NATIONWIDE & INTERNATIONAL 7-12-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS TEENA MANZIRA BRAD McCREARY STEPHANIE MURPHY BRYCE O'BRIEN NORMAN & AMANDA O'GRADY JANET PECKINPAUGH SCOTT PERRET SHANNA SIMPSON PAUL SINGH KEVIN STRAUB REGINA THOENIG ELIAS THOMAS PAMELA TUCKER JOE WEINZETL KIMBERLY WITKOWSKI

FEATURED AGENTS ERMAN ADANIR ANGELA AUSTIN CONNIE BEGGER CATHERINE BLACK SHANNON COCKERHAM ANGELA DeMATTIA DEBBI DIMAGGIO CARLO DROGO LINDA FILBY LISA HILL JOEL HOLLO BRUCE KELLY FARA KOSARI DEANNE KOUBA DAY JACKSON KRILE

COVER STORY

KIM BIGACH

NATIONWIDE & INTERNATIONAL EDITION

SHANNON COCKERHAM 9

KIM BIGACH

KIM BIGACH

A thirty-year resident of York County, Kim Bigach has always been drawn to real estate. Her mother was a real estate paralegal, and Kim decided to follow in her footsteps after graduating college with her degree in business. While

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SHANNON

COCKERHAM JACKSON KRILE

building an accomplished career as a paralegal herself, she began investing in and reselling homes with her husband.

Along the way, she fell in love with real estate – in particular for how it spoke to her business acumen and interest in

JACKSON KRILE

23

17

Since becoming a licensed agent in 2009, Top Agent Kim Bigach has gone on to become a leading producer in her region, and today, she leads the Bigach2Follow Team at Keller Williams Realty.

FARA KOSARI

DEBBI DIMAGGIO DEBBI DIMAGGIO

47

41

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FARA KOSARI

SHANNA SIMPSON 2015, whereupon her bu

No one who’s ever worked with Fara Kosari would be surprised to learn that she was an artist long before she became a Realtor.

53to my home saw “One client that I’d invited my paintings and wanted to know what I was doing selling real estate,” Fara laughs.

Top Agent Shannon Cockerham thrives on finding Her career as a Realtor started in 2007, when BRYCEhome, and she does people the perfect everything she and her husband bought a vacation home that, well…needed quite a bit of work. “It O’BRIEN within her power to make the transaction process was the ugliest house in the neighborhood!

But I designed and supervised a remodel of smooth and easy for her clients. the entire home, and when it was finished, it BRYCE O'BRIEN

SCOTT PERRET

turned out to be a great success and everyone

up. She now has a repea rate of 100 percent, and a actions closed and pendin ifications and specialties i CLHMS, PSA, and CNE named a Reality Austin R been a Diamond Club M with over 10 million in s years. For the last four finalist for the Platinum T award, and was the Austi “Residential Real Estate and 2021. She’s also a Best of Zillow agent.

SHANNA loved it. And ISIMPSON enjoyed the process so much that Ito decided to gethands-on, my license soconI could buy, Shannon works solo provide ERMAN ADANIR

In 2011, Shannon Cockerham decided to remodel, and flip houses.”

One of the reasons peopl pursue a career in real estate. She loved homes sistent service to each of her clients. Her client to her is the level of ded give credit to Lloyd, to our Brokers Bill and Jackson Krile has always had a passion of her business, and décor, and felt like she could find ful- interaction is the backbone She gotlong heras license 2008, theand year the every client.

“Thisa is the Alongside series For as she caninremember, Shanna Simpson for real estate, and with a background in Traci Jennings, and to our RE/MAX family as most people make in the market crashed.

Fara worked on her own for 59 she71 does everything her powerinto make fillment andThe flexibility as a isRealtor®.

76 has in been interested real estate.each Her father used to she broadcasts her a whole. work 65 environment spectacular As it business management and entrepreneurship, a few years, until she joined Realty Austin in conscious of that. I think workand construction on thethroughout side, and through him, she generating plenty supportive; found we reallya do as a he is well-poised to go above and beyondturns for and out,so Shannon lot‘work’ of success as of them comfortable confident had an opportunity to observe the remodeling process every property. A around here I could be more of her his clients. “I will work harder on behalfwell, of family the transaction. “I’m not a hard salesperson,” and through theandhills andnotvalleys up close and learn the housing industry from the for her sellers thr my clients than anyone else,” Jackson says. thankful for them.” a home hugego on to build compassion and a t career, she managed to stay true to herself and Shannon says. “Purchasing ground up. At age twenty, is sheawould “I’ve had great mentorship from my team laterI’m sell her first home, and along the way, she helping others,” s With aclose collaboration and in an her iterative leader, Lloyd Flanders, and I’m one hundred maintain standard of quality customer decision to make,andand extremely patient realized that real estate perfectly complimented her client might be se officeher has been number one agent percent committed to giving every client a mindset, service that Jackson’s has made a prominent with my clients. outgoing I want personality to find them the per- experience. through outstandin and professional great experience.” in volume and transactions for the past four in theyears Triad of North Carolina.

Shannon fect home, I don’tInspired, cut corners, and do it and all she earned her Ilicense in aarea row. “We’re not satisfied if sometook face.” the plunge—and the gentle, rest is Having just finished his third year as a Buyer’s thing Jackson says. “We to makehome, with a smile on my Shannon’s thrives onworks,” finding people thewant perfect history. Today, Shanna is a Realtor sure does it is TUCKER the best, most efficient or Agent with the Flanders Team at RE/MAX earned her signifiand she everything withinsolution her power to personal approach PAMELA KIMBERLY ERMAN ADANIR ELIAS THOMAS for has Divine Real Estatea Boutique, Real Estate Center in Ames, Iowa, Jackson has process. I like to get out of my comfort zone, where she 95% servicesofclients throughout make the transaction smooth and easy cant following. She gets her business WITKOWSKI KEVIN STRAUB because I believe thatprocess is where most successes built a first-rate reputation and a prosperous CATHERINE BLACK and Rowan counties.

KIMBERLEY in life come from. As a team, we’re motivated, business. “RE/MAX Real Estate Centerfor is her through referralsStanly, fromAnson, satisfied clients, and clients.

SCOTT PERRET

ELIAS THOMAS

ANGELA AUSTIN CONNIE

BEGGER

There, she has founded her process “I care. I’m not just trying tobest make a dollar,” hard for her clients, one of the decisions I’ve ever made,” collaborative, and driven.”When she isn’t working WITKOWSKI around a unique blend of communal Black’s passion for real estate Catherine thrives whenisbeing chall Some choose their careers out of Catherine Practitioner who has traveled th says.agent “Lloyd has been the best mentor Agent Erman Adanir a solo says Angelapeople Austin,Jackson a top working Angela is deeply involved in supporting herandTop outreach expertise, her different aspects of Real E can be to her love of86 people. Her to learn not only occupationally, hastraced built strong 85 Jackson 89allowing 80but also because he As a Buyer’s Agent, to facilitate any transaction with ease. a personal, hands-on app outfascination of North Carolina Century 21. local community.

Through her church, she takes for awith subject, some for thrill, doing continuing education sem relationships by delivering consistent and is an incredible life coach as well. I have to the charming and positive demeanor immediThis is surely why her clientele is wo ately lets clients know that they are in serving the fully diversified from sellers and b “I really care about helping my clients to works in various ministries others When listing a home, Shanna leverages conducting his business, and clients some just for money. Connie Begger became capable nurses and social workers who caring hands of a“Throughout REALTOR® luxury homes to award winning the power of social media to of provide achieve their real estate goals. Whether it’s in theand congregation.

COVID, responsiveness conge her clients with anhis extensive reach.selling new and who’s going to expertly guide them to tects construction pro what C.E. Alzheimer’s and El to a buyRealtor a property, to sell address their property, or to she saw as a their we’ve partnered with local for ministries in credits infrom desired outcome. She is known military families to local ind rent or lease, that’s what is. I really care providing food toherstruggling keen listening ear and negotiation families,” looking for affordable After spending more than working in growing need inither hometown of Billings, her She was thea alsdecade president for propertie the skills win the best outcome for her cli-reaches E-Commerce, about helping them.” shetosays.

Whenever someone out, Erman Adanir realized the potential of a Gerontology career in real estate after moving to Miami, Catherine currently helps buyers When she’sone not working, Catt Montana. “I had been working with seniors ents. aofbusy nonprofit Angela throughout and her San church are ready to help cities for real estate Society, the premier investing in the United Diego County CATHERINE is a dedicated mom of two. She also ANGELA AUSTIN and sellers BLACK KEVIN STRAUB CONNIE BEGGER States.

Erman got licensed as a Realtor® four years 2021 marks Angela’s third healthcare year in the agency, and I with andthesupport them able. help of her twohowever assistants, they Julie are ago, tosuccess, travel with friends and go kite through my home people into rural communities to and found almost immediate closing $8 Barker and Natasha Black. ing in places. “It’s way out industry. After retiring from the military, million his first year. He’s improved on remote that number came to realize that around they were underserved During her off-time, Angela loves toeach roots on what thethrilling!” seni year, and research has established acomfort solid foundation for very zone and Angela found herself looking the spend himselfan focusing on properties on the Miami Beach, Hailing from France, Catherine grew up with forward she is focused on continuing to expand her Born and raised in Kansas City, Kevin Straub took adds, “90% of the time, I answer my phone when and has builtdevelop an impressive sphere of the influence in get resour neighborhood surrounds her church. “I thought time with entrepreneurial herit family.

She enjoys getting out andpublisher taking when it which came to specialized representation and ways tolearning spirit and was a magazine ness. “My dream is to keep and growing to go to voicemail.” a winding road to real estate. After serving in the it rings, rather than allowing the area as well. about restoring houses sohethat a younger generation walks or working in the yard.

Currently, her fam- one day I’m doing large-scale international deals.”

Navy, attended the UNLV. Upon graduation, can prior to her career in real estate. “I she left and my hometown in the realUS world, since needs toeffort those communities. She’s als he estate accepted a position as an assistant manager fortheir a Elsewhere, Kevin remains touch old well without after In anbeen at 17in years telling anyone “We’ve and began the to offer a standard of quality in his service move back into some of the older areas and bring life ily are working to update their own home. coffee shop in Caesars Palace, and a short time later closing through calls, notes, pop-bys, and clithat is a cut above the competition, Erman is incredibly adventure of a lifetime.

I lived in London, backpacked differ from those of younger buyers andforevents—all as president for th ent appreciation to ensure his clihe decided to sell real estate, receiving his license back into the neighborhood,” she says.

“The here about twenty years,” Angela says. “Wetransparent have a and exhaustive withand the way facilitator he delivers my way around the world and moved to California,” she Phone |thought Fax 310-734-1440 March, 310-734-1440 1991, in Las Vegas. In 1999, he decided came to my mind to get my license.” lot of ideas that we’re getting ready to put into motion.” says.

Her worldly experience and exposure to different to return I to the Kansas City area. Today, Kevin sellers. When did some research, I realCoalition on Aging for Billings ov is a Realtor® for Keller Williams Key Partners. cultures and people allows her to easily relate with clients mag@topagentmagazine.com | www.topagentmagazine.com Specializing in new construction and one-level liv-

ized there were only four senior specialists andthe formfuture, long lasting relationships. of myten clients Angela’s clients are glad that she decided Looking to Angela plans “Most to return to heryears, and hosts a monthly pre ing, he has uncovered a distinct niche into histrust region that become my good friends. They tell me it’s my energy, through helping seniors find a home where they can thought. working solo, Angela services original inspiration to and join realthey estate in thisCurrently market.” ontrust“I topics related to senior care. my personality, thethe fact that knowindustry. they can comfortably live and age in place.

Jacksonville and Onslow County in North Carolina. want to getme, into properties, them as transforming I always point out the positive bringing and the negative Kevinbusiness maintains a strong standard of integrity and and look at homes. also valuefamilies the fact that me The majority of her comes from repeat up-to-date,when andwegetting thoseThey younger back accessibility for all sides of the transaction. “If I and my team are in constant communication with them Connie went to work to fill the gap, getting When she gets any time off from referral clients.

Angela credits her high rate of client in,” she says.

“We live in an area where hurricanes receive a call from someone parked outside one of and holding their hands throughout the transaction.” my listings, wish I’ll meetto them there,”“That’s he says. “Seven loyalty with her genuine help. always hit sometimes, and I love those older houses that out of tenlicense times, they’ll want them in specialist her real estate asmeato assist senior schedule, Connie puts her family 2 Top Agent Magazine from her dedication to ensuring satisfaction, my highest priority,” Angela says. have stoodAside through every storm.

I wantclient to make it so buying a home. Then I sell their home because they trust me to be there her when I’magency needed.” Kevin so she couldCatherine is also an expert negotiator who gets a thrill daughters and a grandson, s in 2018, and selling focus on have three grown younger people can have relationships with previous from winning the dreaded real estate bidding war. “I’m

LINDA FILBY

ANGELA DeMATTIA

LISA HILL

n unsatisfactory There’s something about holding in harbored a love for real When she’s not busy working Lisa of Hillitalways understand that it’s a process we’l Linda Filby brings over two decades or giving 90 93estate, 97 mother throughoftogether.”

94right, she back, Linda is a devoted hasing her first your knowledge, hand that makes it more special.” real estate experience, and and when the timing felt two took the plunge. She has built a thriving girls. She also likes to stay active by ia was inspired dedication to every transaction, helping business in Ocean andCarlo Monmouth Counties be Top Agent Drogo – Lead “I’m old ethical, schoolLisa abou R®. She is comWhen it comes to marketing, Angela clients achieve a smooth and stresscycling the and closing practicingtable. yogaValues-driven when very time and New Jersey, she is committed to permits. in marketing all of her client’s prop t all her clients spares no expense to ensure her listfree experience and ensuring thatinthat each of Thewhere Expert Sales Team at touch,” he says. “I still communicate with my providing every client with the best service with the same level of profession of service and a ings standare out.prioritized.

“It’s a really of their needs Onehotofmarket in aNew Jerseyin– is phone and text messages at everyEXP price Realty point. With background and care. “Iand haveemails.” always felt that m elling experience. right now and we don’t have to do too the first agents at her office to embrace In the future, she plans to continue growan award-winning real estate color and trend analysis, and an extensive ing is a direct reflection of who yo clients along the much to getshe a listing to The sell, but I still put the team format, created Linda ing her team and expanding and her business. financial knowledge, who Lisa is offers yourhimself, image in Carlo this business,” professional trulyherpasA real estate investor is ex count the gravity the same amount of effort into my listFilby Team in 2018, and now works She is also focused on being the clients a versatile skill set, a conscientious says.

“Thebest price point doesn’t matt ANGELA DeMATTIA LISA HILL CARLO DROGO LINDA FILBY sionate about helping his knowledgeable about his local market, havin a is always makings.

That includes premium photography, alongside six licensed agents and one and an unending enthusiasm for possible mentor for her agents.

“It’s of actuapproach, amount marketing is the same.

JOEL HOLLO BRUCE KELLY many grateful clients achieve personal experience realof pictures estate, mpowered in their virtual 3D tours, and“Compass, heavy online marketKOUBA DAY administrative assistant. ourDEANNE to me, but Iensure reallypurchasing enjoy helping them reach their goals.

“I love that ally surprising the same quality tude and always their desired outcome. currently works ing,” she says.

She averages 25-30 closed their selling or buying goals. property restoration and rental properties.

Th I can help people no matter what stage of gorgeous virtual or aerial tours.

No has this slogan that says, being a mentor.

I love helping the women enjoys, but his favorite part is seeing Fond of working with brokerage, peoplethem and achieve Teena Manzira her career in the women and childre With over twenty-nine years ofstarted real estate, often finds a buyer before what, ever I’m ereducate at Berkshire transactions per year and finished last year clients, That’s we utilize special techlifehis they’re in,”walk Lisainto says.their “I also toDeanne beand alwaysensuring going to give the clients newgethome. having the ability to create own ‘Lethisus find why your place in the world.’

I work with succeed professionally and Hardworking, dedicated, exceptional value to his clients, that th 105 98 102 101 Deannereal has built a life-long careeras as one to list a home. Networking to find lies, victims of hum estate world an creative, tooffice use mymanager artistic skills, andhaving to have estinlevel ofreal marketing materials. Eac es PenFed Realty with over $13,000,000 inthis sales volume. team, the Stasek that, especially in market, “I love making a true difference in schedule, Bruce Kelly thought that a honest, That’sniques really the motivation for our these amazing careers the Carlo more than deserves his sterling reputation for his services and refer family and of the most trusted names in Denver real a good match to for return a property, Deanne has leverage mylives. business help reach every home shouldtobe marketedabuse.” to the utmost.” people’s In a knowledge world with to a lot of clients career in real estateHer would bework theare right ughout a variety of counties hard hashelping earned awards every year includfor aher broker in 2001. the clients In h eXp Realty, are buyers get homes even team: helping people make this huge life estate As for advice agents estate.

Her ranges from homes to “All saved manyindustry.” sellers money through her sexual as a expertise trusted real estate advocate.

Having builtlike hisI can thriving their goals.

It’s just the perfect synthesis of my interests negativity and stress, I feel at fit for him. He obtained his license ing 2020 Presidents’ Circle Award. n the Cleveland, when they’re in competition with 10 commercial properties to farms to forecloefforts to double end her transactions. decision andwould providing clients with the to me for a long who are just starting out, Linda says traveling and stop and talk enjoys andthey’re passions.”

Committed to giving the community business onSometimes a foundation of some integrity “I love helping people on back theirtojourney throug least take of that and awayexceptional from my that patience in 2014, and to this day he the and more. ket. Joel has vast orsures 20 other offers. bestloves experience,” she says. andDeanne dedication are the key Over the last ten years, conserves on has theout Board forhe Ocean of best Love, a loca“ time, until one day the broker told me favorite TV shows. clients’ plates.

When we’re at the finish work and shows his clients unmatched customer service, there are few better to assist clients in Carlo, pointing what loves about nd referral client base reflects Outside of Real Estate, Angela enjoys spending time eveland area and not evengot theher highest offer! the sales words.

“Just remember that it’s not aexcellence race, it’s a jourDeanne start after herOn friends recsistently received Now aandProfessional Real Estate Associate with awards profitfordedicated to helping Ocean County childre line I drop the keys in their hands, dedication and service.

“I build a that Imanaging should try my hand at being time talking runh onal husband, Andrew, and two boys, Noah and the southern part ofget the Garden realboard estate.

“I love them findand a new desireapproach to elevateto those she with her side, we are to above Working with buyers and sellers within Larchmont, ney.a Focus on the regional things are to helping help your ognized people person, from her for going selling over Berkshire Hathaway Fox & Roach, Lisa that cancer and supporting their families. “Their purp NORMAN &forState.

AMANDA O'GRADY it’s definitely worthHomeServices it.” relationship with every single client I how, as a natural ® yself being personable and Dominic.

SheYork, alsowould serves in her community.

Going forshe be a great fit for the industry. $10 million in average volume each year. actiononexperience asking price for all our homes.

We have New Linda and her team are known their clients succeed, and in turn that will help your business simply love getting out there and meeting first, I said no because so illness that alone earned numerous awards for her service and her sucto assist the childrenestate, through their by pron have, and most of the time we end up REALTOR . At has TEENA MANZIRA whenever they need JOEL me. I HOLLO ward, she iswatching excited to grow her career further and help BRUCE KELLY llers. a technique that maximizes the equity DEANNE professionalism, market knowledge, and ability to blossom.

I was one of the first people in this area to clients and go above and beyond the call After her father, Norman, cess.

Lisa is a Certified Luxury Home and Marketing financial and emotional support so that they can Carlo began his journey in real estate in 2017.

“I was and seeing new houses every day.”

Athe devoted husband and father of three, becoming good friends,” he says. Today,IDeanne is the brokerIand owner ofright Deanne stays involved in her community, and I like to just unw didn’t think had personality oughout the entire process. I moreconduct clients.

“Even though Ibusiness work asavvy lot hours, I enjoy of the house.”

These strategies, KOUBA DAY seamlessly navigate clients to their desired outcome. embrace the team concept, and it that worked highly in are my Specialist, and since sheofhashis“and been aof New Jersey rience thethose ‘normal’ joys of childhood,” Lisa says duty to football, ensure his real estate forof most Day and Company, Inc. where she and her coaching youth baseball, andneeds Bruce spends the 2017, majority free looking to flip a house at the time,” he recalls, get to sell anything.

But eventually I softball. gave s and and worked during in the thefinancial flexibility of my career, so Iserve plan to keep growing at“I team’s team of ten agents greater Denver metro area.

She isAward active inrecipient her church as serving astransaction a real sellers estate,before Joel paired with professional photography, Realtors Circle of Excellence Sales a well, wonderful organization.”

When Lisa is not h puzzle piece tothe their success is the favor.

ItThanks has ultimately helped elevate the met, regardless the circumstances. time with his family. love being a dad.

Having industry for 10 years of An herimportant life, Amanda O’Grady decided into the investment arena.”

Since then, Carlo has built a minister.

Carlo is of also angiving expert negotiator who employ With a charismatic personality and a alove pricing (she recommended hig al to them feeling confident a steady pace.

I’ve recently started venturing into other Over half of Deanne’s business is derived from repeat reader and eucharistic Based a or small town and aI Quality Service recipient for clients her time, she loves to spen When the market videography, and skillful marketing savvy marketing techniques and heavy onAward experience forfour myyears clients, because they nowback have an tomy real estate getemphasis to create my own schedule and prior to becoming a realtoestate Bruce underinbusiness and gotherself license.

And since then, Going forward Teen “We takeinpride inin providing excellent get agent, into the eight of people, Janet Peckinpaugh has found her not lower pricing) was absolute 110 stellar business that saw him closing 93 transaction and and thorough marketing strategies, including and referral clients. outside Denver, Deanne donates to help local families 113 109 ’re making, the single avenues of real estate, and I’m excited to continue to a row.

She also earned the Masters Emerald award in with her family and friends.

106 be present in my children’s lives.”

He is the Vice stands that every detail is crucial and treats ness came toand a ensures (that includes having a social media social “We her understand the ofI aguess entire team of service dedicated workingNorman for them and totoexperts our clients,” says. years ago media. afterbusiness having first child.

Asimportance has never stopped.

I award growing herselling busine in need around holidays and support them through calling as athe real estate agent.

After spending based on final pric 2019, and the Masters Diamond 2020. other,” sheIexplains, and adds, expand my business.” nearly 13 million in volume in 2020 alone.

Currently zation ofcare social media andtheproper marketing President of local Little League and coaches everyto transaction if of it have were his own.

“Idecades am soclosed at’s when decided get my asguru) resulted in 313 transaction for strong online presence. why we use every single making sureinthat their real estate dreams are fulfilled.”

With her ofThat’s experience and knowledge of the “We genuinely about everyone two years ago, they’ve now started difficult times.

After working in the corporate step ahead so that we didn’t encounter any surprises 30 years as a television journalist, working dled the marketing process was a salesperson and I didn’t know it!” expand the business another non-profit youth baseball team. meticulous with every little thing I do that I have a ome kind of challenges in any “My whole focus is customer “I have a picture that they shared with me when they area, it’s no wonder Deanne’s clients are eager to refer five other agents overseeing alast team of six, including maximum exposure for and his listings. Combf socialbusiness media platform, including YouTube, Facebook and give it a try.” The deci- $53,000,000 in sales volume just year. we work with and find great Stephanie joy doing as a joint team, and world for over 20 NBC-CT, years, and our process smooth. a clear and a Given her level of dedication to her clients and to loveswas at WTNH-TV, WFSB-TV and to closing in is a professional problem releasing that control to anyone else.

That’s her and work with her again.

Deanne prides herself on When she’s not working, Deanne spending time rs is how you, as their agent, service,” says Brad McCreary, bought it.”

With close to 20 years of experience becomes adollar, valuable Instagram.”

It’sindividual no surprise that thanks to has theiralso been honored be a good one, as he quickly and an admin employee, Carlo translate into fast sales for top field not fulfillment in helping them achieve byand combining their skills her own professional growth, it is no surprise that the Stephanie Murphy was ready efficient communicator, an expert in her andproce a her prompt responsiveness and attentiveness to clients’ with her kids, and enjoying the outdoors, hiking and Going forward, Bruce would like to hire another why I don’t have a team.

I do this 24/7 and I don’t Janet decided to start a video production manner.

Throughout the along with aGroup top agent with Keller work ethic the team has already 40+ transactions sold mchallenges of the industry.

Now,possiwith The and Stasek believes in giving back to their goals in real estate.”

Clients love characteristics they have crafted a with EXP’s 2020 ICON Agent Award and was also happy clients. in the business, Teena delivers results to purchase when majority of Lisa’s business stems from repeat clients questions.

“People want answers now, not an hour from snowshoeing.

An avid football fan, Deanne says, “When and start team.

“My goalbe is ato continue letand anything slip through the cracks,” he explains, agent for a change.

“I was an empty wonderful person to know beyond our great experience company.

“I felt there would need for responsive and supportive.

WeI ents are prepared you can Williams inhas “I’ve When he isn’t working hard for hisa Lisa clients, Brad is a personalized, or under contract. d, his focus is and ensuring that theirbusiness community, and one ofIllinois. the charities they’re Norman and girl!”

Amanda’s model that brought them now,” shemy says. football season starts, I’m happy and referrals.

“I have a wonderful client base,” the recipient of the New Jersey Realtor’s Circle of expanding my business, and I would like to work adds, “I think that’s why so much of busiwith professionalism and care, always She also cautions th videos in real estate, but unfortunately the more pleased with our selectio nester and wanted to two findsons,with her.” glitches a real estate in other customer service dedicated father of ages one and five.

HeO’Gradys get eam is in dedicated to transclient passionate about is someone the says.

Greater hands-on approach – the huge success the highly competitive “I give 110% every time.

I put my clients’ needs with who is new to real estate and doesn’t ness comes by wayparticularly of repeat andbeen referral sources.

Excellence Sales awards in 2019 (Silver Level) and Carlo is very grateful to those who have kind of production I was doing was very our agent...we interviewed seh Whether it’s ten pm or three am, Deanne is there for her Looking to the future, Deanne plans to stay in the busisomething to be passionate ence.” making sure that herimportant clients receive theis real ing about a career in In her spare time Linda finds to thrive. “FromClients a leadership Cleveland Food Bank.

For every home sold, they roles, and Iholds won awards from loves the flexibility estate gives him, the majority of allowing theiraround,” business through market of the Greater Boston Area. before my own.selling Mybe business all about getting my JANET this as aithobby.

Ihome want them to be hungry to learn appreciate my attention to detail and my STEPHANIE NORMAN & AMANDA BRAD McCREARY clients.

That truedo forexpensive. every step ofSo the ness for years to come.

“I’m not one to sit she long story short, I got my before selecting her.

Janet is p 2020 (Gold Level). achieve success.

“Being successful in a about,” she explains.

“At that When Stephanie isn’t working, she’s giving back to actively involved in bring her community.

She frequently clients what they need, whether they’re buying or y mentoring my agents and donate 100 meals to the organization.

They also referrals, and are considered Amanda says, “We both something those companies for my high him to never important moments with his generally family and work with high standards.” accessibility.

I worry about theirSINGH money the same highest standard of service. sure are ready to work h PECKINPAUGH and buying process.

Whether it’s staging aethical home for a miss says.

As herhave daughter begins the process ofthat gettingthey her PAUL MURPHY O'GRADY real estate license, thinking I would personable, and attentive...and gecome technology, Angela has her point in my life, I had bought the community.

She is a part of the Keller Williams career not only takes a lot of time and com selling.

I make the process as seamless and as stressclient appreciation events with her most own successful. clasrun different anhosts annual concert to the food way IWe would about mine.” two of thelooks most sought-after Realtors innervous about to the table, buthelp complement seller, educating awe buyer on home loans, home construcagent’sschedule. license, Deanne forward tofor bringing level of service.

Irestock base my asteam, he controls his own “When I people worked areshe really a dual career,” Janet says.

She quickly us the results wecommission wanted.

She h ng in contact with past clients. free as possible.” and sold six homes and Rainbow with 25% of her recently aand holiday themed party with plenty of myself, Currently, ainthe significant portion of Carlo’s overall business theNetwork, he says, “but also suppor tion, between, Deanne brings a wealth her into the brokerage, passing onprofession,” the greatwith legacy fear many homebuyers faceThoenig, is shelves. for market.

He ensures each listing perts because of theRegina amount “We have aeverything great outdoor venue and their area. each other and we work well together.” business in the idea that I’m other corporate jobs, I wouldn’t always agree For real estate has been the how to best portray my clients’ properties found success as an agent, and decided to earned our enthusiastic endorse Leading up to his career in real estate, Joe Outside of work, Joe takes the time n all the avenues of communiTeena is the Broker In Charge of Flamelilly Real Estate because there is a misconception th of advice and consistency to each transaction. has created. it comes toinvite business, Brucea believes I always considered supporting the LGBTQ Alliance.

Stephanie is also a to like tostaged give back to theprofessionally community enghouse considering is aher isupon well and photothat they’re we go When through,” he atset, least 1000 people.

All the proceeds Bygiveaways. blending their asrepeat agents, is“We clients, referrals and positive family.

I have amazing wife and three going tobased bestrengths athat REALTOR® for their policies orbecoming how theyword treated customers,” Brad 117 perfect fit for skill her talents, and to catch the interest and the imagination ofan To find outhis more about Lisa Hill, 119 devote all of her time to it.

That was nearly 114 oy writing hand written notes Along with her professional accomplishments and Weinzetl served in the U.S. Marine Corps be involved with community.

Since honesty is the best policy.

“I’m not a guy who prewhen possible, especially the kids,” shegrows says.

As anleap agent.”

Stephanie finally took the inthe 2016, Homes for Heroes agent, which helps nurses, oney something Paul graphed, then markets it throughout on social media With more three decades worth of doctors, thatpit. theThat’s team’s organized from the donations go to the Cleveland Group and serves clients South Carolina easy money.

But from my experie O’Gradys are to offer efficient “I’ve an met so many friends,” Deanne says when describof mouth, aGreater statistic that larger each year and motivate me tocall work asJanet hard as do eachsh the next thirty orThe forty years, and Iable want every client to says.

“Along with work-life Ithan get to create, 732-814-8479 orIworking, 732-920-60 her values.

She finds the most fulfillment buyers.

Iistake aability lot ofis care in what I please put out, passion, what sets Lisa apart her tobalance connect seven years ago, Janet hasn’t looked When isn’t ling never out monthly cards. everything sunshine and rainbows just to Reserves for eight years and aand machine issues concerning veterans are close to hi advocate for women, she has also started awith, working ents toarecipe worry about. sites like Facebook or Instagram, as well ing the joy she finds in the people she works often experience between them, Norman and and hasn’t looked back since.

Today she’s a as Broker firefighters, policemen and other frontline workers s helps to have buildtends network of isFood Bank, as well as half ofAngela the proceeds from and generous service to every client To learn more about DeMattia and Georgia.

“I care about the people I work with.

I Sometimes you do all the hard work a sure indicator of the top-of-the-line service that he is have the privilege of working for such be completely satisfied with their whole experience.”

I like that I can do things that I think are the best way email lisahillsellshomes@gmail.com with her clients.

“Iserves have ability to relate to people, back since.

Today she shoreline active in the community.

Shea a the deal.

When I’m finished with a transaction oager, really enjoy itclose as well!

I’ve from relationships she isforming able to“It’s form and Ianthe optimize images and descriptions ofatfree lasting relationships with many past clients. shop.

He then decided to follow his heart, he does a lot of work with the 23rd women’s club. important to give working women I was already helping my the to real estate websites and his local MLS. Amanda have the expertise and skill necessary to get clients.

“We have someone bar we have.

We give away cars, and we’ve they work with.

Associate at Keller Williams Realty Metropolitan in afford homes.

During any time, Stephanie can be please call (240) 687–6677, and to make them feel safe through the process.

They or visit lisahill.foxroach.com to serve my clients.” providing his customers.

“I believe it’s because we offer brokerage like EXP Realty, which offers I never want to look back and feel bad about what Towhat learn more about Linda of beyond Connecticut, from New Haven totothe Rhode Islandfoot the chair of Filby the Economic Development Co laterLater after a transaction and above and for them to get exactly they paid because thehiking. client decides on clients. feel had like I really become properties ournavigating best forward.” an Chase avenue togo with other professional women. uses.

Iwith wondered why“I even passion for helping people, andcompetitive his natural foundation, a non-profit charity doneput when real estate transactions.

As every step on, of the way, from Bryant perform!” where aWith growing portion ofthings her busifound biking,Veteran skiing, golfing and itnetwork comes toNH, in the highly email AngelaDRealEstate@gmail.com, happened.

That’s why I’m honest toreal a Bedford, fault.

We’re Brad first got started inWhen estate inmarketing 2017.

After email linda.filby@compass.com, border. the vast majority of her business deriving her town.

“We’re a big tourist town, soand I’m am cards, even though they could a full-service package from start to finish,” he explains, line technology, a great support staff, interwoven in my clients’ lives,” Regina Regina’s approach has a proven track It’s perfect for those who are looking to make friends want.

People are emotionally intelligent.

They might area.

Real estate is very hard work— to pay someone else to sell Regardless of their experience, Paul a duo, they close an impressive 60 transactions per year, Norman and Amanda have made it their top priority to d marketing.” talking about people’s families and Denver area, Deanne says, “Because the market’sIt’s so her thorough interest in homes, and got his REALTOR® organization dedicated to helping veter ness consists of repeats and referrals.

ACDRealEstate.com or visit livelihoods, andjob, Copyright Mag visit compass.com/agents/linda-filby-team, spending several years incrazy, a corporate he decided Brad coaches his son’s baseball team, andthe hehead loves from repeats and referrals, it’s clear she’s exceeding of traffic to see if we Top canAgent get mor ent their devices. when asked how manages to inspire such impressive of Record, Jeffrey Kist.” and connections in this area.” youfather put a believes home up onhe the MLS and it’s sold!” most people should userecord: aof Realtor. , so recipes I got myonreal estate says.

“I license love helping people create the life this past year, she completed over and they are capable of Broker tackling any obstacle that aonreal stay involved with and give back to their community, Going forward, this of two doesn’t have license in 2012.

As the current owner ans living with trauma.

Joe participate not understand everything about the real estate world from someone who has worked in th approach and dedication to getting her clients towards Looking ahead, her sights are set growing.

“I’m just the biggest transaction they will make in their lifeor call (914) 953–1118 expectations. crossings.”

During any free time, she’s cooki it was time to make a change.

He and his wife had spending time with his wife and kids.

They are Her listings also post to a variety of websites and social save Because of that that “You might be buying selling yourestate fifth levels and loyalty amongst those he works transaction might throw atthe them.

They advertise offer a great deal ofto their precious time and energy on andmoney. an appetite forI want. helping anya and plans tothe slow down.

“We’re hoping to get they Towith me, that’s best part.

Itrust $13 million in with. across eighty-one time. treat lot of respect.”

With 25of the Greater Midwest Realty brokerage, Joe inand Nearly Naked Ruck hike their goals that sets her apart inorthe this industry. going to keep trying to do better than the yearMarch before,” or what’s going onfeel with paperwork, but Isales believe the industry—and thi Copyright Top Agent Magazine out on herbanking Peloton bike, or hanging out Iwith media platforms including Facebook, Zillow, Trulia, purchased homes, and Brad knew hevery could procurrently working onthirty remodeling their home. n background, I Joel know how a two house, and so like you have awork good REGINA THOENIG heavily on social media, cross-market extensively to initiatives that both foster outreach and give aid to JOE WEINZETL wo traits that help and his therelationship team todoesn’t about a 100 agents by the end of this PAUL SINGH 30 transactions per year, Bruce have a lot of “Also, I’m easy to get ahold of.

I hours treat every client as a lifelong transactions as a solo agent.

“It’s not about she says.

In the meantime, she’s loving everytominute works to guide his agents and from which funds donated sponso Craigslist, anddiligently more. ® are “I pride myself in really investigating houses, it’s the vide better service than what he experienced with his Copyright Top Agent Magazine can feel that Iaon care about them, and they trust meCarlo’s are dedicated to help REALTORS To learn more about Bruce Kelly, ut together, and cantime, answer 99still understanding of the process.

Butwith you other agents inprice,” the area, andplan are readily available members ofimportantly the community who need it.

Among other free but he checks with past expectations.

“Whether we’re year, and most we’re focused our ainthey day and eight days week.

I she think that’s why I’ve done for the future of his busines relationship, not afrequently one-time transaction.” serving one particular says.

“I’m really good at communicating, soto I always keep of hopes her work.

“It’s so rewarding toveterans behas able to helpsetto clients towards their goals. aexpand 14-week course for designed journalist in me,” says.

“If there’s something wrong As Janet looks ahead, she her sights email bruceremaxnj@gmail.com, “Iand got theorganizations, classes done, joined Keller Williams Looking the future, Brad to Regina his In non-Covid times, Deanne sometimes hosts open house clients’ questions about don’t do it every day.

You need someone clients phone calls. throughout the week to solve problems or field questions Amanda works with BUILD, designed ormy seller, our end goalagents. isvia to texts help mission to keep changing lives.” because of that.” soinviting well in industry.” continued exponential growth and toto open his Find more at dayandco.net or “It’s about serving thebuyers person in front ofgetmember everyone inthis the know,” she says.

No left people with their real estate needs.

Making the biggest with it, find out about it,current andisIa will tellout my another team on board.

No matter wh them acclimated back civilian zillow.com/profile/bruce-kelly-remax, lunches, three hundred plusI’ll agents, lenders, in spot.”

Naperville, and worked part-time for 10 months one-man show into or maintenance on the who isvisit knowledgeable about thestone for any family-focused client who mightbusiness. needhelp help.“We’ll to help youth in the area develop business skills at and an Zillow.com/profile/homesbuydeanne.

Connect with Above Deanne all, however, remains h or call (732) 330–3420. title professionals to view the property and share ideas for his team.

Now with seventeen years in the industry, so they know what they’re getting into.”

Although she leads, she will no doubt love every minute unturned, and when it comes to closing a deal, she transaction in people’s lives as easy as possible truly me and doing the best job I can for them.”

Approaching every transaction with life.

As a husband and a father of four, he Therebefore are many aspects of his work that Bruce market.

I also have in more finance, soatImembers going full-time,” Brad explains.

“I been bring on team asorwe grow,” he says. He early stage their lives, andhave Norman hasa degree contributed 303-667-8617 homesbuydeanne@gmail.com for in how to best position itadmits in the market.

For more about Joelhas Hollo, email joel.hollo@stasekgroup.com, this method has caused buyers to back out of I enjoy most is seeing people happy.

Being utilizes her negotiation skills to get clients the best makes me happy.”

Regina built a thriving business around the ethos Another factor that comes into play when assessing unwavering objective: to continue providing With her background in Clinical Psychology, it’s not passion and care, Joe serves clients throughout Anoka spends the rest of his time with family and friends oa ess in selling his father’s houses layfor thehigh numbers out very clearly, allowing super successfultoever since scholarships I switched.” wants to to create lasting in his community.

Inatheir free presence time, the O’Gradys love first and foremost multiple schoolers looking joelhollo.work, or call (216) 470–7051 visit aBroker deal, incounties. the long run it philanthropist, pays off, as shewith truly has her the process as stress-free as possible is so rew outcome.

“After navigating the corporate world for so putting her clients’ needs first.

An Associate An active Regina has founded a Carlo’s success story would be the solid relationships clients with the unparalleled customer servi them to make well-informed decisions.” to request his ofservices, until county and surrounding When he took over practicing his golf swing. to engage their local community.

Norman is Copyright Magazine attend high-tiersurprising colleges. They’ve found that establishing “Iffavorite everything’s going well, her it could lead toTopa Agent position that Teena’s part about real best interests at heart.

“My clients are extremely Nofelt portion ofWilliams, this issue mayas be reproduced inboth any manner whatsoever without prior of thewas publisher. long, and working with C-level executives, keeping aareof a full-time agent like athesolo natural next with Keller Regina is licensed inclients’ scholarship fund infar honor her who the of thedaughter, Brighton Board of Trade,with while that he forms with his clients, ones that transcend become synonymous his name. Photos by themselves pillars of thesuburbs community has allowed Greater Midwest Realty came onboard with apresident vision Brad, agent, services the western ofhe where, when my children older, ifconsent they’re interested, estate work is getting to help others.

“I love workloyal because they’re happy that they didn’t get involved Copyright Top Agent Magazine deal together is really one of my strengths.”

For her When he’s not working, Paul stays involved with after almost five in the industry, hetopublished Amanda works with agencies such asthe Toys Topyears Agent Magazine is bysays.

Feature GA, Inc. Although precautions arelocal taken to ensure accuracy network with other build relationships Pennsylvania and New Jersey. tragically killed in his asystems carcareer.” accident inseveral 2019.

“This June, Chicago.

“I’m athem one-man show,” he “Iagents, doPublications every I can help launch their to provide his agents with the high-quality In the future he is focused on continuing to enable hi in something that probably wouldn’t been good Boston in ing with people. this job is have mythe passion. community, andcorporate donates a That’s portion ofwhy his sales to local ween 30 and 40 transactions a year from at with a sales buyers, she listens closely toimportantly their needs and narrows for Tots and Greater Food Bank.

Amanda isby current and potential clients, and most there will be two scholarships given in her name,” single aspect calling clients to setting common in brokerages, while maintaining agents to serve their community providing them of published materials, Topperspective Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its the end.”

With Janet’s journalism also For her more Carlo Drogo, call 856-MyAgent oraemail Carlo.Drogo@EXP $16 million, with 100up percent of that business charities and fundraisers.

In time he likes tobackground, down search, never stopping the ideal property asetting, proud mother of a (856-692-4368) daughter, and spends lotthat of time Different toabout working infree auntil hospital most ofshe the find Ito endless opportunities to nourish thehisbeautiful city listings to close. touch everything.”

With her commitment her clients, her personable Regina says.

“The fund is an endowment, so it will a tight-knit family brokerage atmosphere.

“I like that with the latest and greatest tech has to offer.

“My has exceptional skills, keepingPublished To subscribe or address, send inquiry to communication mag@topagentmagazine.com. themotorcycle U.S. work out and enjoys sports. m repeat clientsauthors. and referrals.

The work with her asalways well. estate Norman loves ridinginhis theyhas callchange home. istime found.

Meanwhile, her sellers enjoy professional I get to enjoy viewing houses with my real approach, her interpersonal skills, and her hands-on continue to grow, which is very meaningful to me. we’re very ingrained within the community.

We’re goal is to give them access to systems and features tha her buyers and sellers updated at every step.

“I care a ssing. “I never planned on doing retail until and traveling marketing, with 3D matterport tours, photography, and with his wife. In the future, Norman plans His clients appreciate histhat dedication and attention to process, it is not a surprise over half of Regina’s I’ve done fundraising for the scholarship, and for eva local company and our goal is to give our clients the big corporate companies use but have them at a clients and assist getting them their dream home or lot about my clients, so I’ll get back to them right away business started growing, but now I love it!

Going forward, Paul has expanded his business into retire and let Amanda fully take over the business In keeping with their people-first attitude, theare O’Gradys videography.

“Many people wanting a to more rural detail.

Nearly allhouse, of his business comes from repeat and text them back,” she says.

Whether she’s helping business stems from repeat clients and referrals.

“I ery closing, I donate to the fund.”

When Regina is not personalized service and high-quality solutions for a local flat fee brokerage model, so that the agents can unity to help someone find the right selling commercial real estate as well, which has also investment.

So, I’m still connecting with people at If you’re in need of top-notch within theannext ten years. prioritize building lasting, trusting relationships with lifestyle because of the pandemic, so we’ve seen clients.

“That’s whatRegina I his base mysomeone business sell their family home, or assisting couple in make competitive rate.”

Basically, I want to merge the friends with many clients,” says.

“For helping clients or“I’ve giving backaultimately her time, she to with on people’s facesbecome afterand thereferral closing—that’s my bolstered referrals onaofdifferent the residential side. real estate service in Boston, get loves inmore. touch Norman their clients as theof primary goal their business work, but it’s in way,” she explains. influx people moving to New England.

We’re now on,” heRealtor.” says. the “Ipractice. want my clients topinpoint give me aspecific fivefinding theiraspend first property, Janet goes above and beyond ation to keep growing as a begun thinking about building team, to keep up with best of both worlds.” me, it is all about relationships.

It’s about building time with her family, to travel, and to play golf. and Amanda O’Grady today!

They aim to the needs of their Top Agent Magazine 3 putting a Ilittle more upfronttheir intoreal ourestate listings.” towith getmoney them towards goals.

100% of the time, andand want them to the leads toalso continue offering the best Clients working Joe can count oncustomer receiving the To learn more about Tee truststar andreview listening to my clients’ needs.

Iwill make Stephanie also advise on staging and outline what their immediate family and loved ones.Teena up in the Dallas-Fort Metroplex, the service.”

Outside of work is involved with local best and available tothemarket their surerecommend toWorth maintain the relationships bytools keeping intechnology Happy business she has built, Regina plans to please call (843) 271 You can contact Norman Amanda ather (617) 254-2525, could be done to atouch property to bringwith inand the most buyers After the transaction, clients love to leave glowing

CARLO DROGO

TEENA MANZIRA

JANET PECKINPAUGH

STEPHANIE MURPHY BRAD MCCREARY

REGINA THOENIG JOE WEINZETL

https://

www.

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www.

www.

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CONTENTS 6) EMBRACING SMART HOMES: DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE?

56) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

95) TURNING YOUR PROFESSION INTO A PASSION

15) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

62) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

20) 5 FRESH NEW APPROACHES TO CONTENT MARKETING

99) UNCOMMON CONTACT: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

68) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

26) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 32) WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION 38) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU 44) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS! 50) ARE YOU A VALUE-ADDED AGENT?

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74) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT 78) EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG 83) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 87) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 91) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

103) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 107) HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP 111) 9 THINGS THE BEST LEADERS NEVER SAY 115) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 118) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

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

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 6

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

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Smart home amenities range in price and return.

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

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

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

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Smart home amenities capture the attention of buyers

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

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

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

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KIM BIGACH Top Agent Magazine

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KIM BIGACH Since becoming a licensed agent in 2009, Top Agent Kim Bigach has gone on to become a leading producer in her region, and today, she leads the Bigach2Follow Team at Keller Williams Realty.

A thirty-year resident of York County, Kim Bigach has always been drawn to real estate. Her mother was a real estate paralegal, and Kim decided to follow in her footsteps after graduating college with her degree in business. While 10

building an accomplished career as a paralegal herself, she began investing in and reselling homes with her husband.

Along the way, she fell in love with real estate – in particular for how it spoke to her business acumen and interest in Top Agent Magazine

sales. Since becoming a licensed agent in 2009, Kim has gone on to become a leading producer in her region, and today, she leads the Bigach2Follow Team at Keller Williams Realty, where she assists clients throughout York County and the surrounding areas.

Having just been awarded her new mega-agent office in Rock Hill, she and her team are licensed in both North and South Carolina, possessing the depth Top Agent Magazine

of knowledge and integrity to meet the demands of any transaction.

When listing a home, Kim prefers a diversified approach. After helping her clients fully prepare their house for the market, she has a 17-step marketing plan that includes broadcasting it over a blend of targeted digital and social media campaigns, along with Keller Williams’ own listing services.

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Moreover, because everyone on her team is a licensed Realtor, Kim offers expert service throughout the transaction. “We’re just hard working folks who like to see people meet their goals,” she says. “Our team possesses a diverse skill-set. Through everything, though, we’re communicative and responsive, and we value top notch

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customer service above all else.”

Meanwhile, Kim is just as devoted to her clients, utilizing her extensive background in sales process, investing, and real estate law to provide unique insights into the market. Through the years, she has earned a fantastic reputation throughout the Carolinas, with

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a majority of her volume coming from repeat clients and referrals. Having closed on 140 units in 2020 alone, she still remains focused on what matters most: the client experience.

“I enjoy helping people – and not just my clients, but also the members of my team,” she says. “The last thing I would want to do is not meet a goal for a client. Rather, I want to see them and their families realize their ambitions, whether they are buying or selling.”

Outside of real estate, Kim has deeply woven her work with her Top Agent Magazine

community. On top of supporting the Ronald McDonald House, she and her team have donated and delivered food to those in need, provided Quiet Time Boxes for the Children’s Hope Alliance in North Carolina, hosted a walk for Hope for Justice, volunteered for events like the Lowcountry Oyster Festival and York County’s Summer Festival, and supported area teachers through gifts, giveaways, and raffles.

When she’s not with clients or giving back, Kim can be found spending quality time with her family, gardening, or tending to her mini duck farm. In fact, 13

she has even been known to deliver fresh duck eggs to her clients as gifts.

Kim also has strong plans for the future. As her volume maintains its steady growth, she intends on further scaling her service while mentoring the

up-and-coming members of her truly special team. “Integrity is at the heart of everything we do,” she says. “I’m so proud of my team. Their expertise and responsiveness keeps me on my toes, and together, we can’t wait for the opportunities that lie ahead.”

To learn more about Kim Bigach please email kim@bigach2follow.com, call (803) 981-3495 or visit bigach2follow.com. www.

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Top Agent Magazine

8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 16

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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SHANNON COCKERHAM Top Agent Magazine

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SHANNON COCKERHAM

Top Agent Shannon Cockerham thrives on finding people the perfect home, and she does everything within her power to make the transaction process smooth and easy for her clients.

In 2011, Shannon Cockerham decided to pursue a career in real estate. She loved homes and décor, and felt like she could find fulfillment and flexibility as a Realtor®. As it turns out, Shannon found a lot of success as well, and through the hills and valleys of her career, she managed to stay true to herself and maintain a standard of quality in her customer service that has made her a prominent agent in the Triad area of North Carolina. Shannon thrives on finding people the perfect home, and she does everything within her power to make the transaction process smooth and easy for her clients.

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Shannon works solo to provide hands-on, consistent service to each of her clients. Her client interaction is the backbone of her business, and she does everything in her power to make each of them comfortable and confident throughout the transaction. “I’m not a hard salesperson,” Shannon says. “Purchasing a home is a huge decision to make, and I’m extremely patient with my clients. I want to find them the perfect home, I don’t cut corners, and I do it all with a smile on my face.” Shannon’s gentle, personal approach has earned her a significant following. She gets 95% of her business through referrals from satisfied clients, and Top Agent Magazine

couldn’t be happier with the success that she has found through her methods thus far.

While she provides service aimed at providing a comfortable experience for her customers, Shannon is also extremely knowledgeable about local and national market trends, and has a lot of experience with homes. She is real with her clients, and presents information and insight in a transparent and upfront way in order to ensure that her clients are consistently prepared and well-informed at the onset of the transaction process. “I’ve found a way to approach clients that makes them feel informed without getting offended or overwhelmed. I’ve been doing this for a long time, and I know what needs be done for a house to sell and what makes a home worth buying.”

Shannon finds that a lot of her clients become her friends, and she goes out of her way to keep in touch and develop relationships with them.

She uses social media and direct mailers to keep up with her sphere, and has built a large sphere of influence for herself in the Triad.

Shannon closes 25-30 transactions on average each year, and she is on track to easily exceed that number in 2021.

In her free time, Shannon has a passion for animals, and she loves advocating for and spending time with them. She regularly fosters animals and works with various animal rescues and community events to find homes for animals in need. For the future of her business, Shannon hopes to recruit her 23-year-old son to help out, as she believes he has the right personality for real estate, and to continue bringing her brand of customer service to as many folks in the area as she can. If you’re looking for a Realtor® who takes the time to get the best results for her clients, look no further than Shannon Cockerham! celebrated

Triad

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For more about Shannon Cockerham, please call (336) 681-7630, email shannonc0126@gmail.com or visit zillow.com/profile/shannonc0126 www.

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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DEBBI DIMAGGIO

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DEBBI DIMAGGIO

You might say Debbi DiMaggio grew up in the real estate industry. Her father was a Realtor®, and coming of age, she had an opportunity to learn the business from him. Later on, she started a rental firm with her husband, Adam, and the two of them realized that real estate was a perfect compliment for their entrepreneurial spirit.

Today, Adam is the Managing Broker, and Debbi, the Marketing Director; two of the three active Partners at Highland Partners Real Estate, where together the partners oversee an elite team to assist clients throughout the East Bay Area. Specializing in luxury listings, they have authored an accomplished, thirty year career in the industry, ranking among the top producers in their region.

When listing a property, Debbi and Adam empower their clients via a comprehensive approach.

Starting out, they provide a suite of services to 24

ready each home for the market, from renovations to staging and professional photography. Once the property has been fully modernized, Debbi leverages her acute knowledge of digital marketing to broadcast her listings over a wealth of targeted social media campaigns and third party websites. Never settling, though, she also markets to her sphere and over notable publications like Dirt Magazine.

Along the way, Debbi and Adam are also light on their feet, keeping matters stress free with their distinct balance of talents. “When you work with Adam and me, you get two different people with very different skill sets,” she says. “While I love marketing, creativity, and design, Adam is tremendously financially savvy and knowledgeable of the market. We both bring thirty years of unique experience to the table.”

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Elsewhere, Debbi and Adam are just as supportive when assisting their buyers, leaning on their combined expertise to guide clients to the right property for their best interests. Over the years, they have earned a fantastic reputation, with the vast majority of their volume coming from past clients, agent referrals, and voices within their community. Through it all, though, Debbi remains focused on what matters most: the client experience. “In real estate, we do the same thing differently every day,” her partner Adam always says. “You never know what’s going to happen.”

Debbi adds, “And no matter what, we love the process of helping each client and meeting their individual needs.”

Outside their careers, Debbi and Adam are tremendously active within their community. On top of supporting the Children’s Support League, the East Bay Agency for Children, George Mark’s Children’s House, Project Pop Drop for the homeless, the Mona Foundation, and Voices4Freedom, they also volunteer and contribute to build days for Give Back Homes, a nonprofit organization created through Habitat for Humanity that constructs homes for families in need. When they’re not with clients or giving back, they can be found skiing, traveling around the world, or spending quality time with their children.

Debbi has a bold vision for the future of Highland Partners. As her volume maintains its steady growth, she intends on launching her business into Los Angeles. Also a passionate mentor, she is deepening her work with life coaching aspiring professionals. Debbi leaves us with the importance of teamwork. She cannot emphasize enough to those she mentors and connects with, “agents are not competitors; we are colleagues. I want to encourage Realtors® around the globe to reach out to us because we are always looking to build our network, and we’re always searching for compatible Realtors® who share in our passion and drive to take care of their clients as we do.”

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To learn more about Debbi DiMaggio please call 510-414-6777, email Debbi@TheHighlandPartners.com or visit DiMaggioAndBetta.com www.

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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FARA KOSARI Top Agent Magazine

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FARA KOSARI

No one who’s ever worked with Fara Kosari would be surprised to learn that she was an artist long before she became a Realtor.

“One client that I’d invited to my home saw my paintings and wanted to know what I was doing selling real estate,” Fara laughs.

Her career as a Realtor started in 2007, when she and her husband bought a vacation home that, well…needed quite a bit of work. “It was the ugliest house in the neighborhood!

But I designed and supervised a remodel of the entire home, and when it was finished, it turned out to be a great success and everyone loved it. And I enjoyed the process so much that I decided to get my license so I could buy, remodel, and flip houses.”

She got her license in 2008, the year the market crashed. Fara worked on her own for a few years, until she joined Realty Austin in 30

2015, whereupon her business really picked up. She now has a repeat client and referral rate of 100 percent, and already has 39 transactions closed and pending for 2021. Her qualifications and specialties include GRI, MCNE, CLHMS, PSA, and CNE. In 2017 she was named a Reality Austin Rising Star, and she’s been a Diamond Club Member/Top Producer with over 10 million in sales for the last five years. For the last four years she’s been a finalist for the Platinum Top 50 Austin Agent award, and was the Austin Business Journal’s “Residential Real Estate Nominee” for 2020 and 2021. She’s also a Zillow Premier and Best of Zillow agent.

One of the reasons people keep coming back to her is the level of dedication she offers to every client. “This is the biggest investment most people make in their life, and I’m very conscious of that. I think about how I would Top Agent Magazine

want to be treated. I care deeply for all of my clients, and try to go above and beyond for every single one of them.”

Another reason Fara’s buyers love her is the artistic vision she brings when helping them look at homes. “One of the things that attracted me to real estate is that it is also a way of practicing art. I can see beyond the walls and the furniture and help my clients see what a house can become, how they can make it into the home they’ve dreamed of.”

That vision comes in handy for her sellers too, as Fara advises them on how to stage their home to express its best qualities. She then uses her marketing savvy and extensive professional network to help them get top dollar from their investment. She markets her homes across all of the social media platforms, her MLS, and dedicated real estate websites, as well as reaching out to other agents in her sphere who might have interested buyers.

Fara volunteers in her community, donating through the Habitat for Humanity, Foundation Community, Mobile Loaves & Fishes, The Safe Alliance, and Austin Children’s Shelter.

When not working, she of course continues to paint, and study artistic design.

Going forward, Fara wants to continue enjoying her work and offering a high quality service to her clients. “Real estate isn’t just a job to me, it’s a lifestyle. It’s such a privilege to help someone sell their home so they can begin that journey to their new job or new life. Or if they’re buying, it’s so wonderful to see them excited to get into their new home.

That makes my day! When I finally do retire, though, I’ll probably open an art gallery and teach children to paint.”

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For more information about Fara Kosari, please call 512-573-7979 or email Fara@realtyaustin.com 31

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 32

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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JACKSON KRILE

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JACKSON KRILE

Jackson Krile has always had a passion for real estate, and with a background in business management and entrepreneurship, he is well-poised to go above and beyond for his clients. “I will work harder on behalf of my clients than anyone else,” Jackson says.

“I’ve had great mentorship from my team leader, Lloyd Flanders, and I’m one hundred percent committed to giving every client a great experience.”

Having just finished his third year as a Buyer’s Agent with the Flanders Team at RE/MAX Real Estate Center in Ames, Iowa, Jackson has built a first-rate reputation and a prosperous business. “RE/MAX Real Estate Center is one of the best decisions I’ve ever made,” Jackson says. “Lloyd has been the best mentor not only occupationally, but also because he is an incredible life coach as well. I have to 36

give credit to Lloyd, to our Brokers Bill and Traci Jennings, and to our RE/MAX family as a whole. The work environment is spectacular and so supportive; we really do ‘work’ as a family around here and I could not be more thankful for them.”

With close collaboration and an iterative mindset, Jackson’s office has been number one in volume and transactions for the past four years in a row. “We’re not satisfied if something works,” Jackson says. “We want to make sure it is the best, most efficient solution or process. I like to get out of my comfort zone, because I believe that is where most successes in life come from. As a team, we’re motivated, collaborative, and driven.”

As a Buyer’s Agent, Jackson has built strong relationships by delivering consistent and Top Agent Magazine

high-quality customer service, earning him many repeat clients and referrals. His efforts have also earned him the status of a Zillow Premier Agent, one of only a handful in his region. Clients love Jackson’s availability and his dedication. “I like to tell everybody I’m always available,” Jackson says. “That’s my trademark, what separates me from most others.

I work sunup to sundown. I’m always answering calls and texts all hours of the day. I’m young and energetic. The majority of my clients are first-time homebuyers. I purchased a home last year, so I know what they’re experiencing, and I can relate to what they’re going through. I think they appreciate that level of relation.”

To keep in touch with his growing list of past clients, Jackson works closely with his team, which includes a marketing assistant and a transaction coordinator. With pop-bys and giveaways, including a pie giveaway at Thanksgiving, Jackson works hard to make sure his past clients keep him and his team front-of-mind. Last year, Jackson completed just under $5 million in sales, a testament to his commitment and skills. While work keeps Jackson very busy, when he does take time for himself, he loves to play basketball, complete home projects, and cook.

Ambitious, skilled, and forward-thinking, Jackson and his team have set their sights on new and enterprising goals. “I want to be a Top Producer in our market,” Jackson says. “I’d also like to make the 100% Club this year for RE/MAX. As a team, we would like to make the Diamond Club and the Titan Club after that. We’re growing every year as a team, and we set our sights high. We’re always adjusting and collaborating as a team, talking about how we can shift or hone our practices to better serve our clients. That’s what it’s all about.”

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To find out more about Jackson Krile, please call 515.490.8614, email JacksonKrile@remax.net or visit FlandersTeam.com www.

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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BRYCE O’BRIEN

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BRYCE O’BRIEN

Top Agent Bryce O’Brien – Lead of Keller Williams Freedom’s The O’Brien Home Team – is a truly dedicated, hardworking and deeply knowledgeable Realtor® who works hard to provide her many clients with top-notch, high quality service. With her focus on educating her clients and establishing long-lasting relationships, Bryce has earned her ever-growing reputation as a trusted real estate advocate who puts the needs of her clients front and center during every transaction.

Bryce, a former Special Educator and Behavioral Specialist, began her journey in the world of real estate in 2007, after her interest was piqued when she and her husband moved to Fountain Colorado, and she was in the process of selling the home they still owned in Kentucky. “We were leasing 42

our home in Colorado,” she recalls, “and I knew that when my husband returned from military deployment, we would want to buy our own home in Colorado rather than leasing the one we were living in. Being a former educator, I decided to take real estate classes and get licensed so I could buy my own home.”

Bryce found success in her field almost immediately, and currently oversees teams in both Colorado and Florida. Proof of that success can be found in the fact that more than 80% of her overall business is based on positive word of mouth, referrals and returning clients. “I believe it’s because we go above and beyond for our clients,” says Bryce, when asked how she has managed to engender such impressive levels of trust and Top Agent Magazine

loyalty amongst those she works with. “Whatever my clients need, even after the deal is closed, they can ask us for it. We’re a one-stop shop. If they need boxes, a lawn service company or a cleaning service – pretty much everything, they can call us. We want to be the ones they call if they need anything at all.”

There are many other factors that come into play when assessing Bryce’s continuing success story, and chief among them would be her expert negotiation skills and intelligent, thorough approach to marketing that ensures maximum exposure for her listings. Both of these combined translate into fast sales for top dollar, not to mention happy clients.

“I really love what I do for a living,” says Bryce.

“My clients are not just clients, I build relationships with them. A lot of people think Realtors® are just salespeople. I don’t feel that way. I feel like a treasure hunter helping people find that perfect gem of a home. This is their future, and it’s one of the biggest investments they’ll make in their lifetime. It’s precious to be able to be a part of helping them build wealth.”

When she’s not working, Bryce enjoys cooking, entertaining and gardening. She is also an ardent philanthropist who gives back to her community in a variety of ways, including her active participation in the local Chamber of Commerce. She also supports multiple charitable organizations, particularly The Special Olympics, an organization near and dear to her heart. She also does a significant amount training of newer agents at her company.

Bryce’s plans for the future of her business include continued growth – she and her team closed 40 transactions in 2020, and they are on track to close 75 in 2021 – and further expansion into both the Denver Metro area and Florida.

Anyone looking for exceptional real estate representation need look no further than The O’Brien Home Team.

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To learn more about Bryce O’Brien, please call 719-433-5168 or email TheOBrienHomeTeam@gmail.com 43

Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 46

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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SCOTT PERRET

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SCOTT PERRET

Top Agent Scott Perret – of Compass in Seattle, Washington – is a hardworking, dedicated real estate professional with more than two decades of experience under his belt. Scott, who has built a thriving business based on honesty, integrity and personalized, go-above-and-beyond customer service, has more than earned his sterling reputation as a trusted real estate advocate for both buyers and sellers alike.

Possessed of a warm, outgoing and humorous nature, Scott is able to put even the most jittery client at ease during every transaction.

Scott began his journey in real estate in 1996, when he was working as a waiter. “I befriended a woman who came into the restaurant, and who had founded the property management division of a commercial real estate firm here in Seattle,” he recalls. “She ended up hiring

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me to help manage strip malls and shopping centers. While it was a great experience, I very quickly realized that commercial real estate, and retail in particular, weren’t my cup of tea.” Drawing on his longtime passion for architecture, homes and design, he segued into the residential arena, and found instant success as a solo agent, closing thirty-two transactions in his first year alone. The rest, as is said, is history.

Almost the entirety of Scott’s considerable business is based upon referrals and repeat clients, a sure measure of the excellent customer service he provides. “I put 100% of my focus and resources into providing an amazing client experience,” says Scott, when asked how he has managed to generate such impressive levels of trust and loyalty amongst those

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he works with. “I give each client a lot of care and attention.”

There are many additional factors that have played large roles in Scott’s continuing success story. Chief among them would be his deep market knowledge and incredible negotiation skills. His thorough and intelligent marketing strategies, which include professional photography and video, highly targeted home brochures, and a deft utilization of social media also ensure maximum exposure for his many listings. Combined, his suite of strategic approaches results in fast sales for top dollar, not to mention happy clients.

During those rare moments when he’s not working, Scott enjoys cooking, entertaining, and availing himself of all the outdoor activities afforded him in the beautiful Pacific Northwest, including kayaking, hiking and snowshoeing. He also possesses a philanthropist’s heart, and gives back in a variety of ways, including the donation of a portion of each commission to the charitable organization of his clients’ choice. He is also Co-Founder and Co-Steward of The Puget Sound Authentic Leadership Community of Practice, with the purpose of deepening the practice and understanding of authentic leadership in order to create a good human society.

Looking to the future, Scott’s plans for his business are fairly straightforward: to simply stay the course. “I’m clear on what the focus of my business is,” he explains. “It’s being an individual agent who gives extraordinarily high-care service to the people who come my way. I want to continue learning from the way the industry and society are evolving, and be there to keep helping clients in the best, most intelligent way that I can.”

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For more information about Scott Perret, please call 206-319-6968 or email Scott@TailoredMoves.com

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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: Top Agent Magazine

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 51

‘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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SHANNA SIMPSON Top Agent Magazine

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SHANNA SIMPSON

For as long as she can remember, Shanna Simpson has been interested in real estate. Her father used to work construction on the side, and through him, she had an opportunity to observe the remodeling process up close and learn the housing industry from the ground up. At age twenty, she would go on to build and later sell her first home, and along the way, she realized that real estate perfectly complimented her outgoing personality and professional experience.

Inspired, she earned her license and took the plunge—and the rest is history. Today, Shanna is a Realtor for Divine Real Estate Boutique, where she services clients throughout Stanly, Anson, and Rowan counties.

There, she has founded her process around a unique blend of communal outreach and expertise, allowing her to facilitate any transaction with ease.

Alongside a series of branded digital campaigns, she broadcasts her listings throughout the region, generating plenty of word of mouth buzz around every property. Above all, though, she is there for her sellers throughout the process with both compassion and a tireless work ethic. “I truly enjoy helping others,” she says. “Regardless of why a client might be selling—whether they’re working through outstanding debt, or they’re simply in a

When listing a home, Shanna leverages the power of social media to provide her clients with an extensive reach.

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crunch—I love the challenge of maximizing their value in the marketplace.”

Elsewhere, Shanna is just as hands-on when assisting her buyers. Utilizing her foundations in home construction and background in public service, she carefully guides each client to the right investment for their best interests.

As a lifelong resident of Stanly County, she also possesses an acute knowledge of the local market. Better yet, she remains in touch well after closing to ensure her clients are not only satisfied, but also thriving in their new homes.

Through the years, this thoughtful approach has earned her a wonderful reputation throughout North Carolina, with the entirety of her volume coming from repeat clients and referrals alone. “I’ve worked in the public sphere all my life,” she says. “Because of that, I know the importance of forming a genuine relationship with my clients, rather than just being their Realtor.”

Outside her career, Shanna is tremendously active in her community. Along with the rest of the Divine Real Estate Team, she donates a percentage of each transaction back to a variety of local nonprofit organizations, such as the Butterfly House Children’s Advocacy Center in Stanly. Moreover, her brokerage has also hosted an assortment of events and celebrations around town, including last year’s bombastic Easter extravaganza. When she’s not with clients or giving back, she can be found spending quality time at home with her tightknit family or following her teenage daughters to the golf course.

Going forward, Shanna has strong plans for the future of her business. As her volume maintains its steady momentum, she intends on scaling the lofty standards of service that have anchored her accomplished career. “I want to grow, but not just for me,” she says. “Instead, I hope to give all my clients a great experience with a Realtor and share in that joy with my community.”

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To learn more about Shanna Simpson email shanna@divinerealestatehomes.com, visit

www.

divinerealestatehomes.com or call 704-985-2861 Copyright Top Agent Magazine 55 55

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

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 56

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

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

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

Set expectations upfront and often.

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

Then, tailor your outreach accordingly.

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

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

Know your first-time homebuyer programs and perks.

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

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

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

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

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

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

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ELIAS THOMAS

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ELIAS THOMAS

“I love the challenge whether I’m working with buyers or sellers,” says Elias Thomas, the broker and owner of EXIT Key Real Estate in Maine. “With sellers, you help them market their property successfully. I love working with buyers, too, because you get to help them realize their dreams.”

Elias has been in the industry since 1970 – you might even say that it runs in his family. The son of a mortgage banker, Elias has always had an interest in real estate. After he got married, he joined his father-in-law’s agency. “That was in 1970, and I’ve been here ever since,” Elias says.

He and his team serve the Lakes Region of the states of Maine and New Hampshire. “There are between twenty and twenty-five lakes and ponds in various sizes and shapes,” Elias describes.

The region is located right on the border with 60

New Hampshire, and so he often works with clients in both states. He says, “There are some families that purchased properties from us in the early seventies. Now they might be renting their properties out through our agency, or they might have children that they refer to us, or their grandchildren, and now somehow we’re on to great-grandchildren!”

When it comes to marketing his listings, Elias has done and seen it all. “The industry has changed so remarkably in the last fifty years,” he says. He features his properties in two or three publications that go out throughout New England, but the bulk of his marketing happens via social media. He utilizes professional photography, videography, and drone footage.

Elias always goes the extra mile. One way he operates differently from other agencies in his area is to make a point to learn about the Top Agent Magazine

individual histories of specific properties. “For instance, on a recent property, I researched the family that originally built the camp in the late 1800s,” Elias says. “I found some old photographs with the original family enjoying the property.”

When he isn’t working hard for his clients, Elias works hard for his community. He served on various local committees and acted as the town moderator for town meetings for nearly seven years. He is also extremely active in Rotary Clubs at the local, national, and international level. “I’ve been leading teams of Rotarians from all over the world since 2004,” he says.

Most recently, he has been traveling to India on behalf of Rotary International to immunize children against polio and to help with the construction of Water Catchment dams in arid regions of the country. As a matter of fact, in 2018, Elias was recognized by the National Association of REALTORS® as one of five out of 1.4 million members in North America with the GOOD NEIGHBOR AWARD.

you’re not going to get a paycheck for up to a year. You need to make sure that you can sustain yourself for twelve months,” he says.

Beyond that, Elias encourages agents to stay with the times. He says, “I try to learn something new every day. That’s what keeps me fresh and current.”

Outside of work, Elias is a life-long singer. He has participated in various church choirs and community choruses throughout the years, and he has performed the national anthem for four US presidents.

Looking to the future, Elias is excited to continue the work that he loves. He believes that EXIT Key Real Estate is the oldest agency in Maine still owned and operated by the founding family. His grandson is interested in joining the field, and Elias is looking forward to bringing him aboard.

When asked what advice he has for aspiring or beginning real estate agents, Elias doesn’t hesitate to answer. “You need to know that Top Agent Magazine

To learn more about Elias Thomas, call 207-636-2222 ext. 2 (office), 207-432-2222 (cell), email elias@exitkeyrealestate.com or visit exitkeyrealestate.com www.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 62

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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PAMELA TUCKER Top Agent Magazine

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PAMELA TUCKER

Anyone who’s ever bought or sold a home knows how stressful that experience can be. But Pamela Tucker takes her clients on an entirely different sort of journey. Call it the VIP experience. “This process can be intimidating and can produce a lot of stress, which I work very hard to eliminate for my clients.

I’m also very hands-on, so I’m with them every step of the way. We’ll celebrate the completion of different milestones, sometimes with flowers, treats or a special little something.”

experience running her own company in marketing, international manufacturing and distribution. A Realtor for five years now, she serves clients all over North Carolina’s Triangle area from her office in Cary. To say her model has been a success is an understatement. One hundred percent of her business comes from repeat clients and referrals.

“It’s because of the level of service I provide. We become true partners in this process.” Pamela

Pamela offers clients a concierge kind of service, providing whatever they need at any point in the process. “I have a list of vendors with whom I have an excellent relationship, so whether you need service in repair, renovation, lawn care, cleaning, or even a place to rent while you’re waiting to close, I can help.”

It’s a way of doing business Pamela learned from her twenty years of 66

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explains. “That attention to detail results in a high level of trust from clients, which allows them in turn to recommend me with a high level of confidence that I won’t let down their family member or friend.”

She markets her listings through her MLS, email campaigns to potential clients, social media and other agents in her market, and features in several magazines. After closing, she stays in touch with her clients. “I call everyone regularly to see if they need anything, regardless of whether it’s connected to real estate. I love helping people, and I’m appreciative of the position I’m in to be able to support friends and neighbors. I’m also friends with many of my clients on social media, so I’m able to celebrate milestones in their personal life—anniversaries, graduations, weddings, births.”

Pamela’s very active in her community, volunteering with causes like Note in the Pocket, Dress for Success, Habitat for Humanity, The Flower Shuttle, and the USO of North Carolina, to name a few. She’s also involved with local youth sports around her community. “Service has always been important to my family, so I also try to involve my children with these causes as much as I can in order to teach that tradition to them.”

Free time goes to family. “All of my work responsibilities are very time consuming, so I spend every second of my free time with my husband and children. We like traveling, hiking together, and going to the beach.”

In 2020, Pamela closed 23 transactions for a sales volume of $10 million. She expects to double that next year, and is planning some new hires. “The level of trust I’ve built with my clients has led to a steady growth, so this year I will be bringing on some administrative support and buyer’s agents to help me maintain the exceptional service people have come to expect.

I’m excited about my future!”

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To learn more about Pamela Tucker call 201-248-1873 or email Ptucker@kw.com Copyright Top Agent Magazine 67

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 68

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova69

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 70

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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KIMBERLEY WITKOWSKI

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KIMBERLEY WITKOWSKI

Despite coming from a family of real estate agents, Kimberley Witkowski hadn’t planned on entering the industry when she was young.

As it turns out, though, she just couldn’t keep away from it. Kimberley became a licensed Realtor® in 2009 and has been thriving and growing her business drastically year by year ever since. As a mother, she loves the flexibility of the schedule, and as a compassionate person, she loves the myriad opportunities her job provides to genuinely help other people. Kimberley combines honest insight and personal care to provide quality service that clients adore.

build a trusting relationship with each of them that lasts well after the transaction is closed.

She stays in touch with clients through social media and public events, and periodically drops off baked goods at their homes. “I sincerely care about the people I work with, and I do what I do first and foremost for their own best interest,” Kimberley says.

“That’s the only way you can truly succeed in this industry.” Clients quickly learn to love Kimberley’s methods and trust her insights – Kimberley receives more than half of her business through referrals, and her reputation precedes her as an elite agent in New Jersey.

Kimberley takes a personal, hands-on approach to working with clients, opting to

One of the ways that Kimberley provides an enjoyable and comfortable experience for her

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clients is by maintaining honesty and integrity with her communication, and being straightforward in the way she presents information.

“What you see is what you get,” Kimberley says. “I’m very upfront and honest. I deal a lot with first time homebuyers because I understand their emotions, I’m relatable, and I can explain things in a way that is genuinely helpful to them.” Kimberley enjoys interacting with her clients with more than a decade worth of experience, Kimberley has the knowledge and expertise necessary for giving the advice that will guide them towards making the right decision for their families.

Three years ago this month Kim walked me through a very hard decision to leave the home I had been in for 33 years. It was a very difficult decision for the whole family, but I had reached the age where it was too much for me. Kim walked me through many rough spots, and in the end, her encouragement led me to a new living situation. She understood every feeling I had and now I am so grateful for the tenderness she showed me. Thank you Kim for being the right person ... in the right career.

— Sheila P.

Licensed in both New Jersey and Pennsylvania Kimberley works alongside the award winning real estate team, The Lee Group at Berkshire Hathaway HomeServices Fox & Roach, Realtors®. The team’s founder and leader, Tony Lee illustrated recently, “Kim is a very hard working and dedicated Top Producer in our group. We are so proud of her accomplishments and the conscientious way she worked during the pandemic. She always goes above and beyond for her clients.

Along with pursuing a successful career as a top agent, Kimberley is a professional singer, also known as KYM D earning her the title of “The Singing Real Estate Agent”. With a pure passion for helping others in and around her community, she continuously reaches out whenever she can to help; including organizing many charity and fundraiser events bringing awareness to causes close to her heart and support for those in need.

Most recently contributing her talents in a musical collaboration with other artists including Quincy Jones for the award winning One Little Finger, a film based on a true-life story focusing on the abilities in disabilities.

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To learn more about Kimberley Witkowski, call (609) 216-3127, (609) 456-8360, or email kim.witkowski@foxroach.com.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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ERMAN ADANIR

Top Agent Erman Adanir is a solo agent who takes a personal, hands-on approach to conducting his business, and clients appreciate his responsiveness and congeniality.

After spending more than a decade working in E-Commerce, Erman Adanir realized the potential of a career in real estate after moving to Miami, one of the premier cities for real estate investing in the United States. Erman got licensed as a Realtor® four years ago, and found almost immediate success, closing $8 million his first year. He’s improved on that number each year, and has established a solid foundation for himself focusing on properties on the Miami Beach, and has built an impressive sphere of the influence in the area as well.

In an effort to offer a standard of quality in his service that is a cut above the competition, Erman is incredibly transparent and exhaustive with the way he delivers 76

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information to clients. He is a solo agent who takes a personal, hands-on approach to conducting his business, and clients appreciate his responsiveness and congeniality. “I get well-acquainted with all of my clients,” Erman says. “I explain everything to them in vivid detail so that we are on the same page going into the transaction, and they know they can call me anytime if they have questions.” Folks are big fans of Erman’s client interaction – he doesn’t have to do any advertising because he gets 100% of his business from referrals. Erman’s honesty and compassion are two of his biggest assets, and he has tried to leverage them in his work throughout his career.

Outside of customer service, Erman works extremely hard to negotiate aggressively and find efficient solutions to any problems his clients might have during a transaction. He wakes up bright and early to get a head start on paperwork, prepare and organize for each busy day, and make sure he has time to give advice to clients who need it. Erman’s hard work has paid dividends to the longevity of his career – he closed $14 million in 2020 by himself, and is on track to exceed that number in 2021, all while building his client base from the ground up.

A big chunk of Erman’s hard work goes into his listings. He works with a lot of investors, and commonly has to work on homes to improve them and bring out their full potential to sell. Erman uses cutting edge technology, including professional photo, video, staging, and virtual tours, in order to ensure his listings look pristine. “I sell properties very quickly. Basically, every listing sells in a week,” Erman says. He markets his listings extensively over social media and multiple websites in order to push them to a wide audience, and he attends every showing personally in order to get his sellers the best prices possible.

In his free time, Erman is an animal lover, and enjoys spending time with his three dogs and two cats. He is an advocate for animals, and routinely gives his time by volunteering at animal shelters. For the future of his business, Erman looks forward to hiring more staff to his office to help field his growing level of business, so that he doesn’t overextend himself and can maintain his high quality of customer service. If you’re looking for an efficient, friendly Realtor® in Miami, look no further than Erman Adanir!

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To learn more about Erman Adanir, call (305) 690-3146, email erman@miamili.com or visit miamili.com www.

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

Real estate bloggers should be less concerned with whether the same post already exists (it does) 78

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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KEVIN STRAUB

Born and raised in Kansas City, Kevin Straub took a winding road to real estate. After serving in the US Navy, he attended the UNLV. Upon graduation, he accepted a position as an assistant manager for a coffee shop in Caesars Palace, and a short time later he decided to sell real estate, receiving his license March, 1991, in Las Vegas. In 1999, he decided to return to the Kansas City area. Today, Kevin is a Realtor® for Keller Williams Key Partners.

Specializing in new construction and one-level living, he has uncovered a distinct niche in his region through helping seniors find a home where they can comfortably live and age in place.

adds, “90% of the time, I answer my phone when it rings, rather than allowing it to go to voicemail.”

Elsewhere, Kevin remains in touch well after closing through calls, notes, pop-bys, and client appreciation events—all to ensure his cli-

Kevin maintains a strong standard of integrity and accessibility for all sides of the transaction. “If I receive a call from someone parked outside one of my listings, I’ll meet them there,” he says. “Seven out of ten times, they’ll want me to assist them in buying a home. Then I sell their home because they trust me to be there when I’m needed.” Kevin 80

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ents are doing well. He has a terrific reputation across the region through the years, with the vast majority of his volume coming from repeat clients or referrals. When asked about the secret to his success, he emphasizes the importance of keeping things lighthearted. “In real estate, it matters how you handle an obstacle, not the obstacle itself,” he says. “At times, buying and selling a home can be stressful, so I make the process as easy as possible for my clients, and I remind them that there’s always a light at the end of the tunnel.”

Along with helping both buyers and sellers, Kevin and Doug Pearce are currently selling a new home community for one-level living in Shawnee, Kansas, called The Greens of Chapel Creek Townhomes. It is being developed by Dreams & Design Building. Kevin and Doug are also working with Dreams & Designs Building to develop and build a new one-level living community in Shawnee designed for the 55+ community.

Kevin enjoys helping local charities, such as Catholic Charities and Bishop Sullivan Center.

He has previously served on the Shawnee City Council. When he’s not with clients or giving back, he can be found entertaining guests or traveling, and most recently, he has started planning his own upcoming wedding.

Kevin believes there is a need for more 55+ communities in Kansas City. He has a vision of launching a large-scale, one-level living 55+ neighborhood, with an enormous clubhouse equipped with a large recreation room, indoor pool, indoor running/walking track, and walking trails sometime in the near future. He says to contact him if you are interested in more information. However, in the meantime, he is more than satisfied with the fulfilling life and career he has cultivated in the city he loves. “My glass is overflowing,” he says.

“I have an amazing lady by my side, our economy is doing well, and the housing market is thriving.

To me, there’s nothing more important than maintaining a positive outlook on life.”

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To learn more about Kevin Straub, email kevin@straubrealty.com, visit straubrealty.com or call (913) 558-8000. www.

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Creative Meditation

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

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

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

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 83

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

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

Here are some examples of meditations you can try.

1

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

2 Repeating a mantra can be very calm-

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

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

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

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

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

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ANGELA AUSTIN “I care. I’m not just trying to make a dollar,” says Angela Austin, a top agent working out of North Carolina with Century 21.

“I really care about helping my clients to achieve their real estate goals. Whether it’s to buy a property, sell their property, or to rent or lease, that’s what it is. I really care about helping them.”

2021 marks Angela’s third year in the industry. After retiring from the military, Angela found herself looking around the neighborhood which surrounds her church. “I thought about restoring houses so that a younger generation can move back into some of the older areas and bring life back into the neighborhood,” she says. “The thought came to my mind to get my license.”

Angela’s clients are glad that she decided to trust that thought. Currently working solo, Angela services Jacksonville and Onslow County in North Carolina.

The majority of her business comes from repeat and referral clients. Angela credits her high rate of client loyalty with her genuine wish to help. “That’s always my highest priority,” Angela says.

After all, meeting and working with people is Angela’s favorite part of her chosen profession. “That’s what I enjoyed in the military, too, getting to meet people from all over the world. Real estate affords me the opportunity to do the same thing,” Angela explains.

She lives near a military base, and many of her clients are military personnel. She has adapted her strategy during the COVID-19 pandemic, often meeting her clients virtually instead of face-to-face.

Angela sees herself as an educator. She sends out regular mailers to local neighborhoods and past clients to help inform them about the current state of the market. “We make sure the residents specifically know what a house sold for and so forth,” she says. “Then, of course, we keep them updated to see if they have questions, or if they are thinking about listing their own property.”

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When she isn’t working hard for her clients, Angela is deeply involved in supporting her local community. Through her church, she works in various ministries serving others in the congregation. “Throughout COVID, we’ve partnered with local ministries in providing food to struggling families,” she says. Whenever someone reaches out, Angela and her church are ready to help and support them however they are able.

During her off-time, Angela loves to spend time with her family. She enjoys getting out and taking walks or working in the yard. Currently, she and her family are working to update their own home. “We’ve been here for about twenty years,” Angela says. “We have a lot of ideas that we’re getting ready to put into motion.”

Looking to the future, Angela plans to return to her original inspiration to join the real estate industry. “I want to get into transforming properties, bringing them up-to-date, and getting those younger families back in,” she says. “We live in an area where hurricanes hit sometimes, and I love those older houses that have stood through every storm. I want to make it so younger people can have relationships with previous generations. That way, the history is not lost, and those things that are valuable get passed on. That’s my vision for the future.”

To learn more about Angela Austin, please call 910-382-5849 or email aaustinc21sa@gmail.com 85

CONNIE BEGGER Some people choose their careers out of fascination for a subject, some for the thrill, some just for money. Connie Begger became a Realtor to address what she saw as a growing need in her hometown of Billings, Montana. “I had been working with seniors through my home healthcare agency, and I came to realize that they were underserved when it came to specialized representation in the real estate world, since their needs differ from those of younger buyers and sellers. When I did some research, I realized there were only four senior specialists in this market.”

Connie went to work to fill the gap, getting her real estate license as a senior specialist in 2018, and selling her agency so she could focus on helping senior homebuyers and sellers full time. After only two and a half years serving seniors in Billings and central Montana with Select Property Brokers, she’s had 83 clients, and her referral rate is growing steadily.

“I speak the language of seniors,” Connie explains.

“They’re making real estate decisions based on health needs, or maybe taking better advantage of the equity they’ve built to improve their quality of living. My experience as both a healthcare provider and a senior real estate specialist uniquely position me to help them assess their needs and come up with a solution.”

Practitioner who has traveled the nation doing continuing education seminars for nurses and social workers who needed C.E. credits in Alzheimer’s and Elder Care.

She was the president for the Montana Gerontology Society, a nonprofit that sends people into rural communities to do grass roots research on what the seniors need, and develop ways to get resources back to those communities. She’s also served as president and facilitator for the Senior Coalition on Aging for Billings over the last ten years, and hosts a monthly presentation on topics related to senior care.

When she gets any time off from her busy schedule, Connie puts her family first. “I have three grown daughters and a grandson, so I spend as much time with them as I can. I also love golf, and camping when I get the opportunity.”

Going forward, Connie wants to keep growing her business, finding affordable and safe housing for seniors, and helping them stay active in the community.

“This is actually a great market if you’re a senior thinking about downsizing. Inventory is very low, so you can get gold for your home and use that money to better advantage.”

Often that means downsizing. “If they’ve got a multilevel home, they may find themselves unable to use a lot of the space due to problems that come with aging, so it makes sense to sell and move into a smaller one-level home and reinvest the extra money in something that will be safer and easier to manage. Or, if independent living isn’t an option, I can help them choose an assisted living facility that best fits the level of care they need.”

Connie’s dedication to senior citizens is comprehensive, extending far beyond real estate. She’s a four-time Chair for the Walk to End Alzheimer’s in Billings, and a nationally certified Alzheimer’s and Dementia Care 86

Get in touch with Connie at 406-850-3269 or email Connie@selectpropertybrokers.com www.realtor.ca/agent/1671979/stacey-campbell-15-scurfield-boulevard-winnipeg-manitoba-r3y1g3 Copyright Top Top Agent Agent Magazine 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 88

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.

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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.

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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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CATHERINE BLACK Catherine Black’s passion for real estate can be traced to her love of people. Her charming and positive demeanor immediately lets clients know that they are in the capable and caring hands of a REALTOR® who’s going to expertly guide them to their desired outcome. She is known for her keen listening ear and her negotiation skills to win the best outcome for her clients. Catherine currently helps buyers and sellers throughout San Diego County with the help of her two assistants, Julie Barker and Natasha Black.

Hailing from France, Catherine grew up with an entrepreneurial spirit and was a magazine publisher prior to her career in real estate. “I left my hometown at 17 years old without telling anyone and began the adventure of a lifetime. I lived in London, backpacked my way around the world and moved to California,” she says. Her worldly experience and exposure to different cultures and people allows her to easily relate with clients and form long lasting relationships. “Most of my clients become my good friends. They tell me it’s my energy, my personality, and the fact that they know they can trust me, as I always point out the positive and the negative when we look at homes. They also value the fact that me and my team are in constant communication with them and holding their hands throughout the transaction.”

Aside from her dedication to ensuring client satisfaction, Catherine is also an expert negotiator who gets a thrill from winning the dreaded real estate bidding war. “I’m a fairly competitive person, and there is nothing that thrills me more than winning offers for my clients and seeing how excited they are when I tell them we got their offer accepted!” Coming from a 20-year marketing background, Catherine hires talented professionals in order to produce awesome videos and stunning pictures to show off all of her listings. Her hard work and professionalism have been rewarded by all Real Estate brokerages in San Diego who voted her “Best REALTOR® Of The Year” in 2021.

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Catherine thrives when being challenged to learn different aspects of Real Estate.

This is surely why her clientele is wonderfully diversified from sellers and buyers of luxury homes to award winning architects selling new construction projects, from military families to local individuals looking for affordable properties.

When she’s not busy working, Catherine is a dedicated mom of two. She also loves to travel with friends and go kite surfing in remote places. “It’s way out of my comfort zone and very thrilling!” Going forward she is focused on continuing to expand her business. “My dream is to keep learning and growing until one day I’m doing large-scale international deals.”

To learn more about Catherine Black, email catherineblackrealtor@gmail.com, visit compass.com/agents/catherine-black, or call (619) 788–3056 www.

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ANGELA DeMATTIA After experiencing an unsatisfactory transaction while purchasing her first home, Angela DeMattia was inspired to become a REALTOR®. She is committed to ensuring that all her clients receive an elite level of service and a stress-free buying and selling experience.

Dedicated to educating clients along the way and taking into account the gravity of the purchase, Angela is always making sure that they feel empowered in their decision making. She currently works as an Associate Broker at Berkshire Hathaway HomeServices PenFed Realty and serves clients throughout a variety of counties in Maryland.

Angela’s large repeat and referral client base reflects her attentive and personal approach to those she works with. “I pride myself on being personable and available to my clients whenever they need me. I keep them informed throughout the entire process. I believe educating buyers and sellers before and during the transaction is crucial to them feeling confident about the decision they’re making, and ensures the entire process runs smoother,” she explains, and adds, “There will always be some kind of challenges in any transaction. What matters is how you, as their agent, present and handle the challenges along with possible solutions. If your clients are prepared and you can offer realistic options to glitches in a real estate transaction, it makes a difference.”

In addition to embracing technology, Angela has her own unique way of staying in contact with past clients.

“It may sound odd, given all the avenues of communication, but I actually enjoy writing hand written notes to clients as well as mailing out monthly recipe cards.

And my clients seem to really enjoy it as well! I’ve visited my clients years later after a transaction and they still have the recipe cards, even though they could easily pull up 20 different recipes on their devices.

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There’s something about holding it in your hand that makes it more special.”

When it comes to marketing, Angela spares no expense to ensure that her listings stand out. “It’s a really hot market right now and we don’t have to do too much to get a listing to sell, but I still put the same amount of effort into my listings. That includes premium photography, virtual 3D tours, and heavy online marketing,” she says. She averages 25-30 closed transactions per year and finished last year with over $13,000,000 in sales volume.

Her hard work has earned her awards every year including 2020 Presidents’ Circle Award.

Outside of Real Estate, Angela enjoys spending time with her husband, Andrew, and two boys, Noah and Dominic. She also serves in her community. Going forward, she is excited to grow her career further and help more clients. “Even though I work a lot of hours, I enjoy the flexibility of my career, so I plan to keep growing at a steady pace. I’ve recently started venturing into other avenues of real estate, and I’m excited to continue to expand my business.”

To learn more about Angela DeMattia please call (240) 687–6677, email AngelaDRealEstate@gmail.com, or visit ACDRealEstate.com www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 92

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CARLO DROGO Top Agent Carlo Drogo – Lead of The Expert Sales Team at EXP Realty in New Jersey – is an award-winning real estate professional who is truly passionate about helping his many grateful clients achieve their selling or buying goals.

Hardworking, dedicated, and honest, Carlo more than deserves his sterling reputation as a trusted real estate advocate. Having built his thriving business on a foundation of integrity and exceptional customer service, there are few better to assist clients in the southern part of the Garden State.

Carlo began his journey in real estate in 2017. “I was looking to flip a house at the time,” he recalls, “and get into the investment arena.” Since then, Carlo has built a stellar business that saw him closing 93 transaction and nearly 13 million in volume in 2020 alone. Currently overseeing a team of six, including five other agents and an admin employee, Carlo has also been honored with EXP’s 2020 ICON Agent Award and was also the recipient of the New Jersey Realtor’s Circle of Excellence Sales awards in 2019 (Silver Level) and 2020 (Gold Level).

Currently, a significant portion of Carlo’s overall business is based upon repeat clients, referrals and positive word of mouth, a statistic that grows larger each year and is a sure indicator of the top-of-the-line service that he is providing his customers. “I believe it’s because we offer a full-service package from start to finish,” he explains, when asked how he manages to inspire such impressive levels of trust and loyalty amongst those he works with.

“Also, I’m very easy to get ahold of. I work thirty hours a day and eight days a week. I think that’s why I’ve done so well in this industry.”

Another factor that comes into play when assessing Carlo’s success story would be the solid relationships that he forms with his clients, ones that far transcend

the closing table. “I’m very old school about staying in touch,” he says. “I still communicate with my clients via phone and text messages and emails.”

A real estate investor himself, Carlo is exceptionally knowledgeable about his local market, having intensive personal experience purchasing real estate, managing property restoration and rental properties. This provides exceptional value to his clients, ensuring that they continue to return for his services and refer family and friends.

“I love helping people on their journey through life,” says Carlo, pointing out what he loves best about working in real estate. “I love helping them find a new home, and I simply love getting out there and meeting new people and seeing new houses every day.”

Carlo is also an expert negotiator who employs intelligent and thorough marketing strategies, including deft utilization of social media and proper marketing to ensure maximum exposure for his listings. Combined, these translate into fast sales for top dollar, not to mention happy clients.

Carlo is very grateful to those who have helped him achieve success. “Being successful in a real estate career not only takes a lot of time and commitment to the profession,” he says, “but also support from my family. I have an amazing wife and three sons, who motivate me to work as hard as I do each day. I also have the privilege of working for such an amazing brokerage like EXP Realty, which offers top-of-the line technology, a great support staff, and an excellent Broker of Record, Jeffrey Kist.”

Carlo’s plan for the future of his business includes continued exponential growth and to open his own office for his team. Above all, however, remains his primary, unwavering objective: to continue providing his many clients with the unparalleled customer service that has become synonymous with his name.

For more about Carlo Drogo, call 856-MyAgent (856-692-4368) or email Carlo.Drogo@EXPRealty.com Top Agent Magazine

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LINDA FILBY Linda Filby brings over two decades of real estate knowledge, experience, and dedication to every transaction, helping clients achieve a smooth and stressfree experience and ensuring that each of their needs are prioritized. One of the first agents at her office to embrace the team format, she created The Linda Filby Team in 2018, and now works alongside six licensed agents and one administrative assistant. “Compass, our brokerage, has this slogan that says, ‘Let us find your place in the world.’

That’s really the motivation for our team: helping people make this huge life decision and providing clients with the best experience,” she says.

Working with buyers and sellers within Larchmont, New York, Linda and her team are known for their professionalism, market knowledge, and ability to seamlessly navigate clients to their desired outcome.

An important puzzle piece to their success is the team’s savvy marketing techniques and heavy emphasis on social media. “We understand the importance of a strong online presence. That’s why we use every single social media platform, including YouTube, Facebook and Instagram.” It’s no surprise that thanks to their work ethic the team has already 40+ transactions sold or under contract.

In her spare time Linda finds it important to be actively involved in her community. She frequently hosts client appreciation events with her team, most recently a holiday themed party with plenty of giveaways. “We like to give back to the community when possible, especially the kids,” she says. As an advocate for women, she has also started a working women’s club. “It’s important to give working women an avenue to network with other professional women.

It’s perfect for those who are looking to make friends and connections in this area.”

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When she’s not busy working or giving back, Linda is a devoted mother of two girls. She also likes to stay active by cycling and practicing yoga when time permits.

In the future, she plans to continue growing her team and expanding her business.

She is also focused on being the best possible mentor for her agents. “It’s actually surprising to me, but I really enjoy being a mentor. I love helping the women I work with succeed professionally and have these amazing careers in the real estate industry.” As for advice to agents who are just starting out, Linda says that patience and dedication are the key words. “Just remember that it’s not a race, it’s a journey. Focus on the things that are going to help your clients succeed, and in turn that will help your business blossom. I was one of the first people in this area to embrace the team concept, and it worked highly in my favor. It has ultimately helped elevate the transaction experience for my clients, because they now have an entire team of dedicated experts working for them and making sure that their real estate dreams are fulfilled.”

To learn more about Linda Filby email linda.filby@compass.com, visit compass.com/agents/linda-filby-team, or call (914) 953–1118 www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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LISA HILL Lisa Hill always harbored a love for real estate, and when the timing felt right, she took the plunge. She has built a thriving business in Ocean and Monmouth Counties in New Jersey, where she is committed to providing every client with the best service at every price point. With a background in color and trend analysis, and an extensive financial knowledge, Lisa offers her clients a versatile skill set, a conscientious approach, and an unending enthusiasm for helping them reach their goals. “I love that I can help people no matter what stage of life they’re in,” Lisa says.

“I also get to be creative, to use my artistic skills, and to leverage my business knowledge to help clients reach their goals. It’s just the perfect synthesis of my interests and passions.”

Now a Broker Associate and with Berkshire Hathaway HomeServices Fox & Roach, Lisa has earned numerous awards for her service and her success. Lisa is a Certified Luxury Home and Marketing Specialist, and since 2017, she has been a New Jersey Realtors Circle of Excellence Sales Award recipient and a Quality Service Award recipient for four years in a row. She also earned the Masters Emerald award in 2019, and the Masters Diamond award in 2020.

Given her level of dedication to her clients and to her own professional growth, it is no surprise that the majority of Lisa’s business stems from repeat clients and referrals. “I have a wonderful client base,” Lisa says. “I give 110% every time. I put my clients’ needs before my own. My business is all about getting my clients what they need, whether they’re buying or selling. I make the process as seamless and as stress-free as possible.”

Along with her professional accomplishments and passion, what sets Lisa apart is her ability to connect with her clients. “I have an ability to relate to people, and to make them feel safe through the process. They understand that it’s a process we’ll walk through together.”

Values-driven and ethical, Lisa believes in marketing all of her client’s properties with the same level of

professionalism and care. “I have always felt that marketing is a direct reflection of who you are and your image in this business,” Lisa says. “The price point doesn’t matter, the amount of marketing is the same. I will ensure the same quality of pictures, with gorgeous virtual or aerial tours. No matter what, I’m always going to give the highest level of marketing materials. Each and every home should be marketed to the utmost.”

Committed to giving back to the community, Lisa serves on the Board for Ocean of Love, a local non-profit dedicated to helping Ocean County children with cancer and supporting their families. “Their purpose is to assist the children through their illness by providing financial and emotional support so that they can experience the ‘normal’ joys of childhood,” Lisa says.

“It’s a wonderful organization.” When Lisa is not helping clients or giving back her time, she loves to spend time with her family and friends.

When Lisa mentors new agents, she emphasizes the importance of perseverance and sticking with your values. “If your motivations are in the right place, the business will come,” Lisa says. “It’s hard work but it’s very rewarding. I tell new agents to stick with it, to be themselves, and to place value in relationships. That is how I have built my business.”

To find out more about Lisa Hill, please call 732-814-8479 or 732-920-6060, email at lisahillsellshomes@gmail.com, or visit lisahill.foxroach.com https://

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JOEL HOLLO With a positive attitude and always looking to help and educate clients, Joel Hollo and his team, the Stasek Group, powered by eXp Realty, are the go-to agents in the Cleveland, Ohio real estate market. Joel has vast knowledge of the Cleveland area and he operates with the desire to elevate the real estate transaction experience for all buyers and sellers.

Prior to his work in real estate, Joel was an architect. “When the market crashed, my business came to a screeching halt. That’s when I decided to get my real estate license and give it a try.” The decision turned out to be a good one, as he quickly fell into the rhythm of the industry. Now, with 43 agents on board, his focus is ensuring that everyone on the team is dedicated to client service and able to thrive. “From a leadership perspective I enjoy mentoring my agents and helping everyone become successful. We classify ourselves as experts because of the amount of consistent training that we go through,” he explains, and adds that the team’s organized approach to business helps to build a network of repeat and referral clients. “We have someone helping the client every step of the way, from staging to listing and marketing.”

Honest communication and an appetite for helping clients win are just two traits that help Joel and his team exceed client expectations. “Whether we’re working with a buyer or seller, our end goal is to help

them achieve their desired outcome.

That’s why we utilize special techniques that, especially in this market, are helping buyers get homes even when they’re in competition with 10 or 20 other offers. Sometimes they’re not even the highest offer! On the sales side, we are managing to get above asking price for all our homes. We have a technique that maximizes the equity of the house.” These savvy strategies, paired with professional photography, videography, and skillful marketing (that includes having a social media guru) have resulted in 313 closed transaction for $53,000,000 in sales volume just last year.

The Stasek Group believes in giving back to their community, and one of the charities they’re particularly passionate about is the Greater Cleveland Food Bank. For every home sold, they donate 100 meals to the organization. They also run an annual concert to help restock the food shelves. “We have a great outdoor venue and invite at least a 1000 people. All the proceeds from the donations go to the Greater Cleveland Food Bank, as well as half of the proceeds from the bar we have. We give away cars, and we’ve even had Chase Bryant perform!”

Going forward, this father of two doesn’t have any plans to slow down. “We’re hoping to get the team to about a 100 agents by the end of this year, and most importantly we’re focused on our mission to keep changing lives.”

For more about Joel Hollo, email joel.hollo@stasekgroup.com, visit joelhollo.work, or call (216) 470–7051 www.

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Uncommon Contact:

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

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Not everything has to be about business.

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

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

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 100

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

Don’t just react.

Create your own content.

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

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

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

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

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BRUCE KELLY Fond of working with people and having the ability to create his own schedule, Bruce Kelly thought that a career in real estate would be the right fit for him. He obtained his license in 2014, and to this day he loves the work and shows his clients unmatched dedication and service. “I build a relationship with every single client I have, and most of the time we end up becoming good friends,” he says.

Having worked in the financial industry for 10 years prior to becoming a real estate agent, Bruce understands that every single detail is crucial and treats every transaction as if it were his own. “I am so meticulous with every little thing I do that I have a problem releasing that control to anyone else. That’s why I don’t have a team. I do this 24/7 and I don’t let anything slip through the cracks,” he explains, and adds, “I think that’s why so much of my business comes by way of repeat and referral sources.

Clients appreciate my attention to detail and my accessibility. I worry about their money the same way I would about mine.”

When it comes to business, Bruce believes that honesty is the best policy. “I’m not a guy who pretends everything is sunshine and rainbows just to close a deal. When I’m finished with a transaction I never want to look back and feel bad about what happened. That’s why I’m honest to a fault. We’re talking about people’s families and livelihoods, and the biggest transaction they will make in their lifetime. I treat that with a lot of respect.” With 25 to 30 transactions per year, Bruce doesn’t have a lot of free time, but he still frequently checks in with past clients via texts and phone calls.

enjoys, but his favorite part is seeing his clients walk into their new home.

“I love making a true difference in people’s lives. In a world with a lot of negativity and stress, I feel like I can at least take some of that away from my clients’ plates. When we’re at the finish line and I drop the keys in their hands, it’s definitely worth it.”

A devoted husband and father of three, Bruce spends the majority of his free time with his family. “I love being a dad. Thanks to real estate I get to create my own schedule and be present in my children’s lives.” He is the Vice President of the local Little League and coaches another non-profit youth baseball team.

Going forward, Bruce would like to hire another agent and start a team. “My goal is to continue expanding my business, and I would like to work with someone who is new to real estate and doesn’t do this as a hobby. I want them to be hungry to learn and work with high ethical standards.”

To learn more about Bruce Kelly, email bruceremaxnj@gmail.com, visit zillow.com/profile/bruce-kelly-remax, or call (732) 330–3420. www.

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DEANNE KOUBA DAY With over twenty-nine years of real estate, Deanne has built a life-long career as one of the most trusted names in Denver real estate. Her expertise ranges from homes to commercial properties to farms to foreclosures and more.

Deanne often finds a buyer before ever having to list a home. Networking to find a good match for a property, Deanne has saved many sellers money through her efforts to double end her transactions.

Over the last ten years, Deanne has consistently received awards for excellence from her regional board for selling over $10 million in average volume each year.

Deanne got her start after her friends recognized how, as a natural people person, she would be a great fit for the industry.

Today, Deanne is the broker and owner of Day and Company, Inc. where she and her team of ten agents serve the greater Denver metro area.

Over half of Deanne’s business is derived from repeat and referral clients.

With her decades of experience and knowledge of the area, it’s no wonder Deanne’s clients are eager to refer her and work with her again. Deanne prides herself on her prompt responsiveness and attentiveness to clients’ questions. “People want answers now, not an hour from now,” she says.

Whether it’s ten pm or three am, Deanne is there for her clients. That holds true for every step of the home selling and buying process. Whether it’s staging a home for a seller, educating a buyer on home loans, home construction, and everything in between, Deanne brings a wealth of advice and consistency to each transaction.

Deanne stays involved in her community, coaching youth football, baseball, and softball. She is active in her church as well, serving as a reader and a eucharistic minister. Based in a small town outside Denver, Deanne donates to help local families in need around holidays and to support them through difficult times.

When she’s not working, Deanne loves spending time with her kids, and enjoying the outdoors, hiking and snowshoeing. An avid football fan, Deanne says, “When football season starts, I’m a happy girl!”

Looking to the future, Deanne plans to stay in the business for years to come. “I’m not one to sit around,” she says. As her daughter begins the process of getting her own agent’s license, Deanne looks forward to bringing her into the brokerage, passing on the great legacy she has created.

“I’ve met so many friends,” Deanne says when describing the joy she finds in the people she works with, often forming lasting relationships with many past clients.

When it comes to marketing in the highly competitive Denver area, Deanne says, “Because the market’s so crazy, you put a home up on the MLS and it’s sold!”

Her listings also post to a variety of websites and social media platforms including Facebook, Zillow, Trulia, Craigslist, and more.

In non-Covid times, Deanne sometimes hosts open house lunches, inviting three hundred plus agents, lenders, and title professionals to view the property and share ideas for how to best position it in the market.

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Find out more at dayandco.net or Zillow.com/profile/homesbuydeanne. Connect with Deanne at 303-667-8617 or homesbuydeanne@gmail.com 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 104

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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TEENA MANZIRA Teena Manzira started her career in the real estate world as an office manager for a broker in 2001. “All the clients would stop and talk to me for a long time, until one day the broker told me that I should try my hand at being a REALTOR®. At first, I said no because I didn’t think I had the right personality to sell anything. But eventually I gave in and got my license. And since then, business has never stopped. I guess I was a salesperson and I didn’t know it!”

With close to 20 years of experience in the business, Teena delivers results with professionalism and care, always making sure that her clients receive the highest standard of service.

Teena is the Broker In Charge of Flamelilly Real Estate Group and serves clients throughout South Carolina and Georgia. “I care about the people I work with. I go above and beyond for them to get exactly what they want. People are emotionally intelligent. They might not understand everything about the real estate world or what’s going on with the paperwork, but I believe they can feel that I care about them, and they trust me because of that.”

women and children, military families, victims of human trafficking and sexual abuse.” In her spare time, she enjoys traveling and catching up on her favorite TV shows. “You spend a lot of time talking and running around in real estate, so that alone time is precious, and I like to just unwind and relax.”

Going forward Teena wants to continue growing her business. “My goal is to expand the business to the point that it becomes a valuable asset for someone to purchase when I decide to retire.”

She also cautions those who are thinking about a career in real estate, to make sure that they are ready to work hard. “Sometimes people are really nervous about real estate agents because there is a misconception that they’re in it for easy money. But from my experience, that isn’t true.

Sometimes you do all the hard work, and you don’t get paid because the client decides on a different state or area. Real estate is very hard work—and this is coming from someone who has worked in the medical industry and the banking industry—and I think most successful REALTORS® are dedicated to helping people.”

With her background in Clinical Psychology, it’s not surprising that Teena’s favorite part about her real estate work is getting to help others. “I love working with people. That’s why this job is my passion.

Different to working in a hospital setting, most of the time I get to enjoy viewing houses with my real estate clients and assist getting them their dream home or investment. So, I’m still connecting with people at work, but it’s in a different way,” she explains.

Outside of work Teena is involved with her local church women’s group. “We do a lot of fundraising and events, especially during the holidays to help Top Agent Magazine

To learn more about Teena Manzira please call (843) 271–2034, email teena@searchbeaufort.com, or visit flamelillyrealestate.com www.

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BRAD MCCREARY “My whole focus is customer service,” says Brad McCreary, a top agent with Keller Williams in Illinois. “I’ve been in other customer service roles, and I won awards from those companies for my high level of service. I base my business in the idea that I’m going to be a REALTOR® for the next thirty or forty years, and I want every client to be completely satisfied with their whole experience.”

Brad first got started in real estate in 2017. After spending several years in a corporate job, he decided it was time to make a change. He and his wife had purchased two homes, and Brad knew he could provide better service than what he experienced with his agents. “I got the classes done, joined Keller Williams in Naperville, and worked part-time for 10 months before going full-time,” Brad explains. “I have been super successful ever since I switched.”

Brad, a solo agent, services the western suburbs of Chicago. “I’m a one-man show,” he says. “I do every single aspect from calling perspective clients to setting up listings to close. I touch everything.”

“I have a picture that they shared with me when they bought it.”

When he isn’t working hard for his clients, Brad is a dedicated father of two sons, ages one and five. He loves the flexibility real estate gives him, allowing him to never miss important moments with his family as he controls his own schedule. “When I worked for other corporate jobs, I wouldn’t always agree with their policies or how they treated customers,” Brad says. “Along with the work-life balance I get to create, I like that I can do things that I think are the best way to serve my clients.”

Brad coaches his son’s baseball team, and he loves spending time with his wife and kids. They are currently working on remodeling their home.

Looking to the future, Brad hopes to expand his one-man show into a family-focused business. “We’ll bring on more team members as we grow,” he says. He wants to create a lasting presence in his community.

“If everything’s going well, it could lead to a position where, when my children are older, if they’re interested, I can help launch their career.”

His clients appreciate his dedication and attention to detail. Nearly all of his business comes from repeat and referral clients. “That’s what I base my business on,” he says. “I want my clients to give me a fivestar review 100% of the time, and I want them to recommend their immediate family and loved ones.

I take that very seriously. They trust me to take care of them.”

Those repeat and referral clients have even spanned generations. Brad’s father also spent time as a REALTOR® in the area, and he sold a house to a family in Lombard. Thirty years later, when that family was retiring, they called Brad to sell their home. “My dad helped them to purchase it, and I sold it,” Brad says.

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To learn more about Brad McCreary, please call 630-330-7942 or email bradmccreary@kw.com Top Agent Magazine

How to Throw a Networking Event

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

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

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

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

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

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

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

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 108

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

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

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

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

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STEPHANIE MURPHY After working in the corporate world for over 20 years, Stephanie Murphy was ready for a change. “I was an empty nester and wanted to find something to be passionate about,” she explains. “At that point in my life, I had bought and sold six homes myself, and I always considered becoming an agent.” Stephanie finally took the leap in 2016, and hasn’t looked back since. Today she’s a Broker Associate at Keller Williams Realty Metropolitan in Bedford, NH, where a growing portion of her business consists of repeats and referrals. It’s her thorough approach and dedication to getting her clients towards their goals that sets her apart in this industry.

“I’m really good at communicating, so I always keep everyone in the know,” she says. No stone is left unturned, and when it comes to closing a deal, she utilizes her negotiation skills to get clients the best outcome. “After navigating the corporate world for so long, and working with C-level executives, keeping a deal together is really one of my strengths.” For her buyers, she listens closely to their needs and narrows down her search, never stopping until the ideal property is found. Meanwhile, her sellers enjoy professional marketing, with 3D matterport tours, photography, and videography. “Many people are wanting a more rural lifestyle because of the pandemic, so we’ve seen an influx of people moving to New England. We’re now putting a little more money upfront into our listings.”

Stephanie will also advise on staging and outline what could be done to a property to bring in the most buyers and offers.

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “Stephanie Murphy is top-notch, a true professional and I would not want to deal with another agent.

During our recent home purchase and transition from Massachusetts to New Hampshire, she was always a Top Agent Magazine

step ahead so that we didn’t encounter any surprises and our process was smooth. Stephanie is a clear and efficient communicator, an expert in her field and a wonderful person to know beyond our great experience with her.”

When Stephanie isn’t working, she’s giving back to the community. She is a part of the Keller Williams Rainbow Network, with 25% of her commission supporting the LGBTQ Alliance. Stephanie is also a Homes for Heroes agent, which helps doctors, nurses, firefighters, policemen and other frontline workers afford homes. During any free time, Stephanie can be found biking, skiing, golfing and hiking.

Looking ahead, her sights are set on growing. “I’m just going to keep trying to do better than the year before,” she says. In the meantime, she’s loving every minute of her work. “It’s so rewarding to be able to help people with their real estate needs. Making the biggest transaction in people’s lives as easy as possible truly makes me happy.”

For more about Stephanie Murphy, please call 603-562-6123 or email stephanie.murphy@kw.com 109

NORMAN & AMANDA O'GRADY After watching her father, Norman, conduct his real estate business for most of her life, Amanda O’Grady decided to get into the business herself eight years ago after having her first child. As of two years ago, they’ve now started doing business as a joint team, and by combining their individual skills and characteristics they have crafted a business model that has brought them huge success in the highly competitive market of the Greater Boston Area.

Amanda says, “We both bring something different to the table, but we complement each other and we work well together.”

By blending their strengths as agents, The O’Gradys are able to offer efficient and generous service to every client they work with.

Norman and Amanda have made it their top priority to stay involved with and give back to their community, and offer a great deal of their precious time and energy to initiatives that both foster outreach and give aid to members of the community who need it. Among other organizations, Amanda works with BUILD, designed to help youth in the area develop business skills at an early stage in their lives, and Norman has contributed to multiple scholarships for high schoolers looking to attend high-tier colleges. They’ve found that establishing themselves as pillars of the community has allowed them to network with other agents, build relationships with current and potential clients, and most importantly find endless opportunities to nourish the beautiful city they call home.

In keeping with their people-first attitude, the O’Gradys prioritize building lasting, trusting relationships with their clients as the primary goal of their business practice. They aim to pinpoint the specific needs of their

clients and go above and beyond the call of duty to ensure that those needs are met, regardless of the circumstances.

“We take pride in providing excellent service to our clients,” Norman says.

“We genuinely care about everyone we work with and find great joy and fulfillment in helping them achieve their goals in real estate.” Clients love Norman and Amanda’s personalized, hands-on approach – the O’Gradys get the majority of their business through referrals, and are generally considered two of the most sought-after Realtors in their area.

With more than three decades worth of experience between them, Norman and Amanda have the expertise and skill necessary to get things done when navigating real estate transactions. As a duo, they close an impressive 60 transactions per year, and they are capable of tackling any obstacle that a real estate transaction might throw at them. They advertise heavily on social media, cross-market extensively with other agents in the area, and are readily available throughout the week to solve problems or field questions for any client who might need help.

In their free time, the O’Gradys love first and foremost to engage with their local community. Norman is the president of the Brighton Board of Trade, while Amanda works with several local agencies such as Toys for Tots and the Greater Boston Food Bank. Amanda is a proud mother of a daughter, and spends a lot of time with her as well. Norman loves riding his motorcycle and traveling with his wife. In the future, Norman plans to retire and let Amanda fully take over the business within the next ten years. If you’re in need of top-notch real estate service in Boston, get in touch with Norman and Amanda O’Grady today!

You can contact Norman and Amanda at (617) 254-2525, email normanogrady@primerealtygrp.com or amanda@primerealtygrp.com 110 110

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9

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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JANET PECKINPAUGH With a charismatic personality and a love of people, Janet Peckinpaugh has found her calling as a real estate agent. After spending 30 years as a television journalist, working at WTNH-TV, WFSB-TV and NBC-CT, Janet decided to start a video production company. “I felt there would be a need for videos in real estate, but unfortunately the kind of production I was doing was very expensive. So long story short, I got my real estate license, thinking I would have a dual career,” Janet says. She quickly found success as an agent, and decided to devote all of her time to it. That was nearly seven years ago, and Janet hasn’t looked back since. Today she serves the shoreline of Connecticut, from New Haven to the Rhode Island border. With the vast majority of her business deriving from repeats and referrals, it’s clear she’s exceeding expectations.

“I pride myself in really investigating houses, it’s the journalist in me,” she says. “If there’s something wrong with it, I’ll find out about it, and I will tell my buyers so they know what they’re getting into.” Although she admits this method has caused buyers to back out of a deal, in the long run it pays off, as she truly has her clients’ best interests at heart. “My clients are extremely loyal because they’re happy that they didn’t get involved in something that probably wouldn’t have been good in the end.” With Janet’s journalism background, she also has exceptional communication skills, always keeping her buyers and sellers updated at every step. “I care a lot about my clients, so I’ll get back to them right away and text them back,” she says. Whether she’s helping someone sell their family home, or assisting a couple in finding their first property, Janet goes above and beyond to get them towards their real estate goals.

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “At a time when homes in our market were unsold for long periods, Janet’s expertise and instincts were instrumental in getting our home sold in just five weeks. Her advice on Top Agent Magazine

pricing (she recommended higher pricing, not lower pricing) was absolutely accurate, based on the final selling price. She handled the marketing process from photos to closing in a professional and efficient manner. Throughout the process, she was responsive and supportive. We couldn’t be more pleased with our selection of her as our agent...we interviewed several others before selecting her. Janet is professional, personable, and attentive...and her work got us the results we wanted. She has certainly earned our enthusiastic endorsement.”

When Janet isn’t working, she’s staying active in the community. She’s currently the chair of the Economic Development Commission in her town. “We’re a big tourist town, so I’m meeting with the head of traffic to see if we can get more pedestrian crossings.” During any free time, she’s cooking, working out on her Peloton bike, or hanging out with friends.

As Janet looks ahead, she has her sights set on bringing another team member on board. No matter where her path leads, she will no doubt love every minute of it. “What I enjoy most is seeing people happy. Being able to make the process as stress-free as possible is so rewarding.”

Photos by Dennis Carbo

For more about Janet Peckinpaugh, please call 860-985-3659 or email jpeckinpaugh@wspir.com 113 Copyright Top Agent Magazine 113

PAUL SINGH A common fear many homebuyers face is whether the house they’re considering is a gem or a money pit. That’s something Paul Singh’s clients never have to worry about.

“As a teenager, I was already helping my dad flip houses. Later on, I wondered why we needed to pay someone else to sell them for us, so I got my real estate license to help us save money. Because of that construction background, I know how a house is put together, and can answer 99 percent of my clients’ questions about remodeling or maintenance on the spot.”

Paul’s success in selling his father’s houses led others to request his services, until becoming a full-time agent felt like the natural next step. Now, after almost five years in the industry, he closes between 30 and 40 transactions a year at a sales volume of $16 million, with 100 percent of that business coming from repeat clients and referrals. The work has been a blessing. “I never planned on doing retail until my referral business started growing, but now I love it!

The opportunity to help someone find the right house, the smiles on people’s faces after the closing—that’s my main motivation to keep growing as a Realtor.”

Paul grew up in the Dallas-Fort Worth Metroplex, the area he now serves as an agent with JP and Associates.

“I know this area very well. There’s no such thing as the perfect house, but I can help people find a home that comes close. We’ll look for as long as it takes.

I’ve shown fifty or sixty houses to a client before they decided to make an offer. I’m not about pressuring them. My goal is to offer clients a great home-buying experience.”

When it comes to selling a home, Paul utilizes pricing strategies that often allow him to bring in offers above the going market rate, which allows sellers to get the most value from their investment. His construction background is an asset to the seller as well, enabling him to offer better advice on how to prepare a property 114 114

for the market. He ensures each listing is staged well and professionally photographed, then markets it on social media sites like Facebook or Instagram, as well as to real estate websites and his local MLS. Regardless of their experience, Paul believes most people should use a Realtor.

“You might be buying or selling your fifth house, and so feel like you have a good understanding of the process. But you don’t do it every day. You need someone who is knowledgeable about the current market. I also have a degree in finance, so I lay the numbers out very clearly, allowing them to make well-informed decisions.”

When he’s not working, Paul stays involved with his community, and donates a portion of his sales to local charities and fundraisers. In his free time he likes to work out and enjoys sports.

Going forward, Paul has expanded his business into selling commercial real estate as well, which has also bolstered his referrals on the residential side. “I’ve begun thinking about building a team, to keep up with the leads and to continue offering the best customer service.”

Contact Paul at 214-924-4365 or email PaulSinghRealEstate@gmail.com

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A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 116

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

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

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

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REGINA THOENIG For Regina Thoenig, real estate has been the perfect fit for her skill set, her talents, and her values. She finds the most fulfillment from the relationships she is able to form with clients. “I feel like I really become interwoven in my clients’ lives,” Regina says. “I love helping people create the life they want. To me, that’s the best part. I treat every client relationship as a lifelong relationship, not a one-time transaction.”

Now with seventeen years in the industry, Regina has built a thriving business around the ethos of putting her clients’ needs first. An Associate Broker with Keller Williams, Regina is licensed in both Pennsylvania and New Jersey.

With her commitment to her clients, her personable approach, her interpersonal skills, and her hands-on process, it is not a surprise that over half of Regina’s business stems from repeat clients and referrals. “I become friends with many clients,” Regina says. “For me, it is all about the relationships. It’s about building trust and listening to my clients’ needs. I also make sure to maintain the relationships by keeping in touch through social media, with anniversary cards, and my annual Thanksgiving Pie Day, when I give out pies.

It’s about following-up and reminding my clients that I’m here for them and their friends and family.”

Regina centers client relationships in everything she does, and she understands the importance of empathy and understanding when it comes to her clients’ goals.

“I listen,” Regina says. “I care. It becomes a team effort to get clients where they need to go, whether they’re selling and getting ready for the next chapter elsewhere, or whether they’re buying and starting their new adventure here.”

how to best portray my clients’ properties to catch the interest and the imagination of buyers. I take a lot of care in what I put out, and I optimize images and descriptions of properties to put our best foot forward.”

Regina’s approach has a proven track record: this past year, she completed over $13 million in sales across eighty-one transactions as a solo agent. “It’s not about serving one particular price,” Regina says.

“It’s about serving the person in front of me and doing the best job I can for them.”

An active philanthropist, Regina has founded a scholarship fund in honor of her daughter, who was tragically killed in a car accident in 2019. “This June, there will be two scholarships given in her name,” Regina says. “The fund is an endowment, so it will continue to grow, which is very meaningful to me.

I’ve done fundraising for the scholarship, and for every closing, I donate to the fund.” When Regina is not helping clients or giving back her time, she loves to spend time with her family, to travel, and to play golf.

Happy with the business she has built, Regina plans to continue on the path she has forged. “I will continue to serve people,” Regina says, “and continue to develop relationships. My volume has increased every year, but for me, it’s not about wanting to increase my volume. It’s about building relationships. That’s more rewarding than setting a goal about volume. At the end of the day, what I care about is that my clients are happy and that I have given them a good experience.”

To find out more about Regina Thoenig, call 570-369-0936, email reginat@kw.com or visit pikecountyhomesearch.com, homesinmilfordpa.com, or sussexcountyhomesearch.net www.

When it comes to marketing, Regina believes it’s all about presentation and positioning. “All Realtors® have access to the same tools,” Regina says. “I focus on Top Agent Magazine

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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JOE WEINZETL Leading up to his career in real estate, Joe Weinzetl served in the U.S. Marine Corps Reserves for eight years and a machine shop. He then decided to follow his passion for helping people, and his natural interest in homes, and got his REALTOR® license in 2012. As the current owner of the Greater Midwest Realty brokerage, Joe works diligently to guide his agents and clients towards their goals.

Approaching every transaction with passion and care, Joe serves clients throughout Anoka county and surrounding counties. When he took over Greater Midwest Realty he came onboard with a vision to provide his agents with the high-quality systems common in corporate brokerages, while maintaining a tight-knit family brokerage atmosphere. “I like that we’re very ingrained within the community. We’re a local company and our goal is to give our clients personalized service and high-quality solutions for a competitive rate.”

Clients working with Joe can count on receiving the best tools and technology available to market their properties. “I’m always aiming to be at the forefront of technology instead of simply trying to keep up. I spend quite a bit of my time researching new things because I know that it will ultimately benefit my clients,” he says. Joe’s marketing package includes unlimited HDR photos, 3D Matterport virtual tours, aerial photography and videography, as well as interior video plus advertising on social media and other platforms.

Creating lasting bonds with his clients is an important part of the job for Joe. He typically checks in with monthly updates and video emails, and hosts client appreciation events to stay in touch. “We’ve had many great events, from a spring barbecue where we rented out a park and brought farm animals for kids to play with, to renting out a movie theatre for all of our clients. We’re hoping we can resume doing those as soon as possible.”

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Outside of work, Joe takes the time to be involved with his community. Since issues concerning veterans are close to his heart, he does a lot of work with the 23rd Veteran foundation, a non-profit charity organization dedicated to helping veterans living with trauma. Joe participates in the Nearly Naked Ruck March hike from which funds are donated to sponsor a 14-week course for veterans designed to help them get acclimated back to civilian life. As a husband and a father of four, he spends the rest of his time with family and friends or practicing his golf swing.

In the future he is focused on continuing to enable his agents to serve their community by providing them with the latest and greatest that tech has to offer. “My goal is to give them access to systems and features that the big corporate companies use but have them at a local flat fee brokerage model, so that the agents can ultimately make more. Basically, I want to merge the best of both worlds.”

To learn more about Joe Weinzetl, email joe@freedomhometeam.com, visit GreaterMidwestRealty.com, or call (763) 772–7898. www.

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