NATIONWIDE & INTERNATIONAL 7-17-23

NATIONWIDE & INTERNATIONAL EDITION

BE THEIR REALTOR® FOR LIFE:

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

How to Build a Relationship with Your Clients that Will Last a Lifetime

MAKE SOCIAL MEDIA MARKETING

FEATURED AGENTS

ALEXIS GREENE CINDY CONKLIN JAY CAPUTO LISA R. BAKER RACHEL KITAY REED PEUSER STEPHANIE KRAMER

Your Calling Card

What the First Thing You Do After Work Says About You COVER STORY

LEESA WILLIAMS

mailto:mag@topagentmagazine.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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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.

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BUILD A SOLID FOUNDATION

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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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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting and coaching company that specializes in performance coaching and for being different in your profession. If She stated, “When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting and coaching company that specializes in performance coaching and forms, it does you little good. In order to keting is not only a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach.

When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become the face of their business & a star in their market.

BrandFace Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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LEESA WILLIAMS

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Having been ranked as Keller Williams Realty’s top producing independent agent in the State of Oklahoma, Top Agent Leesa Williams has cultivated a boutique process to meet the needs of any buyer or seller.

Raised in Canadian County and a top producer in the area, Leesa Williams has always been passionate about helping others. Coming of age, she had an opportunity to learn the real estate industry from the ground up through her mother, a leading agent in the region who brought the MLS to Canadian County in 1970. After working at a local title company and later a mortgage 10 Copyright Top Agent Magazine

company, Leesa found herself seeking a new opportunity that better spoke to her entrepreneurial spirit. At the encouragement of her mom, she decided the time was right to pursue her real estate license and launch her career as an agent in 1993.

During Leesa’s first week as a REALTOR®, her mother took out a full page ad in the local Top Agent Magazine

newspaper, which would spark an accomplished, thirty year career in the industry as she established a network of satisfied clients that spans the region. Today, Leesa is a REALTOR® with Keller Williams Realty Elite, where she assists clients throughout Canadian County, Oklahoma County, and the surrounding areas. Having been ranked as Keller Williams Realty’s top producing independent agent in the State of Oklahoma, she has cultivated a boutique process to meet the needs of any buyer or seller.

When listing a property, Leesa prefers a comprehensive strategy. After helping her clients fully prepare their home for the market, she broadcasts it via a suite of highly targeted digital and social media campaigns. Leveraging the proven resources at Keller Williams Realty, she personalizes her

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Having already exceeded $7 million in volume in 2023, Leesa looks forward to further scaling her boutique model of client service throughout the region. approach to each client, ensuring a seamless transaction throughout.

Elsewhere, Leesa is just as attentive when assisting her buyers, drawing from her in-depth knowledge of her community to guide them to the right investment for their Copyright Top Agent Magazine 12

best interests. Over the years, she has earned a fantastic reputation throughout Oklahoma, with the entirety of her volume coming from repeat clients and referrals. Having recorded $20.1 million in volume in 2021 and $22 million in 2022, she remains dedicated to the core values that have set her apart.

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“First and foremost, I believe in protecting my clients,” Leesa says. “Even after we reach the closing table, I’m always here to help them find plumbers, roofers, adjusters, or any other specialists they might need.

After all, these are among the largest investments we make in our lives; I care about their satisfaction above all else.”

Outside of real estate, Leesa volunteers at her local school system and Yukon Sharing Ministries to support those in-need. When she’s not with clients or giving back, she can be found spending quality time with her family at her lakehouse or relaxing on the water.

“First and foremost, I believe in protecting my clients,” Leesa says. “Even after we reach the closing table, I’m always here to help them find plumbers, roofers, adjusters, or any other specialists they might need. After all, these are among the largest investments we make in our lives; I care about their satisfaction above all else.”

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Having already exceeded $7 million in volume in 2023, Leesa looks forward to further scaling her boutique model of client service throughout the region. In the meantime, though, she is excited for all the new connections and opportunities that await in the

community she loves. “If a deal isn’t right for a client, I won’t hesitate to advise them against it,” she says. “At the end of the day, I don’t want them to get hurt. Because of that, my buyers and sellers know they can trust me—from start to finish.”

To learn more about Leesa Williams call 405-205-0867, email leesa@leesawilliams.com, or visit kweliteyukon.yourkwoffice.com http://

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Top Agent Magazine

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

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

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

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

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

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

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

Your client’s benefit is the buzz.

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

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 16

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

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

Consider inviting representatives of community

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

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

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ALEXIS GREENE Before she began her real estate journey, Alexis Greene worked in emergency medicine. This experience instilled in her the values of compassion and helping others. “Having worked in high-stress environments, I understand how to provide support during challenging situations. For a decade, I dedicated myself to helping individuals on their darkest days in the emergency department. Now, as a realtor, I find so much joy in helping people on one of the happiest days of their lives!” Cool under pressure with a knack for building strong relationships that stand the test of time, Alexis truly sets herself apart.

Alexis is dedicated to serving the Tri-Cities region of northeast Tennessee, including Johnson City, Kingsport, Bristol and the surrounding areas. Her thriving career predominantly stems from loyal clients who repeatedly seek her expertise or refer her to their friends and family. “I am committed to providing a remarkable real estate experience with effective communication, strong negotiation skills, and extending kindness to everyone I work with. I hope this always encourages my clients to entrust their real estate needs to me time and time again,” Alexis explains. “While initially they may be clients, oftentimes the relationships that have been built over a 30-day transaction evolve into lasting friendships.”

When it comes to showcasing her listings, Alexis uses technology to its full potential. “Social media has become the driving force in real estate,” Alexis asserts, emphasizing its wide-reaching impact. Alexis leaves no stone unturned when it comes to ensuring her listings stand out and receive maximum exposure. “I collaborate with professional photographers to capture high-resolution images that highlight the property’s finest features. I love social media walkthroughs, Top Agent Magazine

where I highlight the properties features. Utilizing modern technology to its fullest, I can reach buyer’s near and far. When I list a property, I am all in!”

Alexis says.

Alexis distinguishes herself through her dogged persistence and work ethic.

“Real estate keeps me busy around the clock,” she says. “My approach has always been: there will always be someone out there who has more experience than I do, or who sells more homes than I do, but no one will work harder than I do. I’m committed to my clients.”

In the future, Alexis says, “I want to continue to learn and grow as an agent while showcasing the beautiful area that I serve—not that it’s hard! Our area is consistently ranked among the top 10 places to relocate in the country.” All in all, Alexis says, “I am eager to learn more, embrace new opportunities, and do what I love—help others.”

To find out more about Alexis Greene, you can reach her at 423-773-4555 or alexis@frg-tn.com, and you can find her online at alexissellstn.com www.

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Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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

Instead, let’s consider a few techniques that will make your social media presence 20

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

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

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

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

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

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

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

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

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CINDY CONKLIN A purveyor of information, that is what Cindy Conklin calls herself and the title certainly fits. “Buyers and sellers don’t look at me to see what they should do with a house,” she explains, “instead I provide them with information that enables them to decide.”

Approaching her job analytically and providing research to her clients is what has helped make Cindy a successful agent for the last 38 years. Growing up in Baltimore, Cindy received a bachelor’s in economics from Dickinson College. After five years working for T. Rowe Price, and lots of travel to the West Coast, Cindy decided she wanted to start a family. It was at this point her husband, already a commercial real estate agent, suggested she try residential. Today, at the vibrant age of 70, Cindy has a team of two and is part of Sotheby’s International Realty. With 95 percent of her business taking place in Northern Baltimore, almost all of it comes from referrals.

Cindy believes her clients become repeat contenders due to her high-quality concierge service. Not only does she provide her customers with a wealth of information to help them make their decisions, she connects with them on a personal level. She sends out over 400-holiday cards annually, is heavily involved in her community, attends various events, and stays in touch via social media. She also ensures that every listing is portrayed using only the best professional photography

possible. Most of her marketing budget goes into presenting her listings in the best possible light.

For Cindy, her love for the industry is all about the personal aspect you get out of it. “There is nothing better than to find the perfect home for someone who is just moving to Baltimore,” she states. “Often it feels like being a detective where you are searching for the right house. When it comes to those who are selling, it’s about gaining your client’s trust and making the process as smooth as possible.”

Despite being repeatedly asked when she will retire, Cindy has no plans to do so anytime soon. With a supportive team and room to travel, her real estate career allows her to remain committed to the tremendous amount of charity work she is involved in.

Most recently, she volunteered on a project in East Baltimore that will house 13 homeless women and their children. In the past, she helped the Waterfront Partnership Skate Deck project raise money for the popular Rash Field Park in Baltimore’s Inner Harbor. This highly successful mover and shaker has been a vital asset not just to the real estate community but to the city of Baltimore for dozens of years. During the week, Cindy spends her days showing houses and conducting meetings, and on the weekends, she travels for two hours to her family’s summer home in Dewey Beach. She enjoys bike riding, traveling, and spending time with her husband and two grown children.

When the time does come for Cindy to retire, she plans to leave her business and referrals in the hands of the two current members of her team. Until then, she will continue to be the purveyor of information she always has been.

For more information on Cindy Conklin, call 443-629-0152 email Cindy.Conklin@monumentsothebysrealty.com, or visit her website at: sothebysrealty.com www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 24

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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JAY CAPUTO After over 20 years in the culinary field, Jay Caputo was ready for a new path. “I had my son eight years ago, and realized I wanted to spend more time with family,” he explains.

Always passionate about helping others, he decided upon real estate, as it allowed him freedom and the chance to utilize his people skills. He has now found his dream career as a real estate agent in the greater DMV (D.C., Maryland, and Virginia) area.

Known for its stability and higher-than-average price point, the DMV real estate market attracts a diverse clientele and offers an array of unique housing options. “Each town has its own very distinct identity, which is very cool,” Jay explains. With an endless amount of restaurants, cafes, and local businesses, those who live here feel lucky to call this area home.

Jay opened his own brokerage at the beginning of 2023, called Brushstroke Properties. Around 80% of his business derives from repeat clients and referrals. He doesn’t just see clients as business, but as friends and partners who might need his help in the future. Jay goes the extra mile to keep his clients happy even after the sale is done. “So we really focus on expanding our reach, growing our client base, and maintaining our connections,” Jay says.

“We host client events, reach out on a monthly and quarterly basis, and do holiday giveaways.” Every year, Jay and his team get into the holiday spirit and bake cookies, which they then hand-deliver to clients. With such a warm, personal approach to real estate, it’s no wonder Jay is the go-to REALTOR® in his market.

When it comes to marketing his listings, Jay follows a less-beaten path.

Instead of merely presenting the property, he paints a bigger picture, making sure potential buyers understand how each home fits into the fabric of its neighborhood and town. “We’re kind of trying to reverse engineer the listing video,” he explains, “highlighting the house and how it fits into this totality of the neighborhood and town.”

Acknowledging that many of his clients come from outside the area, he places a strong emphasis on giving a holistic view of not just the house, but also its surroundings and the lifestyle it offers. This comprehensive approach allows his listings to stand out and offers potential buyers a deeper connection with the property and its locale.

When Jay isn’t working, he’s giving back to the community through various events and charities. He and his team are involved with Habitat for Humanity, the American Kidney Foundation, the Boys and Girls Club, and the Red Cross. During any free time, Jay can be found relaxing with his family, playing golf, and traveling.

Jay’s plans for the future are clear - expanding his team, elevating their goals, and achieving an ambitious sales target, all while maintaining a strong positive impact on the community. Drawing from his culinary background, Jay applies the same tenacity, attention to detail, and relentless effort to his real estate career, proving that an unconventional path can lead to extraordinary success. “I love being able to have a positive impact on people’s lives. It is so fulfilling to see them start a new chapter.”

For more information about Jay Caputo, please call 703-340-7996, email jaytherelentless@gmail.com or visit brushstrokeproperties.com Top Agent Magazine

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LISA R. BAKER Helping local and long-distance clients with their real estate needs since 1999, Lisa understands the challenges home buyers and sellers face when conducting real estate transactions from a distance. Her experience working in residential estate management at a high-end resort community helped Lisa develop the skills necessary to work independently and over long distances. She says of her clientele, “Establishing enduring relationships of trust was pivotal to my role. There were instances where I managed their properties for years without ever meeting them. However, through consistent excellence, they entrusted me with their properties. My team and I served as their boots on the ground.”

to invaluable information and connections that would have otherwise eluded me. Chamber involvement empowers me to establish meaningful networks with individuals who may not be actively seeking their next home online or even before their search. Furthermore, it offers me unique avenues to market my properties and business.” Since 2020, Lisa has contributed a monthly Real Estate Market Update published in publications such as the Glendale Star and Peoria Times.

Today, Lisa proudly serves Glendale, Arizona, and the west valley area. Her distinguished achievements include a five-time reception of the Five Star Professional Real Estate Agent Award.

Furthermore, she received the title of Best Real Estate Agent in Glendale through the Glendale Star Reader’s Poll in both 2021 and 2022, as well as the Best of the Best 2022 recognition in the Times Media West Valley Reader’s Poll.

Lisa’s sterling reputation is fueled by an impressive 90% referral rate, stemming from a diverse network comprising delighted past clients, trusted business contacts, and esteemed agents and brokers spanning the country. Remaining steadfast in her commitment to client satisfaction, she ensures her clients are well-informed. She provides monthly property equity and values updates, comprehensive market reports, recent transactions, and industry insights tailored to their needs. Recognizing the significance of community engagement, Lisa actively participates in the Glendale Chamber of Commerce, where she serves on the Public Policy and Diversity, Equity, and Inclusion Committees.

Additionally, she holds a position on the Board of Directors and has been appointed Board Chair for 2024. Reflecting on the invaluable impact of her chamber involvement, Lisa enthuses, “Without a doubt, my Chamber engagement has revolutionized the way I conduct business and the caliber of individuals I have the privilege of working with. It grants me unparalleled access

When asked what her favorite part of the job is, Lisa replied, “I love the dynamic nature of my work. Each day presents a new opportunity to meet remarkable individuals and find innovative solutions to their unique challenges. People typically buy or sell properties because they have something in their life that has changed, such as an expanding or shrinking household, pursuing a new career path, or a transformative personal milestone.

I am there to help them find the most effective way to navigate through their transition and into a new housing situation.” Her interest in public policy, how it affects everyone, and her knowledge of the local area continue to contribute to her success.

Her local involvement doesn’t end with the Chamber. Lisa is a true advocate of her city, serving as the Chair of the Community Development Advisory Committee and Chair of the 2023 Citizen Bond Election Committee, both for the City of Glendale.

She is also a member of the Glendale Women’s Club. How does Lisa find time for herself? When her schedule permits, she loves going on road trips with her family and enjoys music, baking, and having fun. For Lisa, work and life are about enjoying the people and places that make life meaningful.

As Lisa contemplates the future, her aspirations extend beyond geographical boundaries. She envisions expanding her referral reach, emerging as an invaluable resource for both local and non-local clientele alike. Additionally, she aspires to curate a network of esteemed local experts spanning the entire valley, ensuring that her clients receive unparalleled access to exceptional local knowledge and service, regardless of their location or desired destination.

For inquiries and to embark on an extraordinary real estate journey with Lisa Baker, kindly reach out to her at 602-633-5525, or via email at Lisa.Baker@huntrealestate.com. Detailed information is also available on her website: LisaRBaker.com www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 28

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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RACHEL KITAY Every great story has an unexpected twist, and Rachel Kitay’s real estate journey is no exception. Fresh out of The Ohio State University, Rachel moved to the Windy City on a whim, joining her sorority sister as a roommate, with no clear plan in sight. In the bustling city of Chicago, a career in real estate was not what she initially intended to pursue. “I was always interested in real estate, but I had never considered a career in it,” Rachel explains. “Most people graduate college and get into entry-level paths or corporate America, so I never really considered doing something out of the norm.” But it didn’t take long for Rachel to make the leap, earning her license and hitting the ground running. What began as a part-time endeavor has quickly turned into a full-fledged career.

“It’s really become addicting,” she says. “I love it.”

Today Rachel works with The Gia Chicago Team at @ properties, passionately serving downtown as well as the city’s surrounding neighborhoods.

Rachel stands out not just through her expertise, but also through her desire to go above and beyond expectations.

With 80% of her clientele stemming from referrals, her talent for cultivating relationships that outlast transactions is what keeps her business thriving. “I take the time to really focus on building the relationships and the friendships with my clients,” she explains. Her clients don’t just see her as a real estate agent, but also as a trusted guide and sometimes, a therapist. “It’s such a big moment in their life,” Rachel explains. “Many of my clients are first-time home buyers, so they’re also not sure what to expect.” Rachel ensures each step is explained thoroughly, so no one feels lost. She keeps the channels of communication open, always ready to answer questions. Even after the deal is done, Rachel frequently checks in with them through social media and text messages. Whether she is attending a client’s housewarming party or inviting them to a networking event like ‘Yoga in the Park,’ Rachel’s dedication goes beyond the conventional expectations of an agent. Her Top Agent Magazine

approach of blending friendship with professional services is what keeps her clients coming back and recommending her to others.

When it comes to marketing her properties, Rachel takes advantage of the wide reach on social media. “Much of my marketing is through Instagram,” she says. She also harnesses the collaborative nature of her agency through the @properties Agent App, a unique tool that allows her to share upcoming pocket listings with fellow agents.

There’s no question Rachel will continue to reach great heights in her career. She aims to rise through the ranks to become one of the top producers on her team, if not the top. Rachel also plans to continue building connections with suburban agents, expanding her network, and ensuring she can provide her clients with top-tier service, no matter where their homebuying journey takes them. Along the way, she will continue to love what she does. “I truly enjoy building relationships with others,” she explains. “My passion is building and maintaining those connections.”

For more about Rachel Kitay, please call 440-665-2254 or email rachelkitay@atproperties.com 29 Copyright Top Agent Magazine

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:

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 Top Agent Magazine

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.

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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REED PEUSER Reed Peuser has built a successful business based on his firm belief that relationships matter more than transactions. “I love helping people accomplish their goals in a systematic and strategic way. It’s of great importance to ensure that my clients are very well informed —all the way to the closing table,” he says. By constantly thinking ahead and providing proactive solutions to any potential pitfalls and roadblocks, he adds, “we’re able to provide a very efficient transaction process from start to finish.” A Colorado native and Broker Associate with Compass, Reed’s one of the top producers in the local market, serving clients across the Front Range from Boulder to Castle Rock.

As a certified Real Estate Negotiation Expert (RENE), Reed uses his expert negotiating skills to serve as a strong advocate for his clients’ needs and interests.

He employs tactful yet assertive negotiation skills, local knowledge, and contract expertise to help sellers accomplish their goals. “I love helping clients stack the deck in their favor per se by being well prepared, knowing our numbers and metrics, and gaining leverage throughout the process so that often we’re able to get multiple offers from multiple parties. Then they’re able to write their own ticket in terms of what they want and we negotiate from a position of strength.”

Reed also has deep experience working with investors and developers who are interested in short term rentals, as well as expertise in mountain land development, renovation, and design. He and his wife Elizabeth, who’s also an agent and Reed’s business partner, have designed and renovated 10 homes in the last three years.

They also own and operate the “Olde Town Local” short-term rental in Olde Town Arvada. “We’re able to put our knowledge about construction, contractors, the building process, and design to work for buyers so they can understand what it would take to renovate a home to make it perfect for them.”

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As a former firefighter with the U.S. Forest Service, Reed’s using the skills he learned in his former career to help his community.

Last year, he watched in dismay when the Marshall fire spread so quickly in the local area that it completely destroyed over 1,000 homes. “We’re putting together a Community Wildfire Preparedness Plan (CWPP) right now, making sure we’re prepared as possible to protect our homes and that emergency systems can reach everyone.” When he’s not working, he and his wife love to spend time at home with their daughter on their 5-acre mountain property, enjoying nature and watching wildlife.

Looking ahead, Reed has big plans for the future. Last year, he formed a working partnership with two other top producers he worked with previously at another brokerage. The trio plans to continue to raise the bar for the real estate industry and for themselves by curating a high-touch personal service enabled with the best tech in the industry. “We are all huge believers in providing the best service and representation possible for our clients. At the end of the day, we want people to feel like they were well represented, accomplished their goals— and that it was an enjoyable process.” It’s all about the happily ever after for our clients and their families.

Contact Reed at 303-888-4696, email reed@rootshomesales.com, or visit rootshomesales.com www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 34

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses.

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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STEPHANIE KRAMER Stephanie Kramer loves being a part of her clients’ stories. After years of working at her family’s business and learning she was about to welcome her fourth child, she decided it was time for a career change. This year marks the eighth Stephanie has been licensed, and she only plans to grow.

Working on a team with Keller Williams, Stephanie serves most of Chicagoland but predominantly DuPage County. She was born and raised in the Western suburbs and is a local expert who is eager to share her extensive knowledge. Combining her expertise with her acute negotiating skills and dedication to her clients, it’s easy to see why Stephanie’s repeat and referral business is an impressive 95 percent. “I really take care of my people. I’m readily available and respond instantly,” she explains. “I’m fiduciary and look out for their best interests. I make sure to ask myself and clients: Is this a good investment, does this make sense, how long do you want to stay. I ensure they’re making an educated purchase.” Stephanie approaches the real estate experience with positive energy and is always looking forward. “I love working with investors. I like showing people how they can be a homeowner and how it’ll grow their wealth,” she says.

“I’m light-hearted. There’s no pressure, ever. If you want to look at 500 houses, we’ll look at 500 houses.

They trust me to get the job done, and I do.”

It’s important to Stephanie that she stay in touch with clients, which she does via text or social media as well as sending invitations for events within the community.

Her marketing strategy is also of utmost importance.

“We hire the best photographer and do a lot of video, which I send out on social media,” she says. “I’m also a Certified Staging Specialist. We do a lot of heavy lifting upfront so when it’s time to hit the market it sells within a few days.” Understandably so, Stephanie’s volume is between 18 to 22 million, an indication of her work ethic and commitment to her clients.

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As for what she likes most about real estate, Stephanie enjoys the journey.

“I like getting to know them, finding homes that best match them, and learning about their families,” she says.

“Celebrating the joy. Making it fun. If they didn’t think they could afford it and they actually can–I get to show them it’s possible.” Stephanie’s involvement in her community is a testament to her character. She and her husband are part of multiple events and organizations, including the local football and cheer board, food pantries, and the animal shelter. Stephanie also participates in Keller Williams RED Day, an annual event of giving back.

Stephanie’s favorite activities outside of work are anything involving the beach, water, and sunshine, as well as hanging out with friends and family. Looking forward, she hopes her oldest son gets licensed. “It’s on his radar this summer. It’d be a big shift and good for me. Starting my own team with my son would be awesome,” she says. “I want to continue teaching people how to build their wealth. I really love being a part of their stories.”

To learn more about Stephanie Kramer, you can call her at (708) 612-0584, email her at skramer@kw.com, or visit wardlowgroup.com http://

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