NATIONWIDE & INTERNATIONAL 8-16-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

TONYA BUNNELL VICKY CHANG SHAWN FLETCHER FRAN GLATFELTER JOE JANSZEN ED JELLISON JULIE JENKINS BAILEY LYONS ALEXIS MAGNESS LUKE MILLER DONNA PARADIS JILL PLANT GINA PURDY KARA RICHETTI ALEXA SMITH SARAH STOVALL ANTONY THOMPSON BEV YOUNG

COVER STORY

JAYDEN LEE Is Branding the Way to

TAKE YOUR BUSINESS TO THE NEXT LEVEL? 6 WAYS TO GET YOUR CLIENT TO TRUST YOU

NATIONWIDE & INTERNATIONAL EDITION

hawna Sherk is proud to congratulate

BAILEY LYONS

Jill Plant

TONYA BUNNELL

Tonya Bunnell has been working as a fullwith several contr time Realtor in East Idaho for six years 19 11 31 currently works as 5 26 now after an unforeseen illness diverted Homes Idaho LLC. her career. She is an independent agent with Silvercreek Realty Group based out When it comes to of Idaho Falls. Being a lifetime resident employs a marke in the valley (with a few years being spent gets a specific aud in Washington, Utah and Texas), she loves characteristics of helping clients relocating to Idaho and She pushes each l introducing them to the beautiful place she and social media t BAILEY LYONS ALEXIS MAGNESS JAYDEN LEE JILL PLANT calls home. Through a combination of expe- TONYA BUNNELL reaches a wide au one, Vicky When it comes to marketing, Vicky prepares rience, great service, and hard work, Tonya buyers in order to has established herself as a prominent real price for her seller he wanted each When property listing with professional Joe for Janszen was in college, he in East Idaho, referrals from satisfie ook a surf trip to Costa Rica accounts or connecting utilities estate agent and or sheother looksbusiness forward tothrough transactions so far in 2021, and Three yea e hadFletcher long had no way of32 photography and tapping her knowl36of decided to his hand at real estate and clients.to as total sales 35trystaging, offering her unique personalized service of $30M by t 39 40 volume joined hawn little details daily lifebrand thatofcan involve M people as possible moving forward.

Glatfelter and the occasional gift, often beco ing hard several edge got of interior partnering withFran athan licensed design in 1979.and He was inmany hisprocess early ow he would fall for the a different they’re has usedalways to.

TESTIMONIAL estate team In her free time, Tonya of with them over course ofloves their 20’s, trying to figure Once out what he wanted to been drawn to a life When it comes to histhe listings, Joe hasexd y its enrolled professional decorator. a home is appreciate ready th pristine beaches, thermal People really that.”

When Tonya works with clients, she focuses on being beauty and creating memories region of service.

After graduating from fun with my clients,” she says.

“Th do with his life, and figured that real estate social media manager who makes sur “Bailey by far the bestsure realtheyestate we’ve everfamily. worked prepare for market, Vicky utilizes a variety of methcommunicative and is responsive, making are agent and lakes with her An ls, and a towelcoming culture Northern Illinois University, cess can gets be among theYears most stre prio could offer him flexibility, fulfillment, each ofproperty exposur properlyand informed and prepared for years. each phase the grandkidsmaximum becomes the happie being infeatured Once Vicky ods tothereach the right buyer, including post properties over the She’s hardworking, knowsrobust her stufs any on destination the world.for Canada Shawn and put aover shehis worked ashave a store manager in soHe it’salso important make opportunity to helpBoth people.

As it turns FaceBook. runs afor ema Re/Ma transaction once theywife are under contract.

She sticks withlife, someone focused ontoservice an ortfolio, cardsout, throughout a property’s neighborhood in Top Agent Magazine! in the retail industry; however, laughter along the way.

My clients our transaction ascampaign iftoitknow were her own, and we appreci to stay. she deal of treated energy into supporting Joe worked hard great to build his using Mailchimp to make surb themcareer, every step of the way, and through getting been involved with many but heloca she soon found herself ported withserving each step—from our them early on in the process, she is able toseekpinpoint their ing on thebase Board ofpro tfi nd has been and email-blasts database of fellow andFLETCHER now he to is aandeep elite agent in Central each listing reaches a large ofShe JOE JANSZEN ED JELLISON FRAN GLATFELTER SHAWN VICKY CHANG the community and country they love. recommend her to anyone who is looking for an agent! by the in specific needs and work to accommodate them.

“One Association of Realtors and as ing a fresh opportunity that beyond the closing.”

Ohio who has made name like for himself spective buyers. Joe works hard to get th clients get agents.

Harnessing digitalaShawn tools Adwerx, Southern California, and had helps host strengths a weekly meal inmythe ness-first of my biggest as an agenttois availability to the Chamber of Commerce for afforded her time be there as a Realtor® who genuinely cares about best possible price for each of his buyer nd find their Vicky engages a robust digital marketing oved from lending into real park formythose homeless, and clients,who and I goare out of my way to make sure they are also a member of the Primary C of his colleagues at the time.

Aft for her family friends Through the years, Fran has earne that trend, 2 Bailey Lyons began and her real estate career inCommunity 2018, comhis clients. With more than four decades of anddevelopsellers, and leverages his knowledge well taken care programs of,” Tonya says.

“I truly love Board which helps or rollout for each listing; posts across a wide y because I like spending more partners with rehab throughout while still speaking to her outgoing personality and tation throughout the Chicagoland million on ing from a background in accounting and finance.

She Carolina with his family and ope experience, Joe is an incredibly capable Realtor® who the industry to get results consistently and efficiently ing relationships with so many different people.” Tonya battling illnesses in East Idaho.t (519) range 410-0098 platforms and realty channels put people and partly because I of social media the country with the goal of with getting passion for helping others.

At the encouragement of of her volume coming from heryears, caree holds undergraduate degrees those two fields, asEast well uses a CRM program to keep up them,in and shemajority and agent in Idahoin who truly ca treats his clients like family and consistently provides different business for 14 m.facebook.com/onestophomestaging 4) ARE YOU DOING 28) HOW TO SPEED UP 45) 6 WAYS TO GET YOUR sellers achie as an MBA. “My husband and I owned some rental propsome colleagues in the business, she decided to pursue referrals.

But through it all, she st to wear a suit,” Shawn laughs.

“I came down those with addiction problems into a nine-month rehab her family hand-deliver gifts to them during the holimunity, get in touch with Tonya rightwith at aa buyer’s Annually, he biggest purchase of Vicky’s listings them satisfyingfingertips. real estate experience.

Joe enjoys the flexibility and variety of experience enough to meet Matt, who offered days.

Tonya’s customer service is a hit, proven by the is “proud o erties and we were getting into flipping homes also,” her real estate license in 2015—and the rest is history. boutique workflow that has set he attoJaco Beach, and fell AS inVicky love—both has a nonprofit organization called that his job brings day in in aand day out. From land an BUSINESS YOU ONwith FIRST-TIME HOMEBUYER CLIENT TO TRUST YOU closes betweenprogram. thirty andHannah forty transactions. py get the home they tointo work family-oriented realthe e fact that she gets recalls. more than half ofhow her Ibusiness from entering Bailey “That’s got real estate, and my place.

“I customize my approach AlongOcean’s with hisEdge, team which of four coordinates other licensed construction to renovations for commercial an with my wifesays.

Hannah, who I met there.” theagents, goodwillnew efforts of inclusive anand dream,” Vicky FACEBOOK? repeat clients and referrals. and supportive atmosph SHAWNA SHERKTRANSACTIONS have the op career just took off like crazy from the get-go.”

The rest Today, Fran is a Broker for @properties where she Whether you’re buying or selling, t

VICKY CHANG SHAWN FLETCHER

JOE JANSZEN

FRAN GLATFELTER

JAYDEN LEE

ONE STOP HOME STAGING

CONTENTS

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brings an impressive amount of experience in all by residential properties, JoeTOPICS loves it all, and looks fo volunteers community needs identified munici49) EASY BLOG When she’s notJoe working, Vickywith loves takingthroughout her dog Elite Home Stager the process. is history, and this past January, opened her own toBailey real estate has rejuvenated his assists clients DuPage County and the fits-all realsuccess estate plan; instead, Ithe lis facets of real estate to the table, and his ability to solve ward to helping clients find in whatever As an Idaho native, Tonya has a deep understanding of Design Specialist out9) to be the& couple’s palities or churches.

ISthe BRANDING THE WAY 33) 4 QUALITIES OF every single brokerage, Lyons Realty Group. forfor walks and on hikes with her and her husband.

She gturned career, Vicky isperfect a fit FOR YOUR REAL ESTATE Greater Chicagoland area.process Having her client and my strategy ar people buy and sell homes. hertransaction local market.

She works combined with estate everyone, including a variety of problems during the real goals might be.

Ifformulate you’re looking for a rea to work for ctive “ITAKE get tooftake my clients experience in customer service with her YOUR BUSINESS EMPLOYEES also enjoysaround interior houseEXCEPTIONAL ealty,lifestyle. and aTO member investors throughout the United States, local BLOG is second to painting. none. previous He is an expert on current market estate agent inresidents Ohio with experience and longevity t fortunate an Along with awork full-time administrative assistant/translooking to upgrade or downgrade, and first-time homeacute attention to detail and tireless ethic, she has Outside her career, Fran is deep hem why I love this place—the sunsets, the When not working, Shawn and Hannah enjoy the beauetropolitanTO Pittsburgh. trends and is transparent with his information, using spare, getexcels in touch with Joeher Janszen today!

THE NEXT LEVEL? After meeting Matt and talking to get to use it action coordinator, Bailey at helping clients buyers, making sure to hermeet expertise is diversified through established a hands-on process the demands community. On top of making re dty,the and great neighboring places to eat. They’re often here ties of Costa Rica with theiron two children.

“We spend a ofShe 37) UNTANGLING THE his knowledge toplans guide clients towards making thetheir best Looking to the future, Vicky to capitalize her 53) DAILY HABITS THAT achieve real estate goals. is licensed in both on his team, Ed fully bought into ongoing education.

With a background in construction any purchase or and sale. their to the @gives back Community F possible themselves rves a vacation home, and it’simpressive gratifying to be lot decision of time atfor the beach sandcastles andRealtor teaching You can contact Tonya a and shefamilies. is and a perfect and primarily sidekick forserves CONCIERGE CARE: BIDDING WAR: Adesign, BUYER’S Kansas Missouri, and rural “Agot ton of mA referral base and raise her salesbuilding volume by almost17) exclusively approach toYOUR real estate.

Ed into WILL INCREASE member ofthethe Downers Grove tonyabunnellrealty@gmai Born our and kids raisedhow in Columbus, OH, Joe is intimateclients maneuvering through thearea process of purchasing ke that a positive experience for them.” to surf.”

Bourbon County in southeast Kansas.

Despite great deal o SERVICES THAT LURE & her SELLER’S PERSPECTIVES creating the beginnings of firstlocale team.

Starting witha spec listing a property, Fran utilizes a wealth of women’s social networking because he wanted to help people, tonya visit her atgroup STRENGTH and building customMENTAL home.

SheBailey’s has worked ly familiar with hisWhen and loves showing people really pride being in a or smaller rural area, production volumewebsite cutting edge tools to ensure a seamless transaction. various charitable events inthat. and arou onboarding an assistant buyer’s model allows him to do just “M CLIENTS AND TRANSFORM everythingand it has to offer.agent, Vicky will rivals of growing many agents in larger metro areas. From closely with y 17 years now serving clients looking for Going forward, couple plans to that keep their After the helping her clients fully prepare their home for When she’s not withclient clients or th gi 41) CREATIVE MEDITATION be able to expand her listing capacity.

As an experiicky before, return and pour myself into each like when they l 2018-2020, Bailey soldUNCOMMON approximately $30 million in YOUR 57) CONTACT: Copyri along Costa Rica’sREPUTATION Central Pacific Coast, business, having recently purchased the master franthe market and providing them with a suite of profesbe found spending time outside wi FOR THE REAL ESTATE In keeping with his philosophy of treating clients look toto ushe ag realhis estate, which is impressiveber, for aand rookie.

Continuing enced agent, Vicky has often shared leads with more at her level of service I’ve really taken that WITH her creative side thro sional photography services, 3D or indulging s built a very successful business as an chise rights to RE/MAX Costa Rica.including They’llCONNECTING sellcapturing RE/ family, Joe emphasizes building relationships 22)honesty, TOP AGENT PROFESSIONAL juniorTIPS agentsAND in like her office.

Now, with the makings of a she broadcasts her listings s regard for a personal touch intorefurbishing the way I fur wo and videography packages, hobbies, including THROUGH ker of RE/MAX Oceanside Realty, where he MAX franchises throughout the region help train with the people he works with over focusing on meet-and CLIENTELE everyone I work with gets my undi team, she’s poised to help new agents get their foot in s trust withQUESTIONS her clients over a series of targeted digital and social media ing his own new bottom line. He reliably stays in touch n office of 17 agents. This FOR year, CHOOSING as of July, those agents in the skills they’ll need toSOCIAL increase MEDIA campaigns. resources like Adwerx and @ thetime meantime, has exciting takesInthe to getFran to know his clip the door while simultaneously growing herLeveraging business. a transaction.

Fluent YOUR LISTING with their past clients, contacting them through phone y closed 44 transactions for a sales volume of own production. properties’ elite marketing team, she gives each client herand business.

Asup herwith volume maintain needs, comes a compre ’s go-to Realtor® for calls, emails, social media and print newsletters on, at least 50 percent of that volume coming the most visibility possible. intends on scaling her operations themshe accomplish their goals in a tim twice a month, and takes the time to get to know each know they can rely on clients and referrals. He’s also been featured buyers and sellers throughout the client and their particular wants and needs.

“If you Phone 310-734-1440 | Fax 310-734-1440 deeptaining network healthy referra Elsewhere, Fran is just as attentive when assisting her her and focusa on the client relat television shows like International House treat people well, they will return the favor. It’s an oped a steady stream of loyal client buyers, leaning on her in-depth knowledge of the local among the largest purchases we ma mag@topagentmagazine.com | www.topagentmagazine.com d Beach Front Bargain Hunt. essential part of this business,” Joe says. “If you work of his personalized service. market to guide them to the right investment for their our homes. They’re where we make extends well beyond No portion of this issue may be reproduced anytreat manner whatsoever without prior consent of the To publisher.

Top Agent MagazineJanszen, is with me,inI’ll you like family and do everything learn about best interests. In fact, she remains in touch with her more live our lives, Joe and there is nothing hem keys.

From

by Feature GA, are taken all to ensure materials, Top Agent in Inc. my Although power to precautions help you accomplish of yourthe realaccuracy of published me back to published Shawncoorbecause hePublications is personable pleasebeing 216-4488, clients long after closing through frequent check-ins part offulfilling that journeyand withfavo my One ofcall thea(614) most airs to paint aeffortbetoheld estate goals.” expressed Joe’s personal approach for opinions or facts suppliedtobyworking its authors. To subscribe or joejanszen@realtor.com change address, send now he helping willMagazine spare nocannot findresponsible them the email ing janszenassociates.com at the Matt O’Neill team is th with clients helps inquiry toBut mag@topagentmagazine.com.

Published in eliminate the U.S. stress and smooth out the challenge or visit at a goodcomes price.along one advantage of his To learn more about Fran Glatfelter, email franglatfelter@atpropertie transaction process, a big reason why Joe gets 75% of to him to focus on community process.

Vickyproud recallsof is the post-closing hat he’s most visit FranGHomes.com or call (224) 627-5745. believes deeply in giving back to lient’s car and ey provide.

“A moving lot of agents or offices a To sell connect with Vicky Chang, serveTop andAgent I haveMagazine the distinct hono 2 nd then they’re on to the next. Here in Costa please call 408-627-0276, company’s Charity Division, thro e selling to a lot of North Americans, and email vicky.chang.remax@gmail.com able to provide support to differen www.

www.

www.

JULIE JENKINSLUKE MILLERDONNA PARADIS

GINA PURD

KARA RICHETTI

Before he became aDonna Realtor, Luke has worn to He markets Paradis a lot of hats each agents phonehis calllistaway if her clientAfter ever needs utilizes pursuing interests career switch showcase home ininhis itsarea. best light.

There’s always been something comforting As a former intellige 51 industry, 43 of her life— as vine-44 48 47 Miller was known around ings on social media platforms like over his the homecourse anything again.

That dedication comes from in the travel a law enforcement officer as detail oriented, andad c was looking “We do video tours, whichabout arehaving not just town of Salisbury, North as manager, bookkeeper, Facebook aand Instagram, the yardCarolina owner and from a place caring. neighbor.

Maybe it’sdedicated the addedofsense of tion more quickly to a pra and not finding the fuler career and the camera going through the rooms, but “The Karate Guy,” alandlord, reputation real estatesecurity websites, and from through select wifehe and mother. Those experiwe feel having a professional I’m abl fillment she was than seek-some. digital . “I’ve always whichground feature myself a tour,” Julie trained to pay attention details succinctly f earned as a two-time ences karateallow national printgiving ads. nearby But hiswho’s most effective her to find common “I have amarpassion for to this work, and I love across ing, Gina Ifollowed herto make we might can them better ople,champion and realand for hiswith says.

“They’re more lifestyle videos somiss—someone work teaching keting tooldetails is reaching out to the agents pretty much anyone she brushes up helping people,who whenever and however spot trouble before it happens, and who can us an edge in negotia local a mother as she shifted the sport to children with SideKick and past clients who are part of his against.

When she decided to become a can.

They become friends, and feel very of interest to people can visualize themselves living act swiftly and intelligently if it does. It’s at a po into her own budding Realtor back in 2012, that ability to build comfortable referring me to people who Karate for nearly a decade.

He’s sphere.

“People are the best resource my youngest in the space.” the kind of skillset that ensures an advanIt’s work that Kara relationships quickly gave her aMILLER decided are close toone them.” broughtmy that same discipline and pasof any industry,” he explains. on Fac realRICHETTI estate career.

DONNA PARADIS JULIE JENKINS LUKE GINA tage in any profession, andPURDY that real KARA satisfying, due in n n, I earned ALEXA SMITH “I in enjoy meeting people and sion for helping othersadvantage. to his work estate agent/associate broker Kara Richetti number of offriends view Today, with twenty-five did.the It’sreal been Dedicated to her community, Julie getting to know them,” Donnahas explains.

Whenof she’s not working, Donna estate industry.

When he’s not working, Luke contribapplies daily on her clients. remains in touch with Smith, Guided the real estate world been through an absolute powerhouse to behalf throug yearsvolunin the industry, areer.” volunteers her church and “It helps me offer a very personal serteers to be on the finance committee for utes to the health of his community by closing, reaching out ® to them often the perfect opportunity When to work with.

She is very good at her craft soform man Gina a BEV Realtor SARAH STOVALL it sure comes totaken disrupting thecontinuing real taken the and invested the moa YOUNG er clients first, CrossFit whichrelatable. holds had many a martial fulfilling career as an Intelligence andtime aishome with someone—you vice, making they’re of. gym, the Father Youth Center.

Much good with people and I really to teach arts disci59 52 her 56 Bernard r love“I’m of helping others.

She butcare extremely humble55and “I’d She with Baird & Warner, Counter-Terrorism Analyst for the Florida Department you want to be there for them, esp over andin those charity events.

Whenof the the extra standards, milefundraisers to help them is dedicated tomaking her family.sure “I With enjoy helping themas Ifind the go home pline to children, particularly forrest those estate industry nobody does intohow we know a proven how 22-yearto o to hebusiness field after working aalways remains calm moments of anxiety Top Agent Sarah Stovall –“But much experience I have inAs thea R in ofTime Law Enforcement,” Kara explains.

I wasTuesdays ready of need.

I’verecord been calling former cp covering the Northwest Chicago area and surrounding with whatever they need.” have 4 children and two grandchildren. are track in the real that’s right for them.

I also strive to be the hardest who are deemed at-risk. for himself is usually ving 120 manager it Julie is team not helping clients or serviceover account at better than Ant and orthe stress andbusy she reminded us constantly at Blac forOwner mize social media andwp a change,and and I’d always a passion forSarah, realour estate. pandemic, just presence to make they ofhad Century when asked how she hassure manage estate industry, Bev my “Nana” day, where Ionenjoy myin grandkids forbackyard the working person“Ionbegan the job, no matter what kindgiving ofthatspent either going toshe classic car meets orLead working suburbs, mainly selling her own neighstays in Magazine. she was HERE FOR US mentally as mLifestyle achieve their back her time, to Iloves decided thatstay wasStovall how I wanted to continue serving my number Young is a passionate s 21 Results’ Properties such impressive levels of trust and loy Property Group.

Ant and his team have the highest of clicks on our clients in Oregon’s Greater Willamette Valley day.

I also enjoy gardening, reading, travelling or job itofis.real Myestate clientsagents getServing the same dedication from me one ofthrough two that he process. owns.

“It’s not always just cars, with a lot we went this That was borhoods of Edgebrook, Wildwood, and Sauganash. the fun Givingadvocate back to her orite part is helping people get active. A competitive tennis player, shecommunity.” isGroup a member forcommunity her clients,has ath in Atlanta, Georgia – those she works with.

“I know so much with Harcourts Elite, Donna has grounded really anything outside.” no brainstorm matter whether helping them sell a in five-thouthough.

I get excited by anything with set out to several hail a new age of real estate ings, which translates into more es g them aboutI’m how so important forher usbusibecause we had so a motor!” to Kara,ensuring andderives for the last eight years they always Currently, over fifty percent of her business For app fe, whether they’re of local leagues. also loves to spend time has nearly threelicense decades estate the business that I can generally solG ness dollar in the promise expressed in questions herShe motto: Listen, sand dollar orfirst-time a million home.”

She gotthat her she Realtor’s in 2012ofand founded efforts through the Junior Leagu eir business based lot on referrals,” many and uncertainties receive an elite level of and leave the and stuffy notion ofIt Red on and higher prices fromtowith referral clients. transferring “I our stayproperties personally involved inthe the esters looking to downsize,” with behind her husband children.

“Together, we like Key Group Keller Williams, her to to cy-supporting events Nat the like head of any th Communicate, and Do The Best for My As fortothe future her business, is happy conGoing forward, Luke build a of team, and experience under her belt.Donnathat needs be service. solvedAs faster than So eventually I decided to get helped ease.

IClients. cannot say wants enough great BEV YOUNG ALEXA SMITH SARAH STOVALL ANTONY THOMPSON in every transaction,” Gina explains, regarding the decora Bev Young & Associates, expensive suits and Rolex watches as our sellers.” business to Virginia after moving there with her husband and helping with grants that enabh art license.” ofAn their journey.” beSalisbury outside,for to two hang the pool ora toI’ll tobring head our feels understated—something oneout might expect from tinue atto current level of production, agent with Wallace Realty in has abytwo-year plan several additional ate She hit the ground things about Alexa, and leaveon ither at Equally comfortable workI’vewhich beenallows told that I figure things out, affiliated with Weichert, 2017. other’s She nowshe serves clients DC, Maryland, and partners to purchase books forn trust fosters while helping eachnity client navigate market woman raised on a farm in Mt.this: Angel, Oregon—but her maintain thethe quality the attention she Luke serves 12 counties state, “I want to one makeinsure maintain sameofin aight years away, now, was rookie of year you WILL NOT regret choosing her lakeacross house, weagents. boat and just enjoy each the epitome ofthewhere success.

“We’re fun, ingItocan with buyers, andpersonal fixed, and get clients to Bev closing.

Tha Realtors®, ranks Virginia, as well as somesellers repeatand clients from Florida. hadmy a baby herself, and so her lein the homebuying home-selling process.

“It’s very fosterin glance at her reviews reveals just how substantial that gives to her clients.

“If you get too busy you lose that. ar and Alexa is now entirely referral-based. for your home buying or selling needs.

She checks all from Charlotte to Greensboro.

He’s begun making high-quality service as my volume grows.

I also ith eXp Realty, Julie serves company,” Juliewe says.

Top 1%team—consis in family, Dallas-Fort investors, After nine yearsSarah in the brings industry, to she averages 25 enjoying time with preferabth we’re quirky and go against the He believes that his helor’s degree in himself Spanish, is able toand the boxes and is have extremely passionate to help you crush promise is. Consider following praise from a for grateIt also gives me time to keep growing personally. am clients. a name for inAlexa the hasthe already a passion helping agents, Worth IRealtors® and fulfilling negotiating best dealshe’s for Imy feel people other dealsnew annually forsoa whenever sales ofthe $10-15 million, likes hikingital arolina.

“With eXp, you getindustry, bear a wealth of industry knowledge that volume provides When notexercising—especially busy helping status quo.

We talk weadvocates dress of agents Tommy and Murray—is has earned multiple w English anda Spanish speakers.

By providyour goals and to the finish line.

Thank you Alexa!” ful client: “She keeps you in she currently working on obtaining my GRI designation. built strong referral business.

He’s also haddifferently, a theget I loop, meet someone who’s just gotten their license I offer aher whopping 88 of that coming through repeatthatexceed very fortunate that I have afrequently career I love.”– their real drone being powered by and Julie has exciting plans forand theshe future business. exceptional value tooffor every one of percent her many clients. estatep designations, including or service at every stepthem and taking herhave timeisbought for you, she on topproperof every detail, celeIt’s important toOne learn new every It number of repeat clients who myself as a resource them they are learning clients or as referrals. onlysomething has to read some of her day.

Going forward, she plans“I to build differently, and we like to do things to key ingredient to his success. love wide aw Luxury Home Marketing Specialist, Certified e,” Julie says.

“Ias love that “Iwith “Ifor recently brought athe stager onto my team,” Julie Hardworking, honest and ethical, hasto more thanCertified more a glass of win client, shewith has him developed a brates reputation When Alexa working, she’s staying active in says, herSarah you everything is completed.

There keeps your mind open, and keeps youenjoys fresh.” clients’ gushing reviews understand why: “Kara isnothing a up with her than growing volume. ties investors. want to when be known as isn’t industry.”

Residential Specialist, Graduate Realtor® Institute, a different standard.

We don’t believe team.

We have a good time every Gina’s exceptional service to her clients doesn’t stop munity her reputation as a trusted and highly she is also an avid physicm sttheofbest both worlds.”

A now,” multi“and I’d love to keep expanding, and totrue bring a few buying andGuy’ selling inthat community.

“Iearned donate a stellar local group, giving away professional and an absolute delight to bourbon, work with. and isexperience no he onelaughs. else I can recommend otherto than Donna.

‘The Realtor He attributes Certified Distressed Property Expert and The Short in atwhat the close ofhera only transaction.

She stays invested inand themakes She made feel as if I was andSales mostwho important Pennsylvania baby clothes, and toestate families in need,” she effective realflashy loves both running dogs.Gina She infor wearing suits and driving and our laid-back attitude it isiswv Literally when theon world is on toys she still manages Starthat Professional Award agents with me.

Ifire feel sofood lucky that advisor.

I get to dome earlyregion. success to his ability to work well with and Foreclosure Resource certification. client. She kept with me so estate I in touch explains. was previously coordinator forrelationships the constant communication she’s made, keeping through her fam to keep things going.

Thank Donna!

Thanka you, the real community, and gives bac people.

“Anyone canto put ‘For Sale’ sign on She ayouare ce, Julie is also a member of a Too I do.” cars. many agents wrapped up easy for clients to join inher and have never felt work alone in the process…. She Bev was always started herone journey in real estate after daughter ush people into buyinga or selling athe home,” elderly andsohomeless, and participated in charity thank you, thank you!” house, or place listing in MLS. But there’s interactions on social media, friendly check-ins, and Michig Sarah began her illustrious real estate career in 1992, ofcollege. ways, most recently through her tenu Marketing and is a Certified ahead, answering questions I didn’t even know left for “I retired from being a full-time mom m in their egobuilding andfoodtheir insecurities—they focus with us.

The fact that people can see just how ns. “I much take pride clients the for pantries.

Lately, most of her step free time on has moreintoeducating it than that.

It’sonabout trust pop-bys with goodie-bags.

In 2021, Gina while living in Florida.

Having had a background inand decided estatetoboard’s President in 2020. enough to bimonthly ask.” get into real estate because I had always ialist. ead ofand them and allow themIt’s to the go at their hertobaby, who was born inof2019, and proving themselves towith other agents instead enjoy she being around poten reason whybeen Donna’s been able growmanagement an 85 perpersonal connections with everyone youspent work thought about it as a each potentialother career butallows never the property anddoing short-term leasing, became we involved with Locals Serving Locals, a hadLookin ” Understanding that this is one of the largest her family. repeat client and referral business, from an average time to try,”distinsheinstantly explains. She currently worksthey with her with. Our industry oncent the whole hasfor veered hard Anticipating clients’ needs is something that a good job the clients.” clients that we meet, feel like jumped at the opportunity to get her realpromoting estate license When askedteam about her plans for the program local businesses her neighborthecan rea sand of toward their lifetime, she aims to her market expertise, it provide husband, Brad, and a in of agents. she believes 20-25 transactions a year. dependency onoftechnology, and a lot of theHer best means using her guishes Kara from many other agents, and when a friend of hers – a broker – suggested she do so. business, Sarah grows thoughtful for a m information and knowledge so they can In the coming years, Alexa plans to grow organically hood and those where her clients live.

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75%quickly of to hera“I business coming from repeat andbe th best decisions possible. For her buyers, this and mentor a few agents.

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It means access Kara at 571 she on creating long-lasting relationng or selling a home can be amight Brisbane is committed his clients theher years Antony isContact focused on consumption, theInprocess ofcoming homeemphasis buying canplaces be guiding them throughout the process.

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“My goal i “Ibuying treat everyone if they are can.” my only client. dren as a single mother. allowed me toagain. our clients the asbest they contractors, well and “We septic vendors, and any or email Luke.wallacerealty@gmail.com his peers and is familiarlenders, with all of the top-producing busine answered. Meanwhile, sellers receive munication, and I treathereveryI work hard for my buyers and sellers and makeCopyright sure selling a call her 503-851-0998 other industry professionals client might need.

It bare also work they were minimum at school,” shehome, recalls, “and toat ence.

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“I just love this industry,” says as after.

I continue to stay in touch with my clients and our commission check. We go above and of our brokerage, Iw m the best return on their investment. inservice. volume.When When people it comesthink to marketing, Gina fulSarah pla Copyrightdollars Top Agent Magazine ionship past closing.” to getAlexa checkpeople in on everyone she says, adds, I get tomonthly,” meet, and thatand I get to he

ANTONY THOMPSON

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

sure to get the most exposurebeyond for her seller to help the people in our community. When them to see “Iagents whobigare deeplythough involved think another thing—even it soundsin t Since then, Sarah has built a thriving and ever-growingfairly the next chapter in their lives.” m networking with agents in her sphere, simple—is that I answer my phone every time.

Copyright Top here Agent Magazine weservice. an elderly client whose house needs some and toifmake a positive change.” ahaveIt’s ialistings, marketing Julie & usingemploys the listing business (she sold 120 units with ancommunity overall sales For more about Julie Jenkins, they about call me theyGina can reachPurdy, me, and pl To People find know outthat more goingstrategy above andbased beyond as table onexpectations, each they send me an email they will get a prompt reply.” maintenance, we’re happy toofjulesrulesrealty.com help.

If they needalone), and she volume 40 million in 2020 hasif gina.purdy@bairdwarner.com. email or call 704-604-1808, visit about 30 transactions in a typical year. e works with professional assembled an equally dedicated team of agents who

Top Agent Magazine is seen by Real Estate Agents assistance with yardjulesrulesrealty@gmail.com work, we’ll come over on a bairdwarner.com/agent/7 Like inand all other aspects of her business, when it or email ts, and videographers in order share her client-first business ethos.

NamedInternationally!

Realtor ofcomes to marketing Bev exhausts every avenue and Brokers in every U.S. city and Sunday and getFor it more done,” he says, and adds, “I think king with Alexa, clients love to spread information about Alexa Smith, www.

www.

the Year by her peers in 2014, Sarah knows her market about her work. One recentlyour said,hands-on “Alexa please call 267-235-0420 approach is something clients truly intimately, and knows the ins and outs of both the in contact with me about my family’s or email asmit0516@gmail.com Copyright Top Agent Magazine appreciate are and genuinely to A make wholesalehere arenas. self-professed “problem rship goals since 2015. From day 1 she about us. Weretail

Please contact mag@topagentmagazine.com solver,” Sarah has ingratiated herself to her many or call 310-734-1440 for and information. clients who have comead to relyrates on her expertise, whether their lives easier.”

they are buying, selling or investing in a property.

With a sizable network of repeat and referral clients, Ant finds creative waysCurrently, to nurture his relationships. almost the entirety of Sarah’s considerable “I do a lot of phone calls, text messages, social business is based uponand repeat clients and referrals, a Top Agent Magazine true testament to the exceptional media to keep up with my past clients. Luckily, a lot level of customer service she provides. “I think that has a lot to do with

For more information about Sara 3 please call 678-427-199 or email SStovall@c21results

Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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

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Top Agent Magazine

JILL PLANT

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JILL PLANT

When she decided to become a Realtor® in 2003, Jill Plant was looking for more than just a paycheck. She wanted work that would be both a source of continual fascination and a means of contributing something positive to the lives of her neighbors and the growth of her community. It’s the fabled dream job everyone looks for, but too few find. For Jill, though, the dream came true.

“I’m very passionate about this job,” she explains.

“It doesn’t even seem like work. Buying/selling a home, starting a business, finding the perfect tenant and/or investing your hard earned money in real estate is such a big moment for people, and it’s gratifying to be in a position to help them change their life. It gives me a sense of completeness as a human being.”

Jill has acquired a wealth of experience in both residential and commercial real estate and has arrived at a place in her life where she can still enjoy the life-changing engagements she has 6

with homeowners while also mentoring people in how to start and grow their real estate investment portfolio. She cut her teeth in residential sales before moving to the commercial sector in 2009, where she served three-year stints each, as a Leasing Manager for apparel companies West49/ Billibong and Carter’s-OshKosh, plotting, negotiating and opening over 25 new stores per year all over Canada. “I love being able to shape how a store will fit into the community landscape, and knowing how it will help grow that local economy.” She returned to the residential sector in 2018 with a better grasp of the larger picture than most other agents, many of which sought her out to glean what they could from her experience. Jill has a passion for creating the perfect synergy between landlords and tenants to ensure the success of both in their new locations.

It’s given her a credibility and breadth of expertise that few can match. Since resuming her residential practice with Redline Properties, she’s closed Top Agent Magazine

an average of 60-65 transactions a year, with a 75 percent repeat client and referral rate. She’s earned many recurring awards, including the President’s Circle, Top Producer, and Redline’s Redlife Award bestowed by her peers for her service to them and the company brand. Jill’s proud of Redline’s highend marketing ability, as well as the concierge package she can offer as a result of relationships she’s built with top-notch mortgage brokers, commercial brokers, stagers, contractors, landscapers, and every other kind of professional associated with her industry. She extends her services far beyond the closing, too, sending clients monthly reports that reflect how the market is behaving in their neighborhood and the equity gain of their investment. “I also just check in occasionally to see how people are doing,” she adds. “Most of my clients have become friends.”

Jill’s holistic approach to work and life includes supporting the welfare of her community. Redline sponsors a grass roots program called Live Love Local, which raises money for various charitable causes through the sale of merchandise produced by local businesses. They also teach classes open to the entire community—on subjects such as growing a business, real estate investing and branding within one’s industry.

For anyone wondering whether they have to choose between a satisfying career and a happy family life, Jill is here to tell you no. She’s managed to be a top producer and raise four happy children, with whom she and her husband enjoy getting into nature and discovering new hiking trails, a favorite pastime. “When you’re doing what you love, with the support of family and friends, you have a passion that boosts your energy to the point that it really doesn’t feel like work at all.”

Her goals for her business are simple: to keep growing as a Realtor®, to find new ways to involve herself in the community, and to help even more families and business owners/landlords while maintaining a consistently superior service.

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Contact Jill Plant at 519-209-8897 or email Jill@redlineproperties.ca.

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Shawna Sherk is proud to congratulate

Jill Plant

on being featured for Canada in Top Agent Magazine!

_

ONE STOP HOME STAGING (519) 410-0098 m.facebook.com/onestophomestaging https://

SHAWNA SHERK Elite Home Stager & Design Specialist

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

Top Agent Magazine

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 9

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 10

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

Top Agent Magazine

JAYDEN LEE

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Top Agent Jayden Lee with Century 21 Creekside Realty, assists clients throughout Chilliwack and the surrounding areas.

NICK VLASIDIS

Born and raised in Chilliwack, Jayden Lee has always been drawn to a life of service. At 16 years old, he fought through a life-threatening cancer diagnosis, an experience that shaped his character and inspired him to seek a career that gave him an opportunity to help others and elevate his community. At his father’s encouragement, he decided to delve into real estate, soon finding the industry to be a perfect compliment for his outgoing personality—and the rest is history. Today, Jayden is an agent for Century 21 Creekside Realty, where he assists clients throughout Chilliwack and the surrounding areas. There, he has launched an accomplished career through a unique emphasis on personalized service for every buyer or seller.

When listing a property, Jayden prefers a cutting edge approach. After helping

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Top Agent Magazine

his clients fully prepare their home for the market and providing them with professional photography services, walkthrough videos, digital floor plans, and standout Top Agent Magazine

feature sheets, he broadcasts their listing to a blend of boosted digital and social media campaigns. Leveraging his wealth of technological expertise, he is able to streamline Copyright Top Agent Magazine13

the process for his clients while maximizing their value in the marketplace.

Elsewhere, Jayden is every bit as attentive when assisting his buyers, utilizing his unmatched insight into the Chilliwack area to uncover the right home for their best interests. Moreover, he remains in touch after the closing through regular check-ins to ensure each client is satisfied in their new 14Copyright Top Agent Magazine

homes and serve as their trusted advocate for years to come. “This business all comes down to relationship building,” he says.

“Over the course of our transaction, many of my clients and I become close friends, and they know I’m there for them long after the deals are done.”

Since getting started in real estate in 2018, Jayden has already set himself apart via Top Agent Magazine

“This business all comes down to relationship building,” Jayden says. “Over the course of our transaction, many of my clients and I become close friends, and they know I’m there for them long after the deals are done.” his compassion and tireless work ethic, with over half of his transactions coming from repeat clients and referrals. Having completed 41 transactions in 2020 alone, he is also a 30 Under 30 honoree for Century 21 in Canada. But through it all, he is still anchored by the core values that brought him to his career in the first place. “After battling cancer, I was always searching Top Agent Magazine

for an outlet to help others achieve their goals. Real estate provided me with that opportunity; after all, buying or selling a home is a huge step in our lives, and it’s so wonderful to guide my clients through that process.”

Outside his career, Jayden is deeply committed to his community. Further drawing Copyright Top Agent Magazine15

from his experiences as a cancer survivor, he is currently organizing and participating in a long distance marathon fundraiser to support the BC Children’s Hospital. When he’s not with clients or giving back, he can be found snowboarding or hiking with friends— enjoying the many scenic forests of British Columbia.

Going forward, Jayden has exciting plans for the future of his business. Best of all, he looks forward to the new connections that await in his hometown. “I’m going to keep doing what I’m doing,” Jayden says. “As long as I continue cultivating relationships with my clients and working hard for them, the rest will fall into place.”

For more information about Jayden Lee please email jayden.lee@century21.ca, visit jaydenlee.ca or call (604) 316-3111 www.

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Top Agent Magazine

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

Top Agent Magazine

Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 18

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

Top Agent Magazine ®

Top Agent Magazine

ALEXIS MAGNESS Top Agent Magazine

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ALEXIS MAGNESS

Alexis Magness discovered her love for real estate five years ago while she was working as the Marketing Director for a small brokerage. Noting her talent and potential, the owners encouraged her to pursue a career as a REALTOR®. Now with just 18 months as a full-time agent under her belt, Alexis has already built a thriving business due to her skill, work ethic and passion for helping others.

“As I learned more about the industry, I started to see the potential,” Alexis says. “I’m in my second year as a full-time agent now, and I love it. It’s what I was meant to do.”

With her business partner, Arlee Reach, Alexis recently made the move to Launch Real Estate, after an invitation by two Launch agents. They quickly formed a team of six women who work closely together and support one another. “Since Arlee and I made the move to a much larger brokerage, we’ve really taken off.” Alexis says. An Arizona native, Alexis 20

has a boots-on-the-ground knowledge and vivacious personality that her clients love and respect.

Serving primarily Central Phoenix, Scottsdale, and Paradise Valley, and specializing in architecture that speaks to the soul, Alexis is in the process of earning a professional designation as a historic neighborhood specialist.

Alexis’ business stems almost entirely from referral and repeat clients thanks to her personalized approach and her availability to her clients.

“Judging from the testimonials I’ve received from my clients, I feel that I go above and beyond,” Alexis

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says. “I believe constant communication is the key. I provide a very personal service, so they feel they are my only client.”

Alexis’s hands-on approach extends to her marketing, which harnesses the full resources of Launch. “We have a ‘back office’ that sends a listing out to everyone in our brokerage before the listing even goes on the market.” Alexis says.

“Many times, it’s one of the agents at Launch who has a buyer waiting in the wings for that exact type of property, and a lot of the time our clients’ listings sell before they go on the market.” In addition, Launch works with an affiliated title company that supports their marketing campaigns, providing professional photography, brochures, graphics, and events, giving agents more time to spend in the field.

What Alexis likes most about her career is the sense of satisfaction from knowing she has truly helped someone. “Seeing the look on the client’s face when I hand over the keys to their new home or hearing their voice when I phone to tell them their house has sold is priceless,” Alexis says.

Actively involved in the community, Alexis has served as a volunteer for Homeward Bound, the National Multiple Sclerosis Society, and the Arizona Heart Foundation. Passionate about architecture, she is moving towards a more active role in a singular cause such as Habitat for Humanity or another affordable housing organization. Alexis enjoys spending time with her husband, Patrick, an award-winning architect, their 15-year-old cattle dog, and their children and grandchildren. They live in a renovated 1950’s ranch in the Arcadia Osborn neighborhood.

Looking to the future, Alexis is focusing not only on the growth of her business, but on the structures and foundational practices that will make her growth sustainable. “I’m focusing on working smarter, not harder on behalf of my clients,” Alexis says.

Top Agent Magazine

For more about Alexis Magness, please call 602-828-7053, email alexis@azreprofessionals.com, or visit alexismagness.com http://

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 22

Top Agent Magazine

What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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BAILEY LYONS

TESTIMONIAL

“Bailey is by far the best real estate agent we’ve ever worked with, and we’ve purchased A LOT of properties over the years. She’s hardworking, knows her stuff and is always one step ahead. She treated our transaction as if it were her own, and we appreciated her honesty. I would DEFINITELY recommend her to anyone who is looking for an agent! She is awesome!” —Melinda S., realtor.com Bailey Lyons began her real estate career in 2018, coming from a background in accounting and finance. She holds undergraduate degrees in those two fields, as well as an MBA. “My husband and I owned some rental properties and we were getting into flipping homes also,” Bailey recalls. “That’s how I got into real estate, and my career just took off like crazy from the get-go.” The rest is history, and this past January, Bailey opened her own brokerage, Lyons Realty Group.

Along with a full-time administrative assistant/transaction coordinator, Bailey excels at helping her clients achieve their real estate goals. She is licensed in both Kansas and Missouri, and primarily serves the rural Bourbon County area in southeast Kansas. Despite being in a smaller rural area, Bailey’s production volume rivals that of many agents in larger metro areas. From 2018-2020, Bailey sold approximately $30 million in real estate, which is impressive for a rookie. Continuing

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that trend, 2021 is off to a fast and furious start with $11 million on the books at the halfway mark. Cumulatively in her career thus far, she’s helped over 300 buyers and sellers achieve their real estate goals. Bailey says she is “proud of what she’s been able to accomplish since entering the real estate world, and especially proud to have the opportunity to have helped so many people in the process.” She goes on to say, “I love what I get to do every single day, and more importantly, the clients I get to work for and the relationships I am able to build. I’m fortunate and grateful that my skill set is needed, and I get to use it to help others.”

“A ton of my business comes from referrals, and I have a great deal of repeat business as well,” Bailey says. “We really pride ourselves on customer service. We work very closely with our clients, and I’m extremely proud that when they look to do something else in real estate, they look to us again - their loyalty is a huge compliment.”

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Bailey’s focus on customer service sets her apart. “Our goal is to consistently provide top-notch customer service, in a professional, accommodating, and friendly way,” she explains. “We try to go above and beyond, and our clients constantly tell us that they notice and appreciate that level of service. We will do what it takes to get the job done, and we are always thrilled to make things happen for our clients.”

Clients also appreciate Bailey’s availability. “Our clients are appreciative of our quick response time. It’s especially important to be available in this demanding market, but really, clients shouldn’t have to wait in any market atmosphere. We are highly responsive and we work quickly for whatever our clients need. We never want to be the reason people miss out on a deal.” Bailey explains that although she has many clients at any given time, she “strives to make each client feel as though they are her only priority”.

When it comes to marketing, Bailey sets it as a priority for her brand. She says, “We work with a professional marketing company, and aim to have all of our marketing materials not only look attractive, but reflect the characteristics of our brand. We have a huge social media presence, and I credit our social media marketing with a large part of our sales and how quickly our listings move.” That’s also coupled with having excellent connections in town. “When we post new listings, they often get shared 20-30 times, which is a lot of exposure in a small rural area. It really gets the word out there about our listings, and we are forever grateful for the support.”

Community involvement is important to Bailey. She believes in giving back to the community that supports her.

As such, she coaches youth sports and serves on a number of local boards, including the Chamber of Commerce Executive Board, the Downtown Committee, the Fort Scott Area Community Foundation, and the Good Neighbor Action Team, to name just a few. When she is not working or giving back to her community, Bailey enjoys spending time with her husband and their four kids.

In the future, Bailey says, “We don’t have any plans to stop or slow down. Our goal is to grow and further what we’re already doing. I started Lyons Realty Group because I wanted to bring a different approach to our area with a fresh, modern brokerage that was client-focused, and technology-driven. We want people to know and expect the utmost professionalism, unmatched work ethic, and absolutely outstanding customer service from Lyons Realty Group. I believe our results reflect those efforts.”

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To find out more about Bailey Lyons, call 620-266-9448, visit lyonsrealtygrp.com, or email Bailey@lyonsrealtygrp.com www.

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

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 28

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

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

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

Set expectations upfront and often.

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

Then, tailor your outreach accordingly.

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

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

Know your first-time homebuyer programs and perks.

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

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

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

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

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

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

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TONYA BUNNELL Tonya Bunnell has been working as a fulltime Realtor in East Idaho for six years now after an unforeseen illness diverted her career. She is an independent agent with Silvercreek Realty Group based out of Idaho Falls. Being a lifetime resident in the valley (with a few years being spent in Washington, Utah and Texas), she loves helping clients relocating to Idaho and introducing them to the beautiful place she calls home. Through a combination of experience, great service, and hard work, Tonya has established herself as a prominent real estate agent in East Idaho, and she looks forward to offering her unique brand of personalized service to as many people as possible moving forward.

When Tonya works with clients, she focuses on being communicative and responsive, making sure they are properly informed and prepared for each phase of the transaction once they are under contract. She sticks with them every step of the way, and through getting to know them early on in the process, she is able to pinpoint their specific needs and work to accommodate them. “One of my biggest strengths as an agent is my availability to my clients, and I go out of my way to make sure they are well taken care of,” Tonya says. “I truly love developing relationships with so many different people.” Tonya uses a CRM program to keep up with them, and she and her family hand-deliver gifts to them during the holidays. Tonya’s customer service is a hit, proven by the fact that she gets more than half of her business from repeat clients and referrals.

As an Idaho native, Tonya has a deep understanding of her local market. She works with everyone, including investors throughout the United States, local residents looking to upgrade or downgrade, and first-time homebuyers, making sure her expertise is diversified through ongoing education. With a background in construction and design, she is a perfect Realtor and sidekick for clients maneuvering through the process of purchasing and building a spec or custom home. She has worked Top Agent Magazine

with several contractors in the area, and currently works as the sales agent for LSA Homes Idaho LLC. When it comes to helping sellers, Tonya employs a marketing strategy that targets a specific audience depending on the characteristics of the particular property.

She pushes each listing across the MLS and social media to ensure each property reaches a wide audience of prospective buyers in order to get the best possible price for her sellers. Tonya has closed 26 transactions so far in 2021, and is on track to achieve a total sales volume of $30M by the end of the year.

In her free time, Tonya loves exploring Idaho’s natural beauty and creating memories in the hills, mountains, and lakes with her family. Any time spent with her grandkids becomes the happiest time of her day. As someone focused on service and community, she has been involved with many local organizations, including serving on the Board of the Greater Idaho Falls Association of Realtors and as a Leadership Chair for the Chamber of Commerce for several years. She was also a member of the Primary Children’s Hospital Local Community Board which helps raise money for children battling illnesses in East Idaho. If you’re looking for an agent in East Idaho who truly cares about her local community, get in touch with Tonya Bunnell today!

You can contact Tonya at (208) 351-0000 or tonyabunnellrealty@gmail.com. You can also visit her website at tonyabunnellrealty.com www.

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VICKY CHANG Like most people, at twenty-one, Vicky wasn’t sure what direction she wanted her career to go, but real estate had long captured her interest. After taking several interior design courses, Vicky enrolled in a two-week crash course to prepare to test for her real estate license. Once Vicky began building her real estate portfolio, she knew she’d found her calling and has been up for the challenge of helping clients get top dollar for their properties and find their dream home ever since.

“It’s great helping people with the biggest purchase of their lives and to see them so happy to get the home they wanted and achieve that American dream,” Vicky says.

Nine years into her flourishing career, Vicky is a Realtor® with Re/Max Select Realty, and a member of the Realtors® Association of Metropolitan Pittsburgh.

She serves Allegheny County, and neighboring counties where her business derives almost exclusively from repeat and referral clients.

Clients who have worked with Vicky before, return and refer her because they know that her level of service stands out in a crowd. Vicky’s regard for honesty, respect, and transparency fosters trust with her clients as she helps them to navigate a transaction. Fluent in Chinese, Vicky is Pittsburgh’s go-to Realtor® for Chinese-speaking clients who know they can rely on her expertise and service.

Vicky’s care for her clients extends well beyond signing a contract and handing them keys. From coordinating cleaning and home-repairs to helping paint a home, Vicky is up for whatever challenge comes along in the home-selling and buying process. Vicky recalls even jumping the battery on a client’s car and moving it into the garage.

“It’s the little things like that that I can easily do to help them worry less,” Vicky says.

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When it comes to marketing, Vicky prepares each property for listing with professional photography and staging, tapping her knowledge of interior design and partnering with a professional decorator. Once a home is ready for market, Vicky utilizes a variety of methods to reach the right buyer, including post cards throughout a property’s neighborhood and email-blasts to a deep database of fellow agents. Harnessing digital tools like Adwerx, Vicky engages a robust digital marketing rollout for each listing; posts across a wide range of social media platforms and realty channels put Vicky’s listings right at a buyer’s fingertips. Annually, Vicky closes between thirty and forty transactions.

When she’s not working, Vicky loves taking her dog for walks and on hikes with her and her husband. She also enjoys interior house painting.

Looking to the future, Vicky plans to capitalize on her impressive referral base and raise her sales volume by creating the beginnings of her first team. Starting with onboarding an assistant and buyer’s agent, Vicky will be able to expand her listing capacity. As an experienced agent, Vicky has often shared leads with more junior agents in her office. Now, with the makings of a team, she’s poised to help new agents get their foot in the door while simultaneously growing her business.

To connect with Vicky Chang, please call 408-627-0276, email vicky.chang.remax@gmail.com or visit facebook.com/VickyChangAgent www.

Top Agent Magazine

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

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

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

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

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

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

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

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

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 34

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

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

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

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SHAWN FLETCHER When he took a surf trip to Costa Rica in 2004, Shawn Fletcher had no way of knowing how hard he would fall for the country, with its pristine beaches, thermal jungle pools, and a welcoming culture that rivals any destination in the world.

He decided to stay.

“I’m from Southern California, and had recently moved from lending into real estate, partly because I like spending more time with people and partly because I didn’t want to wear a suit,” Shawn laughs. “I came down to vacation at Jaco Beach, and fell in love—both with the country and with my wife Hannah, who I met there.”

Costa Rica turned out to be the perfect fit for the couple’s work and active lifestyle. “I get to take my clients around and show them why I love this place—the sunsets, the hiking, and the great places to eat. They’re often here looking for a vacation home, and it’s gratifying to be able to make that a positive experience for them.”

After nearly 17 years now serving clients looking for homes all along Costa Rica’s Central Pacific Coast, Shawn has built a very successful business as an owner broker of RE/MAX Oceanside Realty, where he manages an office of 17 agents. This year, as of July, he’s already closed 44 transactions for a sales volume of $10.5 million, at least 50 percent of that volume coming from repeat clients and referrals. He’s also been featured on popular television shows like International House Hunters and Beach Front Bargain Hunt.

Clients come back to Shawn because he is personable and they know he will spare no effort to find them the right home at a good price. But one advantage of his company that he’s most proud of is the post-closing services they provide. “A lot of agents or offices sell a property and then they’re on to the next. Here in Costa Rica, we’re selling to a lot of North Americans, and after they close there are a lot of things impacting their new life with which they may not be familiar. I have a team that helps them with things like setting up bank Top Agent Magazine

accounts or connecting utilities or other little details of daily life that can involve a different process than they’re used to.

People really appreciate that.”

Both Shawn and his wife have put a great deal of energy into supporting the community and country they love.

Shawn helps host a weekly meal in the park for those who are homeless, and partners with rehab programs throughout the country with the goal of getting those with addiction problems into a nine-month rehab program. Hannah has a nonprofit organization called Ocean’s Edge, which coordinates the goodwill efforts of volunteers with community needs identified by municipalities or churches.

When not working, Shawn and Hannah enjoy the beauties of Costa Rica with their two children. “We spend a lot of time at the beach building sandcastles and teaching our kids how to surf.”

Going forward, the couple plans to keep growing their business, having recently purchased the master franchise rights to RE/MAX Costa Rica. They’ll sell RE/ MAX franchises throughout the region and help train those new agents in the skills they’ll need to increase their own production.

Contact Shawn at 714-369-8263 or email shawn@remax-ocr.com Copyright Top Agent Magazine 35

FRAN GLATFELTER Fran Glatfelter has always been drawn to a life of service. After graduating from Northern Illinois University, she worked as a store manager in the retail industry; however, she soon found herself seeking a fresh opportunity that afforded her time to be there for her family and friends while still speaking to her outgoing personality and passion for helping others. At the encouragement of some colleagues in the business, she decided to pursue her real estate license in 2015—and the rest is history.

Today, Fran is a Broker for @properties where she assists clients throughout DuPage County and the Greater Chicagoland area. Having combined her previous experience in customer service with her acute attention to detail and tireless work ethic, she has established a hands-on process to meet the demands of any purchase or sale.

When listing a property, Fran utilizes a wealth of cutting edge tools to ensure a seamless transaction.

After helping her clients fully prepare their home for the market and providing them with a suite of professional photography services, including 3D capturing and videography packages, she broadcasts her listings over a series of targeted digital and social media campaigns. Leveraging resources like Adwerx and @ properties’ elite marketing team, she gives each client the most visibility possible.

Elsewhere, Fran is just as attentive when assisting her buyers, leaning on her in-depth knowledge of the local market to guide them to the right investment for their best interests. In fact, she remains in touch with her clients long after closing through frequent check-ins

and the occasional gift, often becoming good friends with them over the course of their deal. “I like to have fun with my clients,” she says. “The homebuying process can be among the most stressful things we do in life, so it’s important to make sure we have some laughter along the way. My clients know they’re supported with each step—from our first consultation to beyond the closing.”

Through the years, Fran has earned a fantastic reputation throughout the Chicagoland area, with the vast majority of her volume coming from repeat clients and referrals. But through it all, she stays focused on the boutique workflow that has set her apart in the first place. “I customize my approach to each individual.

Whether you’re buying or selling, there’s no one-sizefits-all real estate plan; instead, I listen closely to each client and formulate my strategy around their needs.”

Outside her career, Fran is deeply involved in her community. On top of making regular contributions to the @gives back Community Fund, she is also a member of the Downers Grove Area Newcomers, a women’s social networking group that participates in various charitable events in and around the community.

When she’s not with clients or giving back, she can be found spending time outside with her beloved dog or indulging her creative side through her numerous hobbies, including refurbishing furniture.

In the meantime, Fran has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on scaling her operations to serve even more buyers and sellers throughout the region while maintaining her focus on the client relationship. “These are among the largest purchases we make, but they’re also our homes. They’re where we make our memories and live our lives, and there is nothing more fulfilling than being a part of that journey with my clients.”

To learn more about Fran Glatfelter, email franglatfelter@atproperties.com, visit FranGHomes.com or call (224) 627-5745. www.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 38

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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JOE JANSZEN When Joe Janszen was in college, he decided to try his hand at real estate and got licensed in 1979. He was in his early 20’s, trying to figure out what he wanted to do with his life, and figured that real estate could offer him flexibility, fulfillment, and the opportunity to help people. As it turns out, Joe worked hard to build his career, and now he is an elite agent in Central Ohio who has made a name for himself as a Realtor® who genuinely cares about his clients. With more than four decades of experience, Joe is an incredibly capable Realtor® who treats his clients like family and consistently provides them with a satisfying real estate experience.

Along with his team of four other licensed agents, Joe brings an impressive amount of experience in all facets of real estate to the table, and his ability to solve a variety of problems during the transaction process is second to none. He is an expert on current market trends and is transparent with his information, using his knowledge to guide clients towards making the best possible decision for themselves and their families.

Born and raised in Columbus, OH, Joe is intimately familiar with his locale and loves showing people everything it has to offer.

In keeping with his philosophy of treating his clients like family, Joe emphasizes building relationships with the people he works with over focusing on meeting his own bottom line. He reliably stays in touch with past clients, contacting them through phone calls, emails, social media and print newsletters twice a month, and takes the time to get to know each client and their particular wants and needs. “If you treat people well, they will return the favor. It’s an essential part of this business,” Joe says. “If you work with me, I’ll treat you like family and do everything in my power to help you accomplish all of your real estate goals.” Joe’s personal approach to working with clients helps eliminate stress and smooth out the transaction process, a big reason why Joe gets 75% of Top Agent Magazine

business through referrals from satisfied clients.

When it comes to his listings, Joe has a social media manager who makes sure each property gets maximum exposure over FaceBook. He also runs a robust email campaign using Mailchimp to make sure each listing reaches a large base of prospective buyers. Joe works hard to get the best possible price for each of his buyers and sellers, and leverages his knowledge of the industry to get results consistently and efficiently.

Joe enjoys the flexibility and variety of experiences that his job brings day in and day out. From land and new construction to renovations for commercial and residential properties, Joe loves it all, and looks forward to helping clients find success in whatever their real estate goals might be. If you’re looking for a real estate agent in Ohio with experience and longevity to spare, get in touch with Joe Janszen today!

To learn more about Joe Janszen, please call (614) 216-4488, email joejanszen@realtor.com or visit janszenassociates.com www.

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ED JELLISON Three years ago, Ed Jellison joined Matt O’Neill’s real estate team in the Tri-County region of South Carolina.

Years prior, Ed had worked for Re/Max in Massachusetts, but he became turned off by the individualistic, business-first approach of many of his colleagues at the time. After moving to South Carolina with his family and operating a completely different business for 14 years, Ed was fortunate enough to meet Matt, who offered him an opportunity to work in a family-oriented real estate office with an inclusive and supportive atmosphere, and his return to real estate has rejuvenated his passion for helping people buy and sell homes.

After meeting Matt and talking to some of the people on his team, Ed fully bought into Matt’s client-centric approach to real estate. Ed got into the business initially because he wanted to help people, and Matt’s business model allows him to do just that. “Matt has taught me to pour myself into each client like they’re a family member, and I’ve really taken that to heart,” Ed says. “I put a personal touch into the way I work with clients, and everyone I work with gets my undivided attention.” Ed takes the time to get to know his clients and their unique needs, and comes up with a comprehensive plan to help them accomplish their goals in a timely fashion. With a deep network and a healthy referral base, Ed has developed a steady stream of loyal clients through the quality of his personalized service.

One of the most fulfilling and favorite aspects of working at the Matt O’Neill team is the flexibility offered to him to focus on community involvement. “Matt believes deeply in giving back to the community we serve and I have the distinct honor of heading up the company’s Charity Division, through which we are able to provide support to different local organizations each month and offer resources to help people in need throughout the community. The ability to pursue my 40

own passions and creative projects has been a highlight of working at Matt O’Neill for me,” Ed says. He has supported and volunteered for a wide variety of local and national organizations, including Habitat for Humanity, Lowcountry Orphanage Relief, and the Make-A-Wish Foundation, and gets a lot of personal fulfillment out of helping the people around him.

With his team behind him, Ed works hard to get the best possible prices for his sellers through extensive marketing of his listings. He uses professional staging, photography, and video tours to bring out the true potential of each property, then markets each listing through social media, third party websites, and both his and Matt’s personal CRMs to reach the maximum number of prospective buyers. Ed closed just under $13M in total sales volume last year, and is on pace to increase that number to $16M by the end of 2021.

In his free time, Ed loves nothing more than spending time with his wife. “My wife, Karen, is my best friend and biggest supporter. It is her love, her faith and her strength that has made me the man I am today. She is my everything,” he says. Together they love serving at their church, volunteering at various charities and watching college football. If you’re looking for a Realtor® in South Carolina with experience, wisdom, and a generous spirit, look no further than Ed Jellison!

To learn more about Ed Jellison, call (843) 425-4969, email edjellison1@gmail.com or visit mattoneillrealestate.com www.

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Creative Meditation

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

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

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

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 41

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

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

Here are some examples of meditations you can try:

1

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

2 Repeating a mantra can be very calm-

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

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

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

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

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

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JULIE JENKINS Julie Jenkins made the career switch to real estate when she was looking for more flexibility in her career and for a way to serve others. “I’ve always enjoyed working with people, and real estate has always been of interest to me,” Julie says. “When my youngest child started kindergarten, I earned my license, and I’m so glad I did. It’s been a great fit, and a great career.” Guided by her belief in putting her clients first, Julie has built a thriving business over the past fifteen years, serving over 120 families and helping them achieve their real estate goals. “My favorite part is helping people get to the next stage of their life, whether they’re first-time home buyers, or empty nesters looking to downsize,” Julie says. “I love being part of their journey.”

Now a Realtor/Broker with eXp Realty, Julie serves both North and South Carolina. “With eXp, you get to brand yourself while being powered by them and their incredible software,” Julie says. “I love that balance; it’s been the best of both worlds.” A multiyear recipient of the Five Star Professional Award for Superior Customer Service, Julie is also a member of The Institute for Luxury Marketing and is a Certified Residential Military Specialist.

to showcase each home in its best light.

“We do video tours, which are not just the camera going through the rooms, but which feature myself giving a tour,” Julie says. “They’re more lifestyle videos so people can visualize themselves living in the space.”

Dedicated to her community, Julie volunteers through her church and her CrossFit gym, which holds many fundraisers and charity events. When Julie is not busy helping clients or giving back her time, she loves to stay active. A competitive tennis player, she is a member of several local leagues. She also loves to spend time with her husband and children. “Together, we like to be outside, to hang out by the pool or to head to our lake house, where we boat and just enjoy each other’s company,” Julie says.

Julie has exciting plans for the future of her business.

“I recently brought a stager onto my team,” Julie says, “and I’d love to keep expanding, and to bring a few agents on with me. I feel so lucky that I get to do what I do.”

With her personable style and her market expertise, it is no surprise that Julie’s repeat client and referral rate is over 90%. “I treat my clients how I would want to be treated,” Julie says. “Buying or selling a home can be a stressful process. I try to make it as fun and as easy as possible. I’m big on communication, and I treat everyone like family. The bond I create with people sticks, and we continue our relationship past closing.”

To market her clients’ listings, Julie employs a comprehensive and adaptable strategy based on each property’s features. Julie works with professional photographers, drone pilots, and videographers in order Top Agent Magazine

For more about Julie Jenkins, call 704-604-1808, visit julesrulesrealty.com or email julesrulesrealty@gmail.com www.

43 Copyright Top Agent Magazine

LUKE MILLER Before he became a Realtor, Luke Miller was known around his hometown of Salisbury, North Carolina as “The Karate Guy,” a reputation he earned as a two-time karate national champion and for his work teaching the sport to children with SideKick Karate for nearly a decade. He’s brought that same discipline and passion for helping others to his work in the real estate industry.

“I’m good with people and I really enjoy helping them find the home that’s right for them. I also strive to be the hardest working person on the job, no matter what kind of job it is. My clients get the same dedication from me no matter whether I’m helping them sell a five-thousand dollar lot or a million dollar home.”

An agent with Wallace Realty in Salisbury for two years now, Luke serves 12 counties across the state, from Charlotte to Greensboro. He’s begun making a name for himself in the industry, and has already built a strong referral business. He’s also had a number of repeat clients who have bought properties with him as investors. “I want to be known as ‘The Realtor Guy’ now,” he laughs. He attributes that early success to his ability to work well with people. “Anyone can put a ‘For Sale’ sign on a house, or place a listing in the MLS. But there’s so much more to it than that. It’s about building trust and personal connections with everyone you work with. Our industry on the whole has veered hard toward dependency on technology, and a lot of the people skills are being lost. A computer just can’t do what we do.”

Luke has created great working relationships with his peers and is familiar with all of the top-producing 44

agents in his area. He markets his listings on social media platforms like Facebook and Instagram, the dedicated real estate websites, and through select print ads. But his most effective marketing tool is reaching out to the agents and past clients who are part of his sphere. “People are the best resource of any industry,” he explains.

When he’s not working, Luke contributes to the health of his community by continuing to teach martial arts discipline to children, particularly for those who are deemed at-risk. Time for himself is usually spent either going to classic car meets or working on one of two that he owns. “It’s not always just cars, though. I get excited by anything with a motor!”

Going forward, Luke wants to build a team, and has a two-year plan to bring on several additional agents. “I want to make sure I can maintain the same high-quality service as my volume grows. I also have a passion for helping new agents, so whenever I meet someone who’s just gotten their license I offer myself as a resource for them as they are learning the industry.”

Contact Luke at 704-438-7223 or email Luke.wallacerealty@gmail.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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1

Put Testimonials or Case Studies on Your Website

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

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

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

2

Be Responsive and Accessible

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

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

3

Be Honest and Transparent

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

You should always act in their best interest.

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4

Go the Extra Mile

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

5

Put Yourself in Your Client’s Shoes

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

6

Be Consistent

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

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

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

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

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DONNA PARADIS Donna Paradis has worn a lot of hats over the course of her life— as vineyard owner and manager, bookkeeper, landlord, wife and mother. Those experiences allow her to find common ground with pretty much anyone she brushes up against. When she decided to become a Realtor back in 2012, that ability to build relationships quickly gave her a decided advantage. “I enjoy meeting people and getting to know them,” Donna explains.

“It helps me offer a very personal service, making sure they’re taken care of.

I always go the extra mile to help them with whatever they need.”

Serving clients in Oregon’s Greater Willamette Valley with Harcourts Elite, Donna has grounded her business in the promise expressed in her motto: Listen, Communicate, and Do The Best for My Clients. It feels understated—something one might expect from a woman raised on a farm in Mt. Angel, Oregon—but one glance at her reviews reveals just how substantial that promise is. Consider the following praise from a grateful client: “She keeps you in the loop, she advocates for you, she is on top of every detail, and she celebrates with you when everything is completed. There is no one else that I can recommend other than Donna.

Literally when the world is on fire she still manages to keep things going. Thank you Donna! Thank you, thank you, thank you!”

It’s the reason why Donna’s been able to grow an 85 percent repeat client and referral business, from an average of 20-25 transactions a year. Her best means using her experience, strong negotiating skills and broad knowledge of the industry to overcome any and all challenges that might arise during a transaction. It means access to the network Donna has formed with trustworthy lenders, contractors, well and septic vendors, and any other industry professionals a client might need. It also means that after the closing she’s no more than a text or

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phone call away if her client ever needs anything again. That dedication comes from a place of caring.

“I have a passion for this work, and I love helping people, whenever and however I can. They become friends, and feel very comfortable referring me to people who are close to them.”

When she’s not working, Donna volunteers to be on the finance committee for the Father Bernard Youth Center. Much of the rest is dedicated to her family. “I have 4 children and two grandchildren. Tuesdays are my “Nana” day, where I enjoy my grandkids for the day. I also enjoy gardening, reading, travelling or really anything outside.”

As for the future of her business, Donna is happy to continue at her current level of production, which allows her to maintain the quality of the personal attention she gives to her clients. “If you get too busy you lose that.

It also gives me time to keep growing personally. I am currently working on obtaining my GRI designation.

It’s important to learn something new every day. It keeps your mind open, and keeps you fresh.”

If you would like Donna’s help buying or selling a home, call her at 503-851-0998 or email Donna@nworg.com

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GINA PURDY After pursuing interests in the travel industry, and not finding the fulfillment she was seeking, Gina followed her mother as she shifted into her own budding real estate career.

Today, with twenty-five years in the industry, Gina is a Realtor ® with Baird & Warner, covering the Northwest Chicago area and surrounding suburbs, mainly selling in her own backyard neighborhoods of Edgebrook, Wildwood, and Sauganash.

Currently, over fifty percent of her business derives from referral clients. “I stay personally involved in every transaction,” Gina explains, regarding the trust she fosters while helping each client navigate the homebuying and home-selling process. “It’s very fulfilling negotiating the best deal for my clients. I feel very fortunate that I have a career that I love.”

Gina’s exceptional service to her clients doesn’t stop at the close of a transaction. She stays invested in the relationships she’s made, keeping in touch through interactions on social media, friendly check-ins, and bimonthly pop-bys with goodie-bags. In 2021, Gina became involved with Locals Serving Locals, a program promoting local businesses in her neighborhood and those where her clients live. Monthly, her clients receive a gift connected to a local business or restaurant, helping to support those businesses and reminding her clients that she cares about them.

Annually, Gina closes approximately twenty million dollars in volume. When it comes to marketing, Gina

utilizes a variety of methods to reach the right buyer, from ads published in the local paper and postcards sent to a property’s surrounding neighborhoods, to robust digital marketing rollouts for each listing. Boosted ads across a wide range of social media platforms target local and global markets to put Gina’s listings right at a potential buyer’s fingertips. Her live open houses on Facebook and Instagram have garnered thousands of views. “No one gets a thousand people walking through a regular open house,” Gina says. “We reach so many people this way.”

As a Realtor® who cares about her community, Gina stays involved in her Edgebrook neighborhood, helping the fundraising efforts of local schools and businesses.

For approximately twenty years, Gina has participated in the Edgebrook 4th of July parade, organizing and decorating cars. She hosts a booth at the local farmer’s market, promoting local shops and restaurants and fostering partnerships between Baird & Warner and other local businesses. Gina personally produced a drone video to showcase Edgebrook’s character to a wide audience. When she’s not supporting her community or helping her clients find their dream home, Gina is an avid golfer and enjoys spending time with her family, taking vacations to their summer home in Michigan City, Indiana.

Looking to the future of her business, Gina knows the real estate industry is always changing, and is continually expanding her professional knowledge to better serve her clients. She hopes to keep promoting herself and Baird & Warner, while always finding ways to support and promote small and local businesses that are the heart of what makes the neighborhoods where she lives and works wonderful places to buy a home.

To find out more about Gina Purdy, please call 773-318-7945, email gina.purdy@bairdwarner.com. or visit ginapurdyrealtor.com and bairdwarner.com/agent/76557-gina-purdy www.

www.

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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KARA RICHETTI There’s always been something comforting about having a law enforcement officer as a neighbor. Maybe it’s the added sense of security we feel from having a professional nearby who’s trained to pay attention to details we might miss—someone who can spot trouble before it happens, and who can act swiftly and intelligently if it does. It’s the kind of skillset that ensures an advantage in any profession, and one that real estate agent/associate broker Kara Richetti applies daily on behalf of her clients.

“I’d had a fulfilling career as an Intelligence and Counter-Terrorism Analyst for the Florida Department of Law Enforcement,” Kara explains. “But I was ready for a change, and I’d always had a passion for real estate.

I decided that was how I wanted to continue serving my community.”

She got her Realtor’s license in 2012 and founded the Red Key Group with Keller Williams, transferring her business to Virginia after moving there with her husband in 2017. She now serves clients in DC, Maryland, and Virginia, as well as some repeat clients from Florida.

After nine years in the industry, she averages 25 deals annually for a sales volume of $10-15 million, a whopping 88 percent of that coming through repeat clients or referrals. One only has to read some of her clients’ gushing reviews to understand why: “Kara is a true professional and an absolute delight to work with.

She made me feel as if I was her only and most important client. She kept constant communication with me so I never felt alone in the process…. She was always one step ahead, answering questions I didn’t even know enough to ask.”

Anticipating clients’ needs is something that distinguishes Kara from many other agents, and she believes it’s one of the main reasons they keep coming back.

“Today people are used to getting information quickly through the Internet. But contracts aren’t built for quick consumption, and the process of home buying can be overwhelming with everything people have to consider.

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As a former intelligence analyst, I’m very detail oriented, and can process information more quickly and at a higher level than some. I’m able to interpret those details succinctly for clients, allowing them to make better decisions and giving us an edge in negotiations.”

It’s work that Kara has found extremely satisfying, due in no small part to the number of friends she’s made. She remains in touch with clients long after the closing, reaching out to them often. “Buying or selling a home with someone—you form a real relationship. So you want to be there for them, especially during times of need. I’ve been calling former clients throughout the pandemic, just to make sure they were okay.”

Giving back to her community has always been important to Kara, and for the last eight years she’s channeled those efforts through the Junior League, sponsoring literacy-supporting events like the National Book Festival and helping with grants that enable different community partners to purchase books for children. In 2020 she had a baby herself, and so her leisure is mostly spent enjoying time with family, preferably outdoors. She also likes exercising—especially hiking and playing tennis.

Going forward, she plans to build a team soon to keep up with her growing volume.

Contact Kara at 571-308-3101 or email KaraV@kw.com 51 Copyright Top Agent Magazine

ALEXA SMITH For Alexa Smith, the real estate world presented the perfect opportunity to engage her love of helping others. She entered the field after working as a customer service account manager at American Lifestyle Magazine. “I began working with a lot of real estate agents and helping them brainstorm about how to grow their business based on referrals,” she says. “So eventually I decided to get my real estate license.” She hit the ground running straight away, was rookie of year her first year and Alexa is now entirely referral-based.

With a bachelor’s degree in Spanish, Alexa is able to assist both English and Spanish speakers. By providing superior service at every step and taking her time with each client, she has developed a reputation for delivering the best buying and selling experience in the eastern Pennsylvania region.

“I do not rush people into buying or selling a home,” she explains. “I take pride in educating clients on the process ahead of them and allow them to go at their own pace.” Understanding that this is one of the largest transactions of their lifetime, she aims to provide them with information and knowledge so they can make the best decisions possible. For her buyers, this means preparing them for the current market conditions and guiding them throughout the process. She is an advisor to her clients and makes sure no questions are left unanswered. Meanwhile, her sellers receive exceptional marketing and strong pricing strategies to get them the best return on their investment. Alexa also makes sure to get the most exposure for her seller clients from networking with agents in her sphere, social media marketing & using the listing service. It’s clear she’s going above and beyond expectations, as she closes about 30 transactions in a typical year.

After working with Alexa, clients love to spread the word about her work. One recently said, “Alexa has been in contact with me about my family’s homeownership goals since 2015. From day 1 she 52

has been an absolute powerhouse to work with. She is very good at her craft but extremely humble and relatable. She remains calm in those moments of anxiety or stress and she reminded us constantly that she was HERE FOR US mentally as we went through this process. That was so important for us because we had so many questions and uncertainties that she helped ease. I cannot say enough great things about Alexa, and I’ll leave it at this: you WILL NOT regret choosing her for your home buying or selling needs. She checks all the boxes and is extremely passionate to help you crush your goals and get to the finish line. Thank you Alexa!”

When Alexa isn’t working, she’s staying active in her community. “I donate to a local group, giving away baby clothes, toys and food to families in need,” she explains. She was previously a coordinator for the elderly and homeless, and participated in charity work for food pantries. Lately, most of her free time has been spent with her baby, who was born in 2019, and her family.

In the coming years, Alexa plans to grow organically and mentor a few agents. Ultimately, she just wants to keep helping others, as it is her true passion. “It’s amazing to be able to guide people in making one of the biggest decisions. It’s such a tremendous opportunity.”

For more information about Alexa Smith, please call 267-235-0420 or email asmit0516@gmail.com Top Agent Magazine

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

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

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 53

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

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

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

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 54

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

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

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

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SARAH STOVALL Top Agent Sarah Stovall – Owner and Lead of Century 21 Results’ Stovall Properties Group in Atlanta, Georgia – has nearly three decades of experience under her belt.

Equally comfortable working with buyers, sellers and investors, Sarah brings to bear a wealth of industry knowledge that provides exceptional value to every one of her many clients.

Hardworking, honest and ethical, Sarah has more than earned her stellar reputation as a trusted and highly effective real estate advisor.

Sarah began her illustrious real estate career in 1992, while living in Florida. Having had a background in property management and short-term leasing, she jumped at the opportunity to get her real estate license when a friend of hers – a broker – suggested she do so.

Following a divorce and a relocation to her home state of Georgia, Sarah continued her career in the Peach State, a choice that allowed her to provide for her children as a single mother. “Real estate allowed me to work when they were at school,” she recalls, “and to be there for them when they got off the school bus.”

Since then, Sarah has built a thriving and ever-growing business (she sold 120 units with an overall sales volume of 40 million in 2020 alone), and she has assembled an equally dedicated team of agents who share her client-first business ethos. Named Realtor of the Year by her peers in 2014, Sarah knows her market intimately, and knows the ins and outs of both the retail and wholesale arenas. A self-professed “problem solver,” Sarah has ingratiated herself to her many clients who have come to rely on her expertise, whether they are buying, selling or investing in a property.

Currently, almost the entirety of Sarah’s considerable business is based upon repeat clients and referrals, a true testament to the exceptional level of customer service she provides. “I think that has a lot to do with Top Agent Magazine

how much experience I have in the industry,” says Sarah, when asked how she has managed to generate such impressive levels of trust and loyalty amongst those she works with. “I know so much about the real estate business that I can generally solve a problem that needs to be solved faster than anyone else can.

I’ve been told that I figure things out, get problems fixed, and get my clients to closing. That’s what I do.”

When she’s not busy helping people achieve – and frequently exceed – their real estate goals, Sarah enjoys nothing more than a glass of wine or a shot of bourbon, and she is also an avid physical fitness buff who loves both running and dogs. She is also active in the real estate community, and gives back in a variety of ways, most recently through her tenure as her real estate board’s President in 2020.

When asked about her plans for the future of her business, Sarah grows thoughtful for a moment before replying. “I want to grow it, and to be the Rainmaker: leading and mentoring my team and teaching them to do real estate the right and ethical way, and to represent our clients the best they can.”

“I just love this industry,” says Sarah. “I love the people I get to meet, and that I get to help them get to the next chapter in their lives.”

For more information about Sarah Stovall, please call 678-427-1999 or email SStovall@c21results.com 55

the lifestyle you’re authentically interested these photo and video driven mediums are in living. In that vein, consider interacting popular for home design ideas, and before with clients in an organically-driven way,THOMPSON and after renovation pictures. When you ANTONY encouraging them during life’s milestones, expand from Facebook into these new platWhen it comes to a disrupting the real takenalready the timehave and invested reaching out with local event, restaurant, or forms, you’ll plenty the of money visual estate industry standards, nobody does into making sure we know how to optinews item that’s relevant to their interests or content ready to be transferred and conit better than Ant and the team at Blac mize our social media presence and get neighborhood.

The goal is to be a persistent sumed by an expanded audience.

Property Group. Ant and his team have the highest number of clicks on our listpresence in their lives feeling like a set out to hail in a new agewithout of real estate ings, which translates into more eyes talking head.

Engage as you would like to be and leave behind the stuffy notion of on our properties and higher prices for Don’t just react. expensive suits and Rolex watches as our sellers.” engaged with, as a human being with interCreate your own content. the epitome of success.

“We’re fun,Keep that ests and needs and boundaries. we’re quirky and we go against the He believes that his team—consisting personal thread in mind and your dynamic It’s easy enough toTommy post a link to a new liststatus quo. We talk differently, we dress of agents and Murray—is the will shift from past business contact to presdifferently, and we like to do things to key ingredient to his success.

“I love my ing, or retweet a helpful article on real estate ent resource. a different standard. We don’t believe team. We haveown a good time every day news. Creating your organic content in wearing suits and driving flashy cars. Too many agents are wrapped up Expand in their ego your and theirmedium. insecurities—they focus on proving themselves to other agents instead of doing a good Realtors job for theare clients.”

Many comfortable on Facebook

as an interactive meeting to connect with Helping but buyers navigate the North clients, thereand aresellers several other mediums Brisbane market, Ant is committed to his clients where you can connect with clients both past and his community. “We want to make a differand well astofuture.

Particularly ence.present, We’re notas just trying do the bare minimum when Millennial clientele, the fastto get courting our commission check.

We go above and beyond to helpsegment the peopleofinthe our buying community.

When est-growing market, we have an elderly client whose house needs a presence on Instagram and Snapchatsome are maintenance, we’re happy to help. If they need key to finding new faces, demonstrating hot assistance with yard work, we’ll come over on a properties, andit creating interactive brand Sunday and get done,” he an says, and adds, “I think as an agent.

Not only does this help when our hands-on approach is something clients truly appreciate aboutaus.

We are genuinely here potento make you’re listing property and seeking theirbuyers, lives easier.” tial but it also serves as a perusable portfolio of your work and real estate prowWith a sizable network of repeat and referral clients, ess.

Youcreative can also thesehismediums to Ant finds waysuse to nurture relationships. interact clients ontext an messages, outlet they “I do a lotwith of phone calls, andmight social mediamost to keep up with my past a lot feel comfortable in. clients.

LikingLuckily, pictures, of them have become a part of my social network as commenting, streaming Instagram Live well, which makes it easier to stay connected as we home tours and Stories are all ways you can tend to cross paths frequently.” Antony also finds build by simply spreading your social engagement media to be a useful marketing tool. “We’ve social media presence around. Likewise, 56

and our laid-back attitude makes it very

is a different story, but worth its weight in easy for clients to join in and have fun goldus.when it comes to luring engagement, with The fact that people can see just how much ranking higheraround in search fields, andpotential overall we enjoy being each other allows clients thatan weinteractive meet, instantly feel likefor theyyourself can just crafting presence join any conversation.” andinyour business online—which is where more than 90% of homebuyers and sellers In the coming years Antony is focused on mainbegin their Creating taining a slowprocess. and steady growth.your “My own goal conis to tent can seem risky, or else like no one is continue giving every client a personal and attentive service.

When think of ouralready brokerage, I want listening in apeople digital world crowded them see agents whoHowever, are deeply involved their withtoinformation. originalin concommunity and here to make a positive change.” tent is sure to boost personal engagement with your social media pages, guaranteed.

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

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

To learn morethat about Antony Find the ways work bestThompson for you and stick to email them, ant@blacpg.com.au, and you’ll watch your audivisit blacpg.com.au, or call 0488–707–648 ence and business grow in tandem. www.

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Uncommon Contact:

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

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Not everything has to be about business.

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

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While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

1

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

2

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

3

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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BEV YOUNG With a proven 22-year track record in the real estate industry, Bev Young is a passionate advocate for her clients, ensuring they always receive an elite level of service. As the head of Bev Young & Associates, affiliated with Weichert, Realtors®, Bev ranks Top 1% in Dallas-Fort Worth Realtors® and has earned multiple designations, including Certified Luxury Home Marketing Specialist, Certified Residential Specialist, Graduate Realtor® Institute, Certified Distressed Property Expert and The Short Sales and Foreclosure Resource certification.

Bev started her journey in real estate after her daughter left for college. “I retired from being a full-time mom and decided to get into real estate because I had always thought about it as a potential career but never had the time to try,” she explains. She currently works with her husband, Brad, and a team of agents.

With 75% of her business coming from repeat and referral sources, Bev believes it’s her integrity and the emphasis she places on creating long-lasting relationships that inspire clients to work with her time and time again. “I treat everyone as if they are my only client.

I work hard for my buyers and sellers and make sure that they are taken care of during the process, as well as after. I continue to stay in touch with my clients and check in on everyone monthly,” she says, and adds, “I think another big thing—even though it sounds fairly simple—is that I answer my phone every time.

People know that if they call me they can reach me, and if they send me an email they will get a prompt reply.”

Like in all other aspects of her business, when it comes to marketing Bev exhausts every avenue Top Agent Magazine

to ensure that her listings get the largest audience possible. “We do 3D virtual tours and unique drone photos to show off the property. Anything that might show a potential buyer why that particular house is the right one,” she explains.

Going forward Bev plans to continue giving her clients the highest level of service and organically growing her business. “I don’t know that I will retire, but I definitely want to have a solid database that I can sell if I need to.” When it comes to advice for agents who are thinking about getting into the business, Bev believes it’s important to have a natural passion for working with people. “I don’t have a hobby. This is it. I’m a people person and I enjoy developing relationships with my clients. When we’re done working together, many of them are like family to me. So if you’re looking to succeed in this career, and want to enjoy your work every day, make sure you’re someone who likes to meet new people and make lifelong friends.”

To learn more about Bev Young, email bev@bevyoung.com, visit BevYoung.com, or call (817) 822–7252. www.

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