NATIONWIDE & INTERNATIONAL 7-11-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS VERONICA ALMEIDA HOLLY BUCCO DYLAN BUGALLO MARYJO BURD NICOLE “NIKI” CARTER CHARESE DAVID DONNA ELLISON MONICA GAUTHEIR CONNIE GRUNWALDT ALICE HARDY SHELBY HUDDLESON ANGIE JACOBS JOSHUA KARCHEM JESSICA KING JUAN MOJICA MELISSA O'REILLY ALISON ORLANDO BARBARA PARK DANA PIERSON-EMERING DANAN POWELL MELISSA QUINLAN COURTNEY ROWE MONICA RUSSELL MATT VERBAAN

COVER STORY

Area Specialist

MICHAEL DINIZ

How to Incorporate Current Events to Your Email Blasts and Stay Relevant

Turn Open Houses Into Destinations THINKING OF LISTING?

Nine Ways to Get Ready

24-HOUR TOUCH-UPS TO MAXIMIZE YOUR LIST PRICE

24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where 4

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

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detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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Area Specialist

MICHAEL DINIZ

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MICHAEL DINIZ Michael served four years in the United States Marine Corps, so it was only natural that when he got into the real estate business he initially started helping fellow veterans and their families find a home.

Michael Diniz may only be in his fourth year in real estate but no one would mistake this broker with Keller Williams Lake Norman in Cornelius, North Carolina as a rookie. As the leader of his own Unlocked Real Estate 8

Group, Michael ended last year with 52 transactions valued at more than $13 million and he says he is on track to reach $22 million to $25 million in sales this year. “I started out in 2018 and based on what others were telling Top Agent Magazine

me,” Michael recalls, “I was planning on a slow start for the first year or two. But honestly, things started off great and it has been an amazing ride ever since.”

Michael served four years in the United States Marine Corps, including two deployments to Iraq as part of Operation Iraqi Freedom. So it was only natural that when he got into the real estate business he initially started helping fellow veterans and their families find Top Agent Magazine

a home. “I began working with a number of veterans and that eventually led to me working with first responders and then teachers,” Michael explained.

He now generates nearly 70% of his business from referrals. “I have been very fortunate in that my clients have referred me to their friends and family,” said Michael. “In addition, I attend a lot Keller Williams events and veteran’s events. But what has really been amazing is the number of referrals I get from other agents outside of Charlotte 9

“I love teaching people about real estate.

That is true of new agents as well as clients who want to learn how to invest and build wealth in real estate.” who are happy to send me their buyer and seller clients.”

Michael and his team, which includes two buyer’s agents, Anthony McClure and Maritza Ortiz Hernandez, cover the entire greater Charlotte market, including outlying areas such as Chester, Shelby, Statesville, Albemarle and Hickory. “We go wherever the opportunity takes us, which is essentially the entire area covered by our MLS,” said Michael. How has he built such a strong business in such a short period of time?

According to Michael it is all about communication, follow-up and that personal touch. “Keller Williams has a great CRM system 10

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so we take advantage of that. But we try to reach out on a very regular basis, even after the transaction is completed.

We are relationship focused, not transactional focused.”

As if Michael doesn’t have a full plate of his own, he is the productivity coach for his office. That means he works with and mentors new agents through their first six transactions. “I realize I am relatively new to the business,” Michael explained, “but I love teaching

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people about real estate. That is true of new agents as well as clients who want to learn how to invest and build wealth in real estate.” When he isn’t listing or selling or teaching others how to do the same, Michael works with veterans and is a member of several veterans’ organizations such as the VFW.

Michael is very excited about the future. He is looking to expand his team by adding an administrative assistant and eventually bringing on additional agents. “I want to expand into other market centers in both North and South Carolina,” said Michael. “The next several years are going to be very exciting.”

You can contact Michael Diniz at michaeldiniz@kw.com or by calling 704-737-9215

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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Area Specialist

VERONICA ALMEIDA

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VERONICA ALMEIDA

Veronica Almeida knows a lot about flying, having spent 14 years in aviation providing exceptional passenger service. In 2015 she came to a crossroads in life and made the best decision for herself and her future customers as she embarked on a new real estate career.

Her goal was to apply the kind of exceptional customer service she learned through her years of flying to her new role as a Realtor®. Today, Veronica may not be working in aviation, but she is still soaring high.

The heartbeat of Veronica’s business is repeats and referrals. She makes it clear that the relationship she creates with her clients is far more important than the transaction. “I know that every client and family has a story and it’s not just about selling or buying a home, I seek to understand my client’s needs so that I can deliver the unexpected while providing a seamless experience. I love empowering my

Her solo practice serves Oakville, the West GTA, Halton, and the Niagara regions. These are the largest urban centers in Ontario with the biggest cities and thriving communities.

There is a large demographic shift, where families are moving to the suburbs, well known for being safe communities, with excellent schools, abundant amenities, and recreation, making the areas Veronica serves much sought-after as places to live.

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clients, building trust, and developing strong relationships along the way”. She lives in gratitude and ensures her clients know how grateful she is to be part of their real estate journey.

Her volume of business is an average of 26 families per year and she is a hands-on agent. She has a valuable network of dedicated professionals who assist her and her clients in every step of the buying or selling process. Marketing and visibility are at the top of her list when listing a home, ensuring every home receives the proper exposure to attract the right buyer for the property. She leverages her marketing with Century 21’s global network which provides exposure to all her listings across Canada as well as globally. She understands that using the right marketing tools requires constant evolution for effectiveness. This has led her to enhance and rebrand her business to improve market share.

Her attention to detail and dedication to her business has not gone unnoticed and she has received numerous awards in recognition of her business excellence. Future plans for Veronica include expanding her business into a team. She knows that connecting the heart, art, and science of real estate with consistent work is the recipe for success. Her human connection extends into her backyard where she supports her neighborhood and community.

She is involved in causes near and dear to her heart, such as animal shelters and animal welfare. Her passion for real estate is fueled by her genuine commitment to making a positive difference in people’s lives, as evidenced by a recent client testimonial. “Her calm assurance backed by her experience and knowledge put me at ease throughout. I cannot recommend her highly enough!” She looks forward to continuing to live her passion and providing exceptional service and experiences to all her repeat and new clients.

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To learn more about Veronica Almeida, please call 905-330-9521 (cell) email homes@veronicaalmeida.com or visit veronicaalmeidahomes.com www.

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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HOLLY BUCCO Top Agent Magazine

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HOLLY BUCCO

Holly Bucco was seeking a new career direction after the birth of her first child. When she enrolled in real estate classes, she quickly discovered an aptitude for the business that perfectly complimented her people skills. Becoming a real estate agent has provided a way to balance family life while building a successful business. Holly’s client-focused philosophy is a winning strategy for meeting her goals to “make more, sell more” year after year while being both a great agent and a great mom. Loving what she does and helping people to accomplish their dreams has made real estate a great career choice with continued growth potential.

feel. With highly-rated schools on both Niche and Great Schools and an active and diverse array of church and civic events, the area is a great place for families and prospective home owners. A bustling town center and local restaurants like Sally G’s, Bar Cilento and Ciro’s Pizza provide additional in-town amenities in proximity to larger cities like Newark and New York.

As a solo agent with Coldwell Banker Really, Holly sees the rewards of building her own

Holly turned her focus to serving the Central Jersey area after her family relocated to the town of Warren. She describes Warren as a vibrant community with a neighborly, friendly 22

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name and business and having the freedom to balance work and family life. She makes the most of the robust marketing programs included in Coldwell Banker’s Listing Concierge service. Marketing includes professional photography, social media and targets online advertising, television advertising, mailers and a weekly update announcing new property listings to area real estate professionals. Holly is also devoted to nurturing her client relationships by staying in touch through emails, phone calls, holiday cards and occasional gifts.

What she loves most about her work is working with people and guiding them through the process of buying or selling a home. Whether it’s a first home, a relocation, downsizing or upsizing, Holly sees the positivity that real estate can bring to people’s lives. She offers a high level of personal service and commitment to get people what they need. Working with a network of other experts from lawyers to lenders, Holly is always available to help her clients and will do what it takes to find answers and solve problems. She describes herself as a no-pressure agent who keeps an open line of communication with her clients; if the timing isn’t right, they’ll know she’s available when they need her. Her dedication is paying off. Holly hasn’t lost a deal yet and has successfully become a multi-million-dollar agent in just three years in the business.

Holly is involved in the community through her volunteer role in the school’s PTA. She also sponsors the Watchung Hills regional soccer team and donates to area churches.

When she’s not selling homes and helping clients, Holly enjoys spending time with her family, being outside, visiting the beach and just enjoying life.

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To learn more about Holly please call 908.358.9256, email holly.bucco@cbrealty.com or visit hollybucco.cbintouch.com http://

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for:

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1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 25

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

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MARYJO BURD Top Agent Magazine

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MARYJO BURD

Meet MaryJo Burd, previously a high school History Teacher for twenty years, who found a knack for real estate after learning a little about the industry. While MJ didn’t intend to make this a full-time career, she was an exceptional estate agent and naturally gifted in selling houses.

However, an initial interest to supplement her income as a single mother resulted in her moving into the field full-time. Today, she represents Charlotte, North Carolina’s fast-growing area, specifically Indian Land, South Carolina, and works alongside a team representing Better Real Estate Carolinas.

competitors alongside her experience as a secondary history teacher. MJ provides a knowledgeable and stress-free environment for her clients navigating the homebuying journey. “I will work hard to make your experience as pleasurable as possible,” she shares. Another factor setting MJ apart from peers is her clients’ trust in her as an agent and also that she was a teacher to many of her client’s and client’s children. In addition, MJ sees the entire experience in her career role as a unique way to help her community.

MJ has lived in Charlotte for twenty years after moving from western New York. While MJ describes the Carolinas as remarkable and developing. She also understands what it’s like to transition from out-of-state. Her ability to walk in her client’s shoes differentiates her from her 28

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MJ makes multiple efforts when staying in touch with clients through pop-by visits, following up through emails, social media, and leaving small gifts on their doorstep. For example, she recently left cozy blankets as gifts for her clients. “My clients become friends,” MaryJo shares. In addition, she is involved with PTSO at the local high school and funded a recent pie event for school teachers! One thing is sure; she is always finding a way to give back. For example, she catered the entire Thanksgiving meal for Lancaster High School. MJ, however humble, feels confident in her ability to market herself. As a result of her hard work and efforts, she is thriving as an agent, while in 2021, she sold twenty-one homes and almost six million dollars in volume.

Next to her drive to help clients reach homebuying and achieve their goals, she is involved with the education committee for Canopy Real Estate, the local MLS Board, and has received her Accredited Buyers’ Recognition. However, MJ’s favorite aspect of her career is helping her community and the newfound freedom she has encountered as a real estate agent. “It isn’t the award or accolade for me. I have a ton of business, but it’s about helping a mom, a friend, or a fellow teacher get their kids into a home,” she shares full of heart. “That is my why. That is why I do this,” MJ proclaims.

“I am really happy where I am today within my firm,” MJ states and touches on the growth and values she has uncovered from joining a real estate team. MJ shares her future goals, which have little to do with making money, and more to do with helping uplift others and watching new agents find success! At the end of the day, when the sun goes down, one can count that MJ is probably still putting others first! She is not only a Top Agent of the Carolinas but one full of soul and gratitude. Very seldom does one come across someone more altruistic than MaryJo Burd.

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To learn more about MaryJo Burd call 704.650.5448, visit betterrec.com or email MJ@BetterRec.com www.

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5 Tips to Get New Clients

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

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

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

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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3

Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

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Create a Website that Offers Real Value to Potential Clients

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

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

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

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MONICA GAUTHIER-O’DONNELL Top Agent Magazine

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MONICA GAUTHIER-O’DONNELL Having been licensed in the business since 2004, Monica’s roots in real estate go back even further. “I grew up in the industry, My dad is a builder in Detroit, and he built every house we ever lived in growing up. I saw it firsthand from an early age what it takes, and I’ve always had a passion for homes and real estate.”

As the Managing Broker and Owner of North Star Properties, Monica primarily serves the Lake Michigan beachfront communities, including Michigan City, Michiana Shores, Long Beach and other areas of LaPorte and Porter counties. She also owns a Vacation Rental management company that works hand-in-hand with her real estate business. “With the popularity of investing in shortterm rentals right now, my vast knowledge and expertise in that area really helps Buyers make financially smart decisions,” Monica explains. “A lot of my sales are second homes, vacation homes, and/or investment properties, and I’m very sharp when it comes to numbers.” As a result, Monica says, “Many top-producing agents in this area call me consistently to consult on a property their clients are interested in, and I’m happy to help!”

Monica is full of enthusiasm for her local area. “Indiana Dunes National Park, our newest National Park, is right here,” she says. “Since it changed from a State Park to a National Park, we’ve gotten much more exposure in our area. It was a hidden gem until then! I see the change as good for property values, the local economy, and local

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businesses.” The area’s appeal extends to more than just natural beauty. “One of my favorite restaurants is Fish Camp. The owner and Head Chef is Nicole, and she’s a phenomenal Chef and person! They serve very fresh fish and seafood, and it’s so good. My 11-year-old son loves eating there just as much as I do!”

Monica’s business is almost entirely referralbased, and it’s easy to see why clients keep coming back and referring their friends and family. “I’m very knowledgeable about the unique aspects of my business,” Monica says. “My clients know that I will be straightforward and direct with them, whether they want to hear it or not. When you’re working with people who are looking at investment properties and second homes, they don’t want things sugarcoated. They need bottom-line numbers, and clients appreciate my honesty and directness.”

Monica likes to give back to her community any way she can. She’s currently helping with fundraising for her son’s school, Notre Dame Elementary, where she is the chair for the Silent Auction event, and also participates in other community service endeavors. We are saving unused, unopened non perishable items left over from rentals and delivering them to local food pantry’s and women’s shelters. “Some Renters leave a house full of unopened groceries after a vacation and if we can pass it on, it’s just doing more good for the community.” When she’s not working or giving back, Monica enjoys playing guitar and singing.

“I love live music,” she says. “It’s what keeps me sane during all the madness! I’m into music of all types, and I have played guitar for 25 years now.”

Monica also likes going on hikes in the Dunes with her son.

“I love what I do,” Monica says. “I love helping people and finding solutions to their problems. I work with everybody from first-time homebuyers to multimillion-dollar buyers, and they’re all lovely! They’re all excited, and it’s fun to work with somebody who’s excited. Whether it’s a primary home or an investment, I get to see the spark in their eye, and it’s such a good feeling.”

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For more about Monica Gauthier-O’Donnell, please call 219.706.9139 email monica@northstarpropertiesofin.com or visit northstarpropertiesofin.com www.

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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 36

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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DYLAN BUGALLO Dylan Bugallo of Queens, New York, has enjoyed fantastic success over the course of his short career at Keller Williams. His business is fueled by a passionate love for his hometown borough: “I was born and raised in Queens, and I would never leave. There’s so many different cultures aligning, and I love it. I also service Long Island and Westchester, but my main area is Northeastern Queens – I’m known as the Co-Op King in my office!”

Realty is a career that Dylan fell into by connecting with his coworkers, and admiring the lifestyle of a REALTOR®. While he was in college, Dylan worked at the front desk of his current office, and he “ended up falling in love with everyone here, making your own schedule, and playing by your own rules.” He quickly rose to executive assistant, then salesperson, and he has recently completed his third year as a licensed agent (with his first year being marked with a Rookie of the Year Award!). He has relied on the national network of Keller Williams agents to bolster his early success, and has found himself able to quickly establish a business that is largely referral based.

In addition to networking with other agents, Dylan goes to great lengths to increase the size of his digital footprint. “We do social media ads through Facebook, we put listings on our YouTube channel, we have an email list of all the brokers in the area that we contact, and whenever we get a new listing under contract, we send a blast email to our past clients.” This two pronged approach led to a stellar year: of the $15 million in volume that was cleared by his team (a collective effort recognized with a Platinum Award in closed sales), Dylan single handedly accounted for $7.5 million. For 2022, his team has already closed $8 million, and with another $5 million already into contract, they expect their overall number to easily double.

Despite the numerical achievements of his enterprise, Dylan finds success by focusing on individual clients, meeting their needs one at a time. “I just genuinely Top Agent Magazine

enjoy helping people. If I take a listing, I don’t care if I have to show the house fifty times – I’ll do whatever I can to get it sold. My dedication to my clients, and the fact that I care for them as if they’re family, that’s what keeps them coming back.” This dedication extends beyond the clients of Queens: Dylan also participates in community outreach hosted

by Keller Williams, which includes coat drives, school supply round-ups, and frequent visits to local children’s hospitals.

He is looking forward to his company’s next Red Day: a time where agents collectively pause their busy work lives, and prioritize food collection and park restoration.

While Dylan already works tirelessly to expand his local and digital influence, he admits to having his sights set on larger aspirations. He currently works closely with his partner and good friend Antonella (they do everything together!), and two buyers agents to whom he is extremely grateful, but he aims to continue expanding.

“I want to be able to train people the way I was trained.

I was trained by people who have been doing this for twenty plus years, and I want to be that light that people look up to, the way that I looked up to the people who trained me. … I want to tell them: ‘Hang in there, keep working hard, and try to achieve your goals, because eventually you’ll get them.’”

To learn more about Dylan Bugallo, email dylanbugallo@kw.com 39 Copyright Top Agent Magazine

NICOLE “NIKI” CARTER Nicole “Niki” Carter has had one diverse career background before settling on real estate. She was in banking – certainly a profession related to realty. But after that Niki was in the waste management business – definitely not similar to real estate.

Yet she called it the favorite 9-5 job she ever had before becoming a REALTOR® for eXp Realty in Southern Missouri, a switch that in large part due to her desire to pay it back to her community after the community paid it forward to Niki and her family.

“My community was the reason we have the house we have today. We were chosen to be on (the former ABC hit show) ‘Extreme Makeover’ and our community literally built our home,” said Niki, who had six children at the time and later remarried a man who had two kids of his own, creating their own version of another ABC hit show, ‘Eight Is Enough.’ “I really wanted to give back to my community. I just wanted to teach the community how to get from Point A to Point B, and that’s how I went into real estate.”

Now Niki is entering her seventh year as a REALTOR® in the Springfield, Missouri area doing anywhere between 35 and 50 transactions a year with a robust 75 percent repeat and referral business. She described Springfield, in the Missouri Ozarks, as half small city, half big town. The area attracts families for its superb school districts, and outdoor enthusiasts for its numerous lakes for canoeing, its hiking areas, even its caves for exploring, where it is rumored that the outlaw Jesse James once hid. Asked how she was able to build her reputation and her clientele, Niki was succinct.

“Handholding. I explain everything, I communicate everything. I have a stellar marketing plan. We call it ‘marketing on steroids.’ We do ads directly ourselves. I

spend the money, even in today’s market where you just talk about a listing and it’s sold,” said Niki, who has an admin but otherwise works solo. She organizes all her social media and handles special campaigns based on buyers and the criteria they are looking for. “We want that house put in front of the right people.

My job is to bring the highest buyer to a seller, not just a buyer.”

Make no mistake – her passion to give back to the community is not limited to just becoming a REALTOR®. Niki is the regional director for a real estate organization of 6,000 women in the U.S. and Canada offering empowerment and support. She is on the board for Missouri REALTORS®, serving as state director, and is also the chair of the Agent Advocacy Council for eXp Realty. Niki holds several accreditations, in fact, including her Master Certified Negotiation Expert designation – which less than one percent of agents hold and further separates her from her colleagues – as well as being a Broker Associate. And she created her own organization called “Helping Heroes,” in which all the monies raised goes back to heroes such as military veterans, teachers, fire fighters and police officers. Niki set it up so that most of her real estate vendors offer discounts to these heroes to help them attain home ownership.

In addition to spending most of her free time with her family, Niki – at the suggestion of one of her daughters who encouraged her to embrace a hobby – is now taking up art again after enjoying it so much in high school.

“Being able to help people have a dream, know what they want, and show them that they can do it, is what makes me go,” she said. “I didn’t have enough faith in myself (years ago) to have a 100 percent commission job. Now I wish I had done it sooner.”

Nicole “Niki” Carter can be reached at 417-848-6410, email sellyourhome@nikicarterrealty.com, or visit Niki’s website at NikiCarterRealty.com and you can catch up with her realtor profile at zillow.com/profile/Nicole%20Carter71 www.

www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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CHARESE DAVID Top Agent Charese David got started in real estate in 2005 after a long corporate career. She had experience in the past, from buying and selling her own home and investment properties, and fell in love with everything real estate offered. With a desire to help people get more out of the process and also grow personal relationships with her clients, Charese started at a boutique agency where she learned hands-on skills. “I know pretty much the gamut and I bring that to my clients.” Currently, she leads her own team at Compass and loves being a part of the community and helping not only grow it, but also instill how important community is to those around her.

Serving the areas of Roscoe Village, North Center and Chicago, IL; Charese is knowledgeable on the surrounding neighborhoods and what they offer from schools, parks and local attractions. Roscoe Village, called a village within the city, has evaded the intrusion of big box stores and retains a very boutique and locally made community. “We try hard to maintain a local feel within the city.” As a member of the Roscoe Village Neighbors, a not for profit Community Board, she volunteers her time for the benefit of the community, the schools, and the local businesses. She is also a supporter of PAWS and One Tail At A Time. Both organizations aim to rescue and support homeless animals across the nation.

Recognized as a top producer year after year, Charese attributes a whopping 95% of her business to repeat clients or client referrals. Her market knowledge, marketing skills, and consistent communication supplement her hard work and personal service. “It’s really the relationships I build with my clients. A lot of my clients have become my friends both near and dear.”

Charese is very hands on and her clients benefit from her personal experience. Charese is extremely knowledgeable and has a great deal of real estate expertise.

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“ It’s not just about the transaction, but everything before, in between and after”, she says. Her buyers benefit from 17 years of real estate experience and her sellers can count on her to go above and beyond with the full support of her team.

Through Compass, Charese is able to provide concierge level services to ensure properties sell for their highest value. This includes renovations, moving services, landscaping and other resources people are in need of when dealing with new homes. Averaging close to 30 transactions per year, Charese likes that she’s able to help people and it goes a long way. “It’s just that satisfaction of being there to help them.”

Some of Charese’s favorite things to do outside of work include working out, singing, playing the piano, photography, cooking, entertaining and traveling. “I love to travel all over and learn about other cultures.” In the future, she looks to grow her team of 3 into an all encompassing brand. Charese combines 17 years of real estate expertise with a rich history of incredible service and is a true champion of the industry as a whole.

To learn more about Charese David email charese.david@compass.com or call (312) 399-1271 43 Copyright Top Agent Magazine

Area Specialist DONNA ELLISON Compassionate and community-minded, Donna Ellison loves to help her clients change their lives for the better. Her interest in houses and real estate goes way back. “My dad was a REALTOR®, so I grew up in the business,” Donna recalls.

“I spent a lot of time around real estate, building, and construction, and I fell in love with the business.” Donna has now been in real estate herself for over 25 years, and for the past 7 of those, her daughter Hannah has worked alongside her as a third-generation broker.

Along with Hannah and their teammate Liz Balderston, who is licensed in Washington as well as Oregon, Donna serves the entire Portland metro area, with a current focus on Canby, where she lives. “I’ve been here in the downtown Canby area for four years, and I’ve become super-involved with the community. I’ve fallen head over heels in love with it!” Donna says.

Donna is full of enthusiasm for her town. “I’ve lived all over the Portland metro area in my life, and Canby is a special place,” she says. “It’s still a small town, surrounded by water on three sides, and has pastures with cows and animals you drive by every day. My husband and I live in the historic downtown area, which has old homes and all the character you can imagine.” She praises the town’s strong sense of community. “What I’ve learned, especially over the last couple years with Covid, is how tight this community is. I’ve never seen a community take care of each other so well.”

It’s that same sense of connectedness that keeps Donna’s clients coming back. “My clients become friends and family,” she explains. “We stay in touch long after the closing, and we’re so lucky that almost all of our business is referral-driven. It’s exciting, because this is the magic place to be in real estate, where your phone rings and you are so excited to be talking to that person again. We really want these people in our lives, and vice versa.”

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When it comes to marketing, Donna and her team use a variety of methods depending on the listing. Their comprehensive approach includes print and social media marketing, as well as holding open houses and drawing on personal relationships across their networks. All their hard work pays off, and last year Donna’s total volume was over $17 million. But for Donna, “That’s not the most important thing. I’ve never set out to do anything other than work with my clients. The people are my favorite part of real estate.”

In the future, Donna plans to continue bringing her clients the same great service. “It’s very stressful to buy or sell a house, especially if you’re doing both at the same time, as many of our clients are. My emphasis will always be on taking care of my clients.” All in all, Donna says she feels fortunate to do what she does. “Real estate is just a super-cool gig, and I’ve loved every minute of it! It’s been such a blessing to me and my family.”

To ind out more about Donna Ellison, you can call her at 503.380.5706, email Donna@EllisonTeamHomes.com or visit at EllisonTeamHomes.com www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 46

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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CONNIE GRUNWALDT A 25 year resident of Chicago, Connie Grunwaldt has always been passionate about real estate. For more than a decade, she would serve in the corporate sphere, honing her sales and marketing skills at various Fortune 100 companies in the consumer packaged goods industry. Along the way, though, she began investing in properties around the Chicagoland area, which later inspired her to pursue her real estate license. In the decades since, she has gone on to author an accomplished career in the business, establishing a network of satisfied clients and colleagues that spans the city.

Today, Connie is a Broker with @properties, where she assists clients throughout the Chicago Metro Area and its surrounding suburbs. Combining her elite business acumen with her background in sales and marketing, she has established a boutique process to meet the needs of any buyer or seller.

When listing a property, Connie prefers a comprehensive strategy. Starting out, she helps her clients fully prepare their home for the market, equipping them with a suite of professional staging, painting, and photography services. From there, she shares her listings to a targeted blend of digital and social media campaigns, as well as print media and the extensive database available through @properties. Along the way, she leverages her knowledge of the marketplace to find the right pricevalue equation for each home, putting her clients in the best position possible to succeed.

Elsewhere, Connie is just as helpful when assisting her buyers. In fact, she even keeps in touch long after the closing to connect her clients with her diverse network of painters, landscapers, and contractors, ensuring that they are happy in their new homes. But above all, Connie enjoys seeing her clients thrive in the Chicagoland area, the third largest market in the United States. “This is a very personal business,” she says. “For that reason, I am most focused on developing a one-on-one relationship with every client.”

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Over the years, Connie has earned a fantastic reputation throughout Chicago, with the near entirety of her volume coming from repeat clients and referrals.

And the key to her success? “Real estate comes down to superior market knowledge, personal service, and intelligence.

Because I’m in this space myself, I stay current on construction costs, lending nuances, which neighborhoods to invest in, and where a client can find the right style of home for their needs.”

Outside of real estate, Connie is deeply involved with her community, having fostered over 28 dogs as a volunteer with Chicagoland Lab Rescue. On top of having sat on the board of a local youth program to provide after school services for at-risk teenagers, she has also served as volunteer coordinator for a homeless youth program for 15 years. When she’s not with clients or giving back, she can be found setting off on her latest traveling, skiing, or scuba diving expedition with her son.

As for the future, Connie has exciting plans for her business. Having completed 39 transactions and $17 million in volume in 2021 alone, she intends on adding to her administrative staff while scaling the proven standards that have set her apart in the industry. More than anything, though, she looks forward to the new clients and opportunities that await in the city she loves.

For more about Connie Grunwaldt, email connieg@atproperties.com or call 773-895-4246 47 Copyright Top Agent Magazine

ALICE HARDY Born and raised in the Charleston area, Alice Hardy has always been drawn to real estate. After graduating from the College of Charleston with her Bachelor’s Degree in Biology and minors in Education and Chemistry, she would serve as a science teacher at Fort Dorchester High School, a career that balanced her passion for her community with her desire to be there for her growing family. Inspired by her experiences buying and selling houses throughout the Tri County area, Alice would later decide the time was right to switch tracks and pursue her real estate license. The rest is history.

through local treasures like Vicious Biscuit, Bowen’s Island, or Cantina ‘76. “My clients are always my top priority,” she says. “From start to finish, I treat them the way I would want to be treated. Whether it’s a $100,000 house or a $1 million luxury property, I will always give them my best effort.”

Today, Alice is a REALTOR® with Realty ONE Group, where she assists clients throughout the Tri County and the surrounding areas. There, she has established strong roots in the region, possessing the expertise and sharp business acumen to meet the needs of any buyer or seller.

Since delving into real estate in 2018, Alice has earned a fantastic reputation throughout South Carolina, as evidenced by her strong rate of repeat clients and referrals.

Having been ranked as the Top Producer in her region for Realty ONE Group in 2021, she remains committed to the proven model of service that continues to set her apart. “When you work closely with people on such an important transaction, you become friends. In real estate, I’ve had the opportunity to meet so many interesting buyers and sellers from all over the United States; it’s truly an eye opening career.”

When listing a property, Alice equips her clients with a comprehensive strategy. Starting out, she helps them prepare their home for the market, providing them with a suite of professional photography and videography services. From there, she shares their listing to a targeted blend of social media campaigns and personalized web pages, as well as neighborhood networking groups and her own extensive sphere of influence.

Outside of real estate, Alice is dedicated to her community. On top of contributing to her local high school and sports teams, she is her neighborhood captain for Lowcountry Orphan Relief. Meanwhile, she coordinates annual food drives for the Hearts for Summerville, providing meals for those in-need.

When she’s not with clients or giving back, she can be found spending quality time at home with her family.

Elsewhere, Alice is just as hands-on when assisting her buyers, leveraging her in-depth knowledge of her community to uncover the right investment for their best interests. Most of all, she loves welcoming clients into her Charleston community, whether they are pursuing opportunities in its thriving industrial market, or enjoying the culture and cuisine available

Going forward, Alice has exciting plans for her business. Now averaging close to $20 million in annual volume, she intends on scaling her core values of compassion and integrity, with a vision of building her team in the near future. In the meantime, though, she is more than happy with the fulfilling life and career she has cultivated in her hometown.

To learn more about Alice Hardy, email alicehardyrealtor@gmail.com, visit alicehardy.myrealtyonegroup.com or call (843) 296-3900 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 50

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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SHELBY HUDDLESON Throughout her life, Shelby Huddleson has always been passionate about real estate. Coming of age, she would learn the business from the ground up from her father, a prominent investor, and her mother, who flipped homes and managed rental properties spanning the Northern California Coast. Inspired by these experiences, Shelby would go on to pursue her real estate license in 2021 and find quick success as an agent, distinguishing herself as a multimillion dollar producer within her first year in the business.

Today, Shelby is a REALTOR® with RE/MAX Coast & Country in Oregon and Corcoran Global Living in California, where she assists clients throughout Humboldt County, Curry County, and the surrounding areas. Licensed in both California and Oregon, she has established strong roots in the region, possessing the integrity, business acumen, and tireless work ethic to serve any buyer or seller.

When listing a property, Shelby equips her clients with a forward thinking strategy. After helping them fully prepare their home for the market, she shares it via a highly targeted blend of digital and social media campaigns. Along the way, though, she is there for her clients, ensuring a seamless transaction catered directly to their best interests.

Elsewhere, Shelby is just as attentive when assisting her buyers, leveraging her proven foundations in the industry to uncover the right investment for their needs.

In fact, she keeps in touch long after the deals are done through frequent check-ins, phone calls, and even personalized video messages—all to ensure her clients are thriving in their new homes. More than anything,

she enjoys welcoming new clients to her region, from its boundless opportunities to the terrific scenery and fishing communities along the coast.

Since launching her career in real estate, Shelby has earned a fantastic reputation across California and Oregon. Having surpassed $3.5 million in volume in 2021, she remains focused on the leading standards that are setting her apart. “In real estate, it takes a lot of personal drive to succeed,” she says. “I’m not shy whatsoever. At the end of the day, I’m not afraid to do something different to help my buyers and sellers stand out above the rest.”

Outside her career, Shelby is dedicated to her community. On top of supporting fundraising efforts to host a 4th of July fireworks celebration in Curry County, she is also active within various local outreach organizations throughout the year. When she’s not with clients or giving back, she can be found spending quality time with her family—whether she’s practicing arts and crafts with her three children, or visiting the many hiking trails surrounding her hometown.

Going forward, Shelby has clear plans for the future of her business. As her volume maintains its steady growth, she intends on eventually pursuing her Broker’s License, extending her core values of service and compassion throughout the region. In the meantime, though, she is excited about the new clients that await. “I truly care about helping people,” she says.

“For me, there could be nothing more rewarding than seeing a client’s eyes light up when they find the property they love. So if you’re looking to buy or sell in Humboldt County or Curry County, be sure to give me a call.”

To learn more about Shelby Huddleson, please call (707) 496-9887, email HuddlesonHomes@gmail.com or visit HuddlesonHomes.com www.

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Area Specialist ANGIE JACOBS Analytical and people-oriented, Angie Jacobs’ first foray into the real estate world started on the mortgage side. She always wanted to work as an agent, and once her kids became older, she finally decided to take the leap. Today she’s thriving and building her own team. Serving Maryland and Pennsylvania, including Frederick, Howard and Carroll counties, Angie has become an expert at getting her clients what they want. Soon, she will have her license in Virginia, allowing her to serve an even larger area. “Many people are looking to move from Virginia to Maryland or vice versa, so I am eager to help them,” she explains. Whether they are moving for work or a fresh start, those who live in this region love the community feel each town offers. “In Downtown Frederick, the streets are very walkable,” Angie says.

“On the first Saturday of every month the businesses & community enjoy 1st Saturday Themed Events.” Summers are a vibrant time as well, with Alive @ 5 Musical Events along Carroll Creek and much more.

Having lived in this area for more than 20 years, Angie knows it well, and is happy to guide her clients in the right direction. Much of her business consists of referrals, as buyers and sellers appreciate Angie’s honest approach. “I’m very transparent,” she explains.

“I don’t beat around the bush. My clients don’t have time to waste.” Angie wants what is best for them and focuses her energy on educating them along the way.

“I don’t try to sell anyone anything,” she says. “But I will help them envision a space if they are having trouble. I love staging and decorating.” Where others see an empty room and blank walls, Angie sees a space where memories will be made. “I give them ideas for things to do based on their lifestyle and needs.”

For her sellers, Angie has a thorough marketing plan to ensure they are getting the most for their properties. It starts with a ‘Coming Soon’ listing, which she 52

will run for 21 days. “This includes lots of teaser photos and descriptions about the unique qualities of the house,” she says.

By the time the home is listed, it will have already sparked an abundance of interest.

This makes the selling process smooth and efficient.

When Angie isn’t working, she is staying involved in her community through the Women’s Council for REALTORS®, where she serves on the board. “I was secretary for two years, and now I’m working on the fundraising side of it. We are all about empowering women and REALTORS®.” Angie is also involved with an organization called Blessings in a Backpack, which provides meals for children in need during the evenings and weekends.

While her team expands, she hopes to keep growth steady. Angie wants to provide superior service at every step, no matter where her business takes her.

“I love what I do, and I know I’ll keep doing this way beyond my retirement age because it feels so great to help people.”

For more information about Angie Jacobs, please call 240-405-4603 or email newaddress4u@gmail.com Top Agent Magazine

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 54

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JOSHUA KARCHEM Among New York City’s five boroughs, Brooklyn stands out as one of the most charming. Offering a tight-knit community, stunning parks, spacious living spaces and easy metro access, it has attracted many buyers in recent years.

Though prices have increased, it is still less expensive than Manhattan, especially in certain neighborhoods. Real estate agent Joshua Karchem loves to introduce people to these parts of town.

“The upper parts of Ocean Parkway are quiet neighborhoods, and prices haven’t spiked there quite as much as other areas,” he explains. “It is still a little up-and-coming, but it’s nice, and allows buyers to purchase a house instead of a small apartment.” It takes some out-of-thebox thinking and patience to secure a home in New York City. Josh is there to revive his clients’ hopes, becoming their advocate through the often difficult journey. “I just love helping people navigate this crazy market,” he says. Many of his clients come to him on the verge of giving up, but Josh’s tenacity for real estate often leads them to a purchase.

Josh entered the field after helping a friend look for rental apartments. “We encountered this one guy who was really nice and helpful, and it just kind of blew my mind,” he explains. “I previously had a negative view of real estate agents, but seeing him made me realize I could do this. I could have a positive influence on people.” Josh earned his license and started working at the agent’s brokerage, following in his footsteps. After a few years, he was ready to set out on his own. Now Josh is a licensed broker specializing in central Brooklyn but venturing out into other boroughs when needed.

He works exclusively as a buyer’s broker and finds it rewarding to guide his clients in one of life’s most pivotal moments. A growing number of clients are finding him through word of mouth, as he continues to exceed expectations.

Offering guidance at every step, Josh never pressures his buyers to make decisions. “If they gradually come to the realization that buying here is not the right move for them, that is perfectly fine,” he explains. And those that do purchase can expect Josh to make the transaction as smooth as possible.

One recent buyer said, “Joshua was instrumental in helping us purchase our first Brooklyn apartment. He was extremely patient with us during the months-long process, finding us apartment after apartment to look at until we found the perfect place. And once we did, he went above and beyond to help us close the deal. His recommendations on financing also helped us save a significant amount on our interest rate.” Another wrote, “As a buyer’s agent, Joshua was invaluable in helping us find the right co-op, and then navigating the negotiation and completing the complicated application process.”

Having recently assisted his niece in finding a rental unit after graduating from Harvard Law School, he is planning to offer this service to others. “I never really considered it before, but it seems to be something people really need help with, as it’s tricky finding places that aren’t exorbitantly priced.” As his business continues to expand, so does his love for what he does.

“Buyers need all the support they can get, and it brings me joy to provide that to them.”

For more information about Joshua Karchem, call 718-928-8443 or email joshua@karchemrealestate.com

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Area Specialist JESSICA KING They say that most people get into the real estate business by accident or as a second or even third career. That is definitely not the case with native Tennessean Jessica King. With a grandfather who spent more than twenty years selling real estate you could say that Jessica literally grew up in the business. Says Jessica of her childhood, “Most kids were playing ‘store’, selling all kinds of imaginary items; I was selling the store.”

So certain was she that a career in real estate was her destiny, following high school Jessica enrolled at Middle Tennessee State University where she graduated top in her class with a 4.0 GPA and a bachelor’s degree in real estate. Now a thirteen year veteran of the business, Jessica is a broker with Benchmark Realty, LLC in Murfreesboro, Tennessee, working a market that encompasses all of Rutherford County and the surrounding area. “This is such a great area,” says Jessica, referring to her chosen hometown of Murfreesboro. “We are close to Nashville but not in Nashville,” she adds. “And we are a college town, which offers a lot of benefits. A lot of people come here for school and end up staying. It is just so easy to fall in love with this place.”

A woman with a deep Christian faith, it wasn’t just Jessica’s upbringing that formed her career choice. “I am in this business because I know this is where God wants me to be,” explained Jessica. “I love the connection with people; I love helping them with what is often one of the biggest, most important decisions of their lives. I am just blessed to be able to do what I love and to help people in the process.” Clearly her clients appreciate Jessica’s approach to the business, as nearly 80% of her transactions are with past clients

or referrals. In her career she has listed more than 200 homes and sold more than 350. Last year her personal sales volume exceeded $10 million.

Jessica believes that what her clients value most is her honesty and integrity. “My clients are like family to me,” said Jessica.

“I will actually talk a client out of a deal if I don’t think it is right for them. It is never about the transaction…and certainly not about the money. The timing has to be right and the deal has to be one that they are comfortable with.”

When listing a home, Jessica makes certain that she makes the home as appealing as possible to potential buyers. “We don’t just stop at professional photography,” explains Jessica. “We provide a 360 degree walking tour; aerial drone photos; we even have professional floor plans drawn. All of that makes a big difference, and I think my clients appreciate those extra touches.”

As you might guess, church, charity and community play an important role in Jessica’s life. She and her husband have been foster parents for numerous children over the years and when their son is a bit older they might do so again. She teaches Sunday school and helps with a group that supports single mothers. She is proud to support children in the Dominican Republic so that they can attend school and have access to fresh drinking water and healthy food. She and her husband were even able to take a mission trip there to see firsthand the fruits of their efforts. When she isn’t working or volunteering, Jessica enjoys scrapbooking and crafts. And whenever possible, the family takes advantage of the camper they own and head outdoors to enjoy some hiking and camping. Adds Jessica, with a characteristic smile, “We are truly blessed.”

You can contact Jessica King at jessicakingteam@gmail.com or by calling 615-971-1006 56

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 58

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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Area Specialist JUAN MOJICA Like most successful real estate agents, Juan Mojica didn’t set out to be in the real estate business. A native New Yorker who grew up in Westchester County, Juan always had an entrepreneurial mindset, selling things online from the time he was in high school. That led him to open his own retail store at the age of 19, which he operated successfully for several years. In 2010 Juan responded to a creative ad online offering an opportunity with Rapid Realty in Brooklyn. But those first few years in a commission—only career proved to be difficult so Juan took on the role of leasing agent for a property management company. “That job really honed my skills,” said Juan, “and definitely gave me the structure I needed at the time. I have worked with a lot of different landlords there and the experience gave me a true understanding of the market and the nuances of different communities, neighborhoods and buildings.”

Juan, who is with VORO NYC, has worked extensively in all five boroughs of New York City but now specializes in working with buyers, sellers and renters in the Bronx and Westchester County. He is in the process of building his own team under the moniker, ‘Making the Move NYC’. Juan also just obtained his real estate license in Connecticut and hopes to expand into that market in the coming months and years. “Real estate is a great business,” he says with characteristic enthusiasm. “I love that feeling I get when I am able to put people into that perfect home or apartment.”

According to Juan, the Bronx is the hidden gem of New York City real estate, which explains his decision to specialize in that submarket. “The Bronx is just a really special place,” says Juan. “We have Pelham Park, which at three times the size of Central Park is the

largest park in New York City. There is the Bronx Zoo, Yankee Stadium the New York Botanical Garden. But from a real estate perspective,” he added, “we have a number of wonderful neighborhoods, many of which are experiencing a regentrification. I think my personal favorite is probably Little Italy.”

Being in the real estate business has allowed Juan to see things in a different light. “I really notice now how neighborhoods and communities have a certain character to them,” he said. That insight helps him match clients with the right home. “My clients really appreciate my great work ethic,” he added. “When I start a task I finish it. Nothing is going to keep me from getting the job done” That likely explains why Juan is able to count on about 50% of his business coming from referrals and repeat clients. To maintain those relationships, Juan reaches out to clients on most holidays and when there are special events in their area. He also makes extensive use of social media. But at the end of the day, he much prefers the one-on-one whether that be by telephone, email or an in person visit.

Ask Juan about how he likes to spend his non-work hours and the dedicated professional is likely to steer the conversation right back to real estate. After all, he is busy building a team and expanding into a new state. When pressed on the topic, however, Juan acknowledges that he is quite the foodie, so he enjoys exploring all of wonderful dining options in the city.

To balance that love of food, he hits the gym on a regular basis. He also enjoys traveling with his wife when his schedule permits. But for now his plate is full as he continues to build his successful real estate business.

His latest venture? Juan is investing in short term rentals in the resort area of Catskill, New York.

You can contact Juan Mojica at juan@jncrealtygroup.com or by calling 347-435-8069

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Area Specialist MELISSA O’REILLY Melissa O’Reilly’s backstory on how she got into real estate isn’t all that different from her colleagues. It involved a predilection for the business, a desire, a good friend and being in the right place at the right time. But once she made that commitment, she also had a resolve.

“My focus is on service, and when I got into real estate, I wanted to change the perception that some people have of agents,” Melissa said. “I wanted to focus on giving clients the best quality of service and being that person who is there for them helping them every step of the way. So, I focused on learning everything I could – about the market and homes. I followed inspectors around, asking them questions, learned about foundations, sewer lines, anything to provide the type of service that exceeds expectations.”

In 2015, after living in San Diego for nearly a decade, Melissa moved back to her hometown of KC and being certified in home staging and interior design, she targeted new clients and top-producing agents. One of those agents saw the potential Melissa had as an agent and planted the seed suggesting that she should get her real estate license. Melissa accomplished that, in both the states of Kansas and Missouri, two years ago right before COVID hit. Now Melissa is a REALTOR® with Key to Home at Platinum Realty in Kansas City.

“I started as a member of a team, and I would recommend

this for anyone. There is so much to real estate, and you never stop learning. I had planned to be on a team for a few years, but then a friend and agent, Tonya Taibi, asked me to become her real estate partner,” Melissa said. “It bumped up my plan a little sooner than I had intended but it was an amazing opportunity.”

So far, so good. Melissa personally closed $6.8 million in business last year and hopes to improve on that this year. She called the Kansas City area a terrific place for families with a lower cost of living, less traffic, the change of seasons and outstanding school districts, especially in Overland Park, Kansas, which is traditionally rated one of the best places to live in the country.

“Now that I’m a partner, my goal is to dive into marketing. I know so much of the transaction side, but now I really want to focus on my business, my clients, and my brand,” said Melissa, who caught the wine-tasting bug while living in California and enjoys nights around the fire pit, visiting local wineries, and spending time with her husband and her friends, old and new. She also plans to continue giving a portion of every closing to City Union Mission, something Melissa feels strongly about. “I love what they stand for and all the good they do in the community. Giving back is so rewarding for me.”

When asked what she enjoys about being a REALTOR®, she added “I am helping people with the biggest asset that they have. I’m helping them in a stressful, huge moment in their lives. My clients put so much trust in me, and I want nothing more than to honor that trust.”

To contact Melissa O’Reilly call 913-484-1357 or email homeswithoreilly@gmail.com Her profile is at zillow.com/profile/Melissa%20OReilly and website is keytohomekc.com Her social media sites are facebook.com/melissa.oreilly.144 and instagram.com/homeswithoreilly www.

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

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

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

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

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

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 62

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

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

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

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

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Area Specialist ALISON ORLANDO With a multifaceted background as a guidance counselor, college volleyball coach and wellness coach, REALTOR® Alison Orlando was well prepared to use her strong communication skills when she moved into the field of real estate. Step-by-step over the past five years, she’s built her business to the point that now her clients are 90% repeat and referrals. Working as a solo agent, Alison represents buyers and sellers of residential homes in Orange County, New York with an attention to detail, honesty and the ability to make people laugh.

An hour north of New York City, you’ll discover the Hudson Valley, a lush landscape boasting gorgeous apple orchards, breweries, wineries, and mountains. This is where Alison makes her home and work, in the small town of Florida, New York. “I love this area because we have a bit of everything here. We have incredible restaurants like Copper Bottom, beautiful recreation spots like Glenmere Lake where we fish, kayak and enjoy the nearby trails, and so much more.” A lot of her real estate referrals come from her active involvement in the community. She is a proud member of the Florida Lions Club, is on the District Advisory Team for the Florida School District, is a graduate of Leadership Orange, and sponsors many causes and fundraisers in the community. Creating and sharing a Christmas Decorations Tour Map for the Florida community is her favorite event of the year. In addition, Alison is a wife and the mother of two children and has been an Orange County resident for nearly 20 years. “People see the contributions I’ve made in the community and it’s important to them; and it’s important to me since I live here and love it here,” she explains.

While Alison has a well-rounded approach to working with clients, it’s her positive attitude and ability to connect with people from the first moment they meet that has led to her to stand out from the crowd. “There’s Top Agent Magazine

a level of comfort people feel when they speak with me and when I engage with them,” she says. “I take the time to get to know them and learn their needs and wants so that we have a strong level of trust between us.” When she’s not face-to-face, Alison keeps in touch via platforms like social media as well as by using her company’s marketing technology to expand her reach.

Whereas some might shy away from the competitiveness of the industry, Alison thrives in it. “I love everything that I do,” she says. “I love real estate.” She enjoys working with both her clients and other agents and makes a big deal out of important moments like a house closing. “I bring champagne and balloons and make it a party,” she says with a laugh. “It’s the biggest financial and life decision most people will make and it’s important to celebrate that!”

As she looks to the future, Alison plans to keep offering her same high quality service to new and repeat clients alike. “I take so much pride in working with my clients every step of the way. I feel like if I keep providing the service that I do, my business will continue to grow.”

To learn more about Alison Orlando, please call 917-667-0906 or email alisonorlando1@gmail.com 63

BARBARA PARK Top Agent Barbara Park is a former employee of the Centers for Disease Control and Prevention. She always had an interest in real estate and when her daughter went off to college in 2007, she found the time to complete her courses and get licensed. She has been in the business a total of 15 years and serves the area of Tellico Village on Tellico Lake in Eastern Tennessee. It is a golf and boating community that attracts retirees.

Being new to the area, Barbara is still building out her referrals. However, she gets a lot of leads from online searches and the Explore Tellico Village program. The program works with seven preferred brokerages (Barbara’s being one of them) and gives visitors a chance to get a feel for what it is like to live, work and play in Tellico Village. They offer an amenity tour and a realty tour which provides visitors with a selection of what the area has to offer. Housing selections range from lake front to golf front, single family, townhomes and more. “Whatever their price point is, we usually have something that will match.”

In terms of deciding on the right property, Barbara does a lot of research and refuses to let her buyers settle. Many times, her customers come to her looking to make one last big purchase due to their age. “I love the hunt when working with a buyer.” On the listing side, Barbara loves helping her clients navigate the process which can be daunting. Imagine living in your home for 25 years and looking to list without someone like Barbara there to help you understand the current demand. “I go above and beyond what you expect from a Realtor®. I’m not all about the sale, but that the fit is right for the buyer and that we get the best sale possible for the seller.”

Barbara uses a combination of two databases to nurture an email campaign that strategically follows up with customers depending on where they are along the buying or selling process. When marketing a listing, it is first put on the Lakes Homes website and then 64

distributed through the MLS which feeds it to Zillow, Realtor.com and other online platforms. “The internet gives us a lot of great exposure.” Barbara also likes to use Coming Soon to allow buyers time to get their “ducks in a row” prior to listing and give her sellers the most exposure possible. Last year she did just under $10M in sales volume.

Outside of real estate, Barbara still does a good deal of consulting for the CDC. She is also an avid golfer and does a lot of charitable work with local golf tournaments that contribute to her community. Living on a lake, Barbara enjoys boating in her free time. She also spends her free time cultivating a garden at the community center.

“I enjoy getting out there and playing in the dirt.”

In the future, Barbara is working on a way to generate more listings and offset low market inventory.

This involves attracting new sellers to this incredible market and continuing to be strategic about how she represents her buyers. She also looks to maximize the services she provides to her clients to get better established in the area and build more referrals. “This community here in Tellico Village is just a little hidden gem in Eastern Tennessee, and I feel really privileged to work in this area.”

For more information about Barbara Park call 678-234-5439, visit barbsellshouses.com or email barbparkrealtor@gmail.com www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

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

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

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

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

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

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

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

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while promoting my business?

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

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

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

4. Get involved in your community.

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

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

5. Show your gratitude when you do 66

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

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

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

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

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

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

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DANA PIERSON-EMERING Dana Pierson-Emering is a successful Realtor® and Broker Associate with @properties. Helping both buyers and sellers accomplish their real estate goals; Dana serves the North Shore, Northern and Far North Suburbs and Southern Wisconsin. Previously a consultant, Dana got into real estate after her close friend needed assistance with her real estate business and called on Dana due to her strong marketing background. One year later, Dana was hooked. “I love working with all my clients’ unique real estate needs.”

Currently a solo agent with 20 years of experience, Dana works with clients from all stages of life and truly enjoys her experiences with them all.

The areas that Dana serves are known for their topnotch school districts. With more families leaving the city to relocate to the suburbs, Dana’s expansive knowledge of the Northern Suburbs is invaluable for young families seeking schools, restaurants, parks and activities. In the Chain O’Lakes region and Southern Wisconsin, Dana helps those seeking to get away from the hustle and bustle find remarkable primary or secondary homes. “You get a lot of weekend people, summer people and then you get a few that decide they want to live up here full time because they want that lifestyle year-round.” Approximately 90% of Dana’s real estate business is based entirely on referrals and she prides herself on continuing to work with people she has worked with in the past.

Dana has a high degree of customer service and good communication and organizational skills. She is very detail oriented. She is always available for her clients and is constantly watching the market for new property availability. When marketing a listing; Dana uses floor plans, professional photos and virtual tours Top Agent Magazine

to entice buyers. Dana is really able to highlight the details that make a property special. “The most important thing I do before I list a property is sit down with the homeowner and go over things that will help their homes sell faster and at the highest value.” Last year Dana closed approximately $10M in sales volume.

As treasurer for her children’s high school booster program, Dana volunteers her time preparing fundraising events to raise money for unallocated expenses for the students. She also teaches part time at her daughter’s dance studio and is involved with a show ski team in Southern Wisconsin. This year is proving to be challenging for Dana with inventory at an all-time low. She is working hard to be as creative as possible to find listings that suit her clients’ needs. If you are buying or selling a home in Northern Illinois or Southern Wisconsin, Dana will work hard for you.

To learn more about Dana Pierson-Emering email demering@atproperties.com, call (312) 498-6356 or visit atproperties.com/site/danapiersonemering www.

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Area Specialist DANAN POWELL Danan Powell is a Realtor® for the people, with over two decades of experience in the field. His background is in IT, where he intended to work while investing in real estate. After an unexpected layoff in 2001 Danan began seriously considering a career shift. He laughs, “I saw a real estate sign and it was a sign.” From there, Danan connected with his future broker and “jumped feet first” into real estate.

Today, Danan boasts 20 years in the business and is currently building a dynamic team in the Seattle area.

He primarily works within northern Seattle, including North King County and South Snohomish. However, Danan is not bound to a specific location. His wealth of experience grants him knowledge of property values across Washington state. He shares, “If my clients have a need, then I go there.”

Danan says that people are drawn to northern Seattle for its rich outdoor offerings, “There’s the rain, but there are so many lakes, and so much natural beauty, but it’s great in the summertime.” Danan notes that the local economy is thriving, with a variety of good jobs in the area. Seattle is also home to several major headquarters, including Microsoft, Facebook, Amazon, and Zillow. As a coffee connoisseur, Danan frequents Visible Coffee Roasters in Mill Creek as well as a local Vienna-inspired coffee shop. He notes how Seattle is a true foodie destination, with high-class restaurant offerings ranging from steak to seafood.

Danan’s percentage of repeat business is currently at 35-40%. When asked what sets him apart as an agent, he shares, “I really come from the heart.” He continues, “I try to treat every client as if they were my family.” He recognizes that the real estate process is a “big transaction,” and strives to be a consultant, not a salesperson. Danan values honesty and transparency throughout the process, “I always want to give them all the information in order to help them make an informed decision.”

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Danan sends out quarterly magazines and handwritten holiday cards to all of his past clients. He also makes it a point to call and reach out to them frequently. Current listings are marketed across various MLS and social media platforms in order to “push them out to as many places as possible.” Danan’s current annual sales volume ranges from 10-15 million, with big goals for the coming year.

He plans to grow a diverse team, that embodies the richness and diversity of the area.

When asked what he most enjoys about the industry, Danan shares, “I like helping people achieve their goals. Whether it’s investing or buying a property, it’s being a support for them.” Danan stays active in the community through various community initiatives, including raising money for MS, hosting recycling events, and participating in community food drives.

In his free time, Danan loves to travel, work out, and simply get outside in nature.

Danan’s work is a significant part of his life, “Nobody is going to work harder for you.” He concludes, “I like to help all types of clients, and give them all the same level of service, regardless of their price points and background.”

To get in touch with Danan, please call 206.419.3803 or email danan@dananpowellreteam.com Top Agent Magazine

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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Area Specialist MELISSA QUINLAN When Melissa Quinlan and her husband moved to Pleasant View in Tennessee’s Cheatham County, they fit right in with a community where hospitality is second nature and families look out for one another. “This has become a popular destination for a lot of Christian families,” Melissa reflects. “There’s a strong sense of community, and people here will give you the shirt off their backs.”

The couple arrived there in 2017 from Arizona, where Melissa had been a practicing Realtor® for four years already. She got her license for Tennessee and quickly began building a reputation in the Nashville area market as a professional, personable agent that people could count on whatever the situation. One thrilled client described her experience with Melissa like this: “I had no idea upon hiring Melissa what an amazing gem I had stumbled upon. She is so attentive, knowledgeable, and will go to bat for her clients no matter what…. I have no doubt that I had the absolute best home buying and selling experience as possible because she was on my side, and I will without a doubt call her if we ever decide to move again in the future.”

necessities they needed. Melissa also loves the work of Re:Defined Boutique, which provides fashionable clothing to women of all shapes and sizes while also reinforcing their sense of self-worth. Melissa is very active with her church’s community outreach programs as well, volunteering to help deliver food for families in need. She donates to the local youth sports leagues, and in 2021 she worked with her husband to raise money and gather volunteers to perform much-needed landscaping work for the town’s elementary school.

Last year Melissa closed just under $10 million in sales volume as a solo agent with Quirion Realty, with around 85 percent of that business coming from either repeat clients or referrals. That success has come with an added sense of her role as a community leader, and going forward she wants to continue expanding the services she offers and the number of families she is able to help. In the coming years she plans to build a team of agents who share her commitment to offer a better, personalized experience to every client.

There’s plenty more to say—and the reviewers do— about Melissa’s excellent communication and negotiating skills, or the free home staging she does for her sellers. But it’s really the relationship she builds with her clients that keeps them coming back. “Buying or selling a home can be a stressful time in someone’s life, so they need more than just someone who is good at sales,” she explains. “I treat all of my clients as if they were family and friends, because that’s how I want them to feel about me when the transaction is over.”

It’s the kind of spirit Melissa shares with many of her fellow Middle Tennessee business owners. She has admired the work of Kristine Cole, for instance, who started PV Delivery to help local businesses struggling through the pandemic get their wares to clients, and to make sure homebound people could get the Top Agent Magazine

Contact Melissa at 602-380-5234 or melissaquinlanrealty@gmail.com

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COURTNEY ROWE Spend fifteen minutes in conversation with Courtney Rowe and you are certain to be impressed. Real estate is not Courtney’s first career; it isn’t even her only full-time job. Courtney is both a pediatric nurse and a broker associate with the aptly named Nightingale Agents in Littleton, Colorado. This is definitely not your average real estate agent and Nightingale Agents is not your average real estate brokerage.

Courtney became a pediatric nurse in 2007, working at Children’s Hospital of Philadelphia. Her love of nature and everything outdoors prompted her and her husband to relocate to Golden, Colorado where she continued to work full-time as a pediatric nurse. Then fate and circumstances intervened. “I quickly discovered that living in Colorado was a little more expensive than I expected,” said Courtney. “And those student loan payments weren’t making things any easier.” Knowing that she wanted to do something she could be just as passionate about as she was nursing, she chose real estate as a way to supplement her income as a nurse. Laughing, Courtney said of her decision, “Why have one stressful job when you can have two?”

It turns out that she may have been underestimating the stress level on both fronts. Courtney obtained her real estate license in early 2020, just before the onset of the coronavirus pandemic. “Certainly my timing could have been better,” Courtney said. “But I realized that I had this whole tool bag of nursing skills that were invaluable… and that could be easily adaptable to the real estate business.” Then fate struck again when she became the first agent for Nightingale Agents, a real estate brokerage dedicated to making home ownership more affordable for those that serve their communities. “This is such a wonderful concept,” explained Courtney. “We focus on serving nurses, healthcare providers, first responders and veterans. We then give back a portion of our commission as a way of saying ‘thank you’ and as a way to 72

make it more affordable for those people who are so important to our communities to purchase or sell a home.”

Don’t think for a minute though that real estate is a ‘side hustle’ for Courtney Rowe.

“Nurses typically work three days a week, but they are long shifts,” said Courtney.

“With my seniority I work only day shifts and rarely work on the weekends, leaving me plenty of time to help people in a different way – finding or selling their home.” Courtney primarily works in the Denver metro area and the Front Range communities. Her first sale was a home in Aurora and that client has already referred two family members, both of whom have bought a home through Courtney. “I have had humble beginnings in the real estate business,” Courtney said. “But my goal is to double my sales each year, and when you get blessed with referrals from happy clients, that goes a long way toward achieving that goal.”

It is hard to imagine that Courtney has any free time, but whenever she does she spends that time outdoors with her husband and their two dogs. “We like to hike and camp and ski, pretty much anything that involves being outside, communing with nature,” said Courtney. “That is one of the many great things about this area – you can go from city life to wilderness in less than an hour.”

For more about Courtney Rowe please call 267-597-4445 or email courtneyrowe2009@gmail.com Top Agent Agent Magazine Magazine Copyright Top

Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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MONICA RUSSELL For over 20 years, Monica has been immersed in buying and selling real estate.

As an investor, she watched the work being done and wanted to better learn the intricacies of the industry. As a numbers person looking to get more involved, getting a license to become a real estate agent and earning an MBA were the natural steps to take. That background and experience led Monica to a position on The Premier Team in Charlotte under the RE/MAX Executive umbrella.

Monica canvasses the entire Charlotte Metro area of North Carolina, which includes a collection of self-sufficient subdivisions each with their own neighborhood vibe. She extends her reach into Pineville, Huntersville, Concord and other surrounding cities as well as properties right across the border in South Carolina. Each of these regions has their own collection of restaurants, parks, shopping, banks and grocery stores so residents have all of the necessities nearby. Major grocery chains like Harris Teeter and Whole Foods cater to the area which also sports larger shopping venues including the Charlotte Premium Outlet Mall and the upscale SouthPark Mall.

With all of the conveniences and beautiful neighborhoods bringing activity to the area, Monica needs to set herself apart from other agents. She does this by arming herself with knowledge and extensive market research. Before any client meeting, she does an in-depth market analysis.

For buyers, she doesn’t show up with just the intention of opening the door, she compiles data to determine current property value and just how long the client has to submit an offer. For sellers, Monica is not just handing over a folder that touts what an amazing company RE/MAX Executive is. She goes in prepared, showing how many days sellers can expect to have their home on the market before it’s under contract and explaining

exactly what their bottom-line profit will look like after the sale.

At the start of a new listing, Monica submits to MLS to be syndicated to over 500 real estate sites, as well as ‘Just Listed’ postcards that will go out to prospects within and near the subdivision. Monica hires a professional photographer who also does drone shots and a video shoot to be presented online and on social media. Her data driven sales techniques bring in between 7 and 8 million dollars in transactions annually and that number continues to rise.

When a transaction ends, that’s not the last the clients will hear from Monica. A robust CRM keeps all of her customer data for sending monthly market newsletters and spreadsheets keep contacts organized. Additionally, Monica’s team loves sending seed packets, tasty recipes, and other heartfelt gifts to their clients throughout the year.

Monica is an entrepreneur at heart and the real estate industry ties directly into that spirit. She’s not a 9 to 5, Monday to Friday kind of person stuck between four walls. She’s out in the field with buyers and sellers, watching their faces light up when she shares market stats and data that provide great value to the client.

Monica spreads that feeling volunteering for Second Harvest, donating shirts and equipment to the local basketball team and lending a hand at local hospice care programs. When all that’s done, Monica enjoys nature walks, hiking, snow skiing, biking, travelling, spending quality time with family, and staying up to date on market trends. Then it’s back to work, eyes on being a top listing agent, being an essential member of her team and sharing her best practices with other Realtors®, so the entire RE/MAX team is empowered.

To learn more about Monica Russell, please call 704-207-1512, email monicarealtorpro@gmail.com or visit monicarealtorpro.com www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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MATT VERBAAN There’s nothing Matt Verbaan loves more than building relationships with others.

He uses this passion to grow his business as a real estate agent in Michigan. After 14 years in the industry, he’s become a top REALTOR® in his region, known for delivering superior service and guidance.

He got his start in 2008 after his prior career was thwarted by the recession.

“Ever since then, every year has been better than the prior year,” Matt explains.

Matt’s brokerage Brookstone Realtors, is based in Troy, yet Matt serves a wide area, going where his clients need him! Matt’s current market is in western Wayne County, and one of his main areas, Van Buren Twp, is growing faster than many! Matt truly enjoys introducing buyers to all of its neighborhoods.

“You can still find $150,000 entry-level houses, and then you have your mid-level and high-end homes on acreage.

There is something for everyone.” Over his career, Matt has sold and helped buyers purchase all types of property, including land, farms and lakeside homes. Growing up in eastern Oakland County, which is just 45 minutes away, he is familiar with much of metro Detroit and what all these towns have to offer.

Past clients have returned to Matt for years, making him their go-to real estate agent when it’s time to move up or relocate. They also love telling their friends and family about his work. Focused on connections, Matt makes it his goal to give his buyers and sellers an excellent experience. For his buyers, he does this by listening closely to their needs and utilizing his vast network and experience to give them an advantage. In today’s competitive market, he understands that every little thing helps.

Knowing many of the area’s real estate agents personally, Matt reaches out to them when his buyers put in an offer. “This can provide us a leg up, because I can find out what we need to do to win the offer.” Meanwhile, Matt aims to get the highest price possible for his sellers.

He markets his properties in a variety of ways. “Social

media is the king of advertising right now, so you must post on there,” he says. “I also offer 3D tours, host open houses, and have high quality photos taken.” Many of his listings sell in record time and receive multiple offers.

Those who discover Matt are grateful to have him by their side. He makes the real estate journey clear, going above and beyond to reduce stress. One client recently said, “From day one, our experience with Matt was pure excellence. We were randomly paired with Matt through Zillow, which is wild because he’s the kind of guy you expect to meet only through the recommendation of a trusted friend. We saw a house and realized we weren’t quite ready to buy yet, but our short time together was so positive that months later when we were looking again, he was the first person I reached out to. He made himself very available to us, and we went through the ups and downs of bidding wars and rejection together, and eventually, we landed with a beautiful house that we love. We couldn’t be happier.

Thanks, Matt.”

When Matt has time away from work, he loves to play soccer. Giving back is also an important part of his life.

He’s active in the organization Congregation of Every 1, which provides Detroit’s homeless with SurvivalPaks full of the things they need to survive on the street.

Matt regularly donates supplies and funds to keep the cause going.

Matt’s goal moving forward is to keep growing and maintaining a personal approach with each client, while also streamlining his business. Someday, he hopes to add a couple of buyer’s agents to his team. Along the way, he’ll have a smile on his face as he helps more individuals reach their real estate goals. “This career is about helping people solve their problems. And doing that for them is so rewarding.”

To learn more about Matt Verbaan, email mvp@mattverbaan.com or call 248.379.0852

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