estate settlements with her stepdad and was a mobile notary. On the weekends, she would drive around neighborhoods admiring houses. “It was just something I loved to do!” she says. At the time, Ellie worked at a medical practice, which was going through staffing changes. “I decided it just wasn’t going to be a good fit for me,” Ellie explains. “And I wanted a career that would allow me to have a family.

Real estate just seemed like the right fit, because I liked houses, architecture and was already experienced.” Today Ellie has reached great heights in her real estate practice. Much of Ellie’s business comes from past client referrals across Maryland and northern Virginia. Known for its proximity to Washington DC, this region attracts a variety of people looking for career opportunities and a higher quality of life.

The market is booming here, and Ellie’s clients appreciate her approachability and honesty. “I’m very upfront,” she explains. “I don’t sugar coat things. I tell them what they truly need to hear. I never want to over promise and under deliver.” This allows clients to fully trust Ellie, knowing she has their best interest in the experience. Being bilingual, Ellie uses her English and Spanish fluency to her advantage while guiding all of her clients through their transaction efficiently and effectively. Whether buying or selling, Ellie’s main priority is advocating for her clients and making their experience seamless and stress free. “I’m all about the relationships,” she says. “It’s not just a transaction to me. My clients become my friends, and those are friendships that I have for years. I’ve attended their weddings; I’ve been invited to their baby showers and kids’ graduations.” By centering her business on these connections, Ellie remains down-to-earth. She equips 36

them with all the knowledge they need to make educated decisions and stands by them through every step of the way.

Many past clients love to spread the word about her work. One recently said, “Ellie was a pleasure to work with, and she was the reason that we found our home and closed without any problems.

Everyone she recommended from the bankers to the inspectors were fantastic! Ellie is organized and honest, and she identified so many different features and drawbacks of different houses that we wouldn’t have been able to recognize ourselves. If you are a first time home buyer, Ellie will guide you through the whole process. We are so happy that we worked with her!”

During her free time, Ellie volunteers at women’s shelters and gives back to domestic violence charities.

She also loves spending time with her son, whether they’re riding bikes or playing with Legos.

To learn more about Ellie Hitt, please call 240-888-8448 or email ellie@homeswithellie.com Top Agent Agent Magazine Magazine Copyright Top

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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MAGGI KELLY With a degree in interior design and a love for architecture, it’s no surprise that Maggi’s path took her into real estate. A single mom of four, she was looking for a different career that would support her family while providing the flexibility she needed. That decision was made was six years ago, and it has proven to be the perfect career for her. Focusing right on her backyard of Boulder County, she’s done transactions from Estes Park and Loveland to Deer Trail, an hour outside of the county. The area promotes an active lifestyle, with ski country only two hours away, extensive hiking and biking trails, and beautiful weather with no extremes.

The area around Boulder is growing, with Longmont becoming quite popular, more affordable than Boulder with a rapidly building downtown, great restaurants and Thursday night music nights. The area is centrally located, just a short hop to any attraction you could want in Colorado.

Nearly 95% of Maggi’s business is by referrals. She spent seven years working for Nordstrom, where the value of Customer Service was a primary concern, and she’s taken that lesson with her. The Porchlight Group she is a part of holds the same high regard for customer service, making a perfect fit for her. Maggi and the company are very relationship based, building lasting relationships that continue long after the transaction is done. The goal is not to sell a house and never speak to a client again, but to forge a new connection. This is a hands-on business, not just a transactional one.

Maggi maintains that connection with traditional handwritten letters, birthday cards and personal gifts as well as occasional client events like appreciation parties.

These client get togethers are not just for Maggi’s benefit, but so that people may meet and find out what other value and services they have that they might be able to provide to each other. This is a key concept when striving to create a reciprocal network in her client base.

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On the listing side, beyond the expected use of MLS and syndication, Maggi works on social media, local flyers with top of the line photography, broker open houses with wine and cheese and music as well as traditional open houses and coming soon announcements. This marketing took her to $10 million in transactions in 2021, and she’s on target to hit $14 million this year, on her way to her goal of $20 million.

A home is a sanctuary, a place to bring joy and peace after a hectic day. Maggi made her home into that of laughter and love for not only herself, but the family she has built. She aspires to spread this gift and sense of comfort to others. Outside the home, her joy is in hiking, lifting weights and her pickleball league. Back in the office, that joy is helping people get into their dream home. She doesn’t ever see a need for agents to become aggressive or confrontational, keeping each transaction stress free and beneficial to everyone involved. To help herself grow, she wants every client to tell them if that experience is exactly what they got and if there’s anything they would change. Her eager consistency to improve her service is what keeps the referrals coming.

For more info, call 303-396-5850 and email maggi.kelly@porchlightgroup.com 39 Copyright Top Agent Magazine

VON KIRCHHOFF Von Kirchhoff of Salisbury, Maryland, has launched a successful real estate career by teaming up with The Maryland & Delaware Group of Long & Foster Real Estate. “I attribute a lot of my achievements to the team that I’ve associated myself with. The culture that we create, and the amount of effort and drive that we put into our work – that’s what helps us generate business and efficient transactions. Plus an expectation of consistency.”

Von joined Long & Foster just two years ago, aiming to springboard his property investment career by learning the intricacies of the industry from established experts. “I graduated from Salisbury University, and I knew I wanted to get into sales and real estate investing. I knew the best path forward would be getting into the sales side, and then transitioning to the investment side once I’d built up enough capital.” His rookie year in 2021 saw Von close twenty transactions, and so far in 2022, he’s on pace to beat his inaugural record. He has already managed to attract five separate repeat and referral clients, establishing a solid foundation to service the entire eastern shore of Maryland, and Sussex County in Delaware.

His natural sincerity and interpersonal touch help Von set his newly formed enterprise a cut above his peers.

“It’s honestly just treating people like acquaintances and friends. Genuinely asking how they’re doing, how their move-in process went, wishing them happy holidays, simple things like that. Every once in a while I might send them gifts, but it’s not about asking for business – it’s about keeping in touch.” This hand tailored relationship building, paired with traditional marketing through MLS and the robust digital presence of Long & Foster (using both Facebook and Zillow), has established a career and lifestyle that is as enjoyable as it is profitable. “I truly feel like I haven’t worked a day in the past two years. Every day is different: owning 40

my own business, setting my own schedule, meeting and talking to different people every day. It’s the best thing for me.”

With his position at Long & Foster cemented, Von is looking forward to building his network of clients and investing a portion of his earnings into his first property. “By next year, I hope to triple the amount of work I will have done in 2022, and acquire my first investment property as well. Whether that’s a fix-and-flip or a buy-and-hold, we’ll have to wait and see.” He is also looking toward the community opportunities that his flexible lifestyle affords him, and he has his heart set on sponsoring a local youth sports team in the near future!

When he’s not building his skillset or relationships, Von takes every opportunity to disappear into the outdoors of Maryland: hiking, being outside, or relaxing by his very own fire pit. “If there are any new agents out there, or anyone looking to get into the business: just make sure you align yourself with the best team in your local area. Ask the right questions.

Make sure that they’re really focused on making you a better agent!”

To learn more about Von Kirchhoff, visit easternshorehomesolutions.com, email Karl.Kirchhoff@longandfoster.com or call (410) 881-8952. www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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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JANA LOCKHART “I wanted a career where I could make a difference in people’s lives and help them achieve their dream of home ownership,” shares Jana Lockhart, a previous school teacher who took small steps toward getting herself licensed and transitioning to a career in real estate.

Today, Jana works as Team Leader and full-time agent, her newest endeavor since March of 2021, representing UP Real Estate Group, brokered by EXP Realty. Together they serve North Carolina, the state she also calls home.

Jana harnesses a niche that promises her clients exceptional service and extensive knowledge of the area as a North Carolina native.

Jana’s primary geographic area of service includes North and South of Charlotte. After one year in the industry, 75% of Jana’s business has already been referral business; however, the rest of her business comes from social media, prospecting, and online leads. Jana attributes her high repeat and referral business to her consistency in following up with her clients, remembering their life milestones, and treating them like family. “I am great at communicating and ensuring that I stay present with my clients,” Jana shares. For Jana, it’s in the small things. For example, she has given out small gift cards so her clients can enjoy a cup of coffee.

Additionally, she has assisted her clients, who are also teachers, with their classroom setup and tear down for the year. As a result, Jana is seeing great results. “Being present for their life is the most important thing,” she shares.

While Jana’s business is brokered through Exp Realty, she has access to impressive technology and a CRM database that allows her to market her listings, which extends to Facebook, Instagram, Snapchat, and even YouTube. She is also recently exploring TikTok as a platform to showcase her homes. Additionally, Jana creates custom websites, designs property brochures, and circle-prospects the neighborhoods to inform clients Top Agent Magazine

about new properties. As a result of her efforts, Jana sold nineteen homes in her first year in real estate and sold eight million in transactions, all during 2021.

Aside from Jana’s active role as an agent, she is incredibly enthusiastic in the community and passionate about giving back to others. Adopt-A-Patient is an organization Jana has founded that supports the local hospice house to collect their needs. Next to this, she started an event called Christmas in July, which helps raise school supplies for underprivileged schools in the area. Lastly, Jana is in the process of creating a business class to teach children how to integrate into the business world. Jana is a Troutman Historical Association board member and engaged in the Troutman Business Networking Group.

Soon she is joining the local Chamber of Commerce.

The future looks optimistic for Jana while she is on track to surpass her numbers from the previous year, intending to reach thirty home sales. Jana’s biggest goal, however, is to help as many families as she can and give back to the community. One thing is sure, Jana is a rising star and Top Agent material, but one with a big heart and some sweet Southern charm.

To learn more about Jana, call 704-682-8631 email jana.lockhart@exprealty.com, or visit zillow.com/profile/jana%20lockhart www.

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ADAM LOEFFEL Adam Loeffel of Milwaukee, Wisconsin, has launched a successful real estate enterprise in two short years. Originally, Adam moved to New York City to pursue a career in hospitality and culinary arts, and has been very successful in the industry. However, that career was shaken by the global uncertainty of the COVID-19 pandemic. Seizing the moment, he leveraged his sharply honed customer service skills to branch into an adjacent market, and he never looked back. “It used to be, during those big special moments, I was kind of on the sidelines, catering or working with food and staff creating moments. Now I’m able to create those special moments for my clients. Real estate has such a huge impact on how people live, their day to day, their finances, their relationships – I get to help with all of that, and make the home buying or selling process as easy as possible.

These are the things that people always remember.”

In 2021, during Adam’s first year in the industry, he was able to clear $4 million in volume as a solo agent, and is easily on track to break that record this year.

He services all of southeast Wisconsin, and thanks to a combination of reliability and consistency, he has established several repeat clients in the area. “My two biggest things are setting expectations, and communication. I always make sure my clients know the next steps so that everything stays according to the timeline, and nobody feels lost during the process. And you can never over communicate – if I don’t answer my phone – clients can always expect a call back within an hour!”

While he prides himself on his unique approach to conducting business, Adam is grateful for the support and networking opportunities offered by Shorewest REALTORS®. “They have tons of resources, and people to partner with, even as a solo agent. One thing that I really like about being part of Shorewest is that every month, there is a charity that we highlight or sponsor. Whether it’s a food drive, or a clothing drive, 44

or monetary donations, they make it easy to give back.”

Adam also relies on Shorewest to help him make the most of his listings with strategic marketing techniques, particularly during the weeks ahead of MLS listings. “There’s so many different ways you can set yourself apart: boosting, open houses; but lots of agents miss out on the huge opportunity for MLS marketing during delayed status.

We also use professional photography for every listing, and of course, our online presence is huge.” By combining Shorewest’s systematic approach with Adam’s own social media diligence, he is able to reliably close transactions in his growing market.

Now that he has cemented his position, Adam hopes to expand geographically and interpersonally, and is excited at the prospect of starting his own team at Shorewest. “I think there’s a lot of opportunity in the industry, and I would like to be someone recognized for setting the gold standard, and being one of the best!”

While he pursues his lofty career ambitions, he finds time to brush up on his culinary expertise by entertaining house guests and spending time with friends.

To learn more about Adam Loeffel, visit adam.shorewest.com, email aloeffel@shorewest.com or call 845.518.0452. www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

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

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

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

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LORI A. MCNEEL Originally from Texas, Lori A. McNeel has always been passionate about helping others. After relocating to the Hawaiian Islands over 22 years ago, she would build a successful career as a VIP concierge and designer. Along the way, though, she began delving into real estate, property management, and interior design for a leading brokerage on the islands, which later inspired her to pursue her own career as an agent. Sure enough, she’s been going strong ever since.

Today, Lori is a REALTOR® with First Island Realty LLC., where she assists clients throughout all of the Island of Hawaii. There, she has cultivated a boutique workflow to meet the needs of any buyer, seller, or investor, living up to her proven tagline: “Where Southern Hospitality meets Aloha.”

When listing a property, Lori is there for her clients each step of the way. Starting out, she helps them fully prepare their home for the market, providing them with a suite of complementary staging and photography services. From there, she shares her listings via a highly targeted blend of digital and social media campaigns, as well as her own extensive network within the Big Island real estate community.

Elsewhere, Lori is just as hands-on when assisting her buyers. Leveraging her background in customer service alongside her elite negotiation and problem solving skills, she thoughtfully uncovers the right investment for their best interests. In fact, she enjoys keeping in touch with clients long after the deals are done—all to make sure they are satisfied in their new homes. “For me, the aloha spirit has always coincided with Southern Hospitality,” she says. “As such, it’s paramount that I go above and beyond for my clients, instilling them with the trust and confidence needed to make strong decisions on their future.”

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Since launching her career in real estate, Lori has earned a fantastic reputation throughout Hawaii, as evidenced by her rapidly growing rate of repeat clients and referrals. Having exceeded $2.4 million in volume in her first year alone, she remains committed to the lasting standards that have set her apart. “I love the process of helping clients find their dream home. More than anything, it’s so rewarding to feel welcomed into their lives during such an important transaction.”

Outside her career, Lori is dedicated to her community. On top of volunteering to aid area beach cleanups, she also contributes to a variety of local causes and organizations throughout the year. When she’s not with clients or giving back, she can be found scuba diving, paddleboarding, golfing, or enjoying all the scenery and culture the Big Island has to offer.

Going forward, Lori has a clear vision for her business. With her volume maintaining its steady growth, she intends on scaling her boutique approach to client service, with an eye towards pursuing her Broker’s License in the near future. In the meantime, though, she is more than happy with the fulfilling life and career she has established on the Island of Hawaii.

“At the end of the day, I’m so excited to provide my clients with the best service possible,” she says. “I’m proud to act as their eyes and ears throughout their transaction—whether they’re buying or selling.”

To learn more about Lori A. McNeel please call (808) 205-7720, email lori@firstislandrealty.com or visit firstislandrealty.com www.

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JAYSON PARKER In 2016, REALTOR® Jayson Parker had a decision to make: go into the Army, or start a career in real estate.

After discussions with a close friend and several years of consideration and research, he decided Real Estate was where he really wanted to be and went to get his license. He’s now been in the real estate business full-time for three years with a business that has quadrupled year after year since he started. Selling 77 units for a total of $6.4 million in sales volume last year alone, it’s clear that Jayson made a great decision for himself in coming into this industry.

Working with a team of agents, Jayson represents the area of Niagara Falls, New York. “Everyone knows Niagara Falls. Millions of tourists visit Niagara Falls every year and I really want to make a difference here with real estate,” he says. With his repeat and referral business totaling around 60%, Jayson has a lot of investors who keep coming back year after year to work with him. Jayson attributes this to market expertise, saying, “I grew up here and my team has made it our focus to bring investors into the area to help beautify Niagara Falls. We know how to run the numbers for them and they trust us with their business.”

in my community,” he says. His office has a lot of initiatives in the area and Jayson’s favorites are sports-related.

“We recently sponsored a local organization who is bringing cricket to the area. We also currently support a local youth baseball team,” he explains. To relax, Jayson enjoys walking around the falls. “I get to walk around a place everyday that most people don’t get to experience in their lifetime. It’s something to be cherished,” he says.

As for the future, Jayson wants to expand his business outside Niagara Falls to other cities and even other states. He’s considered expanding his business to places such as Georgia and Florida to spread his vision to the booming area. No matter what the future holds, Jayson will always strive to build personal connections with his clients and provide the highest level of service. “I strive to help people achieve their goals, whether that is buying more investment properties, helping someone get into their first home, or selling property for clients who want to enjoy retirement.”

To keep in touch with his past and current clients, Jayson regularly picks up the phone. “I let them know that I’m thinking of them and that there is always more business should they be interested,” he says. As far as marketing goes, Jayson uses social media, holds open houses, and sends out postcards but primarily, he relies on his network and word-of-mouth.

When he’s not working, Jayson takes time to support his community where possible. Growing up, he watched his large family struggle with a lot. “They were constantly in and out of prison. I made it out of the cycle and I really just want to make a difference 48

To learn more about Jayson Parker, please call 716-266-5805 or email jayson@heritageteam.com

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 50

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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TOM & TERRI PARRISH Meet Tom and Terri Parrish, two Spokane agents who not only exchanged vows as lifelong partners but have joined forces as a real estate team representing Parrish Real Estate Group LLC with Keller Williams. Tom initially got started in the industry after finishing up his consulting career in 2018 and taking advice from a buddy to pursue real estate.

Terri’s previous career was as a Human Resources Generalist, though she was also persuaded by the same friend to transition to a late career in real estate. So, the husband-wife duo took the plunge and got licensed. Together, they triumph as area experts of Spokane, Washington, and share that this career switch brought forth the greatest blessing, making for authentic relationships and more promising transactions for their clients.

Tom and Terri service buyers and sellers nearly everywhere in Spokane; however, their primary area of expertise is understanding and analyzing the numbers side of the business, focusing mainly on the Northside of Spokane. Though only a few years into their new careers, they have built a fantastic reputation, organically growing their business through referral customers. Tom and Terri attribute their deep knowledge of the area and their tag-team approach to providing outstanding service as critical factors that keep clients coming their way.

Recently Tom and Terri created a newsletter which is sent out to clients every other month. In addition, they stay in touch with clients through phone calls, dinner dates, and simple ways. They also often put their clients on their Billboard at the corner of NW BLVD and Maple Street. “As a Realtor®, there is no specific package of services for each client because each transaction

presents unique challenges and opportunities,” Terri shares. However, these agents are willing to go as far as to use their personal vehicles to help clients move homes. Tom and Terri recognize the variety of situations handed to them each time they work with a new client.

Together, they give their best effort to accommodate any clients’ requests. As a result of their devotion and generous tendencies, the pair has already achieved over twenty-five million in volume over the last three years.

Aside from the duties assigned to their new roles as Realtors® of Spokane, Tom and Terri make efforts to stay involved in the community. For example, they have hosted educational ice cream socials and participated in local food bank events. In addition, Tom recently was a speaker at a local committee meeting to educate their community on current market trends.

Furthermore, they frequently find new ways to stay involved and be of value to their community.

Though most of Tom and Terri’s hours of the day are spent working earnestly, when given the opportunity, they enjoy vacationing at their home in Arizona and spending time with their eight-month-old grandson, Skye. The husband-wife team share that real estate has given them a unique career opportunity; one that strikes the idea of retirement and hands them freedom to control the workload. Tom and Terri are proud of their success so far but are keeping an open mind about what the future looks like with consideration to building a team. The pair agrees that real estate has been a gift and will continue to service Spokane together for as long as possible. When working with Tom and Terri Parish, one can be confident that their experience will be free from stress yet abundant with courtesy.

To learn more about Tom and Terri Parrish, please call 509-951-2128, email tomp@parrishrealestategroup.com or visit parrishrealestategroup.com www.

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ROVENA PISTOLI Rovena gained a wealth of experience working in the marketing department at Wells Fargo financial. She started her real estate journey selling foreclosures and then moved on to a full-service provider for investors. As her client database grew, she started her own business as a full-time real estate agent.

She’s been at it since 2008, and while she works solo out in the field covering the Greater Montreal and North Shore territory, she has several assistants that help handle the back-end work.

business at the top of everyone’s mind. That level of care adds up to a value of around 5 million in listings a year, marketed through the REMAX site as well as other online publicity.

Rovena enjoys communicating with people and getting to know them.

She a social person, and while getting more listings is always important, it’s not the main reason to keep in touch with everyone. She simply loves people and exploring the architecture of the houses she deals with, making her job sit her personality perfectly.

A majority of her business is repeat clients and referrals from prior transactions. They come back and spread the word of her service because she’s an open and honest person, treating her clientele like friends and family. She handles her work quickly and efficiently, even though she juggles a lot of volume, always maintaining the top service and treatment possible. That caring touch continues as accompanies clients through the entire transaction process and beyond, even after the contract is signed.

Over the next year, she’s hoping to double, if not triple, her sales volume. This will lead to the need to establish her own team, which she’s very much looking forward to. To handle that much business herself would limit the time she has to spend with her two daughters, and that won’t do. She needs to have the time for photography, dancing and reading in addition to the charity work she does for sick children at Fondation Opération Enfants Soleil. Until that team comes together, she will continue giving the best service available to anyone who comes to her, with special attention to the Italian and Greek communities she knows so well.

Being fluent in several languages, including Greek and Italian as well as fluent in English and French keeps her deeply involved in assisting those communities find the right properties. Her help includes putting those communities in touch with a network of capable professionals to repair or update properties. While this is used to great effect before the sale to maximize the value of a property, she also offers her connections to those that have moved in and need a quick repair.

Besides supplying her professional connections, she tries to make personal contact several times a year to everyone she’s dealt with. This is sometimes to check if they need anything on a real estate level, but just as often it’s just to catch up and see how they’re doing on a personal level. A quick note or a gift keeps her 52

For more about Rovena, please call 514-910-4128 or email rovena.pistoli@gmail.com Copyright Top Top Agent Agent Magazine Magazine

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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JEFF ROSE When the deal gets tough, Jeff Rose’s mind goes to work.

The Albuquerque agent has a penchant for creative closings. ”Every opportunity has adventure and problem-solving opportunities associated with it,” Jeff says. “For me, solutions lead to ‘yes’ and know diminishes ‘no.’ The more solutions I offer, the quicker we’re going to get to that ‘yes.’ And so I consider that a superpower.” With each home sold, Jeff becomes more versed in off-market solutions for clients. Once, Jeff presented a seller an offer that proposed a vacant lot be taken as down payment. The seller declined but said she would have taken a horse instead. “We didn’t sell that home and take a horse in trade,” Jeff says. “But what I learned is by providing options for my clients, I learn something that I would have never learned otherwise.”

With a light heart and open mind, Jeff adheres to modern-day Beatitudes. “The first one is blessed are the flexible; they shall not be bent out of shape,” he says.

“The second one is blessed are those with no expectations, so they shall not be disappointed. The third one is a blessing to those who laugh at themselves, so they shall be easily amused. And then for believers, blessed are the cracked and broken, for in light of their past, the light of Christ can still shine through their lives.”

Jeff came into real estate while working full time in Hosanna Ministries. A co-worker encouraged him to get his license and join their team at Keller Williams.

He did at the dawn of that company’s entry into the New Mexico market. After stints at other agencies, he built his own brokerage, Jeff Rose and Associates, which in 2012 was the first New Mexico brokerage to join eXp Realty. Since then, his organization has grown from 20 to 70 team members and Jeff is on pace to personally close more than 100 transactions this year, with Rock Star Margie Takach’s expert help.

Jeff’s successful track record has earned him eXp ICON status for the past 6 years.

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Jeff extends his reach both by managing a network of agents and by never running out of creative solutions.

He generally serves a 50-mile radius around the city, but his Icon status gives him access to referrals from around the state. Overall, that leads to about 95 percent of his business coming from broker and client referrals or repeat customers. Jeff keeps in his arsenal alternative solutions such as owner finance and land and equity trades. “So many times, we’re able to expose our clients to an opportunity that they may not have had otherwise in a normal market setting.”

Whatever uncertainty may come to the market, Jeff is ready “to hold on tight, have my seatbelt on, my chin strap on and be ready for the roller coaster to go again.” He anticipates growth based on legislative and commercial activity in the state. New Mexico has legalized cannabis, which statistically pushes average home prices upward. Also, the state is seeing an influx of jobs as Amazon, Google, Netflix and Intel expand there. Jeff’s optimism remains even if home values drop in the near future, creating a market ripe for creative options. “Off-market solutions, I think, are going to be key,” he says. “Those brokers who can anticipate off-market solutions and create off-market solutions are going to position their clients to be homeowners when traditional methods may not accomplish what was intended.”

To learn more about Jeff Rose, email Jeff.Rose@exprealty.com or call 502.205.4175 55

BETSY TAYLOR Betsy Taylor is a real estate agent who is in the “relationship business.” Her personable, client-first approach sets her apart as a valuable agent in Montgomery County.

Betsy found her way into real estate after working as a stay-at-home mom for 15 years. A sudden life change left Betsy also taking on a full-time job and becoming the main source of income in her home.

This shift allowed her to consider a more long-term career, which led to her becoming a real estate agent. Her now-husband encouraged her at the time to take classes at the local community college and complete her licensure.

Nearly nine years later, Betsy is operating a successful real estate business as a solo agent, with an assistant and transaction coordinator. Betsy has big plans to expand in the future, and currently serves greater Montgomery County, Maryland, specializing in Potomac, North Potomac, and Gaithersburg areas. She shares that this area is desirable for its many walkable communities and that shopping and services are close by, “We’re only 22 miles from the nation’s capital.”

Betsy’s current repeat and referral business are at an impressive 70-75% and her volume is 10-15 million per year. She notes that “this year so far, every single transaction has been a repeat client.” Her secret to success is relationships. Betsy prioritizes creating relationships with her clients. She says, “I love staying in contact with my clients, hearing about the happenings in their lives, and celebrating special events.” From birthdays to anniversaries, Betsy stays in close communication with all past clients. She emphasizes, “The type of client I attract is someone I would befriend in real life. I don’t work with just anyone.” Her approach prioritizes “relationships over transactions,” and acknowledges the stress behind buying or selling a home. Betsy shares, “You want someone on your side and to support you, the process of buying or selling is taxing and emotional.”

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Betsy’s strong digital marketing strategy sets her apart as a desirable agent.

She markets listings across Facebook, Instagram, Google, and YouTube. Her ads are regularly seen by up to 20,000 people.

Betsy notes, “I spend all of my marketing dollars on my clients, not self-promotion.”

Her goal is to get each home in front of as many people as possible. With help from her marketing coach, Betsy carefully crafts her marketing strategy for each new home.

Using a professional stager, photographer, videographer, 3-D floorplans, she features listings in a neighborhood magazine, creates an eight-page brochure, and sends out postcards, regardless of price.

Betsy regularly contributes to a community magazine, where she serves as the real estate expert. She publishes articles here at least four times a year. Around the holidays, she sponsors and hosts a pie giveaway and helps host community toy drives. Betsy also has volunteered on the community swim team and has served as the PTA president at her local elementary school.

Betsy’s plans for the future include expanding her team by bringing on another agent and eventually doubling her annual volume. She shares, “I love what I do.

When people know that you truly care about them, they respond to that.”

To get in touch with Betsy, call 240.994.7763 or email Betsy@BetsyTaylorHomes.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 Top Agent Magazine

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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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CODY THOMPSON Cody Thompson is an affiliate broker with Century 21 Prestige based in Chattanooga, Tennessee. It was a lack of passion for his previous career despite making a hefty income, paired with the hindrance of the COVID-19 pandemic, where Cody found himself pondering what would be his next career move. Instead, Cody chose to take advantage of the remote work circumstances and get his real estate license. In his first year, he sold one million dollars in sales volume. Today Cody works with a team of fourteen people with the Dustin Mullins team as one of the leaders in business development focused on real estate coaching and training for other agents. Cody is passionate about his chosen career path and the culture of Chattanooga, Tennessee, the city he also calls home.

Primarily based in Chattanooga, Cody also serves areas of North Georgia. At this point in his career, he is already experiencing about 50% of his business coming from repeat and referral business, while the other half comes from Zillow and other online leads. Cody attributes his integrity in the transaction as a key factor that keeps clients coming his way. “It’s not about how many homes I sell or the sales volume at the end of the day. It’s about the number of happy clients and the number of people I can say I helped them find their perfect home,” he shares. Cody uses various methods to market his listings but relies on Century 21 Prestige’s ability to list and reach a broader population of interested buyers and sellers from their website capabilities worldwide, resulting in advertising to over 86 countries. In addition, he has a large social media following on Instagram and Facebook, which is also the bread and butter of his marketing.

Cody has sold nearly 2.5 million in sales volume just this past month, while his team volume has closed about thirty million dollars in the book thus far in Top Agent Magazine

2022. Despite his and his team’s financial success, Cody most enjoys being able to help people find the home that most suits their circumstances, whether a dream home or a temporary dwelling. In addition, he appreciates having the freedom to create flexibility in his own schedule. Cody is involved in various organizations where he donates his time to mentoring Youth in the Performing Arts, a cause significant to him. He also teaches several competitive performing arts programs, which he has been devoted to for fifteen years to help instill creative ideas and leadership within his students through the performing arts.

During the off hours of the job, Cody’s favorite hobby is spending time on the water, boating, kayaking, and spending time with family and friends. Cody recently moved into a leadership position on the Dustin Mullins Team, working to implement new strategies and procedures to help the business operate efficiently and grow their business. Cody looks forward to helping grow the numbers and is optimistic about what the future entails. Whether a client, a colleague, a family or a friend of Cody Thompson, one thing is sure, he may just be Chattanooga’s most likable agent.

To learn more about Cody, please call (423)667-4879, email codythompsonhomes@gmail.com, www.century21.com/real-estate-agent/profile/cody-thompson-P80118954 or visit his website here Copyright Top Agent Magazine 59

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 60

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.

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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.

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Collaborate with mortgage professionals to find the right financing opportunities

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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.

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

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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

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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.

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FION YAU Fion Yau is a top-producing real estate agent who has doubled her output year over year since getting started in the business in 2018. In her first year, she closed 2 deals; in her second year, 22 deals; in 2020, 48 deals; and in 2021, an impressive 88 deals! As a solo agent working under Coldwell Banker, Fion spent her first two years traveling as a new agent to different areas finding her niche. “The first 2 years, I traveled all over trying to find an area that was a fit for me.” Specializing in single-family homes, multi-units, and commercial buildings in the greater San Francisco area; Fion is still willing to travel for past clients that call on her.

She is an excellent role model for other new agents who are looking to make a name for themselves in the industry.

Thanks to her hard work and dedication, Fion has become one of the most successful agents in the business today. Named to the Real Trends 2021 list of America’s Best, her sales volume ranking is among the top 1.5% of 1.4 million real estate professionals in the US. She enjoys working with people and is committed to helping you with all your real estate needs.

50% of her business comes from referrals and repeat clients. What sets her apart is her customer-oriented service model. She listens to your concerns and adds value where she can. By keeping you updated on the latest listings, market conditions, and industry news, she makes sure that you are always one step ahead in the game!

With Fion’s guidance, her clients find that the purchasing process is easy and stress-free. They know they can trust her to always have their best interests at heart. Fion always goes the extra mile for her clients. Whether it’s keeping in touch, taking them out to dinner, or inviting them to community events, she

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is always looking for ways to build relationships. And when it comes to marketing a listing, she knows how to get results with social media ads, in-person prospecting, and cold calling.

But what sets Fion apart is her ability to educate her clients. Because most of them are first-time homebuyers, they need someone who can explain the process and help them understand where they can add value.

Real estate is not an easy job, but if you are willing to work hard and put in the effort, you can be successful. Fion has been working as a real estate agent for 4 years now, and she reflects on her first year when she was working 6-7 days a week. The road to success was long, however, focusing on her business full time helped her see it through.

Looking ahead, Fion is excited to continue growing her business and becoming even more successful in the years to come. If you are thinking of becoming a real estate agent, or are already in the industry, remember that it takes hard work and dedication to succeed.

But if you keep your eye on the prize, you can achieve your goals. Just ask Fion!

To learn more about Fion Yau please call (415) 939-8927, email fion@fionrealty.com or visit here website at fionrealtysf.com www.

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