NATIONWIDE & INTERNATIONAL 7-26-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS HARVEY BLANKFELD

BE THEIR REALTOR® FOR LIFE:

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

LUKE CARLSON LARISSA COLANGELO MARILYN CROMER KIM FITCH AMANDA GORDON TONI GRAVELY KEVIN GROLIG PATTI GUARANTANO DENISE HAUSER CJ HEWLETT-JONES ASHLEY HUTSON KELSEY ISHAM BROWN

COVER STORY

ASILA SAYEDI

BARBARA KEEVER ROBERT B KINLIN JOHN LESNIEWSKI MICHAEL MANNA DANIEL MOORE DREW MORRIS DEBBIE OGREN WILLIAM PATRICK APRIL ROSE RAMIREZ

6 Ways to GET YOUR CLIENT TO TRUST YOU Tips on Breaking into the

LUXURY MARKET

PEGGY SHOVE COLUMB JOSH SINATRA IRINA STOYAN FRAN SUTTON SALMA TORRES ALICIA TREVINO TABITHA WESTMORELAND JONATHAN WRIGHT

NATIONWIDE & INTERNATIONAL EDITION

r Home Title is proud to congratulate

onathan Wright

PATTI GUARANTANO 9

4

JONATHAN WRIGHT

ASILA SAYEDI

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being featured for the state of Ohio in Top Agent Magazine!

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Jimmy Miller Regional Vice President

APRIL

Miller Home Title ROSE Office:RAMIREZ 440-934-3003 Cell: 216-314-1840 Fax: 800-745-0001 jimmy@millerht.com

ALICIA TREVINO

APRIL ROSE RAMIREZ

5326 Detroit Rd, Sheffield Village, OH 44035

6) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

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HARVEY BLANKFELD

23

29

PATTI GUARANTANO

CJ HEWLETT-JONES

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OGREN DEBBIE LUKEDEBBIE CARLSON TONI GRAVELY OGREN

MARILYN CROMER

At twenty-three, Luke bought and flipped 58 making good 60 64 his 53 first of several condos, After working in Human Resources at a company to focus on the best interests of the people she HARVEY returns on each of his investments, all in New York for many years, Patti took some works with. Instead of prioritizing dollars and BLANKFELD time off to be a stay-at-home mom. When it transactions, Patti makes it her number one goal before even becoming an agent.

c sm L a th c

came time to re-enter the workforce, Patti knew to be her clients’ number one source of knowlshe wanted to do something that would entail edge on all things real estate, and works hard to pinpoint and meet their needs from the moment withthat a lot Iofhave people.aShe thoughteye “I startedinteracting realizing decent real estate would be a good fit and decided to they first meet. “I think of myself as a trusted for this,”getLuke At the time, licensed remembers. in Connecticut six years MARILYN CROMER TONI GRAVELY LUKE CARLSON TABITHA WESTMORELAND ago, and ever since then she has been Luke was working towards becoming a golf A reveling in her new career. Patti has professional, something L the rightwhen personality for the job – sheabout real is energetic, outgoing, and generous estate clicked for him.

“Iwho flipped a switch th with her time, person at “I answer mya phone all works times, and I do a in counseling helps me to understand peo hard to solve problems and genuinely and fell in love with the process,” he says. lo explains. her ov h lot of NEW hands-on work,” says Marilyn 44) 5 TIPS TO GET 77) 6Cromer, THINGS listings Toni Gravely first tooksheanALL interest inShe real also estatecredits enjoys helping others. Patti’s career individualized service for her clients’ hig Executive Director of Luxury Sales with “I thoughtas aI solo could ifSUCCESSFUL Ipurchasing got intoher first when home. A newlywedDOwebsites. N CLIENTS NEGOTIATORS agent offer has beenmore illustrious, of know Douglas Elliman Real Estate.

“I’m a full-service of loyalty as well as her depthher mark mother in no small part due to her skills with of three, she had a wonderful experience W the industry.” when ittime, comes to real estate. “I’ve been agent. I start from the verywith beginning and stay atSOCIAL 81) MAKE MEDIA sphere an her Realtor the and drawing interacting with many different kinds 50) PROPERTIES: THE GOOD, traveling and tr this the and industry living here for so long, I know until the very end, and I never my clients of people. surroundin frompawn it, she realized that perfectly MARKETING YOUR CALLING

CJ HEWLETT-JONES

CONTENTS

ALICIA TREVINO THE BAD, ANDoffTHE to an UGLY assistant. They can call me at any time,

market Marilyn explains. wi Today, Luke has beenIaam. licensed agent for years andwell,” andandplaying much buz complemented herfive passion forreally helping others CARD no someone matter where if I’m on vacation, As who has spentEven heracute whole knowledge of the Roanoke Valley.

Inspired, is a SOFT realtor withanswer eXp Realty in Minneapolis/St. of Luk MarilynPaul, works out passion of and services the I always my phone.” life helping others, Patti knows how 15) TIPS ON BEING A GOODTABITHA 56) HOW MONEY LOANS she pursued license, and in FOR the fifteen since, But Toni 85) IFher IT’S GOOD state of from Florida. THE TheI’m majority ofto herenjo bus MN. Currently over half of his business is derived able TEAM LEADER ARE THE FUTURE OF LENDING she has gone has on to author an accomplished career Copyright Top Agent buyers.

Magazine T For the past thirty-eight years, Marilyn SOUL, IT’S GOOD FOR THE WESTMORELAND as an agent.

Today, Toni is a Realtor for Keller carefully repeat andworked referral in theclients. industry. However, she began 20) 6 THINGS YOU NEED TO DO 62) 3 MENTAL BUSINESS their b Williams Realty assists isfor TRICKS THAT her professional career as a counselor. After Roanoke, where she Luke curren TO BE A GREAT MENTOR clientswork, throughout the Roanoke Valley and the the time to earning her Master’sTO in social she WILL TAKE YOUR BUSINESS 89) through 6 areas.

WAYS TOfounded GET YOUR It’s Luke’s love of serving surrounding people the homebusiness: partn Having her career opened up her own private practice. Still, 26) EMBRACING SMART THE NEXT LEVEL CLIENT TO TRUST YOU around virtues of service, integrity, and glove open buying orMarilyn selling process that inspires day-to-day concierg always had a passion for real estate.him HOMES: DOES NEW communication, she are has cultivated a looking truly “I’ve been interested inahouses, architecture, in his career.

“There’s lot that people going for pro 93) TIPS ON BREAKING 65) 5 SURE-FIRE TO workflow TECHNOLOGY REALLY andWAYS decorating for a long unique time,” she says. to meet the demands of any through inWhen a real “I love and other state INTOLuke THE says.

LUXURY MARKET GET MORE REFERRALS sheestate began transaction,” to have children, she transaction.

INCREASE HOME VALUE? it was to make a change. being abledecided to be in time someone’s life and make life-long as “A 97) DAILY HABITS THAT describes WILL 32) 7 REASONS WHY YOUR When listing a home, Toni prefers a diversified 69) 4 WAYS TO WIN THE friends, and give hope forINCREASE whatever’s coming up seeking proper Nearly all ofthem Marilyn’s business comes from YOUR MENTAL strategy.

After helping her clients fully prepare PROSPECTS AREN'T TURNING BATTLE repeat and referral clients. “Having a degree inAGAINST their future.” theirSTRENGTH house for the market, she shares it the overminute thei INTO CLIENTS PROCRASTINATION a blend of digital and social media campaigns; 101)sheISharnesses STARTING A TEAM THE moreover, the powerful resources 38) HOW TO RECOGNIZE Copyright Top Agent Ma Luke attributes his success with clients to a strong Luke is still yo 73) EASY BLOG TOPICS FOR at Keller Williams to further broadcast her RIGHT SOLUTION FOR YOUR TRUE LUXURY PROPERTIES baseBLOG of how to present a home, whether to continue m YOUR knowledge REAL ESTATE BUSINESS? he’s explaining a house’s build history and long-term and colleagues. integrity or running numbers for a property’s investment Phone 310-734-1440 | Fax 310-734-1440potential. “It’s about making my clients comfortable and letting me help them drive the bus so they can make mag@topagentmagazine.com | www.topagentmagazine.com best decision.”

No portion of this issue may be reproduced in any manner the whatsoever without prior consent of the publisher. Top Agent Magazine is published by

Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. address, sendLuke inquiry to mag@topagentmagazine.com.

When Toitsubscribe comesor change to marketing, promotes his Published in the U.S. listings through Instagram engagement, and through

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his website. Every property is presented in its best light Top Agent Magazine with drone footage, and professional photography, and listing mailers that proliferate a property’s local zip

LARISSA COLANGELOKIM FITCH AMANDA GORDON KEVIN GROLIG

Committed to her clients she utilizes social media platforms like But despite handling $25 million Alisting, lifelongwhich resident Montgomery referrals. mbining her passion for helping In addition to her County, devotion to clients, r best life. for and eachpassionate isofmailed DENIS 75he still emphasizes 67 her brochures 68 72 intovolume 71 at an about work, Amanda Gordon is the Facebook, Instagram, Snapchat pro- last year alone, Kevin Grolig gravitated to real estate ple real out to residents in the local Kim places a heavy emphasis on marhadwith beenher knowledge ofdream marketing real estate agent. Having grown mote them. “I like to target specific early age; in fact, he even mentioned his goal theareas personable approach that anchored his Denise H te, Fitch gracefully guides keting.staying Herbecoming listingsa real always feature of Kim houses hasofahouses, large sphere, moving to California and success in the first place. “My clients know up with areas. parents She whoalso flipped with my marketing.” nts through professional photography and videestateand agent in his through high school yearbook. that my team will advocate andbeen fight in forth e her own each transaction all touch with former clients shethe comesinwith years of experience Well, Kevin never it toisCalifornia, them,”tohe says. “Because of that, when I S people. e providing ography. also Along a fan with of drone knowledgemonthly of what goes into the buying Amanda’s commitment nter school them with the highmailings, client parties, ormade oneShe of butworks he did follow through a clients, say we’re they trustwi andout sellingher process.

She pop-by currently her she is equally committed to going to do something, years quality footage andin becoming marketing via social d beganoftheservice. Kim started frequent visits. real estate agent. At the time, his godfather we’re going to do it.” as a solo agent at Cutler Real Estate and her community.

She is involved with he business in 2015 and currently media and other online platforms. dedicated l properties serves clients throughout Ohio. owned his own real estate company, which numerous local organizations like the ks atfind AmeriMont RealCOLANGELO Estate with Larissa has ers the LARISSA invested herself in the life of for peop intrigued Kevin.

Coincidentally, Kevin’s Outside his career, Kevin is tremendously HAUSER AMANDA GORDON Pro Football KIM FITCH BROWN KEVIN HallGROLIG of Fame and NFL. DENISE “I KELSEY ISHAM BARBARA father retired from DC FireKEEVER Department active in his community. Currently,before he servessig ssistant, serving clients throughOutside of work, KimROBERT is very involved B. KINLIN which shetheworks, Finishing the last communities year with $3.3 within million in like to help people who are coming to and as a second career got into real estate. as a board member for the Shady Grove Gallatin and Kelsey surrounding counties in leader her“There community, especially high served asabove a Girl andyears sales Keever volume, Amanda goes andScout thisretirement area and show them we have Resources Top Agent IshamBarbara Brown – having of first explains. aretolittle we can take started in real home, always enjoy theFoundation. Kevin After insteps business, JohnI what When it In aestate way, Kevin had a 34 chance learn thethe Medical Center donates Recognized as one of Cape Cod’s most annual Siobhan Leigh Kinlin Memo beyond for her clients and ensures that available, and partner them with great Montana. sports.

She can often and be fulfilment participating fundraisers forschool suicide pres.d’aprile “Helping Properties in the Lake Geneva every single day can makemost big changes estatd ASHLEY 83 over thirty years ago. Prior,inHUTSON she had builtfrom challenge of fightingoffor business the ground up, that which inspired a portion every sale to the real Aquilino 76 area 79 80 84 Lesniewski has seen it all.

He got his gritty trusted Real Estate Brokers, Robert Kinlin Golf at the Oyster Har they consisfeel through every step in and When she’sCancer not working giv-tournament found volunteering atevents.” local baseball of Wisconsin a Realtor® who have big impacts our lives.” vention andconfident children’s She’s also volfect for them.–I is always him to pursue his license at nineteenonyears old.

Since then, Center.orMeanwhile, he is also passionate about strong foundations in the cancer businessresearch. through their best interests.” there Realtor’s license in 1987, when he she started itpopular all.that H ® the transaction.

“I makehas the process really ing back heryear time, is. passionate about over three decades of experience and Club in Osterville raising signifi For Ashley Hutson, real estate “Sometimes some people have about REALTORS he has gone on to author an accomplished, thirty giving back to the industry, hosting Real Kevin, a tently goes above and beyond for her many r to real estate, Kim worked as a games.

In her spare time, she loves unteeredfor with Caregiver.org, a charity created to offer after the closing when working a successful real estate attorreal estate was about, and the im easy for them.

I’m very welcoming and very calm, sports and loves to play golf and volleyball.

She is also working in his brother’s office, and then provide deep knowledge of being thethe real estate towards improving thescene lives career as charges, of premier agents in Maryland, and today, YouTube series funds that covers the energetic real estate runs inof the family.

Ashley agents get aindustry. bad name, but I want to Barbara know that grateful clients.

As ait’s native of the region, Another factor that comes into play when istered Nurse during this with her family and spending caregivers periods from whether ners, and then and visiting ney, and formost Farm Credit Services ofone Outside herpeople career, to “This asstrives ansuffering agent. business isn’t ab and I later handle ofrelief the stress fortheir them, so thatcompetitive they active in her church. he leads the Kevin Grolig Home Team, fueled by together, Compass, surrounding Montgomery County.

Operating within the luxury those from mental illness. now own a brokerage where clients, Kelsey understands every aspect of her assessing Kelsey’s success story would has deep roots in the industry there are many of us who care, and who are passionate America.

While in the lending industry, give back to her industry.

To go with that she was able to nurture her people skills time outside fishing, hunting, camping, or horseback sitting a patient or performing errands r new space. It’s very by don’t havewith to worry about anything,” explains, and like whereshe hemarkets assists clients throughout Montgomery County people.

I’dsome always hadstrides; a passion f waterfront serving Cape Cod, have made great howe market, which provides exceptional value be watching her ingrained problem-solving skills. they do everything from property manphotogr and provides her clients with about what wefuture do,in and who truly help.

This her husband, Odean, wasand looking toher start her years spent as to President ofher her her pleased client-focused approach.

“I shopping. always make riding.

“I love my son play baseball and we grocery Free time isand for husband, children, ow they were adds, “I also hold their hand walk them through InLicensed the Amanda wants towant continue serving and the surrounding areas. both Maryland, Going forward, Kevin haslocal strongand plansthere for theare future of his challenges, just so m Greater Boston, and the South Coast, he mental illness still carries a stigma; pe to both buyers and sellers alike.

Having “There are things that go wrong in every lifetime ofenjoy and is our aVirginia, bigRV. investment and we want them toshe be safe and his own realaprocess. estate Inspired, Board of Realtors, has served on already on pace tovirtual agement to buying residential properties entire I company. use a knowledge technique called ‘baseball’. clients and her business.

“I’m aboth people Washington DC, and he possesses the flexibility, business.

With his 2021 volume exceed to give my clients my personal attention.

They recently got daughter back on expanding her horse again, andthe grandchildren.

“We traveling amy lot in people face when trying to buy a hous built her thriving business on a foundation transaction,” she says.

Contracts are provides exceptional value to his clients. don’t want to talk about it, but the tru experience in after theshows business.

Wethat want make sure can afford itout and expertise, and authenticity needed to help motivated home the previous he intends techBarbara decided tothat join and attained the Hendersonville Board of Realtors and on further leveraging I’ll send them an email that says we’ve it toprotected. first person and I to love what I John do.they Being able to goyear’s, and to sales.

Based in Annapolis, average me that they appreciate my honesty and Ihim she suffered an accident left her paralyzed.

I also like to watch realISHAM estate atmade night.”

ROBERT B.covers KINLINto stay itonimpacts ASHLEY KELSEY BROWN BARBARA KEEVER JOHN LESNIEWSKI of honesty, integrity and HUTSON a servant’s heart, written tocomfortable,” be broken, and it’s myand job as with buyers and sellers. nology the cutting edge ofofthe so us.industry—all Wein need to which is getting the offer accepted.

Second engage with people meet face-to-face her base, license, launching her career as a fullbeen President of them her town’s Chamber of many She works hard to that’s ensure that bebase she says. the Washington DC-Annapolis-Baltimore total ’tllhesitate to tell them the truth, whether it’s good So been very special for us,” she says. over New Jersey, the MANNA while mentoring the up-and-coming members of histoteam. she hasMICHAEL more than earned her sterling repuan DREW agent toof maneuver around I When isagent. doing the Third isco-founder the appraisal. is my passion. want Like to continue growing my busiRobert isbase the Robert Paul Ithem. it and bring it to the forefront so tha MORRIS She attended night school earn time In theinspections. decades since, she hasn’t Commerce. she’s not with clients or each transaction feels effortPEGGY SHOVE COLUMB ad.

I’m veryreal tenacious.

I work hard and I runwants Going forward, Larissa to mentor sales Monmouth, Ocean, and and is familiar he When listing atriangle, home, Kevin prefers a hands-on strategy the meantime, though, he most looks forwardand to the Fourth base is the of the deal.

IOutside walk ness and my long-term goal in is In towith own acommubrokerage tation as also a trusted estatelooked advocate. said, Inew get my clients tointimately the closing table.” back.

Today, Barbara is closing aand Realtor giving back, Barbara can be found tending Properties, a new premier luxury real estate can those who are Istruggling.” herhelp job with the developer to bec less for home her clients, always of work, Ashely is involved her local Though relatively to the real estate wasting my time. stumbled with all his clients.

Starting out, he helps them get their new clients and opportunities that lie ahead in his beloved ot give up, no matter how difficult a transaction In the future Kim wants to keep expanding her busiagents to help them build their business, and to increase eat client and referral area and its market trends.

John has most of my clients through this process which makes it unique one day.” established a large network of people ucation After finishing active duty with the Marine of his church andan istrail a board member for Peggy Shove Columb first took interest an outstandin for Odean Keever and Associates, where torenovations herMy horse farm, riding, gardening, firm he launched in the 2009 with his business brings them theand best results.

Ashley and her team, nity.

She volunteers at Feed Starving Children, and with Keller Williams, she’ property into outstanding condition through hometown.

“I wear myhis heart on my sleeve,” hewhere says, DANIEL MOORE 92 87 88 91 95 Group industry, Top Agent William Patrick –success of and Diamond on“I’m You fun for them.

This is theness biggest purchase of their ht be. go above and beyond so that they can and continuing to help more clients.

“My goal her own referral rate toin 100 percent.

She’s also about at her Iclients consider Corps, Drew Morris was ready for a new the Businesses of Thornton Advisory found a lot of over the course of wishing in real estate twenty-four years ago, when of her volum Kelsey began her successful journey in real estate When she’s not working, Kelsey enjoys gardening around himself.

He is able to offer within she assists clients throughout Rutherford or spending quality time with her husband, partner Paul Grover; recently purchased by Berkshire Robert looks forward to continued growth while m and staging.

He then provides them with a suite of exactly the same guy in-person as you see in my videos. brokered by eXplife, Realty, service clients throughout the in her spare time she is a busy mom of two boys and a four years helping people in Nort so by doing that it helps them know exactly what continuing her education, adding to her already long client told me that I’m h their dream goal.

We have done some crazy is to grow, of course, but not at the expense of my challenge, especially one that allowed Commission.

“We help provide grants to she met a broker at a family gathering, and referrals 2017. “For lack of a better word,” sheand says, “I’ve always and baking, and shecareer is also anvideography avidtophilanthropist who Real Estate in providers the Raleigh Durham up speaking with him o his by working hard, adapting to the got totore County alleXp of Western North Carolina. children, and grandchildren. trustworthy service to his Manna Daniel Moore understands the unique people he meets.

“Ithat like the first person professional photography and services, which And when I tell aended client I’ve got them, they know it.”

Hathaway HomeServices.

His ability provide clients taining his white glove service.

“I’m looking Greater Phoenix Area. girl, and frequently helps out at theirsix school and their to expect.”

Charlotte area find their perfect who immediately recognized that herwith the for numbers, list estate. oftocertifications.

“You won’t meet anyone who will ike lion,” she laughs. him stay indistinguished one place.

“I wanted to local businesses and build new ideas tohalf gs toa get a closing!” clients.

Iahave to sure that the needs of my been a little obsessed with real I loved looking gives back toservice her community in ainvariety of ways. he later uses to broadcast their house over a variety ofcli-always There, she has herself through her strong constantly changing market, and it.

T area of North Carolina – has already for about an hour, and he that themake keys to a great transacinteraction and being them throughout this entire clients who charge fair price, and if a uction with outstanding has resulted an extensive what I’ve created to date and bring it to a whole sports activities.

Inpersonality the future,and Ashley looks forward solving puzzles. I lovepeople. helping outgoing attention “I lom find career where I ethic, could plant roots indo,expertise, enhance the local business community.” at houses online and drivingservice, pasta harder them orthan visiting my These include her involvement with her daughter’s targeted digital and media campaigns.

“90% of our work me.

But Ients love what Ition sowith itsocial ted and persistent.

And are always met.

Ireally never want toclients get so big thatstrong Ivision tireless work and unmatched Barbara also has amore strong for theI’ve future ofwhat her are open process and witnessing them win.

You don’t get that striving tocommunication, help his as well as other agents. and it’s the mantra I’v network of referral and repeat business closing level.

While enjoyed much success, Ihad am“There eager Amanda is achieved focused on forming long lasting bond client needs a task done or a question 09.

He a level of success that many of about exactly he goin Ashley’s expertise paired with her dedicated approach to growing her current team while ensuring that new to detail would make for an ideal fit in says. success comes before a house goes on the market,” he says. life out they want, whether it’s abou friend’s homes.” The point atcommunity which Kelsey decided school and thewant Toledo Keeping theability Faith Foundation, aisn’t andbuilding really be involved,” he During any free time, hanging with work anyway.” providing assistance to transactions every buyer or seller. family business.

Having forged an he’s accomplished career ing relationships at the forefront hashands-on been crucial don’t have time for that one-on-one interaction with knowledge, and the type of satisfaction in a consulting environment.

There her clients and a network.

“I never them than 30 per year with approximately $150 driven to further grow my business which gives has brought her a large number of repeat and referral members share the same values and work ethic.

“We answered, Michael hasthe the solution for the a career out of thatsays.

“Right from start, I want toYoung, my clients options, get his competitors can only aspire to.so eXp and it was no-brainer form the industry.

Inspired, Peggy pursued her than helping to make passion came during the a local no-kill cat rescue.

“We had moved so much when Ithen was family or staying active outside. home soand they canawith afford to travel, ingive the community she loves, she most looks forward to im’s success in real estate. She works closely with everybody that I great think is important to organic clients and tolast feelfour like we close on amantra house and they never to negotiate.

Daniel gained isand little interaction and you’re not working indimillion in sales volume.

“It’s all the result of great sense of purpose fulfillment.” their homes into shape, and maximize their value.”

John has made a name for himself as an elite veteran In his free time, John clients over the years.

“My is ‘Treat want to keep setting goals working hard to reach and team accepted a position the withnext chapter in the just phone call away. haveWilliam a hugeown mmerpurchase of her to own home,they’re which toawanted learn energetic and enterprising, islicense a inher the switch.

Fastfamily forward nine m serving, so we just to settle When listing aher home, Barbara prefers a“Idiversified adding onto and mentoring generation they canthebring members i hearinspired from me again.

I’m constantly sending out handties, newsellers construction, ers and ensure fully ensures adown successful transaction.” tremendous experience viduals.

Iclients likewhere helping people and emotional aspect growth.

I believe most important are people howMANNA you want toinformed, be treated’.

I Kelsey’s strive toIplans bewhat’s them, all the while keeping our happy and that broker at arelationlocal agency, she agent infuture his area, inbusiness large part due to his responsiveness big on skiing and mo more about the industry and eventually led her to for the of her include network of people in every field at my decade IRINA STOYAN WILLIAM PATRICK somewhere.”

After Drew explored a few As Drew looks ahead, he has his sights MICHAEL DANIEL MOORE DREW MORRIS strategy.

A Zillow Premier Agent, she broadcasts her of North Carolina Realtors.

But through it all, she is most PEGGY SHOVE COLUMB written notes and calling and texting. want them to hardworking, dedicated Realtor® who is went from an agent with zero the yard that’s perfect for their kid d properties, Larissa’s But Kevin is just as attentive when assisting his buyers, ported, and provided with the best service.

“I his previous consulting role, of it is very rewarding,” he says. ships built on Fran trust and integrity.” speaking with Top Agent deciding for themOutside to sell thcc hadthe the opportunity to learn the business her generous When and compassionate about journey my them best possible service.

At the endpride of it’s and excellent customer service.

John takes inbetter a relaxing walk with obtaining her license. continued and the possible formation of anew team knowproperties that I still care and I’m checking ingrowth onhis them and different options, he landed on real estate, set on becoming the top team for military clients’ over a the series of digital and social about opportunities and connections fingertips,” Michael says.

“Igiving am a New eays much harnessing decades of excited experience andthe in-depth econd to none.

She can which eventually led him to focus on clients building long term relationships truly committed to providing his many to twenty closed/pending trans the ground up.

In shemy joined active in her going through.

Buying and selling a home the day, wefrom want make the world a Denver better place and Sutton, one can notice the to stay in their current residence.”

“Iestate amareyour resource,” says addition toworkflow being athe bilingual resource support that growth.

Her overarching objective, their house,” she help says. of local housing market toto cater his“I campaigns, asIrina well asto aknowledge variety ofthe multiple that lie ahead. always answer phone,” she says, which would allow him tobut not only stay put, in 2008, metro area.

“Our calls and emails in timely manner seven days Real Estate Associatio tered real making areturning potential friend.

“What Iaand like Jersey I’ve met countless people ome athe local SALMA real estate.

“I customer come from theveterans Daniel and the Ben Kinney Team are committed systems, attracmy clients.

My goal tomedia develop a friendship.

Past clients have clearly appre 100 96local; 99 the elite team atlong Showcase Realty, Inc., and103 went tributing toTORRES nonprofit org With loyal clients who value his personalized grateful clients with the very best isStoyan, one ofisabuilt the biggest financial steps a person will take show people that we care. directly to their needs.

He also remains in touch after Since then, Kelsey has an exceptional business however, remains the same as it’s been since day one: top agent with Century 21 via her real estate business and enthusiasm and passion she has for listing services.

Elsewhere, she extends her listings to “and I’m always available to guide my clients through but also offered limitless growth.

Today he big goal is to create $1 billion in wealth for a week, and is transparent with clients and fellow agents levels, and regularly consulting environment.

I was to helping their local community thrive and find stor.

As he quickly the most about my work is the social over the years that I’ve lived here, ey, andjust She’s shopping. aided isn’t a transaction to me, my clients are on to become a licensed broker herself in 2010.

She touchstones like Girls In Despite her short time in the in thoughtful approach, Robert truly enjoys the social Whether she’s working with buyers or sellers, Amanda’s the sale, frequently checking in to ensure his clients are inintheir lifetime, so I don’t take that lightly,” she that is based significantly on referrals satisfied continue providing her with the unparalleled Washington State.

“Iffrom Iservice don’t have church, Irina gives both her After time and No one understands print publications Homes and Land Magazine to clients the challenges of different their transaction. all, this isn’t a in available insays. his market, and he When he’s not busy working leads ModernWest Group at to Your Castle Real Estate Veterans through real estate across the Mountain West, what she does for aclients living.

“Ithe really factor Fran’s alike, answering questions and providing honest insight drives as aconsiderab way toatbett giv anlike economic and political intelligence consultant for ways toAnother stay involved through volunteercurrently assists clients throughout Connecticut, a frequent volunteer W fessionals – mortgage and I know the area extremely well.” fully satisfied in their new homes and providing them with ortant, and they stay my friends long after the tacross the business, he aspect of it.

I enjoy meeting so many goal is to provide with best results.

An For more about Amanda Gordon aspect of the business.

“I work seven days a week Denise’s business is from repeats customers. “I think it’s because I her take a it. very hands-on customer service that has synonymous Her hard work ethic gives clients the confidence that an answer, I go find the funds various charities. thanhappy Salma Torres the feeli give sellers an added advantage.

But Barbara isonbecome part-time jobtofor me;with my where living. veterans I lovehis my career, in Denver, where the vast of his clientele sosolid we imagine being ait’s place can build isThat’s building amajority thriving business afrom clients and establ 10 years abroad, and my specialization was emerging ing and donations.

“We’re involved with different have aimportant heart for families,” she enthuses, success story besales the long-lastin contractor recommendations his to own professional to anyone who needs it. staff and I give great service future, John hopes to specializing in“My Litchfield and New Haven counties.

Inwould When she’s not with cli part of that is ensuring that her listings get email amanda.gordon@ymail.com, asaction professional photogover,” she says.

Kim also finds it benMichael prides himself on bringing agent because I genuinely love what I do.

I get meet interapproach.

Whether you are someone who has bought her name. year she cleared a volume of 1 sed andisformed The different people and becoming friends whatever their real estate goal it referrals. will her get accomof empowerment type of business run and the is, type just as Iattentive when assisting buyers.

Leveraging and I’m here for my people.”

To learn more about Kevin Grolig that owni derives from repeats and Drew believes great careers in real estate by being arelationships partyear of a we team.” sphere.

Through years, Kevin and his team earned markets.

And apeople lot of the activity init’s emerging markets charitable causes. volunteered at the maximum exposure on the market.

First, she identifies the years since becoming aof Realtor, sheLast has developed bewith found exercising, ma foundation of honesty, integrity and an indefatigable lasting them, Willi visit have agordon.cutlerhomes.com, “and home is my favorite thing.

Iservice relationships forms with her clien tothe folks.

I’ve got several decades experience, I’mfeat, anshe and land developme taging company –times, whowith al to have an individualized approach to every esting from all walks of life who become good thorough, personalized to his shown or sold a hundred or if you’re a first-time home email Kevin@KevinGrolig.com, call 240-793-7495 a home can bring, or ho her extensive professional background in loans and plished Ashley.

“I try to go above and beyond to of agent that I am.

I’m always availOutside of work, Irina is an avid ing marking her as one of th team’s and thorough communication his path leads, he will undoubtedly love wered by RE/MAX his the with them.

It’s very and rewarda usually terrific reputation throughout thefun region, with the to vast most dedication likely audience her properties andinthen aWherever hands-on approach meet the negotiating needs ofthis every buyer her beloved husband, or around the for world starts the real estate sector.” homeless shelter, but year, due toevolving COVID-19, we or call (330) 605–5143 ction goes “I clients work ethic. playing basketball and hanging out hits excellent problem solver, and I and have the skills industry.

If KevinGrolig.com orthe visit created home for my children, and relationships that transcend nt.

“Each client is my different can’t have I’msmoothly. there for every step of the way. friends.

It’spossible athem unique business.” overwhelming the with experien real estate law, she carefully guides to the rightother able.

I’m always there for my people. piano player and is often found clients and referring them to nbuyer, elite make the process asayou smooth and easygoing as majority of his volume coming from repeat clients in her market.

“Ifar come from a plac that so sets them apart from other agents in the region. every minute of it.

“I really enjoy having ability to and seller.

As she describes, “My tagline is ‘Always children and grandchildre rently serves cliing,” he explains.

After returning to America, he became a consultant are hosting blood drives and food drives,” he says. ve a team that you can I provide highest level of estate services to of getting theretransactio canhard oft necessary toPersonal, get things done,” Johnpracticing says.

The quality of two works extremely anket planthe that apply toreal everyone.

Ionlisten investment based their Moreover, remains and their dogs.

I you don’t care what time of such the day itneeds.will performing and with that’s why it’s a privilege for meshe closing table.

During the for them.” people who a similar impact the lives of others ingirlfriend a With way that’s long-lasting. contribution.

My buyers know fro Always Professional.’ each transaction, for the Ben Kinneygive Teamthem at Keller Williams Realty in When he’s not working, Daniel loves to travel and Copyright TopSALMA Agent Magazine nta Clarita and TORRES a wide variety of Los buyers and sellers from the area be.get “When I bought my fi Copyright Top Agent Magazine in touch well after the deals are done through periodic FRAN SUTTON His enormous success has been complimented by a JOSH SINATRA IRINA STOYAN fully to figure out what their exact needs are and is—I am to there to answer your calls at her instrumental band.

She and her his service has led to a strong referral base at this point in touch with John “Our mindset is that we want to continuously add I love being a part of their journey.”

To learn more about Kim Fitch help other people find that place itself, Fran considers herself less William began his career in real estate after a longquality of service. pride agent. myself onspend being his personable while getting Peggy garnered Sho fightoutdoors totheget them a has house matc Dallas, and then transitioned intowork atoreal Iestate time being active or catching upthat as well as Chicago’s North Shore.

I compliment my house in 2005, I started wi check-ins and even gifts at the end of the year—all lifornia.

Outside of Josh is committed hybrid marketing strategy which is both traditional and anyensure time.” husband enjoy working out at the t I need to do Staying to that they have a He smooth proactive anclients important part of Ashley’s value toiscall our before the transaction, even if they inkimfitch406@gmail.com, his career, as he getsstarted 90% of his business through email job done.” award year-over-year, sin they home.” salesperson andnothing. more a matchmak bestfuture, market price.of I also give them held desire toserves enter the investment arena.

“IFort got Looking toones. the William’s plans inclu currently clients throughout the Dallas with friends and loved nts, Michael makes Interest rates we professional approach with ancan unwavering commitensure her buyers are fully satisfied in“We their new homes. ohappy multiple MLS sites innovative. market in (406) local publications andthe cater gym, thrive. and couple looks forward experience.”

To learn more about Larissa Colangelo, to helping his community An savvy marketing strategy and helps get her listings sold aren’t thinking about any kind of real estate purchase,” career continues its forw referrals from satisfied clients. or call 581–1496 Worth Metropolitan area. somatching they can make anwith informed dec “Iregimen loveexceptional people homes.” of that interest,” he recalls.

“I figured that his already business, and ment crazy, and the process w ment tothem my clients’ wants and needs.

That because means I sellers, will When working with Michael uses professional straightforward and to that particular clientele, but we also have a large May 2020 marks Irina’s second full to returning to their exercise arkets on all of from and the start, she is there for her sellers, often about on maintaining the high quickly, forplease top price.

She informs other he says.and “Then once they do decide to move forward call 732-921-1711 relationships andefficiently, organization that isRight nearest dearest Going forward Daniel isI remember excited continuing intimidating. being almost in tears wh answer the phone when a client calls, and it means that As Owner/Broker of Gemini II Realtors in Kansas City, Through the years, this thoughtful approach has earned my license would be the best first step towards agents looking for thebrought sameher kind of “I’m suc elaying and staging topresence make his listings lookpersonally year in thephotography industry. was restrictions related toready COVIDonline andadd stayvalue connected towhen ourhelping market via stage well asinformation. on traditional and their property success. with a email purchase orsomesale, we continue to agents whenever she has“Itangetting upcoming listing, sends out or NJHomesForSale@yahoo.com With awonderful stream ofreputation thatSoles4Souls. comes by repeat andstrategies tothem grow and hisemploy business.

“I’m looking for The creative marketing John’s team ons, Josh has built tobusiness him is Every year hethat I expand left the closing, because I was worried I the wouldn’t I am accurate and don’t sugar coat a–years situation we reputation eliminates need Barbara and team a that, throughout Kansas theher only non-franchised, locally woman-owned Fran has five adult children and toddler.

Her daught thing off fordatabase, as Iwhen worked 19 Still, her absolute favorite Copyright Toplift.

Agent Magazine for market.

Afterwards, she promotes her Her listings inonemy way,” she says.

“I takef social media and various online platforms.” pristine.

His team employs robust online marketing to onal andItoput pany demeanor, creates beautiful doing so that’s how I originally got started.

I experienced. during that experience as well.”

ModernWest Group emails her large and posts listings on social referral clients, Daniel it’s his emphasis on adapt sustainable and growth.

My main focus that is tolast. I w ableorganic tomedia keepcampaigns, up payments.” have allowed them to to her ever-changing markets face of a realrepeat challenge.

I’m able to says. get my clients tothe North Carolina, vast majority ofbelieves her volume ter and commits to their annual “I with buildmy relationships local newspapers, viashoe targeted social for each step of at the K-Sta transac elsewhere,” she She originally thing isLizzy, pouring energy into her real estate brokerage inthe the city, Fran is rapidly approaching recently joined her team and isprovide a senior provides continuous information, tips, and updates on push listings awith wide audience andthat get the bestdoing prices et the job done the platforms such asto Facebook, Instagram and obtained my license in February of 2020, and in June relationship-building encourages clients to work continue to work with my clients and them closing table.”media coming from repeat clients andbut referrals.

Rather than over the years, and are a to big factor in their In as aWhen resource beyond the transac and throughout her own tired extensive professional oriented industry, and Fr tha began her real estate work ashelping asellers. side hustle quickly real estate career: “I love be crazy atprogram. thesuccess. end clients drive in Santa Clarita.

“I ended up with Outside of work, Robert is a supporter of many eduwhere the market currently stands.

Throughout it all, Youtube for maximum exposure.

Her effort and hard possible for their mthink nice tomy everyone two decades of Buyers and Sellers achieve their in the marketing she’s not working, with him.

“I Ifocus oncares the withand thestress client, with excellent care and white glove service.” only did Salma meet herI mortgage, boug of that year began to relationship actively try sell property “INot love the autonomy get media, fromshework focusing onfor the numbers, though, she most about order to reduce for clients, they offer a guarantee network.

She is also known to refer her clients to found a real passion it.

When her main job fell of the day,” she says.

“I can’t imagine myself doing with them on social and and charitable organizations, butyear!” there isWhen onenothing theyestate maintain levels of communication.

“We are ethicreal have the team onhigh track tocational reach $20,000,000 willing to work go the aiteveryone.

1,000 pairs of shoes this antly, I isnever lie,” instead ofservice treating like a transactional business.

For another house the followingtime year as asked an her investme goals.

Hardworking, dedicated, and deeply enjoys more than spending with fami Kelsey also justifiably proud of her association providing compassionate “In this trusted resources suchthe asabout attorneys, inspectors, lenders, and generate business.” industry,” says William, when wha To learn more about Kelsey Isham Brown, sales program, which allows clients to proceed on the through, Irina made the jump andyear. became atofull-time something else.” turn me for anything.” very intentional about our touchpoints and how we that is near and dear to his heart.

Having suffered To learn more Barbara Keever in sales volume by the end of the and nowher owns fiveto rental properties.

That early exp me it’s about building something over a period of time If Ithe have toagent. take aknowledgeable little bit he’s not busy at work or giving back his time, he highly reputable d’aprile Properties.

“Their t.with honesty makes the “Life industry, Iout feel asabout though I truly get to help others,” she her local market and the real estate camping in her 1972 Airstream, baking or craftin etc.

Through all this, Peggy supports clients with Michael is heavily involved with his community – he please call 262-745-2225 or email came inwith and the made thatuntimely step for me,” she most about real estate.

“I also love that w purchase of their home without contingency, and an interact client during their buying or selling loss of his daughter, he is deeply involved in email barbkeever@gmail.com, rience, and the knowledge she gained from the tran and creating a strategy to win and give my buyer or focus is on training.

They help me nurture my relationsays.

I’m walking first time andhere athe unique blend ofplans compassion and integrity.

“I believe oboth paymy forclients a repair andto“Whether there, likes to stay active inhomebuyer the outdoors by snowboarding KIshamBRown@daprileproperties.com industry overall, Fran has more than earned her stellar She enjoys taking her son hiking and bike riding.

S talks dozens of people every day, is involved with explains.

“When it happened, I was devastated.

Now Looking to future, Irina to continue providing process.

That makes a big difference, because they the National Alliance on Mental Illness (NAMI) dedequity advance program that provides funds for repairs visitestate keeverrealestate.com, orthis callthat 828-429-0771 William’s willingness towith givefor,” thehereal business into business isimpressed what you getherout it Listening closely her needs and goals Ashley actions followed, upon how mu seller the result they’re hoping explains.

To For more about Robert B.ofKin ships which then naturally growstointo through the clients’ process or she connecting someone their in living by the Golden she “Soto no matter his business entirely out with something, tobusiness.” or hiking.

He also enjoys doing his own real estate so happy ithappy turned out this way!

I’d never go back.” her clients with her high level ofRule,” service.

Insays. order reputation as an honest and trusted real estate advocate. also possesses servant’s and shetoIgives back to ph multiple of Commerce, Italian-American know weChambers are professionals and are people that they icated to raising awareness andthe providing support and people need aheart, caring person guide them throu so customers can maximize value on their investment. isI’m able toI’m figure out exactly what buyers and sellers keep nurturing those relationships after transaction his all, coupled with his go-above-and-beyond level of I work, the more results see.

That’s please call 508–648–2739 or who you are, I will work with you and get you to where To and learn more about Ashley Hutson s built his business work with help a organizes larger volume of clients, she hopes can count on Everyone onnew the team focuses leak under the nobody investments into areas.

Clubs, and Country Clubs, and goes to Catholic those in need.

Each year he the community through her role asrkinlin@robertpaul.com a founding member t the process.

“I didn’t really have that.

So when of I me arefaucet hoping and to achieve, andand make it aeducation reality.

She takes istrust.” done, he continues to stay in touch with his clients.

Navigating the ups and downs of the real estate landscape you want to be.” email commitment, are just two of the many reasons behind favorite about thisand business.”

Copyright TopIthing Agent Magazine Irina’s business focuses on Tacoma and the to start a team of her own.

“I can share what have email soldbyashleyh@gmail.com, ce-to-face meetings on the White Glove experience, handling every aspect people, I put them at ease, emphasize taking ea every week.

Hethank regularly donates monetarily hertowork toChurch heart, andher hopes that her attentive and I’m not going cancel the transFran began journey in real estate in 2004, following a Turner Community Connection, which provides food “I send you notes, house anniversary cards, and is gained no small task, and John’s team has succeeded in that his rapid ascent inthe the industry. too early his surroundingofcommunities, including townsreferring and cities inStill experience, and in I can other agents thewill transaction and quickly them to other step at abuyers. time. ILeaning don’t look at them as clients, and aft all of his business visit soldbyashleyh.com, orhelp callout 602-291-4090 caring approach help turn around the for perception our team throws different fun events forself-improvement our clients.”

Peggy is equally asless attentive with her to churches and raises money betterment of his lengthy stint as a stay-at-home mom.

“I was also a caterer the fortunate, summer jobs toCopyright youth, Top home repairs get it fixed, remove that obstacle Josh is dedicated to continued and endeavor by being flexible and innovative in their Agent Magaz such as Puyallup, Auburn, and Spanaway. inis and referral share whatclients, worked Estate for me,” sheAgents says.spending “Absolutely industry professionals forsimply things Fluent they can’t assist on. by a little time of with me they don’t seeJohn me asb ju Top Agent Magazine seen Real and Contact career to coast by on William lients. on her acute knowledge of the region and decades community as well.

His company, Burke & Manna and cake maker,” she recalls, “but I’d kind of always the elderly, and other community services. approach.

“Anyone can make money in a good market; d keep the transaction running providing his clients with the best level of service both English“Our and core Russian, Irina often works with the learning expanding experience, would be my next step.” their Realtor® either.

They’ll see the complete perso values are being servant hearted, email rmx she empowers her clients with unmatched has built60his business through diligent commitment Daniel’s marketing technique iscity combination of Brokers in every U.S. and Internationally!

Real over agents and continues toasales. grow the great agent makes money in Agent aa home. bad one.”

Russian, had Ukrainian, andhas other Slavic communities a Estate, desire to do something indriven. real estate Like mom, a friend, and someone visit who johnlhomes will look out f Copyright Magazine ents,” he says. possible.

Going forward he wants to continue centric, action oriented and impact It’s atruly very insight, guiding them to theTop right Always looking old-school. various platforms, to modern chasingand down any and“Ialluse leads possible.

“Basically,

JOHN LESNIEWSKI

WILLIAM PATRICK

JOSH SINATRA

FRAN SUTTON

https://

www.

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

www.

and provide more service in Ocean nt areas of business in Washington.

“They often reach outtop-notch to me,” Irina their best interests.” highagents, touch, high trust philosophy.” most Ieven just started out loving style, and Looking future, Fran’s to mainta To contact Peg to like go above and beyond, stays in touch well plan after is to continue growing his business. toanddouble thetoshethe both digital and print.

We dohouses, a“I lot would of social media Please contact mag@topagentmagazine.com I’ve generated these leads through prospecting and says. “I remodeling. speak the language and understand their and Monmouth Counties and the surrounding area.

If have a deep wealth each transaction tobusy ensureand her clients are fully satisfied email peggyco As my kids were getting older, my husband her grow at a steady level that will not impact t always keep an eye on how we can use technology n is something Josh isandvery pasnumber of transactions andad addrates a few more agents That empathy her relatability have earned Salm mentality, I get to be the guru and answer all of to or call 310-734-1440 for information. cold calling,” he explains.

“I’m willing toand outwork When Drew isn’t working, he’s giving back the comyou’re looking for premier real estate service intofitthe draw from when it and in their new homes.

Through the years, she hasand earned or call (2 to our advantage,” he says.

Thanks his hard work For more information about Drew Morris, I just felt like real estate would be a good for our amazing customer service she provides her many clien tostate giving his Jersey, tousthe team.

Most importantly my focus is on the an eighty percent repeat client and referral rate aft munity.

“Several of onWhen the team are veterans, sowith we of New Michael Manna ain call today! ,elieves but hecontributes alsotheir hasquestions.” anyone.

Ifinish first got started, Ifrom wentain tofull-time he is give on track toGemini this $20,000,000 please callsays 303-929-7844 busy schedules.”

Acquiring IIyear 2006 “For me,” Fran, “This job isn’t about a commissio www.

lessmore than four years with the Crystal Tran Team quality service. “You have puthigh $30,000,000 clientsandand making sure they get orthe white glove have ato very involvement in supporting To learn about Daniel Moore, inthat sales email drew@modernwesthome.com andinterest Ibroker realized a volume. lot ofthe other agents were generating Berkshire Hathaway.

Representing pioneering female – the first in county – Fran My primary goal is to help people find perfect plaaC Though she’s relatively new to the business, Irina has veteran organizations.”

Drew is also an avid supporter please call (214) 869 – 4780, thathomebuyers estate. You need to know at least service they deserve.” in Chicago’s northwest suburbs, 3she combin business bybusiness making two or three hundred calls Top Agent Magazine begun to see an ever-increasing of repeaton and has since built a What thriving foundation of phone to call HOME.” email sellers daniel@benkinneyteam.com phone at (732) 689-2517 or by email atamount michael@burkemanna.com. really means a lota solid to Daniel in this industry onstruction and repair.

You need sharp negotiating skills with the kind of personal tou referral clients.

She credits her clients’ loyalty with each day, so I just decided to make between four or visit bktdallas.com go-above-and-beyond customer are the relationships heservice. gets to develop, and agency’s website atexcellent, burkemanna.com for close more information. people appreciate. “This isn’t a cookie-cutter kind iation skills to for your heradvocate ability to problem solve.

“That’s what are calls.” hundred and sixpeople hundred www.

http://

JONATHAN WRIGHT With strong communication skills and a desire to help others, Jonathan Wright has found his true calling as an agent in the greater Cleveland area. He got his start after working in park equipment sales.

“I wanted to get into real estate because I loved that I could develop leads for myself and have more control over my growth,” he says. After earning his license in October of 2017, he hit the ground running, and is still enjoying every minute of it. Today he has two people on his team serving as buyer’s agents and hopes to continue growing. With over half of his business consisting of repeat clients and referrals, it’s clear he’s going above and beyond to get people towards their goals.

“I make sure my clients know what is going on with their deal at all times,” Jonathan says. “And I don’t just communicate with my client, I communicate with all parties who are touching the deal. I want everyone on the same page and on point, so that when I talk to my client, I can give them a full perspective.” Fluent in both English and Spanish, Jonathan is able to help a wide range of people. Jonathan is also extremely knowledgeable when it comes to negotiating, having worked in sales for much of his professional career.

“I’m always crafting negotiations that people will find fair, and I’m able to tell my people, ‘if we do this or say this, this is what I believe the response will be.’”

After the transaction, clients love to spread the word about his work. One recently said, “Jonathan is an excellent REALTOR® and was able to get me through a long and stressful process of selling and buying a house at the same time. He devoted a lot of time and attention to working through tight deadlines and always had a positive outlook which helped out a lot. He even took time out of a family vacation to ensure everything came together smoothly. I cannot thank him enough for the hard work and dedication. He is a true professional and I would absolutely 100% recommend him to any and all prospective buyers and sellers. I will guarantee 4

you will have the same outlook and positive experience if you make the same decision as I did to hire him to guide you through the real estate process.”

Another way Jonathan stands out is through his involvement with the community. He’s been a coach for youth sports for many years, and sits on various volunteer boards in his hometown of Sheffield Lake. “I think extending that goodwill and having a presence in the neighborhood fosters trust before we even start a relationship,” he says.

Looking ahead, Jonathan hopes to help more buyers and sellers with their real estate needs. He also wants to invest in more properties. “It will be a nice mix of investments and sales, with my main focus on handling listings so my buyer’s agents can stay hands-on with our buyers.”

Wherever his path leads, his passion for this industry will undoubtedly keep growing. “There’s so much I love about what I do. But it’s mainly the people and the psychology of sales. And seeing my clients happy, that is always beautiful.”

To learn more about Jonathan Wright, please call 440-739-0533 or email listwithjonathan@gmail.com Top Agent Magazine

Miller Home Title is proud to congratulate

Jonathan Wright

on being featured for the state of Ohio in Top Agent Magazine!

Jimmy Miller Regional Vice President Miller Home Title Office: 440-934-3003 Cell: 216-314-1840 Fax: 800-745-0001 jimmy@millerht.com 5326 Detroit Rd, Sheffield Village, OH 44035

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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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Top Agent Magazine

Top Agent Magazine

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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Top Agent Magazine

ASILA SAYEDI

Top Agent Magazine

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“Everything I gained from living in different countries, from my education, and from managing properties for twenty years has helped push me forward in real estate.”

Asila Sayedi breaks down boundaries. Born in Afghanistan, she has resided in India, Germany, and finally the United States. She speaks five languages and works with people from all walks of life. She worked hard to earn three degrees while raising her eldest son as a single mother, including a Doctorate in Management and Leadership. After remarrying in 2009, she and her husband began purchasing properties and 10Copyright Top Agent Magazine

became landlords and investors. Her rich life experiences, which are full of struggles and victories across many cultures, have given her a depth of knowledge and a fine-tuned skill set to serve her clients. “Everything translates,” Asila says. “Everything I gained from living in different countries, from my education, and from managing properties for twenty years has helped push me forward in real estate.”

Top Agent Magazine

Three years ago, Asila earned her real estate license in Washington DC, Maryland, and Virginia, working under the Taylor Properties brokerage. Again, she sought to break down barriers in real estate. She partnered with a home Top Agent Magazine

designer and fellow real estate investor, Hu Kidder, and together they launched Yolo Homes.

“We wanted to build a full-service company that could meet the full circle of clients’ needs, so in addition to regular buying and selling, we offer Copyright Top Agent Magazine11

“We wanted to build a full-service company that could meet the full circle of clients’ needs, so in addition to regular buying and selling, we offer professional design, luxury property staging, and renovation management, all in-house.” professional design, luxury property staging, and renovation management, all in-house.”

They create stunning homes, routinely selling above asking and in record time. They also take a unique approach to working closely with many wholesalers, developers, and other non-traditional buyers, again breaking down barriers often seen in the real estate industry.

Now the Yolo Homes team has grown to four, providing boutique-style service for their clients, whether they are homebuyers, sellers, 12Copyright Top Agent Magazine

investors, renovators, or developers. With a large professional network and a reputation for excellent customer care, they have built a business that is entirely referral-based with no ads. “I’m very goal-oriented and customer service oriented,” Asila says. “I want the clients to be satisfied; it’s not about the bottom line.

It makes me happy when I can help somebody.

Just a couple of months ago, a client wanted to buy a house, but he was short, so I reduced my commission. It is a seller’s market, and it felt wonderful to make that happen for him Top Agent Magazine

and his family. For me, this business is about helping others.”

To keep in touch with her large network of professional contacts and past clients, Asila emphasizes education and information, keeping clients abreast of news, market changes, and new opportunities. She loves to help people Top Agent Magazine

even when she is not in the midst of guiding them through a transaction. “Even if I’m not selling them something, we let our clients know we are here to help,” Asila says. “I help developer clients by connecting them with the right resources. If they need a plumber or an electrician, general contractor for example, I’ll connect them. My passion for this work comes Copyright Top Agent Magazine13

from my desire to help others, to find solutions, and to make things happen.”

When Asila is not busy helping her clients, she volunteers for her kids’ school, attends her kids’ lacrosse games, and spends time bringing together members of their large extended family. “My husband and I love to bring people together,” Asila says. “That’s what we do when we’re not working.”

For the future, Asila has exciting plans to expand her real estate business and grow the Yolo Homes team. She is in the process of earning her Broker’s license and launching a brokerage firm by the name of Asil Properties. “I like to mentor new agents, to give them good footing so they can become entrepreneurs,” Asila says. “I’m so grateful for my clients and for my success, which allows me to provide opportunities for others and for my own family.”

To find out more about Asila Sayedi, please call 703-398-9355, email asilproperties@gmail.com, or visit yolohomesco.com www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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HARVEY BLANKFELD Top Agent Magazine

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HARVEY BLANKFELD

“No two deals are ever alike,” says Harvey Blankfeld, principal of the Blankfeld Group with Berkshire Hathaway HomeServices in Nevada, describing his favorite part of his chosen profession. “You have to be consistent with how you take care of your clients and how you make sure they’re getting the best possible deal, which sometimes presents challenges. Overcoming those challenges is one of the most rewarding things.

We hope and believe that every transaction can end in a win-win situation.”

Harvey has been in the business for the past twenty years. He started his professional journey in the restaurant business, which is how he originally came to the Las Vegas area. When he found himself ready for a change, he decided that real estate would be a great fit. He was one of the co-founders of the Brown Blankfeld Group. When his partner, Shelley Brown, recently retired, that team became the Blankfeld Group, keeping their original ethos in mind.

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“We don’t ever look at the paycheck. We just take care of our clients, and the paychecks will come,” explains Harvey. “I learned that from Shelley.”

Harvey truly sees himself as a resource for his community. The Blankfeld Group hosts a local radio show, Las Vegas Real Estate Now. “The focus of that show is teaching,” Harvey says. “I don’t put my listings on or actively encourage people to hire me. I’m really trying to teach people the value of homeownership—the process and pitfalls. We started the radio show 8 years ago when people were afraid of real estate, and

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we continue to teach about it today. We want to Educate, Empower, and Engage.”

Harvey and his team of agents service most of Southern Nevada. However, the bulk of Harvey’s business lies in Las Vegas, Henderson, North Las Vegas, and other communities in the valley. Approximately 80% of his business comes from repeat and referral clients.

Harvey credits that loyalty to his dedication to equal service, no matter a property’s price point. All properties are marketed with professional photography. They’re listed both online and in print. “You never know where a buyer is going to come from,” Harvey explains. “We don’t shy away from anything, and we’re ready to try everything.”

Getting back to his roots in the restaurant business, Harvey is a huge supporter of the local organization Chefs for Kids. The charity goes into at-risk elementary schools with the goal of providing healthy meals while teaching the students the value of proper nutrition. The Blankfeld Group gives regularly to the program, and they host a yearly golf tournament for Chefs for Kids. “We love this organization. I’m so proud to be associated with them.”

Looking to the future, Harvey is excited to continue growing and mentoring his team at the Blankfeld Group. He has created a profitsharing plan for his senior partners who help manage the team, and the plan is that sometime in the future, those key partners might become equity partners. “I’d love to carry on the tradition of the Brown Blankfeld Group, which turned into the Blankfeld Group, and which may turn into something else down the road,” Harvey says. More than anything, he looks forward to continuing the work he loves.

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For more about Harvey Blankfeld and the Blankfeld Group, call 702-203-1165, email harvey@blankfeldgroup.com, or visit blankfeldgroup.com www.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 22

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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PATTI GUARANTANO Top Agent Magazine

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PATTI GUARANTANO

After working in Human Resources at a company in New York for many years, Patti took some time off to be a stay-at-home mom. When it came time to re-enter the workforce, Patti knew she wanted to do something that would entail interacting with a lot of people. She thought real estate would be a good fit and decided to get licensed in Connecticut six years ago, and ever since then she has been reveling in her new career. Patti has the right personality for the job – she is energetic, outgoing, and generous with her time, a person who works hard to solve problems and genuinely enjoys helping others. Patti’s career as a solo agent has been illustrious, in no small part due to her skills with interacting with many different kinds of people.

to focus on the best interests of the people she works with. Instead of prioritizing dollars and transactions, Patti makes it her number one goal to be her clients’ number one source of knowledge on all things real estate, and works hard to pinpoint and meet their needs from the moment they first meet. “I think of myself as a trusted

As someone who has spent her whole life helping others, Patti knows how 24

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advisor to my clients,” Patti says. “I’m very hands-on with my clients, and I go the extra mile to make sure they’re informed and comfortable with the transaction process.” People can tell that Patti cares, and they enjoy working with her because of it. Patti gets a healthy 80% of her business from her referral base.

In order to keep in touch with past clients, Patti uses social media, mailers, and newsletters to keep them engaged with what’s happening in the market. Building relationships with clients matters to Patti, and she maintains contact with them long after the transaction is closed. “I love helping people, and many of my clients become my friends after the deal is done,” Patti says. “Guiding people through the process of finding the perfect home is what I’m here to do, and if we bond along the way, that’s even better.”

Patti is an exceptionally hard worker, whose authenticity and passion for her craft have carried her career to impressive heights. She closed over $5 million in total volume last year, and is on track to double that figure in 2021.

When she isn’t working, Patti finds it vital to give back to her community. As a mother of two children with autism, she is heavily involved with the Autism Association in Connecticut. She is also a member of the Children’s Diabetes Association and the local Garden Club. In her free time, Patti loves traveling and spending time with her family.

Patti hopes to start building a team and expanding her business in the near future, and to manage her own office a few years down the road. If you’re looking for a genuine, hardworking Realtor in Northwestern Connecticut who offers excellent service to all of her clients, look no further than Patti Guarantano!

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Contact Patti at (860) 567-0806, email pguarantano@wpsir.com, or visit pattiguarantano.williampitt.com http://

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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 26

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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CJ HEWLETT-JONES

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CJ HEWLETT-JONES

CJ Hewlett-Jones began her real estate career 17 years ago. “I got started in real estate after working in sales,” CJ recalls. “I was in recruitment and staffing, and then I went into business development. When I purchased my first home, the Realtor® complimented my personality and suggested that with my sales experience I would be good at it. I ended up becoming licensed in 2004.” Since then, CJ has been helping her clients achieve their real estate goals.

CJ serves the central Virginia area, with a focus on Richmond and the surrounding counties. About 80% of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “My clients keep coming back to work with me again because I truly care about their experience and I really want the customer 30

service they receive to be impeccable,” CJ says. “They’re not just a sales transaction. I want them to be happy, and I want them to have the positive experience that I would want if I were purchasing a home. I want to be their forever Realtor®.”

Staying in touch with past clients is important in such a referral-based business, and CJ accomplishes this in a number of ways. She makes an effort to be consistent in reaching out to clients, emailing or sending a quick text to see how they’re doing. Social media is also a valuable tool for keeping up with past clients.

When it comes to marketing listings, CJ uses a comprehensive approach with SEO strategies and Homesnap to ensure maximum exposure.

“I market through Homesnap, so every listing I have goes out to the major websites including Top Agent Magazine

Facebook, Instagram, and of course Google,” CJ explains. “I also send out email blasts to keep people updated about listings.” The results speak for themselves: CJ is a multi-million dollar producer and her business continues to grow year after year.

Outside of real estate, CJ is the President of her HOA. When she is not working or giving back, she says she tries to “embrace and enjoy the moment” with her family. She loves spending time with her children and her husband, and “finding new and innovative ways to be able to connect and communicate with the kids and family.”

In the future, CJ says, “The sky is not even the limit. I want to continue scaling my business, and I am also working on creating some courses for transaction coordinators and new agents that I want to produce and put out online.” CJ is also branching out into renovations and flipping. “I want to show Realtors® that even in a market that can increase or decrease, you can always reinvent yourself and have different streams of revenue,” she says.

Above all, CJ says she wants to continue providing excellent personalized service to her clients. “I love the camaraderie of real estate,” she says.

“My clients are like family, and I love building that relationship and being able to help people. Homeownership is a big step in someone’s life, and I love being part of that.”

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To find out more about CJ Hewlett-Jones, please call 804-922-6769, email realestateofrva@gmail.com or visit realestateofrva.com www.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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DEBBIE OGREN Top Agent Magazine

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DEBBIE OGREN

“It’s important to always be authentic,” Debbie Ogren says, while discussing her career in real estate. “People will appreciate who you are more than someone you’re trying to be.” Her honest and down-to-earth personality has resulted in continuous success as an agent serving the southern Minnesota region. She got her start a little over seven years ago after a friend suggested she look into it. “I was on a different career path and wasn’t happy, so when they said I should earn my real estate license, I decided to try it out,” she says. “It’s been so wonderful ever since.” It’s Debbie’s strong commitment to her clients that has helped her stand out, with her main focus on building relationships.

It’s clear that Debbie goes above and beyond to not only help her clients towards their real estate goals, but also gets to know them on a deep level.

“I literally love my clients. They’re so much more than a sale to me, they are friends.” This carries into her work with them, as she always wants what is best for them. Debbie isn’t afraid to point out the good and bad and the ugly when it comes to selling and buying, as she wants everyone she serves to be fully prepared and knowledgeable. “I just want

“I have 19 repeat clients who have purchased or sold with me and have returned at one point or another to buy or sell again,” she says. “Of those, I have one who has just closed on their fourth home with me, and this week I have five who have bought or sold with me three times.”

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them to understand that they matter, and that I want this relationship to be lasting.”

Through her newly formed YouTube channel, Debbie showcases the same fun and truthful demeanor that her clients enjoy. Called ‘DebbieOGetsItDone,’ she engages her playful side, turning what can be a stressful experience into an enjoyable one. “I’m also active on other social media sites, including Instagram and Facebook.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “I originally worked with Debbie on the purchase of my first home a few years ago. She was wonderful then and even more so when my husband and I sold that home and purchased a different one!

In addition to being honest and knowledgeable, Debbie is fun to be around. We trusted her to make sure both transactions went smoothly and she followed through. I highly recommend Debbie to anybody that is looking for a real estate agent to help them buy or sell!”

When Debbie isn’t working, she’s staying active in the community through sponsoring various organizations and charities. She’s currently on the Women with Heart Committee for the Greater Mankato Area United Way and does everything she can to give back. “It’s important for me to do that because I truly love the people in the Mankato area and surrounding region. We have so much to offer.” During any free time, Debbie is enjoying the natural beauty of her state, whether it be fishing, working in her garden, taking walks or sitting on her patio.

Looking ahead, Debbie hopes to continue serving more people while making each client feel as if they are her only one. “I want to grow, but I want to always make sure my buyers and sellers feel important, because they are.” After all, it’s the people that keep her going in this industry. “I could not do what I do seven days a week, at all hours of the day, if it weren’t for the people. I love what I do and seeing folks smile is the best part.”

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For more information about Debbie Ogren, please call 507-382-4558 or email Debbie@DebbieOGetsItDone.com Copyright Top Agent Magazine 37

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

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

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

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

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

• Unobstructed Views and Light: You want to live in

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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APRIL ROSE RAMIREZ

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APRIL ROSE RAMIREZ

“I really like helping people to make a dream a reality,” says April Rose Ramirez, a top agent with eXp in New Jersey, describing her favorite part of her job. “Some people think that they can never purchase a home, and I get to help prove them wrong. That’s why I’m doing it. I’m not in this for the money. The money will come, and the money is coming, and the money is here. At the end of the day, I’m doing it to help these families. I’m helping the American dream come alive.”

April first got started in the business in 2018.

She left a twenty-year career designing fashion in New York City after a lackluster experience buying her first home. “My husband and I had a really tough time with the transaction,” April explains. “During the process, we were often confused and didn’t know what was happening. We tried to get 42

answers, and we never got what we needed from our agent. We’d been so excited about the process, and it ended up really sad. I wanted to make a difference, and so I got my license and went for it.”

April’s clients are glad that she did. The bulk of her business comes from repeat and referral clients. She also often works with investors, helping them to buy properties and sell again once the house has been renovated.

April credits their loyalty to her high-quality customer service and personalized approach.

When it comes to marketing her listings, April always goes the extra mile. Still a fashion designer at heart, she makes sure that she always stands out on social media and in the market. She designed her own logo and came up with #CloseWithAprilRose.

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Her ‘For Sale’ signs all hang from custom poles topped with a rose, handcrafted by her husband, and she sponsors an annual Rose Garden event. “I really wanted to stand out and be clever,” she explains. “All my clients get the Rose experience, and everyone always recognizes me.”

Something that April prides herself on is her ability to work with clients from diverse cultural and ethnic backgrounds. A large percentage of her business are newcomers to New Jersey, and oftentimes a language barrier can make the homebuying process more complicated for them. April always makes sure that her clients have the resources to make an informed decision. She links them up with lenders, attorneys, or whatever they need.

Outside of maintaining her gold-standard service with her clients, April enjoys spending time with her husband and her family and friends, especially her “mini-me” Nica Rose and her puppy dog, Romey. In her off hours, you can often find her hunting for vintage finds thrift shopping locally and all over the world from Paris to Hong Kong.

Looking to the future, April is excited to continue growing her business. Recently, she established AROSEGroup, a self-organized group within eXp Realty. She has brought on a new team member to help manage her growing business. “I get about two or three new clients every day,” April explains. While she’s excited to grow a team, she plans that growth to be organic and slow. Her goal is to mentor and train up-and-coming agents. She laughs, saying, “I want to lead them so that they can be better than me one day! That’s what I really hope happens.”

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To learn more about April Rose Ramirez and AROSEGroup, call 646-522-5110 or 866-201-6210 (office), email closewithaprilrose@gmail.com, or visit instagram.com/closewithaprilrose www.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 44

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

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1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

5

Create a Website that Offers Real Value to Potential Clients

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

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

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

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ALICIA TREVINO Top Agent Magazine

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ALICIA TREVINO

Alicia Trevino is a REALTOR® who consistently advocates for her clients’ best interests and strives to provide them with the highest level of service. As the President and CEO of Alicia Trevino International, located in Texas, she has been guiding buyers and sellers on their real estate journeys for over 30 years.

Trevino Team as real estate experts within their community and beyond.

Another one of Alicia’s strategies for success is staying on top of market trends and investing in marketing her listings. “It’s important to keep up with market trends so that you’re able

Alicia started her career at just 25, with the intention of using her bilingual skills to give her an edge over other agents. Her relentless work ethic and drive to ensure that her clients succeed have quickly made her the go-to REALTOR® in Texas and helped her build a large network of repeat and referral clients.

“One of the traits my clients most appreciate about me is my tenacity. I don’t give up when the going gets tough, I do whatever it takes to get the deal done for my clients,” she says.

It’s this attitude that has positioned The Alicia 48

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to give your clients the most relevant and up to date information. And when it comes to staying on top of trends, it’s also crucial to keep up with social media. That’s why we hired a dedicated social media marketing firm to ensure that our listings stand out.”

Outside of her work, Alicia is committed to giving back to her community. She is on the Board of Directors for The National Association of Hispanic Real Estate Professionals (NAHREP), an organization with over 53,000 members dedicated to the advancement of Hispanic homeownership.

“I am very passionate about inspiring the Hispanic community, and especially women, to build wealth through equity and achieve the American Dream of homeownership. That’s why my work with NAHREP is so important because their mission consists of educating and empowering REALTORS® who serve the Hispanic community,” she says.

In her spare time, Alicia loves to travel to new places and spend quality time with her family.

“When I’m not with my family or friends, I’m a real estate nerd that really enjoys conferences, and going to happy hour for real estate associations and events,” she admits.

In the upcoming year Alicia is focused on continuing to grow her business, which now includes both of her kids who are licensed agents.

“I have a boutique family style brokerage now, and I look forward to adding more members to our team and further expanding, especially on the listing side. Real estate has suffered and slowed down last year due to COVID-19, but I’m looking to get us back to doing 30 deals per month. And personally, I hope to continue doing more international deals because they are extremely fun and I love traveling!”

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To learn more about Alicia Trevino, please call (214) 876 – 4567, email alicia@aliciatrevino.com or visit aliciatrevino.com www.

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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TABITHA WESTMORELAND

In 1999, Tabitha Westmoreland left job selling home décor when she noticed that there was a large market of people renting houses and apartments who could use some help moving to the next stage of their lives. This inspired her to move into a career selling homes, and she got her license that year and never looked back.

Tabitha has been a Realtor in the Triad area of North Carolina for over two decades now, and she’s built her business on the strong foundation of communication, dependability, and consistent hard work.

As a longtime of resident of the Piedmont Triad, Tabitha is intimately familiar with market trends and the different towns in the area. She is incredibly knowledgeable of her field, and uses that knowledge to help her clients make informed decisions when buying a home. When she first meets with a client, she gives them as much information as she can upfront so they have an idea of what to expect, and feel 54

prepared for the process and don’t get blindsided as events unfold.

One of Tabitha’s highest priorities is communication with her clients. She finds it extremely important for the longevity of her clients’ happiness to build a lasting relationship with each of them, and she ends up becoming good friends with many of her clients thanks to her warm, hands-on approach. Folks love her honesty and availability, and many of them return to work with her after the first time – Tabitha gets 75% of her business through referrals from satisfied

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customers. “I communicate with my clients as much as I possibly can. I try to call when a text won’t cut it, and I make myself available throughout the day in case I need to answer a client’s question,” Tabitha says.

As someone who genuinely cares about the people she works with, Tabitha especially enjoys seeing the look on a first-time homebuyer’s face when they walk into their new home. “My favorite part of my job is meeting first-time homebuyers and helping them get their lives started. Getting renters to a place where they can purchase a home and start a journey to stability is incredibly rewarding.”

Tabitha works hard to make the transaction process smooth and easy for her clients and reduce their stress level when the going gets tough.

She is an aggressive negotiator who maintains a persistent one-on-one line of communication with all of her clients at all times, and provides excellent service around the clock. One of the most well-respected agents in her area, Tabitha closes 50-60 transactions on average each year, and consistently gets 5-star reviews on Zillow and Realtor.com while doing so.

In her free time, Tabitha enjoys line dancing and working out to stay fit. She is an active member of the Triad Baptist Church and is involved with many of their community events. She also gives back by working with the Veterans Network to provide a Rewards Program for veterans looking to buy or sell a home, so that active and retired military can pursue real estate at an affordable price. For the future of her business, Tabitha hopes to get to the point where she is selling 100 properties each year, and hire an assistant to help out with her administrative work. If you’re looking for a hard-working Realtor in the Triad who loves helping people find their dream home, look no further than Tabitha Westmoreland!

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Contact Tabitha by phone at (336) 442-8546, email tabitha.westmorelandrealtor@gmail.com, or visit tabithasellshouses.com for more information www.

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How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan 56

offers. While a soft money loan requires more underwriting, it also offers lower risks and less risk, making it a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

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Hard Money Loans As you know, a hard money loan is an assetbased loan, based on the Loan to Value (LTV) of the investment property. They require little underwriting, making them a quick loan for borrowers to get approved, are bridge loans, and are generally not based on a borrower’s credit score. This makes them a high-risk loan that is used for real estate investment. The high-risk nature of this type of loan as well as reservations from the 2008 housing market crash, may make some borrowers reluctant to pursue this type of loan. This type of loan also does not increase a borrower’s credit rating, which may also decrease their appeal to borrowers with good credit.

What is Soft Money?

Soft Money is an innovative new approach to private money lending which combines the benefits of both hard money loans and more traditional loans. First, a clarification on the name: the term ‘soft money’ in the world of lending is completely different from ‘soft money’ in the world of political campaigning. In the context of lending, the term ‘soft money’ implies that this type of loan falls somewhere between a hard money loan and a traditional loan.

A soft money loan requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score and the property’s LTV, and is always a term loan

rather than a bridge loan. Additionally, this type of mortgage loan program is beneficial for real estate investors with a credit score of 650 or above. The combination of lower rates, higher LTV’s, no tax returns and a longer time frame makes the soft money loan a better fit than a hard money loan for many borrower’s situations, particularly those interested in investing in long term rental properties.

Soft Money Loan rates start at 4.375% and go up to 85% LTV for most investment property types.

Why is Soft Money the Future of Lending?

Calling soft money ‘the new hard money’ may seem trite and contrived, but upon further reflection, soft money truly is the direction for the future of private money lending.

While the hard money loan is still the most popular option for many real estate investment scenarios, the soft money loan will increasingly become the loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

Unlike conventional investment property loans that max out at 70% LTV, a NO-DOC Soft Money Loan Program maxes at 85% LTV and with no PMI. This allows the borrower to put less money down on their purchase.

When you’re ready to invest, Stratton Equities can help. We are the nationwide leading direct Hard Money and NON-QM lender, with an impressive array of programs, lowest private money rates (starting at 4.375%), professional team of experienced loan officers, and quick loan approval process.

If you have an investment property and wish to speak with one of our Loan Officers, call Stratton Equities at 800-962-6613, email us, or apply for loan pre-qualification today!

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MARILYN CROMER

“I answer my phone at all times, and I do a lot of hands-on work,” says Marilyn Cromer, Executive Director of Luxury Sales with Douglas Elliman Real Estate. “I’m a full-service agent. I start from the very beginning and stay until the very end, and I never pawn my clients off to an assistant. They can call me at any time, no matter where I am. Even if I’m on vacation, I always answer my phone.”

For the past thirty-eight years, Marilyn has worked in the industry. However, she began her professional career as a counselor. After earning her Master’s in social work, she opened up her own private practice. Still, Marilyn always had a passion for real estate.

“I’ve been interested in houses, architecture, and decorating for a long time,” she says.

When she began to have children, she decided it was time to make a change.

in counseling helps me to understand people,” she explains. She also credits her highly individualized service for her clients’ high rate of loyalty as well as her depth of knowledge when it comes to real estate. “I’ve been doing this and living here for so long, I know the market really well,” Marilyn explains.

Marilyn works out of and services the great state of Florida. The majority of her business

Nearly all of Marilyn’s business comes from repeat and referral clients. “Having a degree 58

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comes from Miami Beach and runs to Palmetto Bay. She works with a team of four members. That includes her daughterin-law, who joined Marilyn a year and a half ago.

When it comes to marketing her listings, Marilyn likes to cast a wide net. She uses professional photography to create brochures. She also creates professional videos which are then distributed via social media such as Instagram and Facebook as well as email blasts. Depending on the unit, she often advertises in nationally distributed magazines and local publications. “I spend a lot of money in advertising,” Marilyn says.

“In order to make money, you need to spend money.”

Outside of work, Marilyn enjoys giving back to her community. She gives to a few charities, but her absolute favorite way to get involved is at her granddaughter’s pre-school. There, Marilyn will read to the children or help students who are currently having trouble in their classes.

Marilyn is an avid golfer, and when she isn’t working hard for her clients you can often find her out on the green. She also loves traveling and exercising, and she stays active while spending time with her grandchildren.

Looking to the future, Marilyn is excited to continue providing her clients with her high level of service. “It’s very rewarding to have people be happy with the houses I find them or how quickly I sell their house,” she says.

“I’m a people person!” She plans to continue expand her business while training her daughter-in-law to hopefully take over the business in the coming years.

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To learn more about Marilyn Cromer, call 305-301-3462, visit marilyncromer.com or email marilynbcromer@gmail.com www.

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TONI GRAVELY

Toni Gravely first took an interest in real estate when purchasing her first home. A newlywed mother of three, she had a wonderful experience with her Realtor at the time, and drawing from it, she realized that the industry perfectly complemented her passion for helping others and acute knowledge of the Roanoke Valley. Inspired, she pursued her license, and in the fifteen since, she has gone on to author an accomplished career as an agent. Today, Toni is a Realtor for Keller Williams Realty Roanoke, where she assists clients throughout the Roanoke Valley and the surrounding areas. Having founded her career around virtues of service, integrity, and open communication, she has cultivated a truly unique workflow to meet the demands of any transaction.

listings over more than four hundred syndicated websites. Never settling, though, she also extends her marketing to those in her professional sphere and distributes promotional flyers to the surrounding neighborhoods—all to generate as much buzz as possible.

But Toni is just as attentive when assisting her buyers. Through experience and insight, she carefully guides her clients to the right home for their best interests. Above all else, she takes the time to educate her clients with each step of

When listing a home, Toni prefers a diversified strategy. After helping her clients fully prepare their house for the market, she shares it over a blend of digital and social media campaigns; moreover, she harnesses the powerful resources at Keller Williams to further broadcast her 60

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their transaction, protecting their needs along the way. “I want to make sure it’s a pleasant transaction,” she says. “My clients never feel as though they’re alone in the process; I’m by their side the whole time.”

Through the years, Toni has earned a tremendous reputation throughout Southwest Virginia, with the majority of her volume coming from repeat clients and referrals. While averaging over four closings per month, she remains focused on the strong standards of service that have anchored her career. “I never see a client as a paycheck,” she says. “Even though a transaction can be challenging at times, I’m with my clients from beginning to end—whether that means explaining the process, connecting them with lenders, or answering any questions they may have. No matter who you are, if you need help, I’m going to extend my hand.”

Outside her career, Toni is active around the Roanoke Valley, donating to various charities or nonprofit organizations within her town.

Equally devoted to giving back to her industry, she has been certified as a real estate trainer, which allows her to mentor up-and-coming agents throughout the region. But when she’s not with clients, she can usually be found traveling around the world, relaxing at family gatherings, or watching her kids excel in sports or school events.

Toni has a bold vision for the future of her business. As her volume continues its rapid growth, she intends on building a team while deepening her work with investment properties.

In the meantime, however, she is more than excited for the new prospects that lie ahead. “I love seeing the smile on my clients faces when I give them the keys at the closing table,” she says. “Just knowing that I helped them with one of the biggest purchases in life warms my heart—every time.”

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To learn more about Toni Gravely email tonigravely@kw.com, visit tonigravely.com or call (540) 676-5795 www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 62

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

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Visualization helps you work efficiently and keep your cool.

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

2

Distill concepts into their simplest terms for ultimate understanding.

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

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

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

3

Accept that mistakes will be made.

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

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

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

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LUKE CARLSON At twenty-three, Luke bought and flipped his first of several condos, making good returns on each of his investments, all before even becoming an agent.

“I started realizing that I have a decent eye for this,” Luke remembers. At the time, Luke was working towards becoming a golf professional, when something about real estate clicked for him. “I flipped a switch and fell in love with the process,” he says.

“I thought I could offer more if I got into the industry.”

Today, Luke has been a licensed agent for five years and is a realtor with eXp Realty in Minneapolis/St. Paul, MN. Currently over half of his business is derived from repeat and referral clients.

It’s Luke’s love of serving people through the homebuying or selling process that inspires him day-to-day in his career. “There’s a lot that people are going through in a real estate transaction,” Luke says. “I love being able to be in someone’s life and make life-long friends, and give them hope for whatever’s coming up in their future.”

Luke attributes his success with clients to a strong knowledge base of how to present a home, whether he’s explaining a house’s build history and long-term integrity or running numbers for a property’s investment potential. “It’s about making my clients comfortable and letting me help them drive the bus so they can make the best decision.”

When it comes to marketing, Luke promotes his listings through Instagram engagement, and through his website. Every property is presented in its best light with drone footage, and professional photography, and listing mailers that proliferate a property’s local zip codes. Luke works to connect each of his properties with the right customers, utilizing his client history and network of fellow agents to connect sellers and buyers, 64

circumventing unnecessary steps for a smoothly processed transaction. Last year, Luke processed twenty-seven transactions and already has completed twenty-two in the first quarter of 2021. Annually, Luke closes $10-20 million in volume.

As a realtor who cares about giving back, Luke and his wife have often volunteered through their church to serve meals at the local Union Gospel Mission.

When he’s not working, Luke enjoys traveling and trying new restaurants with his wife, Lydia, and playing with their dog, Vinny. Golf is still a great passion of Luke’s as well. “Now that I’m in real estate, I’m able to enjoy the game in my downtime.”

Luke is currently at work on the next step to grow his business: partnering with other eXp agents for a whiteglove concierge service connecting Minnesota clients looking for properties in Arizona, Florida, and California and other states. The partnership creates what Luke describes as “A perfect hand off,” assuring that clients seeking properties in those states are in good care from the minute their plane touches down.

Luke is still young and growing in his career, and hopes to continue making great relationships with clients and colleagues.

Connect with Luke via phone at 651-470-3977, or email luke.b.carlson@gmail.com TopAgent Agent Magazine Magazine Copyright Top

5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

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

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

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

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

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

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

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

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while promoting my business?

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

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

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

4. Get involved in your community.

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

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

5. Show your gratitude when you do 66

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

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

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

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

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

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

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LARISSA COLANGELO Larissa Colangelo is living her best life.

A Realtor® since 2006, she had been fascinated by different kinds of houses from a very young age. Once her own children were old enough to enter school full time, she got her license and began the career that lets her tour beautiful properties every day, while she helps others find the home of their dreams.

“That’s my dream,” she explains. “Helping clients find the house that’s perfect for them. I always look forward to that moment after the closing when they’re so happy to be homeowners, and then visiting them later to see them in their new space. It’s very gratifying when they tell me how pleased they were with the whole process.”

Larissa has represented clients all over New Jersey, the bulk of that business coming in Monmouth, Ocean, and Middlesex counties with a repeat client and referral rate of 98 percent. It’s clear that her clients consider themselves well served. “One client told me that I’m sweet as a lamb but I negotiate like a lion,” she laughs.

“I will say that I’m very dedicated and persistent. And I’ll exceed your expectations.”

brochures for each listing, which is mailed out to residents in the local marketing areas. She also has a large sphere, staying in touch with former clients through monthly mailings, client parties, or one of her frequent pop-by visits.

Larissa has invested herself in the life of the communities within which she works, having served as a Girl Scout leader and participating in fundraisers for suicide prevention and children’s cancer research. She’s also volunteered with Caregiver.org, a charity created to offer caregivers periods of relief from their charges, whether by sitting with a patient or performing errands like grocery shopping. Free time is for her husband, children, and grandchildren. “We enjoy traveling a lot in our RV. I also like to watch real estate shows at night.”

Going forward, Larissa wants to mentor new sales agents to help them build their business, and to increase her own referral rate to 100 percent. She’s also about continuing her education, adding to her already long list of certifications. “You won’t meet anyone who will work harder than me. But I love what I do, so it really isn’t work anyway.”

Specializing in adult communities, new construction, shore properties, and distressed properties, Larissa’s knowledge of her local area is second to none. She can advise clients regarding school systems, local attractions, and ease of commute or shopping. She’s aided by her dedicated team of professionals – mortgage brokers, real estate attorneys, a professional photographer, a title company, and a staging company – who help her make sure each transaction goes smoothly. “I think it’s really important to have a team that you can trust working for you.”

Besides posting her listings to multiple MLS sites across New Jersey, Larissa markets them on all of the social media platforms, as well as on traditional real estate sites. Her title company creates beautiful Top Agent Magazine

To learn more about Larissa Colangelo, please call 732-921-1711 or email NJHomesForSale@yahoo.com 67

KIM FITCH Combining her passion for helping people with her knowledge of real estate, Kim Fitch gracefully guides clients through each transaction all the while providing them with the highest quality of service. Kim started out in the business in 2015 and currently works at AmeriMont Real Estate with an assistant, serving clients throughout Gallatin and surrounding counties in Montana.

Prior to real estate, Kim worked as a Registered Nurse and it’s during this time that she was able to nurture her people skills and her client-focused approach. “I always make sure to give my clients my personal attention. They tell me that they appreciate my honesty and that I don’t hesitate to tell them the truth, whether it’s good or bad. I’m also very tenacious. I work hard and I do not give up, no matter how difficult a transaction might be. I go above and beyond so that they can reach their dream goal. We have done some crazy things to get a closing!”

Placing relationships at the forefront has been crucial to Kim’s success in real estate. She works closely with buyers and sellers to ensure they’re fully informed, supported, and provided with the best service. “I always focus on building long term relationships with my clients. My goal is to develop a friendship.

This isn’t just a transaction to me, my clients are important, and they stay my friends long after the transaction is over,” she says. Kim also finds it beneficial to have an individualized approach to every client. “Each client is different so you can’t have a blanket plan that you apply to everyone. I listen carefully to figure out what their exact needs are and what I need to do to ensure that they have a smooth and happy experience.”

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In addition to her devotion to clients, Kim places a heavy emphasis on marketing. Her listings always feature professional photography and videography. She is also a fan of drone footage and marketing via social media and other online platforms.

Outside of work, Kim is very involved in her community, especially high school sports. She can most often be found volunteering at local baseball games. In her spare time, she loves being with her family and spending time outside fishing, hunting, camping, or horseback riding. “I love watching my son play baseball and we recently got my daughter back on her horse again, after she suffered an accident that left her paralyzed.

So that’s been very special for us,” she says.

In the future Kim wants to keep expanding her business and continuing to help more clients. “My goal is to grow, of course, but not at the expense of my clients. I have to make sure that the needs of my clients are always met. I never want to get so big that I don’t have time for that one-on-one interaction with everybody that I think is so important to clients and ensures a successful transaction.”

To learn more about Kim Fitch email kimfitch406@gmail.com, or call (406) 581–1496 Top Agent Agent Magazine Magazine Copyright Top

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 Top Agent Magazine

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

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute 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 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 70

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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AMANDA GORDON Committed to her clients and passionate about her work, Amanda Gordon is the dream real estate agent. Having grown up with parents who flipped houses, she comes with years of experience and knowledge of what goes into the buying and selling process. She currently works as a solo agent at Cutler Real Estate and serves clients throughout Ohio.

Finishing last year with $3.3 million in sales volume, Amanda goes above and beyond for her clients and ensures that they feel confident through every step in the transaction. “I make the process really easy for them. I’m very welcoming and very calm, and I handle most of the stress for them, so that they don’t have to worry about anything,” she explains, and adds, “I also hold their hand and walk them through the entire process. I use a technique called ‘baseball’.

I’ll send them an email that says we’ve made it to first base, which is getting the offer accepted. Second base is doing the inspections. Third base is the appraisal.

Fourth base is the home run of closing the deal. I walk my clients through this process which makes it unique and fun for them. This is the biggest purchase of their life, so by doing that it helps them know exactly what to expect.”

she utilizes social media platforms like Facebook, Instagram, Snapchat to promote them. “I like to target specific areas with my marketing.”

Along with Amanda’s commitment to her clients, she is equally committed to her community. She is involved with numerous local organizations like the Pro Football Hall of Fame and NFL. “I like to help people who are coming to this area and show them what we have available, and partner them with great events.” When she’s not working or giving back her time, she is passionate about sports and loves to play golf and volleyball. She is also active in her church.

In the future Amanda wants to continue serving her clients and expanding her business. “I’m a people person and I love what I do. Being able to go out and engage with people and meet with them face-to-face is my passion. I want to continue growing my business and my long-term goal is to own a brokerage one day.”

Amanda is focused on forming long lasting bond with her clients and building a network. “I never want them to feel like we close on a house and then they never hear from me again. I’m constantly sending out handwritten notes and calling and texting. I want them to know that I still care and I’m checking in on them and their house,” she says.

Whether she’s working with buyers or sellers, Amanda’s goal is to provide clients with the best results. An important part of that is ensuring that her listings get maximum exposure on the market. First, she identifies the most likely audience for her properties and then Top Agent Magazine

For more about Amanda Gordon email amanda.gordon@ymail.com, visit agordon.cutlerhomes.com, or call (330) 605–5143 https://

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KEVIN GROLIG A lifelong resident of Montgomery County, Kevin Grolig gravitated to real estate at an early age; in fact, he even mentioned his goal of moving to California and becoming a real estate agent in his high school yearbook.

Well, Kevin never made it to California, but he did follow through in becoming a real estate agent. At the time, his godfather owned his own real estate company, which intrigued Kevin. Coincidentally, Kevin’s father retired from the DC Fire Department and as a second career got into real estate.

In a way, Kevin had a chance to learn the business from the ground up, which inspired him to pursue his license at nineteen years old. Since then, he has gone on to author an accomplished, thirty year career as one of the premier agents in Maryland, and today, he leads the Kevin Grolig Home Team, fueled by Compass, where he assists clients throughout Montgomery County and the surrounding areas. Licensed in both Maryland, Washington DC, and Virginia, he possesses the flexibility, expertise, and authenticity needed to help motivated home buyers and sellers.

When listing a home, Kevin prefers a hands-on strategy with all his clients. Starting out, he helps them get their property into outstanding condition through renovations and staging. He then provides them with a suite of professional photography and videography services, which he later uses to broadcast their house over a variety of targeted digital and social media campaigns. “90% of our success comes before a house goes on the market,” he says.

“Right from the start, I want to give my clients options, get their homes into great shape, and maximize their value.”

But Kevin is just as attentive when assisting his buyers, harnessing his decades of experience and in-depth knowledge of the local housing market to cater his workflow directly to their needs. He also remains in touch long after the sale, frequently checking in to ensure his clients are fully satisfied in their new homes and providing them with contractor recommendations from his own professional sphere. Through the years, Kevin and his team have earned a terrific reputation throughout the region, with the vast majority of his volume coming from repeat clients and 72

referrals. But despite handling $25 million in volume last year alone, he still emphasizes the personable approach that anchored his success in the first place. “My clients know that my team will advocate and fight for them,” he says. “Because of that, when I say we’re going to do something, they trust we’re going to do it.”

Outside his career, Kevin is tremendously active in his community. Currently, he serves as a board member for the Shady Grove Medical Center Foundation. Kevin donates a portion of every sale to the Aquilino Cancer Center. Meanwhile, he is also passionate about giving back to the industry, hosting Real Kevin, a popular YouTube series that covers the energetic real estate scene surrounding Montgomery County.

Going forward, Kevin has strong plans for the future of his business. With his 2021 volume already on pace to exceed the previous year’s, he intends on further leveraging technology to stay on the cutting edge of the industry—all while mentoring the up-and-coming members of his team.

In the meantime, though, he most looks forward to the new clients and opportunities that lie ahead in his beloved hometown. “I wear my heart on my sleeve,” he says, “I’m exactly the same guy in-person as you see in my videos.

And when I tell a client that I’ve got them, they know it.”

To learn more about Kevin Grolig email Kevin@KevinGrolig.com, call 240-793-7495 or visit KevinGrolig.com www.

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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DENISE HAUSER Denise Hauser has always been in the business of helping people. She worked seven years with an organization dedicated to finding jobs for people with disabilities before signing on with Human Resources for a commercial real estate developer. It was there that she realized what real estate was about, and the impact she could have as an agent. “This business isn’t about houses, it’s about people. I’d always had a passion for people overcome challenges, and there are just so many natural hurdles people face when trying to buy a house. It was a natural fit.”

Denise supports her community, volunteering with her children’s school and performing highway cleanup with the Carolinas Dream Team at Keller Williams.

She’s also passionate about working with Pilgrims Inn Women’s Shelter each year. Within her office, Denise helps fellow agents by teaching the soft skills they’ll need to manage the trials that come with the turf. “You can’t predict what’s going to happen in any transaction,” Denise explains, “but you can have the foresight to prepare your response.”

She attended night school to earn her license, quitting her job with the developer to become a buyer’s agent with Keller Williams, where she’s worked for almost four years helping people in North Carolina’s Greater Charlotte area find their perfect home. “I’m good at solving puzzles. I love helping my clients create the life they want, whether it’s about buying a smaller home so they can afford to travel, or a larger home so they can bring family members in to visit, or getting the yard that’s perfect for their kids.”

Denise recently received Keller Williams’s Eagle Award for her market center, coveted by agents because it reflects the judgment of their peers. That honor is on her mind as she plans the future. “It’s humbling, because I didn’t know how to build a business when I started four years ago. I had mentors here who helped me. So I want to live up to that award and pay it forward, sharing what I’ve learned with new agents so they can come out of the gate with that knowledge.

I’m already in the process of hiring an agent who will be working with me.”

helping

Past clients have clearly appreciated that skillset.

Despite her short time in the industry, over half of Denise’s business is from repeats and referrals. Last year she cleared a sales volume of 13.8 million, an amazing feat, marking her as one of the top buyer’s agents in her market. “I come from a place of authenticity and contribution. My buyers know from the outset that I’ll fight to get them a house that matches their need at the best market price. I also give them lots of information so they can make an informed decision.”

Her reputation eliminates the need for much advertising.

“I build relationships that last. I want people to see me as a resource beyond the transaction. I stay in touch with them on social media, and they know they can turn to me for anything.”

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Most of her time off is spent with her children. “We’re outdoor-loving people, so you’ll find us outside in the evenings—going for walks, grilling. I’m also a runner and I love working out.”

To learn more about Denise Hauser, call 540-250-2553 or email Denise@CarolinasDreamTeam.com 75

ASHLEY HUTSON For Ashley Hutson, real estate runs in the family. Ashley has deep roots in the industry and provides her clients with a lifetime of knowledge and experience in the business.

She works hard to ensure that each transaction feels effortless for her clients, and always brings them the best results. Ashley and her team, brokered by eXp Realty, service clients throughout the Greater Phoenix Area.

Ashley’s expertise paired with her dedicated approach has brought her a large number of repeat and referral clients over the last four years. “My mantra is ‘Treat people how you want to be treated’. I strive to be generous and compassionate about the journey my clients are going through. Buying and selling a home is one of the biggest financial steps a person will take in their lifetime, so I don’t take that lightly,” she says.

Her hard work ethic gives clients the confidence that whatever their real estate goal is, it will get accomplished with Ashley. “I try to go above and beyond to make the process as smooth and easygoing as possible for them.”

some people have about REALTORS®. “Sometimes agents get a bad name, but I want people to know that there are many of us who care, and who are passionate about what we do, and who truly want to help. This is a big investment and we want them to be safe and protected. We want to make sure they can afford it and be comfortable,” she says.

Outside of work, Ashely is involved in her local community. She volunteers at Feed My Starving Children, and in her spare time she is a busy mom of two boys and a girl, and frequently helps out at their school and their sports activities. In the future, Ashley looks forward to growing her current team while ensuring that new members share the same values and work ethic. “We want to keep setting goals and working hard to reach them, all the while keeping our clients happy and giving them the best possible service. At the end of the day, we want to make the world a better place and show people that we care.

Staying proactive is an important part of Ashley’s savvy marketing strategy and helps get her listings sold quickly, efficiently, and for top price. She informs other agents whenever she has an upcoming listing, sends out emails to her large database, and posts listings on social media platforms such as Facebook, Instagram and Youtube for maximum exposure. Her effort and hard work ethic have the team on track to reach $20,000,000 in sales volume by the end of the year.

Listening closely to her clients’ needs and goals Ashley is able to figure out exactly what buyers and sellers are hoping to achieve, and make it a reality. She takes her work to heart, and hopes that her attentive and caring approach will help turn around the perception 76

To learn more about Ashley Hutson email soldbyashleyh@gmail.com, visit soldbyashleyh.com, or call 602-291-4090 www.

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

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

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

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

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

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

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

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

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

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

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

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KELSEY ISHAM BROWN Top Agent Kelsey Isham Brown – of d’aprile Properties in the Lake Geneva area of Wisconsin – is a Realtor® who consistently goes above and beyond for her many grateful clients. As a native of the region, Kelsey understands every aspect of her market, which provides exceptional value to both buyers and sellers alike. Having built her thriving business on a foundation of honesty, integrity and a servant’s heart, she has more than earned her sterling reputation as a trusted real estate advocate.

Kelsey began her successful journey in real estate in 2017. “For lack of a better word,” she says, “I’ve always been a little obsessed with real estate. I loved looking at houses online and driving past them or visiting my friend’s homes.” The point at which Kelsey decided to make a career out of that passion came during the purchase of her own home, which inspired her to learn more about the industry and eventually led her to obtaining her license.

Since then, Kelsey has built an exceptional business that is based significantly on referrals from satisfied customers. “I think it’s because I take a very hands-on approach. Whether you are someone who has bought or sold a hundred times, or if you’re a first-time home buyer, I’m there for my clients every step of the way.

I provide the highest level of real estate services to a wide variety of buyers and sellers from the area as well as Chicago’s North Shore. I compliment my professional approach with an unwavering commitment to my clients’ wants and needs. That means I will answer the phone when a client calls, and it means that I am accurate and don’t sugar coat a situation when we face a real challenge. I’m able to get my clients to the closing table.”

Kelsey is also justifiably proud of her association with the highly reputable d’aprile Properties. “Their focus is on training. They help me nurture my relationships which then naturally grows into business.” she Top Agent Magazine

explains. “There are little steps we can take every single day that can make big changes and have big impacts on our lives.”

Another factor that comes into play when assessing Kelsey’s success story would be her ingrained problem-solving skills.

“There are things that go wrong in every transaction,” she says. Contracts are written to be broken, and it’s my job as an agent to maneuver around them. Like I said, I get my clients to the closing table.”

When she’s not working, Kelsey enjoys gardening and baking, and she is also an avid philanthropist who gives back to her community in a variety of ways.

These include her involvement with her daughter’s school and the Toledo Keeping the Faith Foundation, a local no-kill cat rescue.

Kelsey’s plans for the future of her business include continued growth and the possible formation of a team to support that growth. Her overarching objective, however, remains the same as it’s been since day one: to continue providing her clients with the unparalleled customer service that has become synonymous with her name.

To learn more about Kelsey Isham Brown, please call 262-745-2225 or email KIshamBRown@daprileproperties.com 79

BARBARA KEEVER Barbara Keever first started in real estate over thirty years ago. Prior, she had built strong foundations in the business through working for a successful real estate attorney, and later for Farm Credit Services of America. While in the lending industry, her husband, Odean, was looking to start his own real estate company. Inspired, Barbara decided to join him and attained her license, launching her career as a fulltime agent. In the decades since, she hasn’t looked back. Today, Barbara is a Realtor for Odean Keever and Associates, where she assists clients throughout Rutherford County and all of Western North Carolina.

There, she has distinguished herself through her strong service, tireless work ethic, and unmatched expertise, providing hands-on assistance to every buyer or seller.

When listing a home, Barbara prefers a diversified strategy. A Zillow Premier Agent, she broadcasts her clients’ properties over a series of digital and social media campaigns, as well as a variety of multiple listing services. Elsewhere, she extends her listings to print publications like Homes and Land Magazine to give her sellers an added advantage. But Barbara is just as attentive when assisting her buyers. Leveraging her extensive professional background in loans and real estate law, she carefully guides them to the right investment based on their needs. Moreover, she remains in touch well after the deals are done through periodic check-ins and even gifts at the end of the year—all to ensure her buyers are fully satisfied in their new homes.

Through the years, this thoughtful approach has earned Barbara and her team a wonderful reputation throughout North Carolina, with the vast majority of her volume coming from repeat clients and referrals. Rather than focusing on the numbers, though, she cares most about providing compassionate service to everyone. “In this industry, I feel as though I truly get to help others,” she says. “Whether I’m walking a first time homebuyer through the process or connecting someone with their 80

retirement home, I always enjoy the challenge and fulfilment of fighting for their best interests.”

Outside her career, Barbara strives to give back to her industry. To go with her years spent as President of her local Board of Realtors, she has both served on the Hendersonville Board of Realtors and been President of her town’s Chamber of Commerce. When she’s not with clients or giving back, Barbara can be found tending to her horse farm, trail riding, gardening, or spending quality time with her husband, children, and six grandchildren.

Barbara also has a strong vision for the future of her family business. Having forged an accomplished career in the community she loves, she most looks forward to adding onto her team and mentoring the next generation of North Carolina Realtors. But through it all, she is most excited about the new opportunities and connections that lie ahead. “I always answer my phone,” she says, “and I’m always available to guide my clients through the challenges of their transaction. After all, this isn’t a part-time job for me; it’s my living. I love my career, and I’m here for my people.”

To learn more about Barbara Keever email barbkeever@gmail.com, visit keeverrealestate.com, or call 828-429-0771 www.

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 82

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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ROBERT B. KINLIN Recognized as one of Cape Cod’s most trusted Real Estate Brokers, Robert Kinlin has over three decades of experience and deep knowledge of the real estate industry.

Operating within the competitive luxury and waterfront markets serving Cape Cod, Greater Boston, and the South Coast, he provides exceptional value to his clients.

Robert is the co-founder of Robert Paul Properties, a premier luxury real estate firm he launched in 2009 with his business partner Paul Grover; recently purchased by Berkshire Hathaway HomeServices. His ability to provide clients with outstanding service has resulted in an extensive network of referral and repeat business closing more than 30 transactions per year with approximately $150 million in sales volume. “It’s all the result of organic growth. I believe what’s most important are relationships built on trust and integrity.”

annual Siobhan Leigh Kinlin Memorial Golf tournament at the Oyster Harbors Club in Osterville raising significant funds towards improving the lives of those suffering from mental illness. “We have made some great strides; however, mental illness still carries a stigma; people don’t want to talk about it, but the truth is it impacts so many of us. We need to face it and bring it to the forefront so that we can help those who are struggling.”

Robert looks forward to continued growth while maintaining his white glove service. “I’m looking to take what I’ve created to date and bring it to a whole new level. While I’ve enjoyed much success, I am eager and driven to further grow my business which gives me a great sense of purpose and fulfillment.”

With loyal clients who value his personalized and thoughtful approach, Robert truly enjoys the social aspect of the business. “I work seven days a week because I genuinely love what I do. I get to meet interesting people from all walks of life who become good friends. It’s a unique business.”

His enormous success has been complimented by a hybrid marketing strategy which is both traditional and innovative. “We market in local publications and cater to that particular clientele, but we also have a large online presence and stay connected to our market via social media and various online platforms.”

Outside of work, Robert is a supporter of many educational and charitable organizations, but there is one that is near and dear to his heart. Having suffered the untimely loss of his daughter, he is deeply involved in the National Alliance on Mental Illness (NAMI) dedicated to raising awareness and providing support and education to those in need. Each year he organizes the Top Agent Magazine

For more about Robert B. Kinlin please call 508–648–2739 or email rkinlin@robertpaul.com 83 Copyright Top Agent Magazine

JOHN LESNIEWSKI After 34 years in the business, John Lesniewski has seen it all. He got his Realtor’s license in 1987, when he started working in his brother’s office, and then now own a brokerage together, where they do everything from property management to buying residential properties to sales. Based in Annapolis, John covers the Washington DC-Annapolis-Baltimore triangle, and is intimately familiar with the area and its market trends. John has found a lot of success over the course of his career by working hard, adapting to the constantly changing market, and always striving to help his clients as well as other agents.

When it comes to his handling of the nitty gritty details of a transaction, John does it all. He is an aggressive negotiator who provides a wide array of services for his clients, including staging, professional photography and videography, and 3D virtual tours for his listings. John has averaged an impressive $30 million a year in total volume over the past 20 years, and he believes that hard work deserves most of the credit for that. He says, “Idly wishing for success isn’t enough. You’ve got to really want it, plan it, and work hard for it. This is what I tell the agents I train, and it’s the mantra I’ve lived my life by.”

John has made a name for himself as an elite veteran agent in his area, in large part due to his responsiveness and excellent customer service. John takes pride in returning calls and emails in a timely manner seven days a week, and is transparent with clients and fellow agents alike, answering questions and providing honest insight to anyone who needs it. “My staff and I give great service to folks. I’ve got several decades of experience, I’m an excellent problem solver, and I have the negotiating skills necessary to get things done,” John says. The quality of his service has led to a strong referral base at this point in his career, as he gets 90% of his business through referrals from satisfied clients.

In his free time, John spends a lot of time outside - he is big on skiing and mountain biking, and loves to go on a relaxing walk with his dog. John is involved with the Real Estate Association on the local, state, and national levels, and regularly donates to food drives and coat drives as a way to give back to his community. For the future, John hopes to branch out into new construction and land development, and continue to adapt to the evolving industry. If you’re looking for a Realtor who works extremely hard and genuinely cares for his clients, get in touch with John Lesniewski today!

The creative marketing strategies that John’s team employ have allowed them to adapt to ever-changing markets over the years, and are a big factor in their success. In order to reduce stress for clients, they offer a guarantee sales program, which allows clients to proceed on the purchase of their home without contingency, and an equity advance program that provides funds for repairs so customers can maximize value on their investment.

Navigating the ups and downs of the real estate landscape is no small task, and John’s team has succeeded in that endeavor by being flexible and innovative in their approach. “Anyone can make money in a good market; the truly great agent makes money in a bad one.”

Contact John by phone at (310) 702-4200, email rmxjohnL@gmail.com, or visit johnlhomes.com for more information 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 86

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MICHAEL MANNA After completing a college education and working in multiple positions within the field of finance, Michael Manna joined his father-in-law’s construction company as their Realtor in 2009. He started his own real estate agency for the purpose of dealing with their commercial properties, but over the past decade his business has grown to include much more than that. Michael has become a sought-after Realtor in New Jersey, and leads over one hundred agents across two teams. As a leader and as an agent in his own right, Michael has shown that he has what it takes to be an elite member of the industry.

established a large network of people around himself. He is able to offer trustworthy service providers to his clients who charge a fair price, and if a client needs a task done or a question answered, Michael has the solution just a phone call away. “I have a huge network of people in every field at my fingertips,” Michael says. “I am a New Jersey local; I’ve met countless people over the years that I’ve lived here, and I know the area extremely well.”

Michael prides himself on bringing thorough, personalized service to his clients and referring them to other people who will give them a similar quality of service.

When interacting with his clients, Michael makes a point of being consistently straightforward and honest when giving advice and relaying information.

Clients love Michael’s professional demeanor, and immediately trust that he will get the job done the right way after meeting him. “I’m nice to everyone I work with, but more importantly, I never lie,” Michael says. “I like to think that honesty makes the whole process a lot smoother for both my clients and me.” Michael gets exposure for his business entirely through word of mouth, and has built his business from the ground up through face-to-face meetings and hard work. He gets almost all of his business through referrals from satisfied clients.

When working with sellers, Michael uses professional photography and staging to make his listings look pristine. His team employs robust online marketing to push listings to a wide audience and get the best prices possible for their sellers.

Michael is heavily involved with his community – he talks to dozens of people every day, is involved with multiple Chambers of Commerce, Italian-American Clubs, and Country Clubs, and goes to Catholic Church every week. He regularly donates monetarily to churches and raises money for the betterment of his community as well. His company, Burke & Manna Real Estate, has over 60 agents and continues to grow and provide even more top-notch service in Ocean and Monmouth Counties and the surrounding area. If you’re looking for premier real estate service in the state of New Jersey, give Michael Manna a call today!

After working in so many different areas of business and sales, not only does Michael have a deep wealth of knowledge from which to draw from when it comes to negotiating contracts, but he also has

You can contact Michael by phone at (732) 689-2517 or by email at michael@burkemanna.com.

You can also visit his agency’s website at burkemanna.com for more information. http://

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DANIEL MOORE Daniel Moore understands that the keys to a great transaction are open communication, knowledge, and the ability to negotiate. Daniel gained tremendous experience in his previous consulting role, which eventually led him to real estate. “I come from the consulting environment. I was an economic and political intelligence consultant for 10 years abroad, and my specialization was emerging markets. And a lot of the activity in emerging markets around the world usually starts in the real estate sector.”

After returning to America, he became a consultant for the Ben Kinney Team at Keller Williams Realty in Dallas, and then transitioned into a real estate agent.

He currently serves clients throughout the Dallas Fort Worth Metropolitan area.

With a stream of business that comes by repeat and referral clients, Daniel believes it’s his emphasis on relationship-building that encourages clients to work with him. “I focus on the relationship with the client, instead of treating it like a transactional business. For me it’s about building something over a period of time and creating a strategy to win and give my buyer or seller the result they’re hoping for,” he explains. To keep nurturing those relationships after the transaction is done, he continues to stay in touch with his clients.

“I send thank you notes, house anniversary cards, and our team throws different fun events for our clients.”

Daniel’s marketing technique is a combination of modern and old-school. “I use various platforms, both digital and print. We do a lot of social media and always keep an eye on how we can use technology to our advantage,” he says. Thanks to his hard work he is on track to finish this year with $20,000,000 to $30,000,000 in sales volume.

What really means a lot to Daniel in this industry are the close relationships he gets to develop, and 88

the unique people he meets. “I like the first person interaction and being with them throughout this entire process and witnessing them win. You don’t get that type of satisfaction in a consulting environment. There is little interaction and you’re not working with individuals. I like helping people and the emotional aspect of it is very rewarding,” he says.

Daniel and the Ben Kinney Team are committed to helping their local community thrive and find different ways to stay involved through volunteering and donations. “We’re involved with different charitable causes. Last year we volunteered at the homeless shelter, but this year, due to COVID-19, we are hosting blood drives and food drives,” he says.

When he’s not working, Daniel loves to travel and spend his time being active outdoors or catching up with friends and loved ones.

Going forward Daniel is excited about continuing to grow and expand his business. “I’m looking for sustainable and organic growth. My main focus is to continue to work with my clients and provide them with excellent care and white glove service.”

To learn more about Daniel Moore, please call (214) 869 – 4780, email daniel@benkinneyteam.com or visit bktdallas.com www.

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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DREW MORRIS After finishing active duty with the Marine Corps, Drew Morris was ready for a new challenge, especially one that allowed him to stay in one place. “I wanted to find a career where I could plant roots in a community and really be involved,” he says. “We had moved so much when I was serving, so we just wanted to settle down somewhere.” After Drew explored a few different options, he landed on real estate, which would allow him to not only stay put, but also offered limitless growth. Today he leads ModernWest Group at Your Castle Real Estate in Denver, where the vast majority of his clientele derives from repeats and referrals. Drew believes it’s his team’s dedication and thorough communication that sets them apart from other agents in the region.

“Our mindset is that we want to continuously add value to our clients before the transaction, even if they aren’t thinking about any kind of real estate purchase,” he says. “Then once they do decide to move forward with a purchase or sale, we continue to add value during that experience as well.” ModernWest Group provides continuous information, tips, and updates on where the market currently stands. Throughout it all, they maintain high levels of communication. “We are very intentional about our touchpoints and how we interact with the client during their buying or selling process. That makes a big difference, because they know we are professionals and are people that they can count on and trust.” Everyone on the team focuses on the White Glove experience, handling every aspect of the transaction and quickly referring them to other industry professionals for things they can’t assist on.

“Our core values are being servant hearted, learning centric, action oriented and impact driven. It’s a very high touch, high trust philosophy.”

When Drew isn’t working, he’s giving back to the community. “Several of us on the team are veterans, so we have a very high interest and involvement in supporting veteran organizations.” Drew is also an avid supporter Top Agent Magazine

of his church and is a board member for the Businesses of Thornton Advisory Commission. “We help provide grants to local businesses and build new ideas to enhance the local business community.”

During any free time, he’s hanging out with family or staying active outside.

As Drew looks ahead, he has his sights set on becoming the top team for military veterans in the Denver metro area. “Our big goal is to create $1 billion in wealth for Veterans through real estate across the Mountain West, so we imagine being a place where veterans can build great careers in real estate by being a part of a team.”

Wherever his path leads, he will undoubtedly love every minute of it. “I really enjoy having the ability to impact the lives of others in a way that’s long-lasting.

I love being a part of their journey.”

For more information about Drew Morris, please call 303-929-7844 or email drew@modernwesthome.com 91

WILLIAM PATRICK Though relatively new to the real estate industry, Top Agent William Patrick – of eXp Real Estate in the Raleigh Durham area of North Carolina – has already achieved a level of success that many of his competitors can only aspire to. Young, energetic and enterprising, William is a hardworking, dedicated Realtor® who is truly committed to providing his many grateful clients with the very best customer service available in his market, and he is building a thriving business on a solid foundation of honesty, integrity and an indefatigable work ethic.

William began his career in real estate after a longheld desire to enter the investment arena. “I got started because of that interest,” he recalls. “I figured that getting my license would be the best first step towards doing that, so that’s how I originally got started. I obtained my license in February of 2020, and in June of that year I began to actively try and sell property and generate business.”

William’s willingness to give the real estate business his all, coupled with his go-above-and-beyond level of commitment, are just two of the many reasons behind his rapid ascent in the industry. Still too early in his career to simply coast by on referral clients, William has built his business through a diligent commitment to chasing down any and all leads possible. “Basically, I’ve generated these leads through prospecting and cold calling,” he explains. “I’m willing to outwork anyone. When I first got started, I went in full-time and I realized that a lot of other agents were generating business by making two or three hundred phone calls each day, so I just decided to make between four hundred and six hundred calls.”

William is also justifiably proud of his association with eXp and his mentor Ricky Carruth. “I began with a traditional brokerage initially,” he says. “I was taking all of their training courses and basically 92

wasting my time. I stumbled upon Ricky and his Diamond Group on YouTube, and I ended up speaking with him on the phone for about half an hour, and he told me all about what exactly he had going on over at eXp and it was a no-brainer for me to make the switch. Fast forward nine months and I went from an agent with zero closed deals to twenty closed/pending transactions.”

When he’s not busy working at making his clients happy and establishing long lasting relationships with them, William enjoys playing basketball and hanging out with his family, his girlfriend and their two dogs.

Looking to the future, William’s plans include growing his already exceptional business, and mentoring newer agents looking for the same kind of success he has experienced.

“I love the autonomy I get from working in this industry,” says William, when asked what he enjoys most about real estate. “I also love that what you put into this business is what you get out of it. The harder I work, the more results I see. That’s probably my favorite thing about this business.”

For more information about William Patrick, please call 716-684-5190 or email William.Patrick@exprealty.com Top Agent Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 94

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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PEGGY SHOVE COLUMB Peggy Shove Columb first took an interest in real estate twenty-four years ago, when she met a broker at a family gathering, who immediately recognized that her outgoing personality and strong attention to detail would make for an ideal fit in the industry. Inspired, Peggy pursued her own license and accepted a position with that broker at a local agency, where she had the opportunity to learn the business from the ground up. In 2008, she joined the elite team at Showcase Realty, Inc., and went on to become a licensed broker herself in 2010. She currently assists clients throughout Connecticut, specializing in Litchfield and New Haven counties. In the years since becoming a Realtor, she has developed a hands-on approach to meet the needs of every buyer and seller. As she describes, “My tagline is ‘Always Personal, Always Professional.’ With each transaction, I pride myself on being personable while getting the job done.”

Right from the start, she is there for her sellers, often personally helping them stage and ready their property for market. Afterwards, she promotes her listings in local newspapers, via targeted social media campaigns, and throughout her own extensive professional network. She is also known to refer her clients to trusted resources such as attorneys, inspectors, lenders, etc. Through all this, Peggy supports her clients with a unique blend of compassion and integrity. “I believe in living by the Golden Rule,” she says. “So no matter who you are, I will work with you and get you to where you want to be.”

Peggy is equally as attentive with her buyers. Leaning on her acute knowledge of the region and decades of experience, she empowers her clients with unmatched insight, guiding them to the right home. Always looking to go above and beyond, she stays in touch well after each transaction to ensure her clients are fully satisfied in their new homes. Through the years, she has earned Top Agent Magazine

an outstanding reputation with the entirety of her volume coming from repeat clients and referrals; but rather than focus on the numbers, Peggy cares most about the people. “I love working with others,” she says. “There’s nothing more satisfying than helping someone get to the next chapter in their life.”

Outside her career, Peggy is tremendously active in her community. On top of contributing to nonprofit organizations and local cultural touchstones like Girls Inc. or Arts Escape, she is also a frequent volunteer at Woodbury’s Main Street Ballet.

When she’s not with clients or giving back, she can be found exercising, managing rental properties with her beloved husband, or spending quality time with her children and grandchildren.

Peggy has garnered Showcase Realty’s top producer award year-over-year, since 2009. As her accomplished career continues its forward momentum, she intends on maintaining the high standard of service that has brought her success. “I’m going to keep doing business my way,” she says. “I take joy in personally being there for each step of the transaction; after all, this is a peopleoriented industry, and that, to me, is good service.”

To contact Peggy Shove Columb email peggycolumb@yahoo.com or call (203) 206-3110 95 Copyright Top Agent Magazine

JOSH SINATRA Josh Sinatra first entered the real estate industry as an investor. As he quickly learned more about the business, he decided to get licensed and formed The Sinatra Group, powered by RE/MAX Gateway. He currently serves clients throughout Santa Clarita and Los Angeles County, California.

Focused on client relationships and exceeding expectations, Josh has built an impressive roster of repeat and referral clients. “I think my clients appreciate that I’m willing to go the extra mile for them. If I have to take a little bit out of my commission to pay for a repair here and there, or help my clients out with something, I’m happy to do that. If there’s a leak under the faucet and nobody wants to pay for it, I’m not going to cancel the transaction. I’m going to get it fixed, remove that obstacle from the way, and keep the transaction running smoothly for my clients,” he says.

Continued education is something Josh is very passionate about and believes contributes to giving his clients the highest quality service. “You have to put on many hats in real estate. You need to know at least some things about construction and repair. You need to have sharp negotiation skills to advocate for your clients and get them the best deal. And you definitely have to continue educating yourself if you want to give your clients the most informed advice,” he says.

An important part of Josh’s success is his approach to marketing. By investing in professional videos, professional photos, creating single property websites, and placing a large emphasis on a social media presence, he ensures that his listings get maximum exposure. He completes anywhere from 25 to 30 transactions per year and what he enjoys most about each one of them is getting to meet a new person and 96

making a potential friend. “What I like the most about my work is the social aspect of it. I enjoy meeting so many different people and becoming friends with them. It’s very fun and rewarding,” he explains.

Outside of work Josh is committed to helping his community thrive. An organization that is nearest and dearest to him is Soles4Souls. Every year he commits to doing their annual shoe drive in Santa Clarita. “I ended up with a 1,000 pairs of shoes this year!” When he’s not busy at work or giving back his time, he likes to stay active in the outdoors by snowboarding or hiking. He also enjoys doing his own real estate investments in new areas.

Josh is dedicated to continued self-improvement and providing his clients with the best level of service possible. Going forward he wants to continue growing his business. “I would like to double the number of transactions and add a few more agents to the team. Most importantly my focus is on the clients and making sure they get the white glove service they deserve.”

To learn more about Josh Sinatra email Josh@SinatraRE.com, visit SinatraRE.com, or call (661) 713–1036 www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 97

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 98

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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IRINA STOYAN “I am your resource,” says Irina Stoyan, a top agent with Century 21 in Washington State. “If I don’t have an answer, I go find it. That’s the type of business I run and the type of agent that I am. I’m always available. I’m always there for my people.

I don’t care what time of the day it is—I am there to answer your calls at any time.”

May 2020 marks Irina’s second full year in the industry. “It was something I put off for years as I worked elsewhere,” she says. She originally began her real estate work as a side hustle but quickly found a real passion for it. When her main job fell through, Irina made the jump and became a full-time agent. “Life came in and made that step for me,” she explains. “When it happened, I was devastated. Now I’m so happy it turned out this way! I’d never go back.”

Irina’s business focuses on Tacoma and the surrounding communities, including towns and cities such as Puyallup, Auburn, and Spanaway. Fluent in both English and Russian, Irina often works with the Russian, Ukrainian, and other Slavic communities in Washington. “They often reach out to me,” Irina says. “I speak the language and understand their mentality, and I get to be the guru and answer all of their questions.”

addition to being a bilingual resource via her real estate business and church, Irina gives both her time and funds to various charities.

Outside of work, Irina is an avid piano player and is often found performing and practicing with her instrumental band. She and her husband enjoy working out at the gym, and the couple looks forward to returning to their exercise regimen when restrictions related to COVID19 lift. Still, her absolute favorite thing is pouring her energy into her real estate career: “I love to be crazy tired at the end of the day,” she says. “I can’t imagine myself doing something else.”

Looking to the future, Irina plans to continue providing her clients with her high level of service. In order to work with and help a larger volume of clients, she hopes to start a team of her own. “I can share what I have gained in experience, and I can help out other agents and share what worked for me,” she says. “Absolutely expanding would be my next step.”

Though she’s relatively new to the business, Irina has begun to see an ever-increasing amount of repeat and referral clients. She credits her clients’ loyalty with her ability to problem solve. “That’s what people are looking for,” Irina says. “When they’re trying to sell or buy, it can be so scary and intimidating. I come in, and, to the best of my abilities, I take their problems away.”

When she isn’t working hard for her clients, Irina is often found working hard for her community. In Top Agent Magazine

To learn more about Irina Stoyan, call 253-224-4350, email realtorstoyan@gmail.com, or visit century21.com/agent/irina.stoyan@century21.com www.

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FRAN SUTTON When speaking with Top Agent Fran Sutton, one can help but notice the enthusiasm and passion she has for what she does for a living. “I really have a heart for families,” she enthuses, “and home is my favorite thing. I created a home for my children, and that’s why it’s such a privilege for me to help other people find that place they can call home.”

As Owner/Broker of Gemini II Realtors in Kansas City, Kansas – the only non-franchised, locally woman-owned real estate brokerage in the city, Fran is rapidly approaching two decades of helping Buyers and Sellers achieve their real estate goals. Hardworking, dedicated, and deeply knowledgeable about her local market and the real estate industry overall, Fran has more than earned her stellar reputation as an honest and trusted real estate advocate.

Fran began her journey in real estate in 2004, following a lengthy stint as a stay-at-home mom. “I was also a caterer and cake maker,” she recalls, “but I’d kind of always had a desire to do something in real estate sales. Like most agents, I just started out loving houses, style, and remodeling. As my kids were getting older, my husband and I just felt like real estate would be a good fit for our busy schedules.” Acquiring Gemini II in 2006 from a pioneering female broker – the first in the county – Fran has since built a thriving business on a solid foundation of excellent, go-above-and-beyond customer service.

Currently, nearly the entirety of Fran’s considerable business is based upon returning clients, referrals and positive word-of-mouth, a remarkable achievement in the highly competitive world of real estate. A portion of her business also comes from her concern for clients facing foreclosure. “I do a lot of research,” says Fran.

“I am aware of every single county foreclosure, and I talk to almost every one of those families to help them determine what is going to be their best course of action, whether it’s staying, selling, or selling to an investor and renting it back from them. I’d say that about 10 – 15 percent of my business is from that market; homeowners 100

deciding it’s better for them to sell than to stay in their current residence.”

Another factor in Fran’s considerable success story would be the long-lasting relationships she forms with her clients, relationships that far transcend the closing table. During the transaction itself, Fran considers herself less a salesperson and more of a matchmaker.

“I love matching people with homes.”

Fran has five adult children and one toddler. Her daughter, Lizzy, recently joined her team and is a senior at K-State in the marketing program. When she’s not working, Fran enjoys nothing more than spending time with her family - camping in her 1972 Airstream, baking or crafting.

She enjoys taking her son hiking and bike riding. She also possesses servant’s heart, and she gives back to her community through her role as a founding member of the Turner Community Connection, which provides food to the less fortunate, summer jobs to youth, home repairs to the elderly, and other community services.

Looking to the future, Fran’s plan is to continue to maintain her busy and grow at a steady level that will not impact the amazing customer service she provides her many clients.

“For me,” says Fran, “This job isn’t about a commission.

My primary goal is to help people find that perfect place to call HOME.”

For more information about Fran Sutton, call 913-485-1043 or email Fran@FranSutton.com Top Agent Agent Magazine Magazine Copyright Top

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans102

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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SALMA TORRES No one understands better than Salma Torres the feeling of empowerment that owning a home can bring, or how overwhelming the experience of getting there can often be. “When I bought my first house in 2005, I started with nothing. Interest rates were crazy, and the process was intimidating. I remember being almost in tears when I left the closing, because I was worried I wouldn’t be able to keep up with my payments.”

Not only did Salma meet her mortgage, she bought another house the following year as an investment, and now owns five rental properties. That early experience, and the knowledge she gained from the transactions that followed, impressed upon her how much people need a caring person to guide them through the process. “I didn’t really have that. So when I meet people, I put them at ease, and emphasize taking each step at a time. I don’t look at them as clients, and after spending a little time with me they don’t see me as just their Realtor® either. They’ll see the complete person: a mom, a friend, and someone who will look out for their best interests.”

showers, children’s birthdays. One couple I worked with dreamed of a home with a basement that they could turn into a movie theatre. So when we found that house, I made them a gift basket filled with things for the theatre – popcorn, candy, their favorite DVD.” Salma goes above and beyond when it comes to finding families the exact kind of home they’re looking for.

That dedication is especially important in the current market, where inventory is so low. She works equally hard for her sellers, and is supported by an excellent marketing team that ensures every Crystal Tran listing gets maximum exposure on social media sites, real estate websites, and multiple MLS sites.

When not working, Salma volunteers with Feed My Starving Children, as well as with fundraisers through her church. Free time is spent with her two daughters, or working out.

Going forward, she wants to continue growing her business with the Crystal Tran Team, and bring in other agents whom she can help grow. “We’re like a family here. We all have the same interest, and that’s helping people; we are better agents because we work so well together.”

That empathy and her relatability have earned Salma an eighty percent repeat client and referral rate after less than four years with the Crystal Tran Team at Berkshire Hathaway. Representing homebuyers and sellers in Chicago’s northwest suburbs, she combines sharp negotiating skills with the kind of personal touch people appreciate. “This isn’t a cookie-cutter kind of business. You learn people’s stories. You carry their stories home with you and now they’re part of your life and you’re a part of theirs.”

Given the personal care she takes with every client, it’s not surprising that Salma gets invited to a lot of celebrations. “At the end of the day, we’ve become friends. I love buying gifts for people’s weddings, baby Top Agent Magazine

For more information about Salma Torres, please call 630-390-4003 or email Salma@crystaltranteam.com 103

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