NATIONWIDE & INTERNATIONAL 8-1-22

NATIONWIDE & INTERNATIONAL EDITION

7

SIMPLE TIPS THAT ARE PROVEN TO

HELP YOU STAY AHEAD OF THE COMPETITION FEATURED AGENTS

SARA BETH BIVENS CONNIE MURPHY JULI CLIFFORD KRISTA BEALE LAINA ACKERMAN MARISA LINDSAY MOUSSA LAMAH ROBERT CLARFIELD SHARER DALE TOM SMITH

TURNING YOUR PROFESSION

INTO A PASSION COVER STORY

MELISSA McNEIL WHAT THE FIRST THING YOU DO AFTER WORK

SAYS ABOUT YOU

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

RA BETH BIVENS

CONNIE MURPHY As an ICON agent with EXP,

“I Top Agent Melissa McNeil Finding fulfillment in helping others, rooted in the community, Connie has 7 21 has also developed the Connie Murphy quickly 11 realized that connections with a plethora22 of vendorsI real estate was her dream career. She can refer clients to for any house-re-d EXP Success Networkshe which first entered the industry when she was lated allows her to coach and projects. “Whether it’s inspectorsW hired to work at a home design cenor lenders, I have people I genuinelyR provide a support network S ter prior to the late-00s market crash. trust who get things done on time.” on for the agents she sponsors “I assisted buyers and really enjoyed it it,” she explains. When the recession Buyers and sellers are continuallyto into EXP Realty nationally lo hit, she was left deciding what to do impressed by her work ethic and drive.lo and internationally. next. Taking a full-time position at They love to refer her to their friendsis re University of Phoenix, Connie couldn’t and family. One client raved, “Our expem Melissa McNeil originally hails from Ohio but in Youattend don’t talk circumstances to Candice Kin stop thinking about real estate. “So I rience, givenhave the to tough you are purcha made the move to Florida for sunshine and toWhether the University of South Florida. Melissa o verygradulong to gone realize makes earnedMELISSA my license MCNEIL in 2010, and every- CONNIE could not have anywhat better, thankshe th SARA BETH BIVENS JULI CLIFFORD rental property, or are athese ated withMURPHY a degree in Industrial-Organizational one said I shouldn’t because the market to Connie!

She truly worked around of the best Realtors in the country Psychology and upon graduation, decided to fr Sh embark on a career in real estateclock in warmth the Tampa or a first time home was terrible, but I just had to follow my to even help provide information, to y and quickness to laugh puts Bay area. She spent 10 years working in various heart,” Connie says. She began workseek theimmediately, truth and to help my and 20 Isi ease and thewife enthusiasm roles within the real estate industry, including considering purchasing in traveling abroad to present opportunities intering part-time as an agent, closing a few as has weto moved into aher newclients area. We had thr afu id for helping shines second homes or Connecticut you short sales and soaking up as much information national as she investors, few vacation issuesand with previous contingencies but she are prac- g sales to Denmark, Norway and Sweden as well asalso value the matter-of-fact You’ll p ris salespatience, managementgrace and training could. By 2017, she was ready to make it herresidential main sales, ticed and showed us the proper manner talk to REO specialist An which she discusses her profession. throughout Tampa Bay, Orlando, Fort Lauderdale, W Keller Williams to solohere age focus, joining a team and developing her skills further. to handle the situations with our new purchase and the surrounding areas. Melissa’s 15+ years of “The thing I love most experience andwith knowledge allow her“There to sellers providereally Today, Connie Keller her. She absolutely stayed on top of difference the ball with 4) BE THEIR REALTOR FORis flourishing as a solo agent at27) TURNING YOUR much bet inisn’t the area. loa her clients with valuable insight on the market and Williams, serving the Southeast Valley in Arizona. every twistright and turn that this wild ride She agents comes totook the resource kinds ofus. great guidance when it comes to theINTO time to meeting buy orwhen it all LIFE: HOW TO BUILD A PROFESSION th Bobbi a solid, grounded, knowledgeable backhow to positionprovided for greatest impact when selling Carlos Ortiz is aonewell of those people“So you can offer,” Candice explains. it c satisfaction I get from hel home. Her goal is always to ensure that herJuli clients in 1977 focuses on the area she With much of her business coming from referrals and ground thatfor helped us see the big picture thees RELATIONSHIP WITH YOUR Ahave PASSION whom helping people is made second down to who you thinkand will work hah a positive andmeet successful experience while where rebeccadentonphotography.com repeat clients, those who work with Connie appreciate overall experience fun andsave memorable as she us building long-term relationships. and money,” Antho within thefound beltwa forVirginia you.” v CLIENTS THAT WILL LAST my per her endless guidance and clear communication style. our nature—an forever home!”impulse he gets to exercise In the early stages of her career, Melissa Alexandria, worked work with a lot of investo Arlington, Fair or brea daily as a And Realtor with Banker “They know I genuinely put them first,” she explains.

A LIFETIME 31) 6 THINGS ALL make no Coldwell mistake—no one tiw for Builders as a Director of Marketing and Sales “Real“T Manager & Trainer.

This led to her starting her Vienna, and close-in DC. “I always focus on their goals, concerns and motivaDuring her free time, Connie attends local sporting them in the right position Choice Properties. feel very luckyalmo toW harder than “I Candice.

You could SUCCESSFUL since I tions. My priority is for them to love where they live, events.

“Both my sons play baseball, so the Iand amopporalways she’s been in the industry since she wa The government milita wake up every day and have Copyright Top Agent Magazine be orprofitable.

On theAfter reta clm and giveSILICON them the ability to grow their wealth.”NEGOTIATORS Connie going to their games supporting my friends and 9) 5 LESSONS FROM DO little things for her mother, who was tunity to help someone find their dream Springs of our local economy and to use knowledge ofm c works diligently to ensure they are receiving the best family at their games,” she the explains.

She also loves career began in earnest in 2007and as she go VALLEY TO MODERNIZE home,”herCarlos explains.

“It’s especially deal possible, whether that means getting the lowest to decorate house, explore new housing developmoving here, from Amazon gained as assistant. an REO in as an unlicensed Sheagent got 44 he for for her buyers or highest price for her sellers. ments, andTIPS soak upwhen thethe sun. rewarding that person is a firstAND MONETIZE price YOUR BUSINESS 35) “I7 SIMPLE THAT to jobs in the area and that,find working with her mother 20 clients fi aseeing solid home atuntil a rea love the challenge of negotiating during the inspection time TO homebuyer, theirToday surprise estate her talents to Georgia.

Candic Juli explains.

ARE PROVEN HELP and appraisal process because it is a really big part of In the coming months, Connie plans to grow and con- g

person, contractor – you name it, she knows someone! Sara Beth ALWAYS responds to your requests. She talks you through the process or holds your hand, whatever you may need. She never stops working for YOU.” Another attests, “You have a great design eye and always help your sellers declutter and stage….you are the best”

J

CONTENTS

When Sara Beth isn’t working, she’s teaching barre and yoga classes, traveling, hiking or spending time with family, including her adult sons, her cat and her two German Shepherds. She also makes sure to give back to the comme a flight munity, and has volunteered at memory care facility es, cities Abe’s Garden, which holds a special place in her heart. lost sight “We were so blessed to have this space for my mother Nashville, excitement when werealfind a dreams. houseRe 4 agents with Virtual Properties the entire transaction,” she explains.

“I make YOU sure my STAY tinueand helping people achieve their estate 18) EMBRACING SMART HOMES: DOES AHEAD OF “B Bobbi A graduate in commu clients all over the Atlanta Metro are who had Alzheimer’s.” layovers, is perfect for them.” clients understand the risks, pros and cons of every- “Mythat personal goal is to have a great work/life balance, Juli brings the best team to Group, NEW TECHNOLOGY THE COMPETITION and Walton In so 2 thing we’re doing.” She is there for them at every and still provideGwinnett superior service to my counties. clients. I care Eastern Connecticut Stat Springs husband Kyle, who also has hurch and million in sales volume, with around step, ensuring they are comfortable and happy.

Deeply about every person I assist and love seeing them happy.” fo REALLY INCREASE HOME VALUE? Carlos got into the industry in 2013, aft of Rea El P working with business coming fromAgnelli referrals orprr Reliable Hauling which Dougla an inHABITS the restaurant industry.

He had been lo 39) to DAILY As Sara Beth’s career continues grow, plans tointheir conthem with marketin joyvices Candice takes helping them an For more about Connie Murphy, please call 602-361-1962 or she email connieazrealtor@gmail.com AT&T's Service Outage for clients who are in busines new challenge, but the wanted a career that vw delivering highest quality of gra serv 23) WHAT THE FIRST THING THAT WILL INCREASE that sp thejust broker, and upon team at people Compass enhances tinue delivering the same superior service.

“I want to Map them coming back. him to meet lots of while continu “Client it YOU DO AFTER WORK SAYS YOUR MENTAL STRENGTH job with the atime modern approach tobroke I her get thl a valuable“Iservice, something he had enjo th approach every transaction as if keep working and making great memories.

The clients I e real esgood opportunity tobusines wor ABOUT YOU professional photography, d his years in the hospitality industry. wa says Candice.

“If my clients He can’t hsl generat among other servic and provide 310-734-1440 Fax 310-734-1440 thejust Realtor he worked with when pur I’llmedia, beincredible.” there for theman noinvaluabl matter to meet, |and the homes I get to see,with are ired fromPhoneget andhow Iitth get, because ifand they’ve work efficient smooth. home, who encouraged him todone looktheinto bfe tors and homebuyers.

I Phone 310-734-1440 | Fax 310-734-1440 them d | www.topagentmagazine.com en in the financial position to be able to ooking atmag@topagentmagazine.com mag@topagentmagazine.com | www.topagentmagazine.com agent himself.

He got his license and ne looked back.” job is to help them by cross that finish li Thisex fa to No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is published Feature back. “It’s With been very My 85%rewarding. of her business Sara BethPublications GA, Inc.Although precautions are taken to ensure the accuracy of published materials,Top Agent team.

H Magazine cannot be held responsible for the restaurant business taught me how Her relationship with clients doesn’ past clients, Juli prides hers agent a opinions expressed or facts supplied by its authors.To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. a Realt Anthony has been line, however.

Candice naturally buil W people and learn their particular needs.

It’ And Bo ventually resentation and keeps in tou insomeone both Massachusetts ships with people, andwhat manythey’re clients andan isish to understand and 2 Topvalue-added Agent Magazine offer services li friends by the end of the process. years. dy having he closed $2 million in “A sT in order totell serve them well.” u a them free I’ll home warranty, a stag Chrissy see them in a couple o www.

Copyright Top Agent Magazine

close over $5 million by

LAURA EVANS LAINA ACKERMAN MARISA STACEYLINDSAY COULTHARD KRISTA BEALE

GROVE HOMES GROUP RACHEL HUDGINS

I am trying to save the island that

way to get there is by boat. “There are

Marisa recently passed twogifts asQuarter ain gesture of Fo Real estate hasher been ofRachel Paige accomplish thisHorse isroom by kindness. implementing Hudgins is of based and in Marietta, The aspect American Association Situated at the northern edge kinestate – it’s a part of herpart identity.

When an, borndeclares and raised in Lindsay she thrives on the energy the 68 59 64 60 63 love,” Laura Evans while no bridges to the island.

It’s a very 25 26 29 30 Georgia, and does business all across the most excitin Grove’s established life for Arizona’s decades.

Paige ough marketing strategies.

“Wecoo sp year mark as a newly real After ple, she recently dropped Maricopa County, very well the bond between rider off and an e to someone wantsfrom to talktheabout the industry, west side of the state.

She developed an the ent, and eve izona, has her built aestate suc-agent open houses.

“I just love the graduated University ofduring word amongst our brokerage w discussing beloved Smith Island. peaceful existence.

I can ride my bike based in Colorado Springs, her clients.

As a social media and of having the right resources the little town of Wickenburg interest in in real estate as a importance child, when ever and learns nt egin she’s more than willing to get involved Georgia in 1991, she decided to earn her we have a listing,” Paige says. estateless enterprise on a After engagement with all of my clients.

I’m Colorado. transitioning from a ing expert, Marisa advertises her With than 200 fulltime residents, around the whole place.” she used to ride with her uncle, a realtor, finds sellin riding lifestyle.

She’s an at offindin isAlthough known worldwide for its real estate license. she took a also advertise on expert hundreds webs real the conversation.

With that kind of natural asevents, he made the rounds showing houses. ing.and She Fa lov marketing officer position in the Army, on avenues like Instagram sincerity, expertise, and a very social person, I love to be out in property for her buyers. many rodeo and has Smith Island is known as the last inhabAside from her work, Laura is passionbreak to raise her children, she was intake professional photos, and make rties energy, the marketing of herself is natural Rachel admired her uncle and his busipeople, esp was readyvolved for aincareer opportuwith of these pages totali the building industry years. thesome home looks its best.” made the for county a her premier d dedication to Marisa client the field, and I love showing houses.” ted island off the shore of and Maryland, ate about being involved in the local ness piqued interest; needless to say, possibly th bout easy. nity that would allow her to apply her 20,000 followers.

Additionally, Ma “So I was alwaysdestination staying updated on Rachel obtained her license When and has now ever made. it comes to her listings, Stacey for western-style ocated on Chesapeake Bay. The island community.

“IDuring am involved in stages virtually she in North She specializes love for marketing pairedmarket with the skills lizes the MLS system, hom current trends,” she says.

After anyand free time, Paige and D been working asifanyou agent forsellers 19GROUP years.on in helping RACHEL HUDGINS OKSANA BOGOTT STACEY COULTHARD LAURA EVANS AUSTIN LAPP GROVE HOMES preparing staging their hom riders everywhere.

And ANTHONY LA PENNA BRENT MAHAGAN CANDICE KING NATANEL MALKOUKIAN the wide“M ra sen recognized

by After itsfrom famous everything that happens this island!” a transactions are and done, Krista keeps her kidspast were career grown remarstayprofessional active in on thephotography community. services the worldwide entire Working with sellers is an opportunity shevallearned her andshe had uses an are a horse enthusiast looking to thedaughcontemporary buyer.

Withinvolved the help w ried, Paige decided to begin again in real year started the CDAWG Founda Rachel works with a partner –isherthe Austin has never been athe one-sizetrack to to close around $12old million in Smith her relationships with her clients intact. herIsland specialty for building communities videos.

Marisa has found phenome multi-layered Smith Cake, She manager of creates the Island willingness go Lapp above for Laina display her attention to Top Agent Natanel Malkoukian – Managproblems have come up.”

She also stays manage ng for yourtofirst Having entered the world of real estate working directly with the lo energy and derful assistants, she professional to move to the center of the action, you are going to asing resources Agnelli provides as one of the ter, Peyton about Lamb, who just started in money estate.

Joining Century 21, her knowledge new which raises children whoiscan’t a fits-all kind of Realtor.

Since getting his sales volume by end of 2021, Austin 77the 78and 71 within social media.

Real estate seemed cess due to for her efforts undou 72 She’ll meet up for a quick bite, a75coffee ticipated in ® official state dessert, and its Cultural Center, owns the island’s only ingappreciaDirector ofdetail, at Nest amongs inabundant touch through annual client er one clients in 2019, Brent Mahagan is a caring to try to put together a fund January –New and aDevelopment buyer’s agent, Zach Fox. reasoned her has helped knowledge of the area, and the of the home and the surrounding property want to contact Realtor Stacey Coulthard. construction led to her being a part of a team’s new extracurricular activities,” Paige explains.

“So w licenseBEALE inlike 2013, he has seenClients people move gets half of rising his business from KRISTA LAINA ACKERMAN MARISA LINDSAY MOUSSA LAMAH investor, largest brokerages inabout the area enables charity with the practical choice, Marisa star, selling forty-eight home ofHer single-family or a wine tour. become her friends and she The team averages $10 toYork $13 million Seekers International in New – isgiving a in tion events, orwho via so interactions on social y. home division.

Soon Paige became so busy that she always back to that, and I’m also aso board professional goes out of his way the team thatm reshly caught seafood.

Toreasons, Laura, it’s hair salon, she is awrestling notary, an electoral to market the listing on the MLS, social TOM SMITH for many different and so knows repeat clients or referrals.

It’s a diverse These qm SHARER DALE iness that is eighty pergreat lengths she goes to for her cliwith foster ROBERT CLARFIELD annual sales, and their rate of repeat and took the plunge and got herkeeps license.

In first year, followed by seventy-five ebuyer, if you are continues toclients spend more time generating new ® hardworking, intelligent real estate profesmedia.

Candice all him ofthe her you at Hillsboro, ton, to be a valuable resource, happily directing encouraged her husband, David Grove, to earn his ber of the 400 North Association of REALTORS to provide his clients with best serget new uniforms next yea and has even teamed up that market knowledge is only part of native who has clientele, and Austin caters to the websites. local dedicated real estate She also r A Maricopa County spent much ofjudge, imply her home—and as loyal resand very involved with hergl many referral business israpid an astonishing 95%.

Rachel attrisional who has made a ascent in his January of 2022, Marisa started a team in the second combined with her h nts. ents: “I love helping them if they need updated on the latest market developm she license.

Itfly wasn’t long before Paigevendors and Dave formed Portland Metro people aher handyperson or providing other inventory for resources are Christmas drive.

She vice.

With a knack for outside his background, Brent sup from when look at our site so we can what clients needtoher from their agent. community characterized by the Growing up watching mother work as sn aMassachusetts high-flying agent them around, let them see area, get butes this tocomthefarming large sphere ofthey influence both she and his servi Diligent and hardworking, with abuyers. business.

“My b agents and potential buyers in toy her sphere life on the back of athinking horse, Stacey isthe living herThose dent, she’s doing everything in her church.

In the rare event that she does chosen industry.

Natanel, who began his ments with her monthly newsletter. rough. comprised of herself and four other This year her team has closed 22 Opportunities await Paige and Dave, as they pla Grove Homes Group.

Determined, highly experienced American Legion chapte 33 37 38 to update, or get the home show ready Peyton possess, as well as their capacity for personal97229 neighborthat her clients might need.

Krista’s very personal aparea’s large Mennonite population, as the clouds.

From the used to the area and figure out where they the box and a determination to help enforcement and first resp com: W going to restore want toit to a the boon for investors he works with ofa likes effectively.”

Sharer’s properties a successful real estate Sharer Dale mitment to reducing ofthe the real transactional,” he able network given her many years the bestagent, life, combining her love of stress horses with pasjourney real estate inadvertise and currently t way to ing motorcycles, playin move their to with larger location.

They wa and focused onthe service, Paige andin Dave haveher led their agents.

Together they service greater inteam sales, 14.5 million inin the power its me previous glory. have free time, she to relax with ized service and a2018, casual and approachable demeanor.

“It didn’t take long toestate realize that this well as to those seeking vacation homes small airplane, he lit-profeswant to end up.”

Already, the agent visits Natanel or its highly reproach to real has kept her consistently closing Candice is always looking for ways to give others, buyers and sellers can always well.

He recently started the H are listed on top equestrian websites and ina began her – I really enjoy doing that for my clifelt inspired to enter this field when she her inthey her fr works alongside partner Michael Bethony, process forfind his clients, Tom Smith and Ifamily) think s as a lifelong resident ofwith the area. sion forestate helping people the right property to care nthony LahisPenna. course, but perhaps even soexpanding for2022. peocontinue their group, welcoming both team to close almost $75 million in real in 2021.

Most ofestate their clients end upmore being “friends, family of impressive Colorado Springs area, an up-and-comfor As asNathan this is, While serving as the manager of the family and friends. e skies just for clients. past clients on jaunts to distant parts of is a very emotional business,” Austin on the Finger Lakes.

The different needs back to her community.

One cause that is count on him to have their best interHeroes program where first hoods off of 20 sales a year.

Her key philosophy is to help people, BRENT MAHAGAN NATANEL promoted on social media.

She also sponclosed more than half a billion dollars in became an adult.

She earned her license CANDICE KING ANTHONY LA PENNA AUSTIN LAPP friends or friends of friends,” and thus Rachel’s pracCARLOS ORTIZ and experienced people on board.

With her oldest “Tennessee’s Trusted Realtor” has made relationship perso for them.

She got her license in 2003, partnering with nh,about the insurance industry. ents aretoout of and needto and this is ple shopping for awho home live in.state, “My ing city recently one boils her down her inte most knowjob Robert theofstate.

RYAN RAFFETTO explains.

“You have to bein anamed good listener. of his the clients are reflected insuccess Austin’s he MARIE-FRANCE VACHON BOBBI PRICE KAITLIN WHITCHER close to herattain heart isAmerica’s thewith nonprofit orgatween ocal Center, Laura realized MALKOUKIAN tice is almost completely reference-based.

Rachel offers an interesti est mind.

Affiliated eXp ers $1000 dollars to volume in 2021 alone, and pair are on children working in receive herride office, it’s aleisure family busi Serving the entire state as theRealty, Century 21clients #1crashed Team inhorse eart ofCultural Portland make it easy, and most importantly, make it a special sors shows, and maintains a strong at the age of 18, then went on to a a name for himself by helping me to build relati Stacey still loves to in her time her mother for four years before the market bestenjoyed places to live.Georgia “We are a mini-city on treating clients with care and nurtu ness and open commuvery ho I’ve always meeting people and marketing strategies, which include both celled in salesmanship me to oversee the project.

Anything nization she helped establish to ensure es we plans: “I think where Ia that people, and the experience has given me a keen eye for track to hit more than one billion in 2022. and anyone who joins is treated just the same.

“Ev and based in Atlanta, those who work with he serves clients throughout Colorado closing costs from his comm there was aPremier large demand for ain real Through her love for the island, and her sily time for lives. them.

When the whole prospect oftoallows buying orthe presence in the community.

“Our expoBachelor Science Degree Property Price began her real estate career When itbegan comes marketing, Bobbi truly Marie-France Vachon her real estate way for optimum exposure.

“Ibe.” alw Kaitlin Whitcher found her passion for think achieve their real estate goals.

Originally and care for peop Residential Broker and Founder beginning of COVID-19.

The key many local trails with family or friends.

M in 2007.

While the real estate business was down, “I truly care about my clients,” he ycomes in a accessible. market where a of Robert’s adaptability him to see highly re hearing their personal stories anyway, and a heavy social media presence and print of my business to S the brink of exploding,” Marisa shares. trust she fosters. a safe and equitable environment for all To staydo in touch with past clients, Rachel swears by herfamily. onesays here is partmarket the It’sget so rewar Grove Homes Group are flags consistently blown away ationships, she yearned to get amarketing home on the and 89been 86 85 82 lping them red about property,” Anthony.

Springs and the Eastern Plains. aofensuring show of appreciation for 7.

“I wanted to make get of into a 81 business sets herself apart.

“We aa lot of print real estate while she was working as a will m career 35 years ago, thanks to the encourHDR photography and Matterp sure is pretty monumental,” she explains.

Management and Development from the Raffetto Real Estate at Pointe3 Real to his success is esses and great selling seems daunting, she shows up with her ease of state professional who could advise fierce drive, Laura is positive that she with the place she has re hailing from Southern California, Tom has Natanel began his career in real estate need his could mean a missed opportunity where others may see a roadfriends are once and future clients.

She she began riding professionally again, competing as a I think taking the time to learn the why ad campaigns. patented “quarterly pop-bys,” which she undertakes says.

“That means going to forand them, students academy shebat attended in advertising,” ardest Rachel Rosenstein as a group together and watch everyone g by at their guidance, coaching support throughoutshe to workPhoto: I would be totally responsible for advertising and online they do. real estate paralegal for law firms around and ply wants to continue wo of her father, who was ahelp commertours on each and every oneorofthro myin Estate, Ryan Raffetto isagement a buy prominent that all areof innovating and m her desk, and top dollar!”

Her dedication to staging, ony “I in “I can them steer clear homes University ofpurchasing Vermont.

After during holidays, back to listings school, or other important working for the highly reputable Serhant Team cure aexplains. coveted propblock.

In acircuit. particular case, he listed a his rebehind experiencing personality, her collection of pillows, comforters, and behind someone’s decision tograduating, or sell deep roots inrodeo the estate business.

He His experience with them at various riding events, barrel racer on the She returned toPaige real high school.

“Those students come from visitors propercan bring about the changes she hopes Marisa impressively 100% referral-based despite only Marisa isRyan on the Women’s Council of Rea and succeed.” the transaction.

“Wereal are all in this and looking out for their interest 100 rformance,interested and I’d name either make itis explains.

“I believe intogether,” advertising.

Even people and making frien There areFor many oth the Seacoast of New Hampshire.

“I loved them in the Seattle real estate marleading the online platforms, especially cial real estate agent.

Marie-France got even rentals,” she says. certain ® As a former law enforcement official, moments throughout the year.

She drives to about 100at the legendary Nest Seekers International.

“My perying to be there for the hard-to-sell styled home that was slow to helps me serve them better.

People will Austin has helped shape the community Sharer makes each person on the transshe returned to Cleveland to begin workthe world, and arrive with the heart of the greenery, andeverywhere does theitin light staging herself. ensed REALTOR combined with RE/MAX’s broadly in explains.

“All of our team members work to benefit ors to put where the repair costs are prohibitive, worked at his family’s escrow company, try gives Tom’s sends on holidays and other special occasi estate full time in 2014, but has never lost her connecbeing licensed for two years; however, the agents on her Colorado Springs, while her husband is a forme ak itdirectly onthe my own,” Bobbi recalls. though very few people do print anymore, to carve his own path and ies on island.

She obtained her license shortly after. to see.

“I want everyone to fall in love with this island percent.

But also means always tellrole in Natanel’s su diving into the paperwork and documents, feed 150 houses and social drops offmedia. dessertsAnother or go toys, and thisstarted ket.

Appreciated for his personalized on essential her license in 1987, andHe the marketed rest isand history.

Marie-France willhisalso invest in works Brent knows how to look after others Brent team, SOC spective my mindset were always to after new well as,seemed of course, my get the property keep coming back to you if they know you care.” he serves as aso member of one of the local planning ato variety of needs.

Ittheir means adigital lot to me to the team asof aattention. whole.

We’re all extremely close and action feel heard and important.

This in-time ing with her mother in real estate.

Today, estate like a good match, I’ve had good luck with print, I keep pping, and local Rancho Bernardo Escrow, for 12 years comes to the nut ® tion the horse-riding scene, or the many wonderful team are receiving most leads through social beret, and together, they contribute to the unique approach undoubtedly contributes to her repucast advertising, all but guarantee a competidWhile out with the Rounds Team RTT Home would be his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I can also connect them with the right approach, upbeat attitude, and drive for component in his recipe for success is ing them the truth, helping them avoid Leading the Marie-France Vachon team, photography and pamphlets. many REALTORS and see the beauty and calmness that exists living here. work tirelessly to find their ost say development in the same way he did,” recalls Natanel.

I'm working on sellasare does social media, growth, Moussa decided inmake stressful times.

Understanding how Homes—where his wife wt boards inaalso the Village ofher Penn Yan, and has contributed come from ahe variety ofothers–MLS, backgrounds.”

This results in sure they well cared for.”

IIfloved houses and Iisknew sales.” investing in it.”

Bobbi is a cludes member vibrant team members, who Sharer living hernot dream inhoning Aiken, South tation as warm and friendly and, subsequently, media, which is the bread and butter of their marketing.

Forces Group.

In addition, team Stacey volunte his skills with legal documentation, transaction.

“Age “It was all really interesting toagent me.

Ithe got hole Foods, and When working, she enjoys spending time with brokerage’s internati As for future of her her business, l itshe gave her the opportunity to meet.

ROBERT CLARFIELD SHARER DALE TOM SMITH helping people, he strives to provide approaching all listings with the same services the greater Montreal area, as 9 years old, doing apeople situation that isn’t right for them, even “So, during my first nine months of working with that tive price. ired me on as a Listing Manager, which ail side, I’m able people to smooth the process and put the eep my seller updated and email.

After more consideration, he Austin originally entered the industry as a property to the growth of a number of the businesses along Main I want to fill the island with good families who care lients the perfect home, for Laura, who has watched a cohesive team that works diligently to accomplish important and nerve-wracking a transphotographer—in order to h moving from California to Colorado of several networking groups, including the network of references she is always building. she mentors and trains.

“I’ve always felt this was a Carolina, where she leads a team which includes a my real estate license as part of my job Look ods utilized include exceptional service and experiences. mindset, no matter the price point.

“I Marisa shares “I am family first” and attributes her abilHabitat for Humanity every month.

When Mar Today he’s leading the Lam contracts, and real estate closings.

“Real legal real estate a to helping more and more people as the igh-end grocery friends and family doing a variety of things.

She loves including the island of Montreal and the Community involvement is impo Going forward, Candice will be adding an administraalso a Realtor.

Her team, Ihome was enough to get he myloves firstagents, exclu- and w showings we've shifted to promote the aits Facebook manager when anreal investor out to him inwant 2011 Street.

When he’s not working, spending time that ifbecome it’s notreached something they to hear.

Iinfortunate client goals.

They make the experience so exceptional s,many Bobbi went to real estate school the Elite 25 and Peak Producers.

She iswe a started action can be for clients, he takes his continues construction I’ve home in shape when find a situation ause I was able to learn estate from about rich history, and who will honor its past.

My many of the island homes abandoned and left as a paralegal, and I really to love have media platforms, al Ryan started in real estate 16 years ago, give all my listings the same level of way for me to help others,” Sharer explains.

“I am transaction coordinator, four independent agents, KAITLIN WHITCHER surrounding suburbs.

A rainmaker for her Marie-France and her team.

In 20 ity to build trusting relationships to why clients continue working, she enjoys traveling with her four kids CARLOS ORTIZ BOBBI PRICE tive assistant to the team in which will allow eone joined her mother MARIE-FRANCE RYAN RAFFETTO estate closings were my favorite part of not ato real estate horse community continues grow.

Sht Today Stacey is January, aclients horse property specialist with West sive project in the Bedford neighborhood ce forwas those who tomanaging travel, try new recipes in the kitchen, read, go toutilizes the good, and make sure group where the property’s eccentric style would be ot started.

The rest is history, and member of the Pikes Peak Association ofStuyvesant that past have even asked to join their team. for really help his vacation rentals in the Finger his wife and daughter, hiking, playing music, and Rachel all of the standard methods for marthink my clients value that.” superior service time and walks them through every step of the promain focus going forward.

“My plan is thewith marketing aspect ofVACHON real estate.

Iprovide took to co partnering upgive with downtown Seattle concentration.

What sets me apart are Maximum, targeted to help families that works.” goal is to let the buyers know what living here entails. nIant dire conditions, it became a mission to help homes team, Marie-France currently has three was named Keller Williams Amb teaching these young women how to become finanLaina’s clients remain a part of her life long after the did that for a year and a half, and I’ve herself and her mother who is semi-retired. agents to even more attention to their clients.

She’s er license soon after to return for her services.

Additionally, with Marisa’s in the mountains, and spending time outdoors.

As of Brooklyn, which was eight units.

That’s how I got years, Bobbi has been serving her Realtors , the Denver Board of Realtors , that job because I was able to interact to ticed real estate contact with them.”

Unraveling appreciated.

“Sometimes you just have to think outside “When we first started, about half of our team was like to expand her team, bringing on and c USA Realty in Peoria, representing clients all over keting her listings, but prioritizes social media, which Lakes area of Upstate New York.

Austin was only 23 bee keeping. gym and take her dog, Roxy, on long walks.

She also on a few clients for the benefit of the law keep cess.

“I incontinuing dotheir thehighbesteducation I can to take care of the be successful, and become a achieved, household developers to support sales thepeople in-depth custom video reels my always alo team members, with a goal set for 2022 to of Culture for Canada because also putting together classes to 011, when she took and helping them achieve their real and the Pueblo Board of Realtors .

Her cially independent, and allow them to have choices my start, and we sold out that whole project within six has come to be a great fit for her social and personing the greater Philadelph Air Force and Army background, 75% of her clients are future, Marisa recently moved to a new brokerag made of past clients,” Paige says. e process for a new homebuyer gets the box,” he says.

It’s very remote, so I need to make them aware what ind their loving owners. asonable price.” at the time, but had established a closing reputation different people all the time.

Relationships with people toshare prepare contracts, accu table.

She relies traditional CRMs and ver since.”

After an unexpected tragedy agents who her dedication tohad offerin Maricopa County, with particular emphasis the loves volunteering her with a adds, local children’s the-overload firm, and before Iin knew it, Ion was falling in to co buildings.

HeIalready now leads atime of six agents media team collaborates on creating together.

Also, serve,” he says, and “I not to Southern Colorado.

Iothers, didstrong 50whether deals in first When itreach comes to marketing his listat least 10 agents, with a try hub tothey service them. dedication to helping in focus or ou able approach toAustin real estate.

“Social media isgrowing how goals. great relationships with other agents helps to get the help train new agents, and isteam excited to help them build ce leads a team ofarise months, which was tremendous.

We were then given wing. and flexibility in life.

I want them to know how Known for its history and equestrian scene, Aiken is a military families who can sense her empathy as go 6035 Real Estate Group, with their main as hard worker and someone people could trust.

As Going forward, wants to continue his The sky is the limit is truly where my love for what I do comes from,” Tom and knew quite a bit about the with real estate each day!”

The rest isservice. mayb customer West Valley.

An enviable 100 percent of her business their day-to-day life will look like in quaint and assistsgroup buyers and sellers throughout theher Metro with pandemic going on, itShe was imperative to Anthony stays in touch with the investors she cli- andleader ater and her church.

Krista works 7love days athe week phone calls to keep in touch, but her clients also regueealty, of serves, their team and mentor, they Jersey, he knows the Iensure built my business,” she says. also makes myself with too many deals at one time because Ifull and I’m hoping touse that every yeash real estate industry.

One ofthis the ways shearea and word out about listings.

“My listings get very ings, Carlos meets contemporary buyers their own business by sharing her experiences.

“It’s representing other projects in the neighborhood.

I’ve been able todouble As team leaders, Paige and Dave that all memRobert sees clear skies ahead.

He will not stop at adda native ofarea. the area, hehome also had great insight into the business, bringing on andyears, training new agents, investthey truly are.” exactly what he’sor through the buying and moving journey.

Marisa client care and refining team processes.

Marisa stunning place to call home.

Sharer is an actively comhistory, and for the past 17 Kaitlin ® You can reach Rat Seattle present potential buyers an authentic peek inside recalls.

So a few years after moving to Tennessee, Tom Tom explains.

“The escrow comes from referrals or repeat clients, many of whom of personalized brochures for each listing, which quiet fishing village.”

Because I care so much for the island, I’d like to see is one of the leading agents for The Platinum coverage, not just here, but outside of this area as ketplace, all she as most Realtors do, but there are pockets of time in About 80% of Marie-France’s business comes from give back is by volunteering to help a local w unications from he’s worked with, often just to see how want to treat each person with the utmost care and my team wanting to help the people that bers are on the same page and maintain the same core build my reputation from that success and start branchabout creating something that everyone—agents and ea with a focus on larly receive ahomes Letter From The Heart: “I like totheday keep part and Laina currently works where areher at, clients which means ahas heavy eal estateways, both alocal technical andand creingthey home-visit flights to his regimen.

Within the next market, in 2015 he decided tothat begin offering in his team to help them bestatistics, successful.

“Imuch love being most valuedshe real portion of his business co been helping her clients achieve their This or rlmiller1013@ relates directly to what are experiencing while to open her own brokerage one where cn peting equestrian, and loves combining with her include photos, neighborhood and of the without them ever having to step outtook the leap into real estate full-time (only due to his of the transaction, with everyo , where she and her small team serve Colorado well,” she says. are horse owners and competitive riders themselves. repeat and referral clients, an impressive feat that shelter in Montreal. value of putting the client first.

Acknowledging that at having a new her life where the rest of the things she loves also find ing out into other areas, including downtown Brooklyn.” clients alike—want to be a he part of,” says Candice.

“I’m 2021 she $5emphasis ome ofclosed the neglected properties improved and cared respect, and work as hard as Ijoined can to make sure they help, not for them toagents. help me grow andant ge ained from a lifetime of impeccable studying his two years, says, he will be by his wife, who ing that knowledge to buyers and sellers full time.

He in aknow position help both my clients and and anyone betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert them toclient new opportunionin social media, targeted marketing on real estate goals. took and passed he more information.

His client service and to connect them in the ofto what’s going on in my my life, and er one team Arizona: The side,” he says. she grew up in ademonstrates military family and recalls never setfrom care toTitle/Escrow agent care, something she With much of Sharer’s business coming from refertalent for real estate.

“This is one ofability the best places s 90 and the RE/MAX surrounding area.

This includes all wife’s belief in him when he was struggling with the fear company pushin the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. this is one of the largest transactions someone can referrals, a testament to hi Soon came a project on Long Island City consisting very excited about our future.” dror.” percent of that tech project manager, he took up already has her real estate license.

Also, Robert enviis a solo agent, their time and space.

She’s looking to sustain her pace get what they want and that we have a great time want to keep mentoring them and help the big mistake.with ove bought out aof boutique brokerage and has been delivSometimes I feel like I won the lottery.” company toasaclients personally is drawn from the high percentLaura’s mission has been quite successful so far, ter 23 years Google, and allhelp of the dedicated real estate websites Paso County, as have well parts Pueblo, Teller, Looking to the future, Bobbi says, “I plan to keep tling in one place longer than three years.

“They feel seen, happen in the next five years. al Estate his senior year to ties, for which he is constantly on the lookout.

On the rals, those who work with her never hesitate to tellnot just to horse,” Sharer explains.

“There are so many that it’s not just about A lot of my past clients RE/MAX Fine Properties.

“More than three-quarters of my comLooking to the future, Marie-France says, make in their lifetime, Paige and Dave take their roles of 77 units, and –Estate after splintering offmost from the Ryan of being commission only while supporting ato family with everyone.

So why repeat clients.

The “So Ito know that network very well.

And I’ve built my etall 15 years ago to feel confident as sions reaching partner status with Arrt ofbusiness Real as Having worked asisfor abusiness. solo agent for of her career, emphasizes that go it’s“ ering excellent service to his clients ever since.

“I fell age of repeat and referral clients.

Ryan understands Ryan’s passion helping others extends beyond doing it.

I really go to bat for them.” successful and move out on their own.” of the work and continue grow her business and serve her clients as, Park counties.

An impressive 98% of Bobbi’s going like I’m going.

I’m 79 and feel like I’m 60! nd she managed to complete five transactions in her ooking for a like Zillow or Realtor.com.

All of his clients beneheard, and like they have a friend before getting here,” others about their experience.

One past client recentseriously.

“We are professional, and we do everything ing back to me because clients were happy with my been in real estate for 35 years, I am thinkin competition sites within a2says three hour radius.”

While For more about Paige and David Grov Serhant Team and joining forces with Bethony in 2019 ng.

His work ethic impressed rare occasions when he istook not working, Anthony enjoys nd her dedication tolove small children).

“Isoar. didn’t close transaction for the first has each aspect All the while, he inimportance the cockpit numbers continue reputation as someone who is very familiar with Kaitlin on her longtime friend Carol Lavigne as I really isofcreating relatio have become friends, and they’re people that the of placing client needs atto the forefront real estate and into his personal life.

He’s aknowledge sponsor inwas with theclients, process,” Austin.

“It’s ato blessing ss comes from repeat and referral ahis feat I’m going keep working until I acan’t, and I both have no the way.

Clients for another 10 years.

Then she plans to semi-retire and we can to find our buyers their dream home at a great Marisa shares.

As a result, Marisa’s business runs wordMarisa leaves us with a message of empowermen services,” she explains.

“I have quite a few raving fans my legacy.

I want to have a solid team with would allow fit from “In Your Corner,” the weekly informational please call 770-757-2773 or email a major coup: the tallest residential building in New REALTOR Vendors and Real Estate Companies— ly said, “Sharer Dale and her team of highly qualivery first weekend as an agent.

“I was worried that she specializes in helping people buy and sell luxuvice is what keeps buyer’s agent.

Carol hasfirst beenClub, ingolf, real 22buying years, also my network o astering martial arts, and competWhile and selling of2022, each transaction and ensuring that clients achieve theLaina Athletic theestate Seattle Yacht 5and months, but when Ishares did, got toWashington experience hand towas be able to help that’s always my focus. the area and the unique needs ofaIof horses.

My clients peaks toreal the trust and confidence she inspires. plans to retire before then.”

Above all, Bobbi looks aduating heinto offered apeople, full spending time with his family, or playing basketBrent focuses on forming lasting bonds with clients care about.” attributes much of her success to e months Laina has already y, and estate find another agent with whom she values and price, and get our sellers the most for their properas well!

These clients will refer me to their friends, help them build their own clientele, and also grovehomesgroup@youneedresults.co of-mouth entirely in a niche market. recalls her personal struggle of the period of tim York outside of the Manhattan skyline tower consisting uing to offer vlog he posts on YouTube.

“I offer advice on buying and works with buyers so Kaitlin can specialize in listfriendships.

I care fied professionals were fabulous.

They were given a ry back equestrian properties, Sharer has a wide range of der.

“I decided that realconcerned estate was their desired outcomes.

“I’m all about building relaClub.

In addition, he donates to various causes near ts was keep coming because they like me and forward to continuing to be there for her clients.

“I terage’s a REO low number, but then I asked my friend on I’m not about pushing clients to buy or sell the problem solving and finesse of Outside of real estate, Tom g relyand on me help them find the right property foraaspects treats them just how he’d want to802 be treated. ty itnegotiation, into the shortest amount of time.”

One way they team.

“It was afirst ball and football with his friends and coworkers.

As for family, and care ofher mine.

Iin also have aMoussa goal of experience, mak yion referral-based expectations when comes tobuyers.

Real Estate and turn her of 67 stories, $1.1 Billion sellout which her personal touch.

Itheart, has helped cement herself inexpanding in volume for the year.

Her straightlife while she lived a been trailer, making only $1 Get Nationwide & International exposure! ings.

“Carol isunits, absolutely awesome, and this has not necessarily abo “And I really enjoyed helping tionships with my clients.

Iinformation want to colleagues.” be their broker and dear to his including those aiming to help he job done,” Bobbi says.

“I get anew lot ofto repeat love serving my clients, and they can feel that Iand really oyed during or selling, tips for current homeowners, or updates on property that was difficult to market due to several clients, from investors time home as much as giving people the they need to real estate.

The taste of that propelled me into real estate.”

Experience Community Chu he mainland how many transactions she had done in riding and training.” it were my own,” “I’m not in it for the money. are notAnthony’s just nummarket centers throughout the province of Que asPeople of writing iscommunity, more than 50% sold. athis great way to streamline our business.

We love our many families I su that enclient-based business into aand referral-based business. rk with top agents, learn awith lot, the future ofinvesthis business, short-term goal Using simple ways to stay to her past clients, year while she went to college full-time and for life.

Whether it’s their first home, aconnected second the LGBTQ Homelessness, and Cancer ss, andchance in some cases I’ve worked three do care about them.” vestors find properties.”

Two years make the right decision for themselves their famspecial qualities ofsince. the home.

They were constantly the real estate industry, but more importantly, it optimistic makes ach to sales sets her apart from the as impressed trends in the market.” keeping an otoh leep, I can’t sleep.

That was in 2015, and Tom hasn’t looked back well as a local faith-based re For 8 years, Marie-France has been with Keller elsewhere in Canada.”

Above all, Marie-Franc bers to me.

I want to help them find forever homes No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. her first year, while working at a big brokerage, and dynamic, and our clients love it too.” what’s important tions of the same family!

I care about my people, ment, or their children’s home, I want to make sure Research in Seattle.

In his spare time, he loves to ski, al estate full time and today found Marisa sends text messages, does pop-bys, stays up-to-date her son.

But, Marisa shares, “I found the confide a new business If you’re an up-and-coming agent, Krista has some ily.

I’m good at communicating my soCurrently, if Top Agent Magazine is seen by Real Estate Agents service for this area’s invesiswhen to double his volume next year.

He looks forward to trying marketing strategies to givethat theprovide propNo matter who she’s serving, she is observations, committed to exNatanel and Michael representing multirchasing his wle murky the waters her and her family feel connected to the city they like to let the neighbors know Williams, a company she was drawn todifferent because they forward to Life) continuing to the same e where also right spends She laughs, before adding, “The house isAlthough usually the create When my son passed away, I inare thatEstate shows. feel that,Robert and that makes Top Agent Magazine is and published bymemories.

Feature Publications GA, Inc. precautions areoriented. taken to what ensure thehe accuracy that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time “Everything istim ofturned Real inIThey Scottsdale. tIkhink out she completed four transactions in her with her clients’ life milestones, and even drops off small belief myself to do I am doing now.” don’t think a particular transaction is right for someded the pleasure advice for you: It is never about your paycheck, it is ple new development projects in all five boroughs of the erty as much exposure as possible.

Communications ceeding their expectations.

Sharer is patient at every to put themselves becoming an Carlos reaches out frequently to past clients to see dove into it headfirst and never many years of helping investors, and hopes to begin are known for the sophistication of their models and real estate experience to all her clients.

With Great Island Realty, serves Strafford eel comfortable me.” and Brokers in every U.S. city Internationally!

Heading the Tom Smith Group with Keller Williams, least two days a week. with hisand beloved dog, last thing we talk about.” that money is just money.

You can’t take itCharlie. ofwith published materials, Top Agent Magazine cannot be held responsible for expressed or facts supplied its $10 million in sales volume inthem his love.

She looks forward toKaitlin the upcoming yearsby in When open house so I’ll knock on their doors one, I’ll advise to look for something else.” ntire first year!

That’s when Ilearned knew that IMarie-France wasn’t doing Big Apple, along with aopinions big, recent get: aNew 35-story, 450 passion forstep, real always about your client. affordlooked a home, my ten repeats, and even has from me were promptly answered and addressed. giving clients the tools and information they need systems. also incorporates her own sysCounty and Rockingham County in Hampshire, Emphasizing education, Ryan believes in walking ever if there’s anything he can do for them, whether it Tom serves Murfreesboro andspending theinsurrounding area.

He ing back, Tom loves spending his own portfolio soon. youbuilding when you die.

But memory cantime liveLos authors.

To subscribe orwith change address, send inquiry toyour mag@topagentmagazine.com.

Published in theStacey U.S. unit building downtown Angeles.

“I feel incrediContact at 623-606Scottsdale, off-roading in the wonderful zy, but if I have buyers that might want ine!” amily feel also in clients the makeup of Bobbi’s tems into the process.

“When I’m meeting new buyers oo bad.” covering the area from the Seacoast to themarisa@hhmco.net Lakes Region. his through the with transaction process Heading into 2022, Ryan remain true to client! his core I am so Please contact mag@topagentmagazine.com Ialso always felt like I will was their only toshows make educated decisions.

Throughout itor all, she To learn more about Marisa, email xperience in has anything tohonesty do real estate not.

He’s touts Rutherford County for having “Everything and wife Marsha and their 2 dau on through others for aastep-byvery long time.

Memories are Stacey understands.

As member of the Professional That foundation of has helped Austin build this reminder. bly fortunate,” says Natanel. or email scoulthardre@gmail Her granddaughter and partner, Jade, is a licensed About 50% of Kaitlin’s business comes from repeat and or sellers, I use a questionnaire to really understand step to know what to expect throughout the process. values and commitment to consistently advocate for tireless Sonoran Desert with her boyfriend, and exercising and ertain neighborhood, or with a certain thankful to Sharer and her team for their communicates effectively and clearly, so no one is left ely into Robert’s life and his practo listen to active in his community with the volunteer work he ’t end atbeen theworking finish a very successful business over the you last six years.

Asad or call/message at 719-337-7984 always going to be more important than money.” anything could need without having toimpressive drive 35 minScarlett 11).

Rodeo Association, National Barrel Horse Association orlicensed call 310-734-1440 for rates and information. and has with Bobbi for 12 years. referral clients, an feat that demonstrates the be reached at 503-267-5873 or kristabealehome@gmail.com “Education leads to empowerment.

I’m a people perhis clients’ best interests and provide them with what their real estate project is and what they’re looktor for two years now, Fortunate, yes, but backed bybe deep industry and market olunteer with Civil Air Patrol, he efforts!

Ihospital, couldn’t happier!” inthethe dark.

Implementing thorough marketing stratevolunteering at her favorite charities with her fifteenave no problem door knocking.”

These ldsimportant strong relationbroker and owner ofmy Wine Trail hehelping leads a trust With the ferocious speed which modern world ’s does with local elementary schools, build a confidence obbi’s daughter, Jade’s mom Lori, isat unlicensed utes toProperties, Nashville.

We have our own malls, she inspires.

Part oftheir whatdreams keeps son, and I want clients to be happy and to feel highest level of both service whileatand making ingthe for,” she says.

“Then I have aand meeting with them Contact Austin 315-882-2343 knowledge that keeps developers and buyers flock-orLaura Evans scue missions across the state.

His To learn more about nd Connecticut.

In his first year gies for her sellers, she is able to garner attention and have become good team of around a dozen agents who deliver exceptional the team’s transaction coordinator for over 30 clients coming back is Kaitlin’s dedication and future, work Outside of work and wife are deeply Moussa truly loves what for for about the Torchlight Parade inBrent Old or confident the decisions they’re MySaybrook, goal come true.

He’s currently looking hire two addirestaurants, Middle Tennessee State and the Tom’s goal isabto For more sislooking moving, it’s no surprise that many deciding to his year-old daughter. nteractions arefloat where Laina shines, and where Iare go making. deeper into their answers, because I want Top Agent Magazine Top Agent Magazine 33 ing him for hisUniversity, services.

“I think athe lottoof itInhas towhat do Copyright Top Agent Ma commercial pilot’s license to County beContact email alapp@winetrailproperties.com After the closing, Iis service to Yates and theinto surrounding area.

Ontotoethic.

That’s in addition toand another part-time assistant, Candice at 404-660-9565 As each year passes, Sharer’s love for she does attract the highest offers.

“I have an aggressive video email ladylauraevans@gmail.com, “I love being busy,” Kaitlin says.

“I can’t sit still, sales volume is on pace to To learn more about Brent Maha to help people build wealth, manage their investtional agents and is launching a new website along involved their local community.

He serves as the please them feel that I’m there help them out and be of county schools are different, phenomenal andconsistent keepdoesn’t appreciation eventwork, to showas hoc participating insays. hisRutherford community’s “Trunk Treat” unplug relocate to Bobbi more remote areas.

Adding toor with being yet being and thinking all“It’s overa and Arizona to seehere!” properties. feel like y. family thing “I myrealtorcandice@gmail.com of weeks.

Because To learn more about Robert Clarfield, or email and that serves my clients really well because I’m dedicontinues to grow.

She is currently looking to acquire tour, which is tailored and customized to each properments, and grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, greater service to them.

I present all the strategies that email brentm@socodream.co NataF Vicegetting President of not theTom Ellicott Metro District the end of 2021.

Heonhas found or callFwhen (443) also singles outsays forBoard praise & M one he who’s with him. event Halloween.

Whenbetter.” he’s working or the givoutside box,” Natanel, asked235–4649 how has workedemail ®

®

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https://

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:

out any potential concerns they might have.

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

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

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

3. Watch for Nonverbal Clues:

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

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

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

Top Agent Magazine

5 Top Agent Magazine

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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SARA BETH BIVENS Lovingly referred to as Music City, Nashville person, contractor – you name it, she knows is known as the birthplace of top selling resomeone! Sara Beth ALWAYS responds to cords, from country to pop and everything in your requests. She talks you through the probetween. But this booming place and its surcess or holds your hand, whatever you may rounding suburbs have also become a haven need. She never stops working for YOU.” for those seeking a small town vibe with big Another attests, “You have a great design city amenities. Its excellent schools, natural eye and always help your sellers declutter beauty, friendly residents and endless opporand stage….you are the best” tunities have attracted people from all over the world. Top real estate agent Sara Beth When Sara Beth isn’t working, she’s teachBivens grew up in this region, and has loved ing barre and yoga classes, traveling, hikseeing its transformation. “When I was growing or spending time with family, including rebeccadentonphotography.com ing up, it was a two-lane town,” she explains. her adult sons, her cat and her two German This was partly why Sara Beth decided to become a flight Shepherds. She also makes sure to give back to the comattendant, wanting to experience other countries, cities munity, and has volunteered at memory care facility and cultures before settling down. But she never lost sight Abe’s Garden, which holds a special place in her heart. of her passion for real estate and her love for Nashville, “We were so blessed to have this space for my mother even while she was traveling. “When I was on layovers, who had Alzheimer’s.” my perfect day off would be spent going to church and attending open houses,” Sara Beth says.

As Sara Beth’s career continues to grow, she plans to continue delivering the same superior service. “I just want to It was her father who first introduced her to the real eskeep working and making great memories. The clients I tate world, as he became an agent after he retired from get to meet, and the homes I get to see, are just incredible.” his career in the government. “We bonded over looking at houses and land together,” she explains. Once Sara Beth resigned from her flight attendant position, she eventually decided to take the leap into real estate. Already having the customer service and communication skills needed to flourish in this field, Sara Beth hit the ground running. Her regional expertise helped her quickly reach great heights, and she is continuing to grow with each passing year.

Her team reached $115 Million in transactions in 2021.

“I love everything about what I do,” she says. “You learn something new every day, and it’s such a fun experience.”

Working with The Pargh Team at Compass RE, she serves the greater Nashville area, going where her clients need her. Her knowledge is vast, as she understands everything from farm land to luxury estates. www.

Buyers, sellers, and investors are astounded by Sara Beth’s ability to achieve their goals. One recently raved, “Sara Beth is a great REALTOR® and person! Very knowledgeable about Nashville and each neighborhood.

She has recommendations and referrals at her fingertips – regardless of what the task is - pool, radon mitigation, inspection, lender, designer/decorator, painter, fence Top Agent Magazine

For more about Sara Beth Bivens, please call 615-569-5250 or email sarabeth.bivens@compass.com 7

Li Sullivan is proud to congratulate

Sara Beth Bivens

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

Li Sullivan | VP Mortgage Lending mobile: 615.496.1128 | fax: 615.261.0586 email: LSullivan@CapStarBank.com NMLS# 437035 2002 Richard Jones Road, Suite A300, Nashville, TN 37215

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 10

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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MELISSA McNEIL

As an ICON agent with EXP, Top Agent Melissa McNeil has also developed the EXP Success Network which allows her to coach and provide a support network for the agents she sponsors into EXP Realty nationally and internationally.

Melissa McNeil originally hails from Ohio but made the move to Florida for sunshine and to attend the University of South Florida. Melissa graduated with a degree in Industrial-Organizational Psychology and upon graduation, decided to embark on a career in real estate in the Tampa Bay area. She spent 10 years working in various roles within the real estate industry, including traveling abroad to present opportunities to international investors, vacation and second homes sales to Denmark, Norway and Sweden as well as residential sales, sales management and training throughout Tampa Bay, Orlando, Fort Lauderdale, and the surrounding areas. Melissa’s 15+ years of experience and knowledge allow her to provide her clients with valuable insight on the market and guidance when it comes to the right time to buy or how to position for greatest impact when selling a home. Her goal is always to ensure that her clients have a positive and successful experience while building long-term relationships.

In the early stages of her career, Melissa worked for Builders as a Director of Marketing and Sales Manager & Trainer. This led to her starting her 12 Copyright Top Agent Magazine

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own business, McNeil Marketing Consultants LLC where she worked as a Marketing Consultant and Coach for title companies, attorney offices, local brokerages, as well as individual agents. Melissa’s abilities in creative marketing are simply unmatched.

She has a proven track record in anything she sets her sight to accomplish, including selling homes and her strategic marketing plan is second to none.

“I was inspired by those people that I was working with at that time to go out on my own in real estate. I was coaching them to success, noticed what needed to be done and thought I could apply these principles to my real estate business and really make an impact for the clients I work with”. As an ICON agent with EXP, Melissa has also developed the EXP Success Network which allows her to coach and provide a support network for the agents she sponsors into EXP Realty both nationally and internationally.

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Melissa serves the areas of South Tampa, Downtown Tampa Bay, and NE St. Petersburg, FL and beyond.

She has positioned herself in South Tampa so that she has easy access to Tampa and all its surrounding areas. There has been a great migration to Tampa, Florida since the start of the pandemic. This migration into Tampa from other areas like DC, California and New York was also accompanied by many of her past clients that desired to get out of more population dense area and into areas with larger lot size, pools, and at home amenities like docks, boats, recreational vehicles, etc.… Tampa is one of the TOP 3 cities people want to move to according to Redfin. They reported that 9,000 more people moved here than away during the first two months of 2022, Redfin found, compared to 6,000 from the same period a year ago. “Moving across the country is now easier for many Americans, 13 Copyright Top Agent Magazine

Melissa’s knowledge of HOA rules, canals, boating, insurance, and financing will help people understand the type of investment they are making when buying a home on the water. “Most people have no idea how much goes into evaluating and owning a waterfront property.” thanks to remote work. That cultural shift is here to stay,” said Redfin economist Taylor Marr in a statement to the Tampa Bay Times in March 2022.

What’s changing is the affordability of the most popular destinations.” Calling Tampa home since the late 90’s, Melissa has witnessed the transformation that Tampa has gone through and she is very excited to see the future growth as Fintech companies continue to move their workforce to the Tampa area and the city explodes with entrepreneurs and Copyright Top Agent Magazine 14

well incubated start-ups. “Tampa’s top-notch sports teams winning championships and really becoming a force in hockey, football and baseball have also helped keep the spotlight on Tampa and the incredible lifestyle Tampa offers.”

Approximately 85% of McNeil’s business comes from past client referrals. What sets her apart from her peers is her hands-on approach to creatively marketing her listings, passion for providing exceptional Top Agent Magazine

service and her willingness to work hard to serve her community at the highest level. “This is their biggest investment and they’re building wealth. So, I take that very seriously.” Melissa loves hosting in-person client events quarterly to stay in touch with all her clients. Covid posed a challenge, so these events morphed into zoom calls and virtual games nights as a temporary alternative. “I love to have events because I love to be with my clients who have become like close friends and family...whether it be meeting up for yoga downtown or coordinating private parties for clients to get to know one another.”

In addition to her dedication to sales, Melissa also makes sure to bring her best to each listing appointment. She has honed a very specific success formula that ensures every home is under contract in 10 days or less. She times her entry to market with each listing and makes sure the home has been very well-prepared. She tours competitive listings, Top Agent Magazine

watches what is trending in today’s market and always brings along her stager, interior designer, organization crew and handyman as a follow up to each appointment. They provide a color consultation and together work as a team to help prepare each home to list for the highest dollar possible. She also works with visual marketing professionals to provide drone and digital content highlighting the surf and sun of the surrounding Tampa Bay area.

Thanks to her hard work and commitment, Melissa averages approximately $14-15M per year in sales volume. She attributes her success to the personal relationships and trust she has built with her clients.

“The people that I meet and the lives I get to be a part of is the best part of this career.”

In her spare time, Melissa enjoys giving back to her community through volunteering. She’s been a big supporter of Metropolitan Ministries for years and loves being able to help those in need. Moving Copyright Top Agent Magazine 15

forward, Melissa wants to continue to grow the EXP Success Network of like-minded agents around the world. Locally, she plans on focusing more on developing her WATERFRONT & LUXE GROUP of Tampa Bay. “Most people have no idea how much goes into evaluating and owning a waterfront property. There can be challenges when buying waterfront property. It is important that the proper inspections are done and if boating is a main incentive to purchasing waterfront,

the buyer is aware of waterway depth and tides.” Her team encourages sea wall inspections, talking to the neighbors about their experiences during major storms and checking insurance options early on in the process.

Her team’s expert knowledge of land values, HOA rules, canals, boating, insurance, docks, boat lifts, maintenance and financing will help people understand the type of investment as well as the pros and cons they are making when buying a home on the water.

To learn more about Melissa McNeil, call (813) 846-9653, email melissa@saveonfloridahomes.com or visit tbwaterfronthometeam.com or on Instagram @waterfronttampabay 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 18

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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CONNIE MURPHY Finding fulfillment in helping others, Connie Murphy quickly realized that real estate was her dream career. She first entered the industry when she was hired to work at a home design center prior to the late-00s market crash.

“I assisted buyers and really enjoyed it,” she explains. When the recession hit, she was left deciding what to do next. Taking a full-time position at University of Phoenix, Connie couldn’t stop thinking about real estate. “So I earned my license in 2010, and everyone said I shouldn’t because the market was terrible, but I just had to follow my heart,” Connie says. She began working part-time as an agent, closing a few short sales and soaking up as much information as she could. By 2017, she was ready to make it her main focus, joining a team and developing her skills further.

Today, Connie is flourishing as a solo agent at Keller Williams, serving the Southeast Valley in Arizona.

With much of her business coming from referrals and repeat clients, those who work with Connie appreciate her endless guidance and clear communication style.

“They know I genuinely put them first,” she explains.

“I always focus on their goals, concerns and motivations. My priority is for them to love where they live, and give them the ability to grow their wealth.” Connie works diligently to ensure they are receiving the best deal possible, whether that means getting the lowest price for her buyers or highest price for her sellers. “I love the challenge of negotiating during the inspection and appraisal process because it is a really big part of the entire transaction,” she explains. “I make sure my clients understand the risks, pros and cons of everything we’re doing.” She is there for them at every step, ensuring they are comfortable and happy. Deeply

rooted in the community, Connie has connections with a plethora of vendors she can refer clients to for any house-related projects. “Whether it’s inspectors or lenders, I have people I genuinely trust who get things done on time.”

Buyers and sellers are continually impressed by her work ethic and drive.

They love to refer her to their friends and family. One client raved, “Our experience, given the tough circumstances could not have gone any better, thanks to Connie! She truly worked around the clock to help provide information, to seek the truth and to help my wife and I as we moved into a new area. We had a few issues with previous contingencies but she practiced patience, grace and showed us the proper manner to handle the situations with our new purchase here with her. She absolutely stayed on top of the ball with every twist and turn that this wild ride took us. She provided a solid, grounded, well knowledgeable background that helped us see the big picture and made the overall experience fun and memorable as she found us our forever home!”

During her free time, Connie attends local sporting events. “Both my sons play baseball, so I am always going to their games or supporting my friends and family at their games,” she explains. She also loves to decorate her house, explore new housing developments, and soak up the sun.

In the coming months, Connie plans to grow and continue helping people achieve their real estate dreams.

“My personal goal is to have a great work/life balance, and still provide superior service to my clients. I care about every person I assist and love seeing them happy.”

For more about Connie Murphy, please call 602-361-1962 or email connieazrealtor@gmail.com

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JULI CLIFFORD REALTOR® Juli Clifford is one of Northern Virginia’s top agents who absolutely loves what she does. For Juli, real estate is about connecting with people and helping them realize their dreams.

She entered the industry in 2006 after selling her successful catering business, quickly rising from buyer’s agent at Keller Williams to solo agent to one of Compass’s top sellers in the area.

Juli focuses on the area she herself calls home: Northern Virginia within the beltway, primarily the cities of Alexandria, Arlington, Fairfax, Falls Church, McLean, Vienna, and close-in DC. “This area is really booming.

The government and military have been the backbone of our local economy and now more corporations are moving here, from Amazon to Nestle. People are drawn to the jobs in the area and our highly rated schools,” Juli explains.

Juli brings the best team to meet her client’s goals. Her husband Kyle, who also has his real estate license, owns Reliable Hauling which provides complementary services for clients who are in the moving process. Juli’s team at Compass enhances her marketing by bringing a modern approach to her listings, including 3D tours, professional photography, digital marketing, and social media, among other services that makes the process efficient and smooth.

With 85% of her business coming from referrals and past clients, Juli prides herself on providing great representation and keeps in touch with all her clients. “We offer value-added services like covering our clients with a free home warranty, a staging consultation, and complimentary use of our truck for their move,” she says.

On a personal basis, she hosts client appreciation events and often sends out birthday and anniversary notes to let her clients know they are valued and appreciated.

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Juli splits her spare time between volunteering, traveling, playing golf, and spending time with her husband.

She’s the Market Leader for Women on Course, which is the fastest-growing national community for business professionals and lifestyle enthusiasts interested in connecting through the game of golf and all it has to offer.

“Guys are out on the golf course making deals and networking so why can’t women do the same thing?” she says. Some of their past events have included a Sip and Swing as well as trips to Kiawah, Portugal, Ireland, and Napa. With a soft spot for dogs, Juli is involved with the local Bichon Frise rescue. She’s on the committee for their big fundraiser called the Bichon Bash, where they raise thousands of dollars for rescue pups.

She also supports the Main Street Child Development Center in Fairfax County, which provides high-quality, comprehensive early childhood education programs and support services to empower children and their families, regardless of their financial circumstances.

After being in the industry for so many years, Juli has a lot of advice for new agents, including starting by finding a brokerage that offers great mentorship. “Early training is really important,” she says. “It’s also essential to treat this as a full-time business and get out there and work your sphere of influence. Whether you succeed or fail is completely up to you.” As to why she has stayed in the industry for so long, she replies, “At the end of the day, it’s a really fun business and you can help make a positive impact in people’s lives.”

To learn more about Juli Clifford call 703-980-0243 or email juli@juliclifford.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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KRISTA BEALE Once her fourth child was off to kindergarten, Krista decided it was time to shift from stay-at-home mom and begin a career. With an existing interest in real estate and several investment properties under her belt, there was no question about the path she was going to embark on. She landed her license in 2016 and it’s been a perfectly natural fit.

Krista’s focus is on the personal touch of single-family residences, from Bethany, Beaverton, Hillsboro, Tigard, and the rest of the Greater Portland Metro Area. There’s a heavy interest in the 97229 neighborhood right now because it is known for its highly regarded school districts. The neighborhoods just off of Highway 26 have great access to the heart of Portland with the zoo, gardens and parks easily accessible.

As Portland Metro draws more businesses and great restaurants, the surrounding suburbs are experiencing a surge in interest. Even away from the heart of the city, there are great walking trails, shopping, and local eateries to explore. New Seasons, Whole Foods, and Market Of Choice serve the area as high-end grocery stores with top-of-the-line fresh produce for those who would rather cook their own meals.

Just like the growing draw of the area she serves, clients are drawn to Krista. In today’s marketplace, all she has to do is merely drop a few hints at having a new listing, and the calls come in. Krista is a solo agent, so when you work with her, she does all of the work and she is by your side every step of the way. Clients are attracted to her energy, personality, and real estate experience. Krista’s business is largely referral-based and loyal repeat clients. There is also that chance encounter at an Open House that creates a new business friendship for Krista and she is awarded the pleasure to help another client. She exudes a passion for real

estate – it’s a part of her identity. When someone wants to talk about the industry, she’s more than willing to get involved in the conversation. With that kind of natural energy, the marketing of herself is natural and easy.

After transactions are done, Krista keeps her relationships with her clients intact.

She’ll meet up for a quick bite, a coffee or a wine tour. Clients become her friends and she continues to be a valuable resource, happily directing people to a handyperson or providing other vendors that her clients might need. Krista’s very personal approach to real estate has kept her consistently closing 20 sales a year. Her key philosophy is to help people, make it easy, and most importantly, make it a special time for them. When the whole prospect of buying or selling seems daunting, she shows up with her ease of personality, her collection of pillows, comforters, and greenery, and does the light staging herself.

When not working, she enjoys spending time with friends and family doing a variety of things. She loves to travel, try new recipes in the kitchen, read, go to the gym and take her dog, Roxy, on long walks. She also loves volunteering her time with a local children’s theater group and her church. Krista works 7 days a week as most Realtors® do, but there are pockets of time in her life where the rest of the things she loves also find their time and space. She’s looking to sustain her pace and continue to grow her business and serve her clients for another 10 years. Then she plans to semi-retire and find another agent with whom she shares values and expectations when it comes to Real Estate and turn her client-based business into a referral-based business.

If you’re an up-and-coming agent, Krista has some advice for you: It is never about your paycheck, it is always about your client.

For more information, Krista can be reached at 503-267-5873 or kristabealehome@gmail.com

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LAINA ACKERMAN Laina Ackerman, born and raised in Scottsdale, Arizona, has built a successful real estate enterprise on a foundation of sincerity, expertise, and an unparalleled dedication to client service. While she specializes in North Scottsdale, she services the entire valley, and her willingness to go above and beyond for her clients has helped her form a business that is eighty percent repeat clients.

Originally, Laina began her professional career in the insurance industry.

While she excelled in salesmanship and client relationships, she yearned to get out from behind her desk, and became a licensed REALTOR® in 2001. “I started out with the Rounds Team - RTT Home Group. They hired me on as a Listing Manager, which was great, because I was able to learn real estate from the inside out. I did that for a year and a half, and I’ve been in sales ever since.” After an unexpected tragedy claimed the life of their team leader and mentor, they were forced to part ways, and Laina currently works with the number one RE/MAX team in Arizona: The Tackett Team at RE/MAX Fine Properties.

Today, just five months into 2022, Laina has already closed $11 million in volume for the year. Her straightforward approach to sales sets her apart from the competition: “I like to let the neighbors know when I’m doing an open house so I’ll knock on their doors – it sounds crazy, but if I have buyers that might want a home in a certain neighborhood, or with a certain floor plan, I have no problem door knocking.” These interpersonal interactions are where Laina shines, and

she thrives on the energy in the room during open houses. “I just love the engagement with all of my clients. I’m a very social person, I love to be out in the field, and I love showing houses.”

Working with sellers is an opportunity for Laina to display her attention to detail, knowledge of the area, and the great lengths she goes to for her clients: “I love helping them if they need to update, or get the home show ready – I really enjoy doing that for my clients who are out of state, and need me to oversee the project. Anything to get a home on the market and get top dollar!” Her dedication to staging, combined with RE/MAX’s broadly cast digital advertising, all but guarantee a competitive price.

Laina’s clients remain a part of her life long after the closing table. She relies on traditional CRMs and phone calls to keep in touch, but her clients also regularly receive a Letter From The Heart: “I like to keep them in the know of what’s going on in my life, and that it’s not just about business. A lot of my past clients have become friends, and they’re people that I really care about.” Laina attributes much of her success to her personal touch. It has helped her cement herself in the real estate industry, but more importantly, it makes her and her family feel connected to the city that they love. She looks forward to the upcoming years in Scottsdale, spending time off-roading in the wonderful Sonoran Desert with her boyfriend, and exercising and volunteering at her favorite charities with her fifteenyear-old daughter.

For more about Laina Ackerman, please call 480-620-4771 visit phoenixsonoranproperties.com or email lackerman@fineprop.com www.

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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MARISA LINDSAY Marisa Lindsay recently passed her twoyear mark as a newly established real estate agent based in Colorado Springs, Colorado. After transitioning from a marketing officer position in the Army, Marisa was ready for a career opportunity that would allow her to apply her love for marketing paired with the skills she learned from her past career and her specialty for building communities within social media. Real estate seemed like the practical choice, so Marisa took the plunge and got her license. In January of 2022, Marisa started a team comprised of herself and four other agents. Together they service the greater Colorado Springs area, an up-and-coming city recently named one of America’s best places to live. “We are a mini-city on the brink of exploding,” Marisa shares.

gifts as a gesture of kindness. For example, she recently dropped off cookies for her clients. As a social media and marketing expert, Marisa advertises her listings on avenues like Instagram and Facebook, with some of these pages totaling over 20,000 followers. Additionally, Marisa utilizes the MLS system, stages homes, and uses professional photography and even videos. Marisa has found phenomenal success due to her efforts and is undoubtedly a rising star, selling forty-eight homes in her first year, followed by seventy-five homes in the second combined with her husband.

This year her team has closed 22 million in sales, with 14.5 million in the pipeline for 2022. As impressive as this is, Marisa boils her success down to her integrity in treating clients with care and nurturing the trust she fosters.

Marisa is impressively 100% referral-based despite only being licensed for two years; however, the agents on her team are receiving most of their leads through social media, which is the bread and butter of their marketing.

Marisa shares “I am family first” and attributes her ability to build trusting relationships to why clients continue to return for her services. Additionally, with Marisa’s Air Force and Army background, 75% of her clients are military families who can sense her empathy as they go through the home buying and moving journey. Marisa relates directly to what her clients are experiencing while she grew up in a military family and recalls never settling in one place longer than three years. “They feel seen, heard, and like they have a friend before getting here,” Marisa shares. As a result, Marisa’s business runs wordof-mouth entirely in a niche market.

Using simple ways to stay connected to her past clients, Marisa sends text messages, does pop-bys, stays up-to-date with her clients’ life milestones, and even drops off small

Marisa is on the Women’s Council of Realtors in Colorado Springs, while her husband is a former green beret, and together, they contribute time to the Special Forces Group. In addition, her team volunteers for Habitat for Humanity every month. When Marisa isn’t working, she enjoys traveling with her four kids, hiking in the mountains, and spending time outdoors. As for the future, Marisa recently moved to a new brokerage called 6035 Real Estate Group, with their main focus set on client care and refining team processes. Marisa is eager to open her own brokerage one day where she can shift from client care to agent care, something she anticipates to happen in the next five years.

Marisa leaves us with a message of empowerment as she recalls her personal struggle of the period of time in her life while she lived in a trailer, making only $10,000 a year while she went to college full-time and supported her son. But, Marisa shares, “I found the confidence and belief in myself to do what I am doing right now.”

To learn more about Marisa, email marisa@hhmco.net or call/message at 719-337-7984 Top Agent Magazine

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MOUSSA LAMAH With big town amenities and small town charm, The Greater Philadelphia area attracts people from all walks of life. Helping them establish roots and start new chapters here is real estate agent Moussa Lamah. He began his journey in this industry after working for his family’s Photo: Rachel Rosenstein car dealership. Wanting to carve his own path and pursue a career of limitless growth, Moussa decided to earn his real estate license.

Today he’s leading the Lamah House, where he aims to provide superior service to everyone he assists. Serving the greater Philadelphia region, as well as South Jersey, he knows the area extremely well. A growing portion of his business consists of repeat clients and referrals, a testament to his dedication and passion.

While buying and selling a home can be a stressful experience, Moussa makes it as easy as possible by keeping an optimistic outlook and being solutions oriented. “Everything is figureoutable,” Moussa often repeats, and even has a plaque on his desk with this reminder.

Moussa truly loves what he does, for him, this career doesn’t feel like work, as he’s excited to start his day every morning. Moussa aims to instill this same outlook within all new agents that join the team, teaching them the importance of valuing their work, embracing a solutions oriented approach, and having fun along the way.

At every step of the journey, Moussa ensures he is

doing everything he can to alleviate concerns and set his clients up for success. He’s been intentional about building a team of multi talented individuals working together to ensure each buyer and seller can count on exceptional communication, data driven strategies to help both buyers and sellers win, and transactional support once they’re under contract.

One recent seller raved, “I have to say working with the Lamah House to sell my property was one of the best and smoothest experiences I have ever had! My REALTOR® Moussa was beyond amazing! The entire team deserves a 5 star rating from Moussa, to his partner Sharon to Rana the transaction coordinator. Everyone was more than professional and very responsive to answer any questions or requests I had.

We listed the house and within the same day it was sold. Not to mention how efficient and fast they were with the closing process. We closed on the property within 6 weeks. If you are looking for a powerhouse team to help you find or sell your home, don’t look any further, Moussa and the Lamah House is it!”

Whenever Moussa gets the chance, he volunteers for local causes. From planting trees in his neighborhood to guiding new weightlifters at the gym.

Lately, he spends much of his free time planning for the future. He hopes to grow his team to five or six agents, build a network of referral partners across the country and internationally, and grow his own rental property portfolio. “My plan in the next five years is to invest in my business and in my own real estate endeavors. I genuinely enjoy all the challenges this path presents, and I love making the buying and selling process an enjoyable one and coaching new agents to succeed in providing the same results.”

For more information about Moussa Lamah, please call 267-616-9492 or email moussa@lamahhouse.com 30

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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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ROBERT CLARFIELD Robert Clarfield is a high-flying agent with his head in the clouds. From the pilot’s chair of a small airplane, he literally takes to the skies for his clients.

Customers, though, most know Robert for his responsiveness and open communication, especially in a market where a missed phone call could mean a missed opportunity to secure a coveted property. “I'm always trying to be there for the buyer's agents, as well as, of course, my clients,” he says. “If I'm working on selling a property, I keep my seller updated on everything–how many showings we've had that day, which one was good, and really make sure that I keep in constant contact with them.” Unraveling the mysteries of the process for a new homebuyer gets Robert’s juices flowing.

Robert brings to real estate both a technical and creative perspective gained from a lifetime of studying his passions. A former tech project manager, he took up real estate part time 15 years ago to feel confident as a rental investor. All the while, he was in the cockpit learning to fly, mastering martial arts, and competing as a bodybuilder. “I decided that real estate was my love,” he says. “And I really enjoyed helping new homebuyers and investors find properties.” Two years ago, he took on real estate full time and today found his home at ARRT of Real Estate in Scottsdale. Robert is on pace to reach $10 million in sales volume in his second year.

Flying figures largely into Robert’s life and his practice. As a former volunteer with the Civil Air Patrol, he flew search-and-rescue missions across the state. His goal is to obtain his commercial pilot’s license to be able to fly clients all over Arizona to see properties.

“Let's say they’re coming in from California or New York, and they're not sure exactly where in Arizona they want to end up. Maybe they want a second home in Sedona or out in Prescott,” he says. “I'll be able to Top Agent Magazine

fly them around, let them see the area, get used to the area and figure out where they want to end up.” Already, the agent visits past clients on jaunts to distant parts of the state.

Robert’s adaptability allows him to see opportunity where others may see a roadblock. In a particular case, he listed a hard-to-sell styled home that was slow to get attention. He marketed the property as he does others–MLS, social media, and email. After more consideration, he shifted to promote the home in a Facebook group where the property’s eccentric style would be appreciated. “Sometimes you just have to think outside the box,” he says.

Robert sees clear skies ahead. He will not stop at adding home-visit flights to his regimen. Within the next two years, he says, he will be joined by his wife, who already has her real estate license. Also, Robert envisions reaching partner status with Arrt of Real Estate as his numbers continue to soar.

To learn more about Robert Clarfield, please call 480.239.7793, email robert@arrtofrealestate.com or visit arrtofrealestate.com/about/robert-clarfield www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

IF you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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SHARER DALE Growing up watching her mother work as a successful real estate agent, Sharer Dale felt inspired to enter this field when she became an adult. She earned her license at the age of 18, then went on to attain a Bachelor of Science Degree in Property Management and Development from the University of Vermont. After graduating, she returned to Cleveland to begin working with her mother in real estate. Today, Sharer is living her dream in Aiken, South Carolina, where she leads a team which includes a transaction coordinator, four independent agents, herself and her mother who is semi-retired.

Known for its history and equestrian scene, Aiken is a stunning place to call home. Sharer is an actively competing equestrian, and loves combining that with her talent for real estate. “This is one of the best places to have a horse,” Sharer explains. “There are so many competition sites within a three hour radius.” While she specializes in helping people buy and sell luxury equestrian properties, Sharer has a wide range of clients, from investors to first time home buyers.

No matter who she’s serving, she is committed to exceeding their expectations. Sharer is patient at every step, giving clients the tools and information they need to make educated decisions. Throughout it all, she communicates effectively and clearly, so no one is left in the dark. Implementing thorough marketing strategies for her sellers, she is able to garner attention and attract the highest offers. “I have an aggressive video tour, which is tailored and customized to each property,” she explains. “It’s about two minutes long and is personalized for the home. Then we do a reverse marketing approach to find out where people are coming

from when they look at our site so we can advertise effectively.” Sharer’s properties are listed on top equestrian websites and promoted on social media. She also sponsors horse shows, and maintains a strong presence in the community. “Our exposure is pretty monumental,” she explains.

Sharer makes each person on the transaction feel heard and important. This includes her vibrant team members, who she mentors and trains. “I’ve always felt this was a way for me to help others,” Sharer explains. “I am teaching these young women how to become financially independent, and allow them to have choices and flexibility in life. I want them to know how strong they truly are.”

With much of Sharer’s business coming from referrals, those who work with her never hesitate to tell others about their experience. One past client recently said, “Sharer Dale and her team of highly qualified professionals were fabulous. They were given a property that was difficult to market due to several special qualities of the home. They were constantly trying different marketing strategies to give the property as much exposure as possible. Communications from me were promptly answered and addressed.

I always felt like I was their only client! I am so thankful to Sharer and her team for their tireless efforts! I couldn’t be happier!”

As each year passes, Sharer’s love for what she does continues to grow. She is currently looking to acquire a building for her team, and doesn’t see herself ever fully retiring from this field. “I think I’ll always be involved in some way. I just love it so much.”

For more information about Sharer Dale, please call 803-522-3648 or email sharerdale@gmail.com Top Agent Magazine

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TOM SMITH Diligent and hardworking, with a commitment to reducing the stress of the real estate process for his clients, Tom Smith “Tennessee’s Trusted Realtor” has made a name for himself by helping clients achieve their real estate goals. Originally hailing from Southern California, Tom has deep roots in the real estate business. He worked at his family’s escrow company, Rancho Bernardo Escrow, for 12 years honing his skills with legal documentation, contracts, and real estate closings. “Real estate closings were my favorite part of that job because I was able to interact to different people all the time. Relationships with people is truly where my love for what I do comes from,” Tom recalls. So a few years after moving to Tennessee, Tom took the leap into real estate full-time (only due to his wife’s belief in him when he was struggling with the fear of being commission only while supporting a family with 2 small children). “I didn’t close a transaction for the first 5 months, but when I did, I got to experience first hand the negotiation, problem solving and finesse aspects of real estate. The taste of that propelled me into real estate.”

That was in 2015, and Tom hasn’t looked back since.

Heading the Tom Smith Group with Keller Williams, Tom serves Murfreesboro and the surrounding area. He touts Rutherford County for having “Everything and anything you could need without having to drive 35 minutes to Nashville. We have our own hospital, malls, and restaurants, Middle Tennessee State University, and the Rutherford county schools are phenomenal and keep getting better.” Tom also singles out for praise F & M Mortgage, specifically Patrick Jones for getting his buyers to the closing table on time, with great rates and a professional team that is ALWAYS available to our needs.

Tom’s business is almost 100% referral based, an impressive feat that demonstrates the appeal of his way of doing

business. “My business is relational NOT transactional,” he says. “I care about people, and I think they see that. I’ve always been a relationship person, and this job has allowed me to build relationships—to love on people and care for people.”

His experience in the title and escrow industry gives Tom’s clients a leg up when it comes to the nuts and bolts of a real estate transaction. “Agents used to come to me for legal real estate advice (Tom confirms he is not a real estate attorney nor has he practiced real estate Law) because I knew how to prepare contracts, had accurate and specific wording and knew quite a bit about the whole real estate process,” Tom explains. “The escrow or title company is the nucleus of the transaction, with everyone feeding into it, and the Title/Escrow company pushing everything back out to everyone. So why not just go to a real estate agent who has knowledge of each aspect of the transaction?”

Outside of real estate, Tom gives back via his church, Experience Community Church in Murfreesboro, as well as a local faith-based recovery ministry (Spring 2 Life) where he also spends time as a Resident Leader at least two days a week. When he’s not working or giving back, Tom loves spending time with his family, His wife Marsha and their 2 daughters (Madeline 13 and Scarlett 11).

In the future, Tom’s goal is to hold a once-a-year client appreciation event to show how grateful he is to everyone who’s worked with him. For Tom, it all comes back to the people. “Something I learned early on in real estate is that when you’re only in it for the check or the transaction, you’re leading with your hand out and your heart’s not in it. Once you let go of that, put your heart in it, and care about the client, the money will follow. And it will change your life, but don’t let it change who you are.”

To find out more about Tom Smith, please call 615-866-8719, email tom@sellwithtommy.com or visit sellwithtommy.com 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.

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 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.

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 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 self-reflection. 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 MORE POSITIVE

BE WILLING TO LEARN

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.

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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